Merchant Magazine - June 1984

And so can your customers.

Wolmanized@ Dressuretreated lumber and Outdoor@ wood dealers are finding that more and more do- it-you rselfers and home handymen are taking us up on our nationally advertised invitation to "look forthe labels...and nail down a 30-year guarantee."

And, among professionals who use and specify preservative treated woods, the preference for Wol manized products is overwhelming. It keeps building Professional Builder Magazine's 1983 brand usage survey showed that 80.9 percent of the pros chose Wolmanized

products, compared to only 24.1forthe next most popular brand.

Among professionals who used only one brand, Wolmanized products stacked up a 6-to-1 lead over the nearest competitor.

Response to the 30-year guarantee labelwas so good that this year we are extending the warranty to cover Wolmanized oroducts used in most agricultural* projects as well. Soles support in depfh And there's more: when you stock and sell the treated woods with the Wolmanized and Outdoor wood labels, you're cov-

ered bythe most comprehensive advertisi ng and promotional effort in the industry.

o National consumer and trade advertising, ncluding key market multimedia programs using billboard and radio.

. Regional and National magazine advedising to builders, contractors and remodelers, as well as do-it-yourselfers.

o Exhibits in shopping malls.

o And a vast array of award winning product literature, point of sale pieces, free project building plans, and other sales

enhancing promotional materials.

For more informotion

Contact the Koppers in your area:

o Colorado (303) 295-

o N. California (91 6)372. S. California (7141 391-1

Distribution of guar CedartonerM wood products by:

o All Coast Forest (7141627-8551 . Capital Lumber Co. (714)591-4861

rExceptions include fence posts and other agricultural usages where physical damage by man, machinery or animals constitutes the major threat to oroduct life.

The Merchant Magazine

Publisher Emeritus A'D. Bell, Jr.

Editor-Publisher David Cutler

Associate Editor Juanita Lovret

Assistant Editor Patricia Nowlin

Contributing Editors Dwight Curran, Gage McKinneY, Ken Thim

Art Director Martha Emery

Staff Artist Carole Shinn

Circulation Dorothea Creegan

The Merchant Magazine (USPS ?96-56000) is published monthlv, at 4500 Campus Dr., Suite 480' Newport Beach, Ca. 92660' Phone tZtll SIS-83 3, bY The Merchant Maeazine. Inc. Second-class postage rate-s paid at NewPort Beach, Ca., and additional offices. Advertising rates upon request.

ADVERTISING OFFICES

FROM WASHINGTON STATE & IDAHO: contact Crrole Holm, 703382nd S.E', Mercer Island. Wa. 9804O. Phone (2C6) 6U'WO.

FROM NORTHERN CALIFORNIA & OREGON: contact David Cutler, 4500 Campus Dr., Suite 480, Newpoil Beach, Ca. 92660. Phone (714) 549-8393.

FROM SOUTHERN CALITORNIA: contact Crrl Vann, 205 Oceano Dr., Los Angeles, Ca. 90049.Phone (21 3\ 472-3113 or ('1 14) 549-8393.

FROM THE MIDWEST: contact Wsyne Westland, I l0gWillow Lane, Mt. Prospect, Il. 60056. Call (312) 437"131'1.

FROM THE NORTHEAST: JosePh A. Shea' 6l Maine Ave. F-4, Rockville Centre, N.Y. 11570. Call (516)678-1625.

FROM THE SOUTHEAST: contact Corinne Cerny,638 Rae Dr., Lawrenceville, Ga.30245. Call (2104) 972-6689.

SUBSCRIPTIONS

Change of Address-Send subscriPtion olders and address changes to Circulation Dept., The Merchant Magazine, 4500 CamPus Dr., Suite 480, Newport Beach, Ca. 926ffi.lnclude address label from recent issue if possible, plus new address and zip code.

Subscription RatesU.S': $9-one Year; $15-two Years; $20-three years. Foreign: $20-one vear; $35-two years. Single copies $2. Back copies $3 when available.

DAVID CUTLER editor-publisher EDITORIAL

The federal delicit must be cut!

r]HE FEDERAL deficit's upward pressure on I interest rates has become all too clear of late. The cost of money has begun to climb. To this interest rate sensitive business, these increases are causing at best, apprehension, at worst, something akin to panic. To those who endured the trauma of twenty-two percent money, the thought of repeating those times is sickening.

Yet, it doesn't have to happen. Responsible economists of all persuasions say that a meaningful reduction of the federal deficit would allow the lower rates needed for business survival. But the Congress has failed to act.

Now the business community, all too aware of the shattering effects of soaring interest rates, has taken unusual steps to get Congress to cut the deficit. A recent two page advertisement in the l4tall Street Journal entitled "A Matter Too Serious For Politics As Usual," urging reduction of the federal deficit was signed by scores of the top people in business. Presidents of the major auto makers, airlines, banking, transport, energy, you name it, joined the appeal. As did the top men at Crown Zellerbach, The Stanley Works, Boise Cascade, National Gypsum, Allied Corp., Potlatch, Koppers Co., Champion International,

Kimberly-Clark, Lone Star Industries, GAF Corp. and Weyerhaeuser Co.

Other than politics as usual, there is no good reason why a reduction of the deficit adequate to ensure lower interest cannot be made. The Grace Commission, headed by J. Peter Grace, whose Grace Corporation includes Handy City, Handy Dan, Cashway, Orchard Supply, Angels, and The Hnuseworks has outlined recommendations that would save $424 billion in three years, rising to $1.9 trillion by 2000. The commission, or more correctly, the President's Private Sector Survey on Cost Control, found what we all suspected: incredible federal government waste. They also discovered that eliminating vast amounts of that bloat was very definitely possible. And essential.

The report, noting waste and inefficiency in the federal government, the growth of the underground economy as taxes increase, said that "in other words, all individual income tax revenues are gone before one nickel is spent on the services which tax payers expect from their government."

Rarely do we ask our readers to demand action from their elected representatives. We're asking you, now, to insist to your Senator and Congressman that they make sizable cuts in the federal deficit and do it promptly.

Serving the lumber and home center markets in 13 Western SfafesSince 1922

WTO YOIRC ffi"--

Promoting thc notion of do-it-r'oLrrself Jccks u ith \X'esrrrn \.rod is aJmitrcdh not new.

Buni'ith today's smaller homes, the idea of extn space u'ith decks i-, r'ery easy to sell.

Easicr still, rvhen vou takc advar-rtagc of \Vestern \Xbod's neu' promotional kit. . Ir combines rhe high-ruar(nc.s of prr)fecsirrnalh'proJuced radio and ne\r sfaper

ads, u,ith an idea book to gct homeou,ncrs thinking about dccks.

There's no charge for anv of these material-. and tl-rer''re readv to run. Just put vour fivc-second tag on tl"re radio, and vour storc name at the bonom of thc ads. It's that simple Then, put in a good stock of We,*tern \I,bod. For appcarancc, strengrh itnd r,alue, \\''esrern \\bod has a spccies and grade perfectlv suited to even'job.

So, for thc price of a sramp, get evcr\,thing vou necJ ro,.r.t lf,.:r^f*f Wf AsrLtre:go, a Jc.k.pr..rm,,,,r,, I W,' t ;ll;"1."ll,:i',lllk',,'i,,,,.,

Gourtesy counts on the sales floor

lF IT were possible to put statistics I into a computer and create a profile of the perfect salesperson, the results would be interesting. The paragon of sales would be neither tall nor short, blonde nor brunette, male nor female, but super courteous, most knowledgeable, easily identifiable and readily available.

The fact that courtesY is the No. I expectation of shoPPers todaY was revealed emphatically when people of various ages, ethnic backgrounds, educational levels, sex and regions of the country were interviewed by Research & Forecasts in a study sponsored by Whirlpool Corp. Their revelation of how Americans evaluate the quality of consumer Products and consumer and public services has been documented in "America's Search for Quality."

Those interviewed were overwhelmingly concerned that a salesperson be courteous. Virtually all the respondents (9990) agreed that courtesy is the characteristic that is most important in those working in stores. Nine out of ten (9190) said that it is always important that a salesperson be courteous and another 890 said it is sometimes important. Only l9o felt that courtesy was only a little important and no one would agree that it was not at all important.

Although it was outranked bY courtesy, product knowledge rated high in the survey. While 7290 exPected a salesperson to be knowledgeable about specific products, materials and specification, only 45v/o exPected them to be informed about the advantages of competing brands. Some 3990 expect salespeople to be able to

I mportant Characteristics of the Salesperson

provide adequate information about products not in their section or department of the store.

Story at a Glance

Customers rank courtesY No.1 ...product knowledge rates second ..promPt attention appreciated .easily identifiable sales staff a must.

Prompt attention to the customer entering the store or department ranked high. In rating the availability of salespeople, 370/o felt it was always important;4190 felt it was sometimes important. Only l29o rated PromPt attention as only a little important and l09o considered it as not at all important.

Customers want salesPeoPle to be readily identifiable with a distinctive uniform, smock, vest or name tag. A total of 8390 ranked easy identification of the sales force as important with 5890 considering it alwaYs important and 25s/o sometimes important. A low l09o thought it not at all important and an even lower 790 considered it only a little important.

Less than one Person in ten considered sex, age or ethnic background important in a salesperson. A low 690 liked to have the salesperson be of the same sex as themselves; 290 wanted them to be a comParable age; 390 wanted about the same ethnic background, but 7390, 80Vo and 8390 respectively feel that these factors are not at all imPortant.

Again the three favorite virtues advocated by personnel managers are verified. Courtesy with prompt attention, good product knowledge and easily identified salespeople should be the goal of every home center.

WESTERN HOME CEA'TER& BUILDINE MAT ERIAI,SI SHOW

ll's your show. Dont miss it, The first ond only show specificolly designed to meet the unique needs of Western home improvement retoilers.

The lorgesl ond mosl complete exposition of home improvement, mointenonce, remodeling ond decoroting products for the DIY morket ever ossembled in the West for Western retoilers.

More fhon 600 exhibilors of thousonds of products ond services for your growing DIY ond outdoor living morket.

. building moteriols

. hordwore

. plumbing supplies

ond fixtures

electricolfixtures

ond supplies

hond ond

.

power tools

. point ond

point sundries

. heoting ond cooling products

. shelving ond

storoge cobinets

. siding, roofing ond roinwore systems

. disploy merchondisers

ond store fixtures

. reody-to{inish furniture

. bothroom occessories

decorotor products

. energy soving

oroducts

. cobinets ond vonities

. outdoor living

. home core products

. DIY books ond monuols

. floor coverings

. noils ond fosteners

. lown ond gorden

Coreer Doy The Western Home Center & Building Moteriols Show hos invited college seniors ond recent groduotes with on interest in retoiling to ottend the Show on Soturdoy, November'l 7, Hereb your chonce to interview interested ond eoger entrylevel condidotes for your stoff,

Seminors toilored specificolly for Western DIY retoilers, Designed ond presented by industry leoders who understond Western retoil operotions. A complele progrom including odvertising, promotion, in-store merchondising, co-op funds, monogement informotion systems qnd more. And oll ot no cost to you if you pre-register now,

SPOA'SORED BY UANCE PUBUSHING CORPORATION. PUBUSHER OF HOME CENIER MAGAZINE AND SPOruSORS OF fHE

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

(l) ! Retailer/Dealer

(J) ! Wholesaler/Distributor

(P) ! Other (please describe)

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

Holel lorms wrll be sent on recerpt ol pre-regrstratron lorms

\Ithys to cut credit card losses

r PPROXIMATELY 500 million credit cards are in Acirculation in the United States. In 1983 ll0 million bank credit cards fVisa and MasterCard) were used to buy $150 billion in goods and services. The average American carrid six piees of plastic entitling him to credit.

Unfortunately this surge of plastic buying power has created a new type of criminal-the person who makes purchases using a st6len credit card. Clever crooks with the help of careless clerks and cashiers are obtaining thousands of dollars worth of merchandi$e for which merchang are unable to collect.

Home centers are not exempt from this type of fraud. In an atternpt to solve the increasing problem of credit card fraud as well as bad checks, shoplifting and refund victimizing, home center managers throughout the country are banding together into security associations. They find that this cooperation allows them to share information and solve mutual security problems.

Crime prevention and law enforcement officials have compiled a list of habits and practices often identified with the user of a stolen credit card. They have distributed these lists to stores, urging managers to alert their employees to be aware of telltale behavior. Clerks as well as cashiers who note suspicious behavior are instructed to report the incident ts the manager immediately.

Story at a Glance

Credit card lraud steals millions of dollars .oommon operallng charactedstice identify trierns ionre center managec bard togffiI to solve problems, increase protectlon.

Since credit card purchases under a certain dollar limit are not verified in most stores, users of stolen cards are careful to avoid making purchases over the allowed amount. The individual doing this may be observed to rnake a purchase, leave the store, and then return to make another purchase, often going through another cashier's line.

Customers who buy indiscriminately also are suspect as are those who buy expensive items with little thought or carry a oedit card in a pocket. Teenagers with credit cards and those who "left their ID at home" but have a credit car{ also arouse suspicion.

Managers involved in security organizations have discovered that the same individuals work more than one store in an area, For example, in one city merchants uncovered a scam of dishonest shoppers payng for merchandise with bad plastic and then returning the merchandise

for cash refunds after altering the sales slips to indicate a cash sale. Thae refunders were hitting all the home centers with the same operation. Scurity eleerts determined that they were obtaining thousands of dollars in fraudulent returns in a few months of operation

Another comrnon problem surfacing was the failure of cashiers to compare the photos on driver's licens€s offered as identification with credit cards althoWh they wrote off the identification numbers. It was discovered that in some states it is easy to remove the original photo and replace it with one of the persan carryrng the stolen identification.

How You GanRecognize , The Credit CardCriminal

BE ALERT FOR:

r The customer who makes indiscriminate pwchases without regard to size, style, color, or price.

o The customer who questions the sales clerk about the f loor limit or who makes several individual purchases that approach but never exceed the floor limit.

r The customer who is unnecessarily talkative or who delays a selection repeatedly, until the clerk is upset.

o The customer who hurries a clerk at quitting time.

o The customer who purchases a large item such as a color television console and insists on taking the item with him instead of having it delivered.

r The customer who refuses alterations on wearing apparel even though the alterations are included in the selling price.

o A customer making purchases, leaving the store, and returning to make additional purchases.

r A customer who does not appear to be well dressed, but is purchasing expensive items.

o A customer who pulls the credit card out of his pocket, not his wallet.

r The customer who tells you that he does not have a driver's license. or that it is in his car.

Suspicious teenagers attempting to use a credit card.

r The customer who presents temporary driver's license (no photo).

WHEN SUSPICIOUS:

o Call for an authorization, indicate your suspicions and follow instructions.

Bruce hardwood floons . . . beautifully Oesigned with installation ease in mind

No matter which floor your customers may select, they can do a great job of installing it lry themselves because Bruce floors glue down over almost any subflooring. concrete, wood, or vinyl.

Bruce floors have a special baked-in factory finish that makes them as easy to care for as they are beautiful. and their beauty improves with age.

When your customers compare hardwood

Cumberland ll

flooring costs with that of a good carpet, they'll be amazed-and delighted-to discover that they can step up to rich, genuine oak flooring at a very reasonable price.

Hardwood is hot... it's the "in" thing these da)6 for remodeling projects and home improvement. And it presents a great sales opportunity for companies catering to the Do-lt-Yourself trade. We'll be glad to help you.

Solid oak, Four Cumberland units in one tile factory-joined. Beveled edges and butt edge construction.

Bruce Teak Parguet

Solid, genuine teak. Forty individual pieces are joined with a cloth backing. Butt edge and eased perimeter bevef.

Bruce Herringblok

Three-ply laminated oak. Butt edge. One unit. Great design flexibility.

Mt. V.ernon

Three-ply taminated sak. Butt edge. Each sguare has two grooves for a 3-uni( appearance.

Viflage Plank

Three-ply laminated oak. Tongue and groove. Random lengths & widths. Factory-installed pegs.

Easy Installation. Wide inventory of adhesives, flooring naifs, pre-finished or unfinished mouldings, and variegl of stains. Everlrthing that's necessary for the Do-lt-Yourselfer.

Keep Construction Times and CostsDorrn with All-Weather Wood Fbundations

IZo, are probably asking yourself, "Where's I the concrete foundation?" Our answer. there isn't any. Even the basement floor will be wood!

Consider these benefits: The insulation value of all that wood. You can place insulation right into the stud cavity. Finishing the basement walls is easywith a wood stud to nail to. You can build all year around and not worry about delays

caused bybad weather. A single trade can construct this housethe carpenter. All model building codes and primary lending institutions approve wood foundations.

If you are interested in the whole wood foundation story, youVe come to the right place. J.H. BAXTER. Call us or one of our stocking distributors. Between us, we'll put woodback in all the right places.

HELP WANTED

Experienced. Excellent salary. Good benefits. Pleasant surroundings. Cooperative management. Unlimited growth potential.

ODAY many employers, because they are anxious to sell their company to a prospective employee and fill a vacancy quickly, fail to analyze the job to be filled and determine the qualifications of education, experience and personal characteristics needed by the best possible person for the position. Then when the new employee fails to meet expectations or progress as anticipated, they wonder what's wrong and long for "the good old days when you could depend on the people you hired."

Really, nothing has changed except jobs have become more complicated and specialized, requiring particular skills and often a lot of on-the-job training. Our mobile and complex society also has essentially eliminated the possibility of hiring people identified with the community or referred by associates.

The first step for a company searching for a new employee, according to John T. Cole, John T Cole and Associates, Inc., a forest products executive search and placement firm, is to identify the position to be filled, writing a job description. The level of experience required by the position should be determined.

This means deciding if the position is best filled by a trainee (someone with little or no experience), a person with three to five years experience or a seasoned professional. These qualifications also to some extent determine the age and maturity of the applicant sought.

In addition, the person who will do the interviewing and hiring should determine the type of person who will be compatible with the company and other employees. The image the hiring company wants to present to its customers and associates also should be considered, Cole says.

With these items predetermined, the screening of those applyrng will go more smoothly and efficiently. References for those who seem qualified should be checked out thoroughly, Cole emphasizes.

Work habits, personal habits and the energy level of the applicants should be questioned as well as the usual queries about reliability, punctuality and ability to do rhe job. It is helpful for the person checking on

How to hire good employees

references to have a written list of questions which he checks off for each applicant being considered.

Seasoned interviewers report that it is useful when checking references to use specific rather than general questions. For example, "How often was he late?" rather than "Was he punctual?". The specific question seems to trigger memories and make it easier to get a true picture of the person being considered.

The company's job is not over when the applicant has been selected and the details of hiring accomplished. In reality, the hard part is still ahead. A company must train a new employee to do things the company way, helping him to absorb the habits of the company while eliminating any false preconceptions of how and what he will do. The person responsible for training must help the employee to feel comfortable, accepted and a part of the company in addition to directing him in doing the best job possible.

"Tfaining is probably neglected more often than any other program," Cole believes. "How often have we seen or heard about the employer who tells the new employee that he will have a six month training period to learn the procedures and products and then after two weeks has other crises in the business and forgets or fails to follow up on the training?" Cole asks. Then, he says, this same company will say, "We don't know

Story at a Glance

why he didn't stay or why he isn't making it. We screened him carefully!"

Tiaining is important. Again, a basic outline of the material which must be covered should be written down. An employee handbook is a definite plus in training a new employee as well as maintaining high standards for those who are not neophytes.

Company policies, products and service to customers should be clearly outlined. One person should be responsible for monitoring the training program. A definite time period should be established. Constant evaluation of the employee should be maintained with praise as well as suggestions for improvement.

The trainer should encourage questions after he has explained a procedure. His attitude should be friendly and rela:red when he reviews procedures. Problems should be solved as they arise, not months later when they are really causing trouble.

The trainer should encourage suggestions from the employee and be flexible in accepting a better way to do the job. He also should expect mistakes, accept thern calmly and do whatever is necessary to prevent a reoccurTence.

When problems come up, the traini er should alert the employee in a tactful, friendly way. He should work with the employee in setting guidelines for performance and behavior, allowing the unployee to share in the decisions and feel a part of the responsibility. This will develop more loyalty and desire to do the job right than negative criticism.

Equally important is the necessity of keeping the employee informed. Tell him if he's doing a good job. Tell him where you would like to see improvement. Show the employee that you are interested in him as well as the job he is doing.

Jobdescdption aids in selecting right employee for job.. proper screening of candidates . . .helping the new employee to adjust...developing capable, diligent, loyal workers.

How does your store rale?

IJAVE YOU ever thought about JAhow vour store would score if your customers had an opportunity to rate you on service, environment, atmosphere and the other amenities of a satisfying shopping experience?

If you have taken the accompanying quiz, you may have an inkling of how they would rank your establishment. If you haven't taken time to answer the questions, stop reading and do so. 'fhen this article will be more pertinent to your situation.

A nationwide survey of circumstances that annoy home center customers found that close to 8090 of the respondents disliked stores that were too thinly staffed with people who knew too little about what the merchandise could and could not do. Over 5090 of those questioned were ticked off when stores were out of stock on what they wanted to buy. Well over a third complained about a lack of point of purchase literature. Close to a third bemoaned long lines at checkout counters while over 2090 were put off if they couldn't find a staffed information center to answer their questions. About l4Vo complained that no one offered to help them load large or bulky purchases. Over 490 protested that the available parking was often inadequate.

Do your customers have the same complaints? If they do, it is time to improve your mgrchandising efforts.

As a store owner or manager, you must establish policy, set the tone of service and maintain an agreeable shopping climate in your establishment. Courtesy, service, good housekeeping and attentiveness to the wants and needs of the customers begins at the top and filters down. These attitudes must be acted upon positively by management, not just categorized as "duties" for the employees.

By the mere act of entering your store, a customer earns certain rights. He has become a guest, a resPonsibility of your management. This position entitles him to certain claims, privileges and expectations.

Customers are entitled to receive courteous, helPful treatment. If employees are not interested in providing attentive, informed service,

Story at a Glance

Policy starts at the top... customers entitled to cerlain rights...minimal stafling, out of stock merchandise, lack of knowledge, long lines discourage sales. they should seek another line of employment.

Customers are entitled to expect an adequate to extensive selection of merchandise, all readily available. They are entitled to expect quality merchandise at a good value with the assurance that they will be satisfied with the purchase.

Customers also are entitled to the options of buying with credit, having

delivery available for cumbersome purchases and installation available for major purchases. The honoring of warranties and guarantees as well as the proper adjustment of unsatisfactory purchases is a right of the customer.

The customer is entitled to shop irr clean, attractive, well ordered, well lighted and safe surroundings. He has the right to expect the store to provide adequate information about the merchandise, either through well trained sales people, customer service reps or literature. He is entitled to good, easy to read signing and easy to locate sections and departments.

Remember, a consumer survey bY the Bureau of Business Practice found that customers who are pleased with their purchases tell at least five other people oI their satisfaction while those who are displeased will tell at least l0 others of their problems.

Anewsourse for a proven product line

Colorado Pacific Industries is the new source in the treating industry for the most widely known brand of pressure-treated wood oroducls: Wolmanizeda pressured-treated lumber and Outdoorz wood

PROVEN PRODUCT LINE

Wolmanized and Outdoor pressure-treated wood products, identified with warranty labels, are guaranteed in most residential and agricultural applications for 30 years against damage from decay and wood destroying insects. These products are being used on five continents in residential, commercial, agricultural, industrial, marine and do-it-yourself applica-

tions. Tests conducted over the past lour decades by the U.S. Forest Service and other organizations have demonstrated the longlasting effectiveness ol Wolmana wood preservatives.

DEMAND

According to industry reports, pressuretreated wood sales have increased 350% over the past 10 years. Leading the surge is Outdoor wood and Wolmanized wood. Respondents to the 1983 Brand Usage Survey conducted by Professional Builder magazine specified this brand 3 to 1 over the nearest competitor.

Wolmanized c pressure-treated lumber and Outdoora wood, identified by warranty labels, are backed by a 3o-year guarantee. Contact us for warranty details.

National dealer sales of p re ssu re{reated wood h ave increased 350% over the past decade, and Wolmanized o wood is the best-known brand by far.

Besides supplying a proven product, we can help you sell it. We have literature, point of purchase items, ad slicks, training materials and other aids available for our customers.

SERVICE

Colorado Pacific Industries has recently opened a facility in Loveland, Colorado. We serve the Rocky Mountain and Plains states with a complete line of oressure-treated lumber, plywood, fencing, timbers and landscape products. We carry a full line of pre-stained Cedartone'" wood. In addition to our treated products, we can also furnish untreated wood and special milled products in mixed loads with treated materials from our distribution yard. Our treating and distribution facility has a rail siding that is served by the Union Pacific, Burlington Northern and Great Western Railroads.

STATE-OF.TH E-ART OPERATION

We have the most advanced treating equipment available in the industry. Our process control computer gives us a treating program designed to monitor and adjust itself automatically to the standards of the American Wood-Preservers' Association and Koppers Company according to the species and condition of the wood being treated. You get a quality treated product.

PROMOTION PROGRAM THAT BUILDS TRAFFIC

Dealers stocking our products can take advantage of award-winning promotional materials brochures, banners, poslers, point of purchase displays and building plans while benefiting from the national and regional advertising behind Outdoor wood and Wolmanized wood.

Colorado Pacific Industries is YOUR new source lor a proven product. Contact us for prices and further information.

HomeClub, opening a 100,000 sq. ft. Las Vegas, Nv., warehousetype unit several weeks ahead of schedule. has Fullerton and San Bernardino, Ca., openings in the offing.

Payless Cashways has oPened 45,000 sq. ft. stdres in Mesa, Az., and Visalia, Ca.. .Diamond Lumber stores in the Sacramento, Ca., area will undergo remodeling and remerchandising in August.

Knez Building Moteriols, Springfield, Or., has been acquired by Doug Van Buskirk who plans to open Oregon Wallboard Supply at the same location. . Coast to Coast has opened a new store in Prineville, Or., Arlin Billington, mgr., Gary and Eileen Hackman, owners...

City Mill & Lumber, Honolulu, Hi., has opened a new store in the Kaimuki district of Honolulu,. Big Beor Lumber is a new store in Spokane, Wa.. .Pay 'N Pak has converted its Bellevue, Wa., store td a warehouse outlet and oPened a new warehouse unit in Modesto, Ca..

National Lumber, which reports net earnings for the lst quarter up 88V0, has broken ground for stores in Covina and Ontario, Ca., and finalized plans for a Westminster, Ca., store while continuing to seek sites for San Bernardino and San Diego county stores.

TVBS Home Center, Lake Grove, Or., celebrated the completion of its remodeling with a grand re-opening. ..Builders Emporium has opened a 45,000 sq. ft. store in Inglewood, Ca. :SPenard Builders' Supply has opened a new store in Eagle River (Anchorage), Ak.. .

The L-P Home Center in Fullerton, Ca., has been closed (their 15 year lease expired) and the L-P Home Center in nearby Garden Grove is being phased out as Louisiana-Pacific is selling the property to a local developer.

Weyerhaeuser Co. has acquired Mason McDuffie Mortgage Corp. with a mortgage-servicing portfolio of $9.2 billion: no terms disclosed . . .The Stanley Works has acquired HED Corp., Issaquah, Wa..

No decision will be made until mid-month, at the earliest, by Weyerhaeuser Co. on the possible sale of its retail operations. . .co. spokesmen say they are now "in the process of weighing various strategies". .Weyerhaeuser retail units include Dixieline Lumber Co., San Diego, Ca., Malibu Lumber Co., Malibu, Ca., and the Everitt Lumber Co., Fort Collins, Co..

Jo h ns-Ma nvll/e residential roofing shingles have become part of Manville Roofing Systems and will carry only the name Manville. Masonite Corp. is now a whollyowned subsidiary of United Ststes Gypsum Co..

Donald Desimini and Richard E. Kent, former v.p.s. at Evans Product Co., are suing for severance pay under a "golden parachute" contract created when Victor Posner, Miami financier, took over the co..

Boise Cascade Corp. is launching a $16 million, 2-3 w.modernization at its wood products mfg. complex in Yakima, Wa.. Southwest Forest Industries, Inc., Phoenix, Az., has terminated a buyout by a group including W.

A. Franke, pres. and ceo, and other members of its management (see p. 67 for more information) ' .

Hodge Forest Industries has acquired the old Arrow Tie mill, Sandpoint, Id.; sales will be handled by its sales group in Boise, Id. .. .Systemhouse Ltd., Ottawa, Canada, will market the Wang Laboratories lumber and building materials system ...Suncrete Rooftile, Thousand Palms, Ca., has been awarded an ICBO receipt of approval.

l{ickes Cos. closed 400 stores while opening 30 units in new markets and reducing emPloYees from 40,000 to 28,000 as part of its restructuring under Chapter 11...

Georgio-Pactfic Corp. has acquired linerboard and kraft paper facilities and corrugated box plants from Sr. Regis Corp. for about $343 million and purchased 8.5V0 of their stock from Loews Corp. (see p. 50 for the complete story)...

The Forest History SocietY is moving from Santa Clara, Ca. to Duke University, Durham, N.C. .The ICC has accepted the San' ta Fe Southern Pacific CorP.'s aP' plication for merger with April20, 1986, set for closing the evidentiary part of the Proceedings. .Burlington Northern is ad' ding a 2590 surcharge on all forest products shipped in all door boxcars and RBL cars effective as of July 15, .

Pqlmer G. Lewis Co., Auburn, Wa., has completed acquisition of Seattle Pacific Sales Co., (see p.49 for more information). :StePhen O. Freeman & Co., a Newport Beach, Ca., wholesale firm, is celebrating its 3sth year in business.

Marquart-Wolfe Lumber Co. has moved to 150 El Camino Real, Tustin, Ca., 3 miles distant from their old office at 14742 NewPort Ave., P.O. box and Phone numbers remain the sbme.

Poxy Coat, an outstanding protective coating, is used on roofs tb seal nail holes, and provideaseamlessonepiece surface that actually expands and contracts with weather changes. Guaranteed for tO years, it reflects heat and lowers interior temperatures by lS-2Oo.

Show It & Stow It

We're so impressed with this revolutionary product we have become a Poxy Coat dealer. we can now offer this excellent product to you for all your in{erior and exterior coating and surfacing needs. Call today.

Our pole buildings are capable of showcasing your product or storing it efficiently and economically.

This building designed to display and show off redwood products at the Hazit Nursery and Redwood Company in Temecula, Ca., also provides storage.

Over the years we have established a reputation

of catering to the special building needs of our customers. San Antonio can satisfy your unique needs too-economically. And within a reasonable length of time. You can be sure that the

building we erect for you will be functional,durable and attractive. Let us know yourspecial requirements and we'll work with you to build exactly what you need and want.

Mike Esposito, mgr.

Headquarters: l2ao unir F-l West Lambert Rd. Brea, Ca. 92621

(213) 694-436t

(7141529-7790

Branch: P.O. Box 837 Williams, Ca.959a7

(916) 473-s3al

Set Your Sights on UALITY

7653 Telegraph Rd. Montebello, cA 90640

(2r s) zzs-ssor o (7r 4) 99a-62a0

930 Ashby Ave. Berkeley, CA 9471 0

(41 5) 843-4390

Kilns, Mill & Concentration

1576 South 300 West Salt Lake City, UT 84115 (801) 484-7616

Main 0ffice 2150 0akdale Ave. San Francisco, CA94124 (415) 647-0782

Yard Edinburgh, lN

Doug. Fir, Hem-Fir Spruce & Pine

P.O. Box 1166, Tustin, Ca.92681

Call us at (714) 730-0664 or (213) 625-1494

JUNE

Rogue Yalley Hoo-Hoo Club - June 14, family picnic, Elks Picnic Grounds, White City, Or.

Phoenix Hoo-Hoo Club-June 15. 3rd annual Marvin J. Setzer Memorial Golf Tournament, Antelope Hills Golf Course, Prescott, Az.

Outdoor Power Equipment Institute-June 2l-4, annual meeting, Broadmoor Hotel, Colorado Springs, Co.

Fresno Vendors Fair - June 22, noon - 8:30 p,m., Weyerhaeuser CSC, 3267 South Willow Ave., Fresno, Ca.

Thieste Wood Products Fair - June 22-23, Tiieste, Italy.

Umpqua Valley Hoo-Hoo-Ette Oub-June 26, installation of officers, 6 p,m. Tom Tom Restaurant, Roseburg, Or.

W.O.O.D., Inc. - June 29, dinner,/theater, Heritage Square Opera House, Golden, Co.

JULY

Inland Empire Hoo-Hoo Club-July 20, dinner and speaker, Los Serranos Country Club, Chino, Ca.

National Retail Hardware Association-July 2LXL 85th annual congress, Hilton Hawaiian Village, Honolulu, Hi.

AUGUST

Rogue Valley iloo-Hoo Club -Aug. 3, golf, Rogue Valley Country Club, Medford, Or.

Mountain States Lumber & Building Material Dealen Association - Aug. 4, Wyoming golf tournament and dinner dance, Riverton Country Club, Riverton, Wy.

National Woodwork Manufacturen Associatlon -August #E, meeting, Vancouver, 8.C,, Canada,

Hardware Industry Week/National Hardware Show - Aug.,1216, McCormick Place/McCormick Place West, Chicago, Il.

Mountain States Lumber & Building Material Dealers Associa' tion - Aug. 29, Utah golf tournament and dinner dance, Wasatch State Park, Midway, Ut.

SEPTEMBER

Rogue Valley Hoo-Hoo Club - Sept. 6, installation of officers, Medford, Or.

Batibois: International Wood Construction Exposition - Sept. 12-17, Bordeaux, France.

Inland Empire Hoo-Hoo Club - Sept. 21, dinner and elections, Green River Country Club, Corona, Ca.

Associated Lumber Dealers of Greater Seattle - Sept. 25, Weyerhaeuser Distribution Center tour, 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 legst six weeks aherd of the drte and be sure to include your name, address, and telephone number.

Sellfng tothc scurH2

lf you sell into the South, or any part of it, we can help you get across your message.

Building Products Digest covers all 13 Southern states. Each month we send 12,750 copies to 100% of allthe retailers. wholesalers, distributors and jobbers. That's all the home centers, home improvement centers and retail dealers as well as those at the wholesale level that back them up. This saturation coverage means you now have a way to reach your

customers and prospects. Building Products Digest, the highly acclaimed monthly for the Southern trade can help you get across your message. The Digest, incidentally, is the sister publication of The Merchant Magazine and is based on The Merchant's proven format doing the job for advertisers for 60 years.

You can count on reaching the market in the South through Building Products Digest. Calltoday, you'll be glad you did.

HOME GENTER MERGffiANT

BILL FISHMAN

Bill Fishman & Affiliates

11650 lberia Place

San Diego, Ca.92128

IN MY last column I suggested lumber Iand building material dealers must consider different strategies to be positioned for:

(A) Contractor, commercial and industrial customers

(B) D-I-Y customers

Here are some of the elements to be consideied!

SITE LOCATION

(A) For Commercial & Contractor Customers

Almost any site location will suffice if it's within a short drive and relatively uncongested. Depot street is okay. Parking for trucks and pickups.

(B) For D-I-Y Customers

Nearby. Main Street. Well lit safe neighborhood. Easy access in and out. Safe left hand turns across traffic. No competition between d-i-yer's home and the store. Allow ample parking cars and pickup trucks.

MERCHANDISE MIX

(A) For Commercial & Contractor Customers

Heavy toward commodity items. In stock on commercial building needs. Heavy duty professional tools and hardware. Long lengths. Large size containers. Bulk pack merchandise. Availability of special orders.

(B) For D-I-Y Customers

Cut sizes. Promotional brands and models. Bubble and blister packs on pegboard. Household size containers. Progres-

sional sizes and price points. "Packages" of materials to complete projects.

(Of course the merchandise mix for the aftermarket can easily be expanded beyond the requirements of the contractor, commercial and industrial customer.)

VISUAL PRESENTATION

(A) For Commercial & Contractor Customers

No visual presentation of commodity items is required. A chalkboard listing of "instock" and "outs" is helpful. Minimum requirements for display of non-lumber items.

(B) For D-I-Y Customers

How-to-install displays. Promotional end caps. In-store lumber inventory. All merchandise price marked. Descriptive and promotional showcard signs. Fact tags.

STORE HOURS

(A) For Commercial & Contractor Customers

7:30 a.m. opening weekdaysminimum till 4:30 p.m.

(B) For D-I-Y Customers

Evening shopping hours. Weekend shopping hours.

SERVICES

(A) For Commercial & Contractor Customers

Commodity dcliveries. Fireengine special dcliveries. 30day company accounts. Telephone orders. Blucprint takeoff estimates. Salesmen's visits to ol'fices and job sites.

(B) For D-l-Y Custonters

Shopping carts, lumber carts, hand baskets. Consumer credit (bank cards, e1c.). Installation instructions. Assistance loading heavy purchases. Free twine, f1ags, cardboard car top carriers.

Availability of installation for somc merchandise. Cutting services. Clinics and demonstrations.

SYSTEMS & PROCEDURES

(A) For Commercial & Contractor Customers

Contractor desk or counter. Tickets written for pr.rrchases.

Tallyman loading of lunrber and commodity'items.

(Ii) For D-l-Y Customers

Central checkout. Quick check and credit appraisal. Rainchecks. Exchanges. Ref'unds. Price changes. Employ'ce discounts.

PRIC]NG

(A) For Commercial & Contractor Customers

Full margins except on competitive commodities. Negotiable corporate discounts.

(B) For D-l-Y Customers

Market competition dictates some selling prices. Variable pricing. Pricing fbr logical price steps. Promotional pricing for traffic. Lorver overall margins to be compensated by more lnventory turns.

PROMOTIONAL ACTIVITIES

(A) For Commercial & Contractor Customers

Small budget. Pinpointed mar-

ket easily reached by direct nrail. Minimum frequency of promotions. Cifts and Premiums cement relationships. Booklets and catalogs effective. Outside advertising and production sources are cost effective.

(B) For D-l-Y Customcrs

Weekly adrerlising is a must. All mass media is a consideration. Special purchasing for advertising. Soliciting and administering cooperative advertising funds. In-house advertising production.

\A hile the gra\\ ma\ annear greenerit's not an easy step to position from a contractor to d-i-y operation or from a d-i-y store to contractor operation. The step requires financial, inventory, and operational considerations as rvell as a shift in attitude lor management and staff'.

Don't make it a quick decision ...make it a realistic one.

CHUCK

executive director

lll/HEN a customer blows uP, here UU are some tips to help employees to tactfully deal with the situation and the stress:

(1) Let the customers get it off their chests. The average outburst lasts about two minutes.

(2) Try to remain calm and keep a level tone of voice.

(3) Listen carefully and ask questions until you know exactly what the problem is.

(4) Put yourself in the customer's place, but don't waste time apologizing or making excuses. Customers want understanding and action, not explanations.

(5) Tell what you can do to help. If you have to refer the problem, introduce the customer to the person who can help and explain the situation.

(O Follow through. See what appropriate action has been taken so that the customer doesn't fall through the cracks.

(7) Speak first, since the one who starts the conversation can often control it. Introduce yourself, since it's easier for a customer to be angry with a nameless company representative than with an individual.

Due to the efforts of the Alliance for Fair Competition, a formal coalition which includes the National Lumber and Building Material Dealers Association (NLBMDA), the Federal Trade Commission has decided to move forward with an investigation of utility companies' contracting and merchandising practices. NLBMDA, together with a number of

Washington-based contracting, supply and professional trade associations, has been presenting to the FTC substantial evidence that regulated utility companies are increasingly competing with lumber and building material dealers and other private businesses under the guise of increased energy conservation efforts. Specifically, the association-based coalition has reported to the FTC incidents of utility companies using unfair marketing practices, such as including detailed service contracts in customer billings, and examples of how utility companies are using predatory pricing techniques by selling certain energy saving equipment below actual purchase cost.

The FTC investigation is expected to be lengthy, consisting of two separate analyses. The Commission's Bureau of Economics will investigate the overall effect of regulated utility diversification into merchandising activity and select five or ten utilities for an exhaustive study of their business practices, especially focusing on the utility company's effect on local private businesses.

Dealers are requested to submit to NLBMDA any information concerning perceived unfair utility competition in order to assist the FTC in its investigation. The success of the investigation will depend on the amount and the quality of information which is received by the Commission.

PGUS New Service Center

PalmerG. Lewis Co. has replaced its 15 year old Everett, Wa., service center with a new facility at Marysville.

glr;o;litg Prloducts

The Western Washington facility, situated on a three acre site adjacent to Interstate 5 and Highway 99, has a 20,000 sq. ft. steel warehouse with a large canopy on the north for loading and unloading under cover and a large concrete apron for lift truck operation, loading and unloading of building materials. Skylights, side lights, and a white painted interior maximize natural lighting. High cube storage is possible with 2.0 ft. vertical height.

An office facility occupies 1,000 sq. ft. Robert "Bud" Johnson, manager of the Everett warehouse, is in charge with the same sales and office personnel.

Northwest Buying Show Set

Companies wishing to make contact with Pacific Northwest and Alaska building material retailers are being invited to exhibit at the Western Building Material Association Showcase and Buying Show, Nov. l1-12. The show is held in conjuction with WBMA's Nov. lGl3 convention at the Red Lion Inn, Lloyd Center, Portland, Or. Spaces are limited, according to Charles E. Link, executive director, who is urgrng those interested to call him for an immediate exhibit location.

Sumwood, Inc. Adds Facility

Sumwood, Inc.,a Los Angeles, Ca.,based importer, has begun operations at its new lumber facility located at Wall Dry Kiln in Long Beach, Ca. John Buchanan manages the new Sumwood operation.

This new facility holds 300,000 b.f. of imported species such as Philippine mahogany, meranti, kapur, keruing, genuine mahogany, ramin, jelutong and teak. Domestic species supplied by Holmes & Co., which is represented by Sumwood in California, include walnut, red oak, white oak and ash.

This reserve inventory is available only to qualified wholesale lumber yards throughout the Western United States and Canada. Additiond species will be added to meet market demand.

selects ! shop n commons ! dimension

Our qr;.atitg lumber co:n be tsilored to gour exact speciftcahons: rougt\ S2S or S4S, greet\ air dried or kitn dried We co;n ship bg tnrck and. trailer or bg raiL

NEWEST Palmer G. Lewis fuilding products service center is located at Marysville, Wa., on Highway 99 adjacent and east of l-5.

MOUNTAIN STATES

o Receive soods properly

. Keep sacred the company rules

rrAff*k#':ff'Jtr'"1;m:l

yard is the best security system a lumber yard owner can have, better than high fences, guard dogs and alarms," said Tom Dyar at the recent yard foreman training program in Albuquerque, N.M.

Thirty-seven yard foremen, operations managers and lumber executives from 22 cities and five states attended the all-day course covering yard organization, accounting for the flow of goods, financial incentives and yard security. Dyar and Lanny Moore of the Builder Marts of America were instructors.

The following were offered as the ten commandments of loss prevention:

Educate your employees

Prescreen your employees

o Install proper burglar alarm systems

. Do not lead into temptation

r Inspect the work of your employees

o Control the flow of merchandise

r Computerize your operation

This year more than 3M people from 88 cities and nine states attended 16 educational programs in Pocatello and Idaho Falls, Id.; Salt Lake, Ogden and Cedar City, Ut.; Denver, Grand Junction, La

Junta and Sterling, C.o.; Albuquerque and Farmington, N.M.

Dave Stookesberry, president, commended Gil Carpenter, A.C. Houston, Rio Rancho, N.M.; Lawrence Wright, Anderson Lumber, Ogden, Ut.; Dub Blasingame, Construction Supply, Farmington, N.M.; Dale Stinton, Ackley Building Center, Brush, Co.; Ted Lott, Anderson Lumber, Blackfoot, Id.; Everett Babb, Taylor Lumber, La Junta, Co.; Bruce Cornelius and Bill Stoneman, Anderson Lumber, Cedar City, Ut., for their assistance with the progam.

Roger Wulf, Boise Cascade, Aspen, Co.; Carroll Elwell, Huerfano County Building Center, La Veta, Co.; Bob Bishop, Hardwood, Inc., Denver, Co.; Jack Davis, Pecos Valley-Houston Lumber, Roswell, N.M.; Kent Brosh, Crissey Fowler Lumber, Colorado Springs, C-o., represented the Mountain States at the Conference with Congress.

The 1984 convention and trade show, Nov. 15-18 at the Broadmoor Hotel, Colorado Springs, will feature a solid education program and a buying show complete with specials, dating, pricing and other spifs available only to participating dealers. More than half the booth space is reserved with 22 companies committed to display new and current industry related products.

How you can save on delivery costs

QUESTION:

"After a delivery vehicle has been totally depreciated, doesn't it make sense to keep it as a spare?"

ANSWER:

Probably not, and for several reasons. A couple of years ago, one of our clients was running three trucks to handle about S800,000 in delivered sales. This is about $270,000per truck annually,which is just slightly more than $1,000 per work day per truck. Not very much. Among other things, it was recommended that two of three trucks be sold and not replaced. These two units had been written off. but had a market value of about $6.000. The cost of ownership alone on the three vehicles was substantial.

The company had spent $10,000 on fuel the previous year and the trucks had been driven a little over 16.000 miles during the period. The removal of two

trucks from the fleet. and their subsequent sales, brought $6,000 in cash to the company and eliminated almost $10,000 annually in ownership costs. The remaining truck became much more productive and was not driven but half the miles traveled by all three trucks the previous 12 months. The cost of fuel consumed and the driver payroll were both beneficially affected. An extra vehicle is convenient, but oh so expensive. The year

the client sold the two trucks, the gain of almost $16,000 exceeded the previous years' total profits.

QUESTION:

"Do you consider the operation of fork lifts to be part of delivery costs?"

ANSWER:

The operation of fork lift trucks is a cost of material handling unless used off premises. Generally, think of delivery as those costs which would go away if the services were discontinued. If a dealer goes out of the delivery business, the chances are very good that fork lifts would still be needed to receive merchandise and to load the customer's vehicle. If a fork lift is moved to a te€rm track off premise, it is part of inbound handling costs. If it is moved to a job site to off load a truck, it becomes part of the delivery process and hence a delivery cost in this context.

Builder Goncern Over $ Rates

Rising interest rates, pushed up by record high federal deficits and a more restrictive monetary policy, threaten to send the economy on another rollercoaster ride, slowing housing construction in the second half of 1984 as well as the pace of the overall recovery, the National Association of Home Builders has warned.

NAHB President Pete Herder blamed the most recent round of increases in interest rates on a'"mismatch of economic policies" being pursued by the Congress, the Administration and the Federal Reserve Board. In the past two months, the prime rate has risen from llgo to l2%v/o and fixed rate mortgage loans have moved up a full percentage point to around 1490.

"On the one hand, we are running up deficits at a rate of $200 billion year after y€il," Herder said. "On the other hand, the Federal Reserve is committed to a more restrictive monetary policy that is bound to slow the pace of the recovery. Caught in between are investors. businessmen and consumers who invest or borrow capital to compete in the marketplace and who, in the final analysis, represent the heartbeat of this economic recovery. t t

To avoid further increases in interest rates, Herder said, Congress should enact and send to the President its budget plan for fiscal 1985 that would cut the deficit in the $150 billion to $200 billion range over the next three years.

In addition. Herder cautioned the Federal Reserve Board against overreacting, noting that the Fed has slowed the economy too abruptly in the past, sending the economy into a tailspin that, once started, is extremely difficult to reverse.

Alumlnum Assn.'s New Name

At its San Antonio spring meeting, the Architectural Aluminum Manufacturers Association changed its name to American Architectural Manufacturers Association.

The new name reflects the maturing nature of AAMA and its broadened scope to include all materials used in the fabrication of windows, doors, skylights, space enclosures, curtain walls, siding, and related products.

Western Hardwood Assn. Growing

In keeping with the resurgence of the Western hardwood market, the Western Hardwood Association had a near record attendance at its Spring meeting, May 2-4, in Portland, Or.

Members from Canada, Washington, Oregon and California made new friends, renewed old friendships, learned about Western economics and hardwood growth, entered into buying and selling deals, and made plans for the luture of the association.

Keynote speaker Ray Broughton of First Interstate Bank reported that economic indicators show that the hardwood industry of the West should have a good and steady increase over the next few years. The forest products economist said our industry is lucky to have the resiliency and the ability to rapidly adjust to changes.

Scores of new faces were in attendance. The association reported an increase of six new members over the past couple of months and is anticipating an additional twenty members before the summer is over.

Terry Brown of Oregon State University reported on a seminar that will be held October U-26. for mills and manufacturers to discuss the management of alder, mill production, marketing the lumber, and manufacturing the consumer product.

Murray McBride concluded the speakers program on a high note, emphasizing the importance of involvement in the organization to achieve its goals.

President Marvin Noble of Noble and Bittner Plug Co., Hebo, Or., presided at the board of directors meeting and the general business meeting. The WHA was reported to be in a sound financial position, and it is mounting a major membership drive to increase its economic effectiveness in the marketplace. This could include a redefining of the Quality Control Program, as well as greater emphasis in the legislative procedures, it was reported.

Co-chairmen for the meeting were Paul Meyers, United Forest Products, and Ken McCoun of North Pacific Lumber Co., Portland. North Pacific Lumber Co., Hardwood Division, hosted a Hospitality Suite.

Jim Harrison of Diamond Wood Products in Eugene, Or., will be the chairman for the Fall annual meeting scheduled in Reno, Nv., September 26, 27, and 28.

BanUBuilder Conflict Cited

Legislation allowing federally-chartered commercial banks to develop land and engage in the full range of housing development activities would be detrimental to home builders, home buyers and bank depositors, according to John Koelemij, lst v.p., National Association of Home Builders.

Testifying before Congress, Koelemij said that Congress should wait to assess the impact of recent S&L deregulation before moving to give banks the go-ahead on previously restricted real estate ventures.

l'In recent years, some financial institutions have begun to compete directly in real estate development with independent builders and developers," Koelemij said. "The added authority of banks to participate in real estate development, finance and sales would provide an enormous concentration of power in financial institutions, and promotes several anti-competitive practices."

A#:":%":lilj'.1"?iJif lT;

line that their ability to survive in the marketplace is dependent on the knowledge and help their employees provide to the customer.

Their employee handbook phrases the commitment this way. "The company does have plans to keep expanding with the town and its needs. Additional expansions depend totally on the commitment of DeCou Lumber Co. to serve the needs and wants of the town it grew up in, and its ability to survive in a marketplace dependent on the knowledge and help that our employees have become known to be able to supply."

A family oriented business, the company has prospered and expanded since its acquisition in 1937 from

All in the family

the Homer T. Hayward Lumber Co. chain by Jerry W. DeCou Jr. and Ralph Hagle Sr. This partnership operated until 1954 when the company was incorporated. At this time Jerry W. DeCou III joined the firm as

Story at a Glance

Third generation now at work with the second generation .. consistent company growth through expansion complete product lines and community service stressed as their market area grows.

a board member. In 1958 young Jerry bought out his father. In 1972 when Hagle died, the Hagle family stock w€rs purchased and the business became DeCou Lumber Co. in 1974.

The emphasis on family management has continued with each of the four DeCou children joining the firm. At one time all were working thereJay (Jerry IV), 28, Jeff,27, John,25, and Jeanine, 29. John has since left to go with the Dataline Corp., as a customer service representative for their computers, working with lumber companies.

The father emphasizes that the three children work for the lumber company's manager, Dave Walters, not him. "It is done this way on purpose," he says, "to prevent any problems that could occur from a father and his kids working together."

Jay and John both have bachelor degrees in business from Cal Poly San Luis Obispo. Jay started with the company in 1970. Jeanine Walters nee DeCou works in the bookkeeping department.

The company has grown and expanded consistently since its founding. Starting with a 16'by 16'buildlng located in a corner ofthe yard to serve as both an office and sales floor, it has expanded both in acreage and facilities. Today it includes a 60'x 80'

(Please turn to page 70)

MANAGEMEI{T means Dad and all tho kids at DeCou Lumber Co., Atascadero, Ca,, Jeanine Walters, Jerry lV (Jay), John, Jerry ll and Jeff (left to right). John has left the firm since this photo was taken, becoming a computer rep dealing with lumber companles.

Housing Slowing?

Despite rising interest rates, the current housingled economic recovery has enough momentum to endure for at least the next six months, according to panelists at the semi-annual residential construction forecast conference sponsored by the National Association of Home Builders.

But over the long term, economists warned, economic growth will subside, as soon as late this year and almost certainly by early 1985.

David M. Jones, senior vice president/economist, Aubrey G. Lanston and Co., Inc., called the next half year safe for the economy, but predicted it would begin "wobbling" before November, in time to turn the upcoming elections into a referendum on pocketbook issues.

As evidence that the deficit is out of control, Jones said that the federal government would be borrowing within the next several months two or three times as much as it borrows during normal recovery times and more than it ever has at this point in a recovery.

After reaching a peak of l39o this summer or autumn, Jones said the prime rate would fall to l2vlo in

December and ll9o in March 1985. He said 30 year Treasury rates would rise and fall similarly. He expects a peak 14.590 interest rate for conventional, fixed-rate mortgages would cool housing by the fourth quarter of this year or the first quarter of 1984. He said that mortgage rates would recede to 13-13.5qo by next March.

Timothy Howard, vice president/ chief economist, Federal National Mortgage Association, forecast only small increases in interest rates for the

balance of the year, with real GNP growth averaging 3490. However, he predicted that interest rates would climb l-290 in 1985 and that housing starts would fall from 1.7 million in 1984 to 1.5 million next year, with an annual rate of 1.2-1.3 million by year's end.

NAHB projects 1.8 million starts in 1984, up nearly 690 from the 1.7 million homes started last year and more than 6490 from the less than l.l million units started in 1982.

Sears Adopts a New Look

A newconcept in retailing involving a complete renovation of many of their stores is underway by Sears, Roebuck and Co., one of the country's oldest and most conservative retailers.

A 25 year old Buena Park, Ca., store is one of the first being made into a "Store of the Future." Although more than 600 stores will be renovated, only abolt 22 will be upgraded in the West where the majority of the

/nnveu FORE/T PRODU(T/n.

o Gluo lom beoms

. Spruce foscio

o Pine s@l@cts ond commons

o Pino mouldings ond jombs

o Pine doors

185 Sears units are new. Cost at the Buena Park store will exceed $2 milIion.

More logical, related merchandising, faster service and brighter displays are part of the plan which includes an updated computer system. Directories will be installed to help customers with the new traffic patterns.

Howard Lasky, manager of the Los Angeles Retail Group of Sears, commented "We want customers to say it's still Sears, but it's different."

. Decking 6r Poltorn Stock

. Spruce (ommons boords

o lUhito fir dimension

o fnfond 6r tljestern red <@dor

o Redrl.rood

NFPA Legislative Conference

Concern over budget deficits and the necessity for doing something to relieve this urgent problem was expressed by a panoply of speakers at the National Forest Products Association's legislative conference.

Guest speakers from the Senate and House warned that unless deficits are reduced, interest rates will rise and the economic recovery in general and home building in particular will sink. Among the statements at the May 6-9 meeting in Washington, D.C.:

"It is no longer a question of whether we are going to do something (about deficits), but how much."-Sen. Slade Gorton (R-Wa.).

"What are we going to do about it (deficit)? Raise taxes? No, Congress always spends the extra income."

-Rep. Tient Lott (R-Ms.).

"What causes deficits? Spending, although one reason was the recession. We must come to grips with entitlements and other spending."-Rep. W.,Henson Moore (R-La.).

"The deficit is not the problem; it is government spending."-Sen. Steve Symms (R-Id.).

"The deficit is the No. I problem - an overhanging, ominous cloud on what could be a bright picture."-Rep. James R. Jones (DOk.).

"They say things don't happen in an election year. Things can happen, and we'd better muke them happen."

-Sen. John Melcher (D-Mt.).

The federal deficits and other issues of importance to the forest products industry in this election year were discussed in seminars and other meetings drawing the participation of industry members, congressmen and government agency officials. In addition, the threeday conference included NFPA committee meetings. NFPA's Board of Governors attended a White House briefing and all delegates spent an afternoon on Capitol Hill contacting their Senators and Representatives and presenting forest products industry views on many issues.

Hordwood Lumber

-The woy you like it

-Rough or surfoced or SLRIE

-Ooks, Birch, Ash, Teok, Mohogonys, etc.

-Aldel Wolnut, Pine

Hordwood Plpvood

-00k, Ash, Louon, Birch, Teok, Mohogony, etc.

Red Ook & Pine Mouldings

-Bose, Cosing, Crown, Jomb, Poneling, etc.

Red Oolt Stoirports

-For outhorized deolers only

Complele Custom Mill

-Ploning, Defoil, Ripping, Cuf-to Length

-Lorge Librory of Stondord & Cuslom Knives

Fosl, Courteous Service

-PreTollied Ook & Alder Bundles

- Fost Delivery

-Streomlined Will Coll Service

Mofine Producls

-Glue

-Morine Plywood: Teok, Fir, Mohogony, Cobin Sole

Plus Much More

-Quortersown Ook, Honduros

Mohogony

-Aromotic Cedor Shelving & Plywood

-10" + wide 4/4 Wolnul os long os stock losts

AVAITABLE IN ALt POPUI.AR SIZES AND IHICKNESSES

FUN & GAMES for members and guests of the Rogue Valley Hoo-Hoo Club, (top left)Lew and Liz Merrill, R. J. Higgins; Vince and Linda Stout (top right); Gary Renicker (lower left); Doug Seeley and Brad Monson, at the annual Valentines dance in Medford, 0r.

Reiuvenated flooring company going strong at 100

,\;3,Y0'iil"r.l,X'".:1"$;""T; on for 100 years, but Bruce Hardwood Floors has done it. This year marks the l00th anniversary of its beginning as a lumber yard in Kansas City, Mo.

Things were tough in 1884, but founder E.L. Bruce reasoned that tough times can't outlast tough people. He survived the panic of '93 and the floods early in the next century, creating the Kansas City Hardwood Flooring Co., a first of its kind. When that plant was destroyed by fire in 1913. he moved to the middle of an

Story at a Glance

Bruce celebrates 100 years. survived fire, flood, war and government regulations. . .Triangle Pacific resurrects ailing company. .multiplies retail business.

oak forest near Little Rock. Ar.. and began building again.

Then the war came and he turned his factory and workmen to making ammunition boxes and bomb crates. At the end of the war, although the plant was twice its original size, the demand for hardwood flooring was so great that he opened a second plant in Memphis, Tn.

Prosperity gave way to the depression, but Bruce held on. In 1938 he developed a factory finishing process that made it possible to fill, finish, wax and polish the flooring before it left the plant. "When it's laid-it's finished" became the company slogan.

In l94l fire engulfed the superplant in Memphis. Then in December the

(Please turn to page 50)

L0GS loaded on a horsedrawn sled were carried to the E. L. Bruce plant in Little Rock, Ar., at the turn of the centurv to be made into hardwood llooring.

W0RKERS rallied to build a plant for Bruce in the middle ol an oak foresl near Little Rock, Ar., atter his Kansas City plant was destroyed by fire. (lower photo) Bruce went to war in 1914, manutacturing ammunition boxes and bomb crates.

F0RERUNNER of the do-it-yourself movement, Bruce headlined a 1950 retail display with lhe

phrase "lf you can drive a nail, you can lay Bruce Prefinished Flooring."

Slmpson Forms Droor Company

Simpson Timber Co. has formed Simpson Door Co., consolidating all activities of the firm's panel and flush doors under a new tradename, Simp son Mastermark Doors.

The Mastermark identity was creatd by industrial designers Walter Dorwin Teague to express the leadership in innovative design and craftsmanship Simpson has maintained since its entry into the industry in t9t2.

Simpson Door Co. is Simpson's commitment to the door business where it manufactures a broad line of stile and rail and flush doors, marketed worldwide. The Mastermark seal of excellence will be identified with all Simpson doors, on packagrng and in literature, ernphasizing quality production and design in every door.

All door business is consolidated under one operating company headed by William W. Ruddick, general manager, at Seattle, Wa. Marketing andpromotional functions are headed by Ed Young, marketing and development manager. Henry (Hank)

Ricklefs is general sales manager for all doors.

The $500,000 proposed study sponsored by Rep. George Brown (D.-Ca.) had been praised by the American National Metric Council. Rep. Eldon Rudd (R.-Az.), foe of the bill, called the vote "a veryt strong message from the House of Representatives that this type of legislation is not really too welcome."

Hoo-Hoo Seeks Members

SEAL of excellence for SimDSon doors was created to rellect their attention to detail for 72years.lt will be carried on packaging and lilerature.

House Kills Metric Study

After 16 years of trying to be accepted, it appears that metric conversion has gone down for the third time with the voting down by the House of Representatives on a new federal study of the impact of metric conversion in the U.S.

A membership drive has been launched by Bob Thomas, new president of Humbolt Hoo-Hoo Club, Eureka, Ca.

Bill Scott, vice president; Larry Johnson, secretary; Ken Gradek, treasurer, and Tony Gilbert, vicegerent snark, additional 1984 officers, are now joining him in requesting that each member bring in one new applicant.

New directors are Jerry Carlson, Augie Rocha, Corky Cornwell, Abe Willis, Mike Vinum, Russ Britt, Bob Dellabama, Dennis Bermers, Rick Giacone and Jerry Layshock.

Budget Vital to Housing

The fate of the cunent housing-led economic recovery hinges on efforts now underway in the Administration and Congress to reduce the size ofthe nation's soaring federal deficits, according to Dave Smith, v.p. and treasurer for the National Association of Home Builders.

Calling the bipartisan deficit reduction program now in Congress "our last chance at cutting the deficit during this election year," Smith urged President Reagan to use the power of his office to reach an accord on the deficits. The proposal would cut the federal deficit in the neighborhood of $150-$200 billion over the next three fiscal years.

Smith said that immediate action on the federal deficit was needed to halt the recent upward drift in interest rates.

The prime interest rate has increased twice, from ll to 12 percent, over the past month, he said. And interest rates on conventional, fixedrate mortgages have begun inching up from the 13 percent range of recent months and, according to some observers, could be headed for the l4-15 percent range by year's end without some relief from the federal government's blistering deficits.

He said that the recovery had reached a "critical turning point" with respect to interest rates, which are raising growing "uncertainty" among the nation's small builders who are looking apprehensively beyond "today's robust economic statistics. "

"Builders are out in front of today's economic recovery; they are the risk takers; they are the ones who live and die with the ups and downs in interest rates," Smith said. "Unless this upward trend in interest rates is reversed, it is only a matter of time before home sales drop, new construction declines and unemployment rises."

Cement Consumption Climbs

Cement sales are looking up thanks to the upswing in home construction. Depressed for more than four years, cement consumption increased by l09o last year with more of the same predicted for the months ahead.

In addition to home building, cement producers are looking to industrial construction and interstate high-

way construction for increased product consumption.

Higher prices also are ahead as the industry anticipates a third hike this year at about the six month point. Previous price raises took place in January and April.

Thought also is being given to putting inactive plants back into action to meet the expected demand. Genstar with its Redding, Ca., plant operating full out, is said to be considering a $20 million modernization of its San Andreas, Ca., plant.

Home Owner Venture Halted

Plans for a joint development of do-it-yourself home center stores have been dropped by Hechinger Co. and K mart.

In announcing the decision, Bernard Fauber, chairman of K mart Corp., and John W. Hechinger, Sr., president of Hechinger Co., said "We found that our two independent organizations were distinct enough that our operating practices might not blend to the satisfaction of both partners. t t

ti0ilvAGl [uMBEm Go.

Fks Choice nnErnI

Weyerhaeuser Customer Service Centers now carry a .n x of netal oroducts including nails. rebar atd 'e.nesh. as well as farm and garden fencing in a number of popular styles

COMPETITIVE PRICING

Weyerhaeuser prices are always competitive, You can count on it. You can also count on consistent quality of products at the best value in the industry. Day in and day out.

RELIABLE DELIVERY

When Weyerhaeuser people give you their word, you can rely on it. Allorders will be shipped when promisedon time. No excuses. lf a problem does occuf we will go the extra mile to satisfy our customer.

CONSISTENT QUALITY

Weyerhaeuser-prod uced prod ucts are measured against rigid quality control standards. We will not cut corners. You can rely on Weyerhaeuser products to meet your performance expectations. Products purchased for resale by Weyerhaeuser will meet

@ Copyright 1984 Wslrerhaeuser Company

WEYERHAEUSER CUSTOMER SERVICE CENTERS: ARIZONA

Phoenix: (602) 269-3541

CALIFORNIA

Anaheim : (7 1 4) 7 7 2- 5880

Fontana: (714) 877-6100

Fresno: (209\ 486-6221

Hayward: (415) 786-1 700

the same demanding requirements. lf it comes fromWeyerhaeuser, you can counton its quality.

DEPENDABLE SERVICE

Weyerhaeuser Customer Service Centers are conveniently located to meet the supply needs of our customersquickly and accurately. We work with our customers as partners, anticipating thei r needs and staying ahead with new products and new ideas, And ourTrading Centers are primed to give you prompt service on all direct mill needs.

PEOPLE WHO CARE

You willalways get a quick response, accu rate information and insightful cooperation from the people of Weyerhaeuser. We are dedicated to solving customer problems, and working hard to be the preferred su pp I ier. You r res pect i s Weyerhaeuse r s top priority. We will never take it for granted.

Long Beach: (213) 436-8475

Los Angeles: (213) 748 - 5451

Sacramento: (916) 371 -1000

San Jose: (408) 297-9451

Sepulveda: (213) 894-4015

COLORADO

Denver: (303) 433-8571

OREGON

Eugene: (503) 461-0500

Portland: (503) 646-061 1

UTAH

Salt Lake City:(801) 972-5525

WASHINGTON

Seattle: (206) 854-3550

Weyerbaorreer

Wholesalers' annual breaks records

LfORTH American Wholesale

lll-umber Association president for the coming year will be Gordon J. King, Hampton Lumber Sales Co., Portland, Or.

Other elected officers are Clenn L. Banks, Banks Lumber Co., Elkhart, In., first vice president; John Weston, Far West Fir Sales Co., Huntington Beach, Ca., second vice president, and Robert Scholl, Scholl Lumber Co., Bethlehem, Pa., treasurer.

James K. Bishop, PlunkettWebster, Inc., New Rochelle, N.Y., was the recipient of the John J. Mulrooney Memorial Award, the highest recognition which can be bestowed by the wholesale lumber industry.

Over 450 members and wives attended the April 23-27 meeting at the Greenbrier Hotel in White Sulphur Springs, WV.

"New Horizons" was the theme of this 92nd annual meeting. For the first time the manufacturer,/service supplier/wholesaler contact session, which provides NAWLA associate and service affiliate members the opportunity to display their services at no charge to wholesaler members, featured 55 participants with several companies wait-listed. This year's event was the largest since the progftrm was incorporated into the annual meeting.

Art Holst, a former National Football League official, motivated his audience with a presentation filled with humorous stories from his many years experience in football.

Dr. William C. Freund, senior v.p. and chief economist of the New York Stock Exchange, provided an insight-

ful look at the financial future of our nation, leaving the audience with a feeling of hope and optimism for the next 18 months.

James Norris, Arthur Andersen Co., Chicago, Il., acquainted the delegates with future trends in wholesaling, including information on industry and company growth, com-

Story at a Glance

Record number of manufac. turers and suppliers participate in contact session. Bishop receaves Mulrooney Memorial trophy. King elected pres.

petitive structure, competitive advantage, functional change and profitability. He also outlined a systematic approach to long range planning for wholesalers.

Panel discussions on computerization and company succession as well as the traditional manufacturer,/serv-

ice supplier/wholesaler working session, which allows all classifications of NAWLA members to work together in finding solutions to problems presented by an industry panel, drew attentive audiences.

Social events included a welcoming reception, a Monte Carlo fun night and the president's reception and banquet as well as tennis and golf.

PRESTIGIOUS John J. Mulroonev Memorial Award was presenled to James'K. Bishoo (center) by outgoing president Slaughter (right) and Paul McCracken, NAWLA aWards committee chairman (left).

OFFICERS of NAWLA lor 1984-85 ileft to right) E. R. "Al" Slaughter, Dallas, Tl., immediate past presidenl; Robert R. Scholl, treasurer; Glenn L. Banks, first vice oresident: Gordon J. King, president; John Weston, second vice oresident: H. M. Niebling, secretary.

Japanese Wood Tariff Hit

The National Forest Products Association has protested to Toshio Kohmoto, minister of Japan's economic planning agency and chief coordinator of economic relationships with its major trading partners, over a new package of Japanese trade liberalization measures which did not include tariff reductions on processed wood products.

Calculated to reduce trade friction between the U.S. and Japan, the package also discusses elimination or reductions in tariffs on more than 60 industrial agricultural products

including certain paper items as well as the possibility of speeding up the phasing of some 1,200 tariff cuts negotiated in the 1974-79 Multilateral Thade Negotiations.

NFPA said the U.S. industry had offered to support reductions in U.S. tariffs on Japan's major wood export to the United States, certain types of hardwood plywood, in exchange for similar tariff reductions on U.S. wood panel products exports to JaPan. Japan now exports twenty times more wood panel products to the United States than the U.S. exports to Japan, NFPA claims.

They pointed out the U.S. forest

The Merchant Magazine products industry is one of the strongest U.S. advocates of free trade. "Our country has long requested that your country pull down the high wall of protectionism which you maintain around your wood processing industries. While Japan freely and enthusiastically buys billions of dollars of raw material from our industry, you continue to maintain high tariffs on many of our processed wood Products. Your 12 to 150/o tariff walls on panel products, for example, reduce our shipments to Japan to a trickle, less than one-half of l9o of your annual consumption," the NFPA statement said.

Wlllamlna Stdke Settlement

After more than a year of negotiations with the International Woodworkers of America and a 13 week strike, Willamina Lumber Co., Portland, Or., has signed a new labor agreement incorporating major changes in the industry wide approach to compensation.

'fhe package includes a wage cost freeze for the first year, with wage increases in the second and third years tied to productivity gains with annual minimums, profit sharing, reduction of vacations, reduction of paid holidays, replacement of IWA-TOC pension plan with an alternative plan, substitution of a major medical plan for a more costly Union plan, elimination of Union membership as a condition of employment, and other changes designed to enhance cost reductions to make the plant more competitive.

"The Company has accomplished every single major objective that it set

Flrm to Assist Home Centers

DataSolutions, a national data processing consulting firm, has been formed in Phoenix, Az.,to assist retail hardware and home center firms.

Richard A. Falk and Business Information Systems, Inc., a data processing service bureau, are co-founders. Falk was formerly dfuector of research services, National Retail Hardware Association, director of the Home Center Institute, Indianapolis, In., director of marketing for Wickes Companies and vice president of marketing and sales, California Hardware Company, Los Angeles, Ca.

New Lumber Div. Formed

Berger & Co., a San Francisco, Ca., based international commodity trading company, has established a new lumber division. Based in Sacramento, Ca., it is headed by veteran lumberman Robert Glatt, who recently left the Nikkel Corp. after 26 years with the firm.

Working for Glatt are Bill Hanrahan and Jim Haas. Presently dealing in foreign and domestic wood products, the new division anticipates eventual involvement in the import and export field.

out to achieve at the beginning of negotiations," said John C. Harnpton, president of Willamina Lumber Co. "We have reduced guaranteed costs largely for unproductive benefits which provides better job stability in bad markets, while substituting a mechanism for paying for improved performance and profits, which is where the money has to come from in the final analysis," said Hampton.

A petition for decertification of the IWA as bargaining agent was filed by a number of Willamina Lumber employees with the National Labor Relations Board prior to the signing

of the new agreement. Unfair labor practice charges filed by the IWA against the company which have delayed the election have been dismissed by NLRB's Regional Director. The election will be held in due course, notwithstanding the execution of the new contract.

"Productivity, overrun and efficiency now exceed pre-strike levels," said Hampton, "attesting to the value of the company's insistance on putting both company and employees in a position to benefit from becoming more competitive to face the difficult times of the present and the future."

\[bVe sot the soods ontheGolden-State!

With sheathing and studs to go.

If you're a wholesaler or distributor in the Los Angeles basin, Mllamerre's ready to fill vour orders for top quality sheathing at Berrh 199 in Wilmington. Located in the Bay Areal You'll also find us at 2800 Alvarado Street in San Leandro, where we have the finest sheathing as well as studs.

\7e do all the warehousing so you won't have ro. From a few units, to a truckload, iust call us for a quote, then give us the specs. We;ll have the goods on our dock, ready for your prompr pick-up. What a way to save time and save some green in the Golden Statel

Phone us today at 503.926-777L.

Willamette Industries, Inc.

Lumber and Plywood Sales Division

Albany, Oregon 97321-9990 503-926-7771

Joe Tidwell, All-Coast Forest Products exec. v.p., is now also exec. sales mgr. Bob Bothwell has been Promoted to gen. sales mgr.; Phil Dodson, to asst. gen. sales mgr.; Dwight Hayes, to mgr. and coordinator of Willamette Industries lumber and plywood inventory in Chino, Ca.; and Ron Tipton, to trading mgr., according to DarYl Bond, pres., Chino.

Bruce Huewe is gen. mgr. at the new Ganahl Lumber store in Garden Grove, Ca.; Tom Barclay, operations mgr.; Cary Phillips, sales mgr.; Donna Kaminiski, office mgr.

Don Weber, Weber PlYwood, Tustin, Ca., is enjoying an extended Baja California, Mexico, vacation on his boat at Cabo San Lucas.

Ted Hewitt is now at River City Moulding Co., Sacramento, Ca.

Rich Doss, Rich Doss, Inc., Santa Rosa, Ca., is back trucking after a Canadian vacation.

Rex Parsons is now marketing and development mgr. at Boise Cascade Corp.; Jsmes Sterrett is succeeding him as lumber and plryood mgr.; Joost Wolak is moving to Portland, Or., from London, where he has been director of Boise Cascade Sales, Ltd., to become director of international marketing; John Ramaer is now managing director in London, according to Vernon Veron, v.p. and gen. sales mgr.

Al Ryan is now sales mgr. for LouisianaPacific's Red Bluff, Ca., remanufacturing facility.

David Duncan is now in sales at Mary's River Lumber Co., Corvallis, Or. Terry Patterson is now with Suncrest Forest Industries, White City, Or.

Raymond P. Elder is new exec. v.p. and cfo at Southwest Forest Industries, Phoenix, Az., according to W.A. Franke, pres. and ceo. John B. Green has been named senior v.p., gen. counsel and corp. sec.

Dennis and Benita Heet. Heet Bros., Baldwin Park, Ca., are parents of a son, Nicolas Laurence, born April 29, 1984, weighing 8 lbs.

Karl Fiebig is now in sales at Burns Lumber Co., Tacoma, Wa.

J. Laurence Kulp, v.p., Weyerhaeuser Co., has been elected a director of Accuray Corp.

Dale McCormick and Mike Mondry, Home Lumber Co., San Bernardino, Ca., were among a group of lumbermen taking part in the 5th Annual Death Valley Motorcycle Run. Ralph Crabtree, Rim Forest Lumber Co., Rim Forest, Ca.; Jim Julisn, Champion Lumber Co., Riversid€, Ca.; Paul Haacke, Fremont Forest Products. Whittier, Ca.; Jim Golding, Golding Sullivan Lumber, Westminster, Ca.; and Harold Schuh, Western American Forest Products, Rialto, Ca., also participated.

Phyllis Friedman has been promoted to v.p. of the import div. of Wickes Cos., Inc., Santa Monica, Ca.

Larry Mussallem is a new salesman at California Forest Products, Gilroy, Ca., according to owner John Wilton.

Harry A. Cooper has been elected a v.p. of the consumer products div. at Potlatch, replacing R. Steven Mason who has joined Pope & Talbot, Inc., Portland, Or., as pres. and coo.

Harry Merlo, Louisiana-Pacific, has been presented with the Distinguished Service Award of Louisiana Tech University.

Dell Roberts is now mgr. of the M Lumber Co. store in Newark, Ca. Bob Davis has been promoted to mgr. at the Visalia, Ca., facility.

Rolando Lumber Co Inc.

Robert A. Starling and Allan J. Nadeau have been elected v.p.s of GeorgiaPacifrc Corp.

Craig Lancn, export mgr., Western Wood Products Association, Portland. Or., is back from a London trip, working with Bob Xincaid, their man for the Euromarket.

Jim Fox, field rep for the American Plywood Association, has retired after 25 years with the association.

Jerry Hodge is now with Hodge Forest Industries, Boise, Id.

Bob Davis has been promoted to mgr. at 84 Lumber in Visalia, Ca., with Roger Keim as co-mgr.

Gunnar J. Brinck is now representing Western Wood Products Association in San Francisco and the Bay Area, Ca. Joseph A. Dashiell is their new rep in Co., Ut., Wy. and Mt.

Sleve Bean, Ernst Home Centers, Seattle, Wa., has been named to the newlycreated position of director of operations, according to Bill Boston, corp. v.p. and gen. mgr. He is the son of Pay 'n Save's chairman of the board and ceo, M. Lamont Bean, Todd McKinnon replaces him in Dstrict 5.

J. D. "Jay" Pierce is now a trader at Teton West Lumber Co., Cheyenne, wy.

H. P. Wilms is the new field sales rep for Champion International Corp. in Santa Clara. Ca.

Sterling Wolfe, Marquart-Wolfe Lumber Co., Thstin, Ca., and his wife, Loraine, vacationed recently in Hawaii.

Greg Frumkin, GF Co., is back in San Diego, Ca., Hq., after a stint at their London, England, branch office.

Alan G. Iirrner, ceo of BPB Industries PLC, and Robert N. Rasmus, chairman and ceo of the new U.S.G. subsidiary, Masonite Corp., have been named directors of U.S. Gypsum Co.

J. Mchael Damgh has been appointed western regional sales rep for Polycel sealants by W. R. Grace & Co. Construction Product$ Div., Cambridge, Ma.

Dick Freeman, retired from Sq Cal Commercial Steel, Los Angeles, Ca., is combining traveling with a position at Los Angeles World Travel, Inc.

Ed Stoner, former owner of Sawtelle Lumber Co., West Los Angeles, Ca., which was sold in 1982 after 6l years, is now with Mar Vista Lumber Co., Mar Vista, Ca.

Richard Walker is now co-mgr. at the 84 Lumber Co. store in Steamboat. Nv. Robert Ti Maves has joined Paramount Paint & Lacquer Co., Los Angeles, Ca., as a sales rep for Los Angeles and Orange Counties. Kenneth R. Martinez is the new v.p. of sales, according to Robert C. Davison Jr., pres. of Surface Protection Industries, the parent co.

Bill Johnson has been promoted to mgr. at Furrow Building Materials, Salem, Or., replacing Mike Buken who is managing a new store in Visalia, Ca. Jim Frodsham, John Hodge and John Hull visited Canada and Wa. on a business trip for South Bay Forest Products, Orange, Ca. Jim also traveled later with Dennis Richardson and Norm Hardy to Or. and Wa. on co. business. Denny Curran has been in Central and No. Ca. on a buying trip.

Ken Womack and Pat Murphy won salesman of the quarter awards at Sequoia Supply, Fairfield, Ca., according to Bob Riggs.

Ted Payne recently celebrated his 57th anniversary at Ganahl Lumber Co. where he has worked in both the Anaheim and Lake Arrowhead, Ca., yards.

James C. Beardall, pres. and ceo of Anderson Lumber, Ogden, [Jt., received three Home Center of the Year awards at the National Center Show in Chicago.

M. Douglas Fisher has been elected v.p.risk management of Wickes Cos., Inc., Santa Monica, Ca., reporting to Wilhelm A. Mallory, exec. v.p.-finance and cfo.

(Please turn to page 48)

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 &r€ cor-rstantly adding to our selection of western red cedar, pine, hemlock and white fir. Other species and specialty items are inventoried and included in our weekly flyer sent to all Fremont customers.

PERSONALS

(Continued from page 47)

C.arl Dupray, Dupray Redwood Sales, Buena Park, Ca., is back in the office after a month's tour of Western Europe.

Hank Esler is now gen. mgr. at Hayward Lumber Co., Salinas, Ca., replacing Homer M. Hayward who continues as pres.

Ronald J. Skufca is the new marketing mgr./redwood lumber for Simpson Timber Co., according to Hank Sandstrom, v.p. and gen. mgr. of Ca. op€rations, Arcata, Ca.

Lyn Rabun is now at Haley Bros. Inc., Stockton, C.a.

John Crmeron, 3C Trucking, Long Beach, Ca., entered The Great American Race from Universal City, Ca., to Indianapolis, In., on his 196 Harley with a 1922 Flexr side car.

Scutt C. Gat€s has joined TodaYs American Builder (a frmchising firm) in Tempe, Az., as diroctor of builder senicc.

tGoorge Sdvcrt is retiping from, GeorgiaPacific in Phoenix, Az., after 22years.

Ilm and Sue Spellman, Spellman Hardwood, Phoeriix, Az., are the proud parents of Sean TVhitn€y, bom MaY 2,lgEr'..

WE SPECIALIZE IN PRE-STAINING "YOUR MATERIAL" IN ALLOLYMPIC COLORS. COATING ALL 4 SIDES OF EXTEROR SIDING AND DIMENSIONALTRIM, PLUS 4 COAT APPLICATION ON ALL SIZES OF PLWOOD. ENCLOSED

Susan Morgrn, M & M Hardwoods' Myrtle Creek; Nancv llueblood' D. R. Johnson Lumber Co., Riddle; Gladys Iovemrr*, C & D Lumber Cr., Riddle; Julir Keller and Britt Nielsen, Keller Lumber Co., Roseburg; Jan Arnold, Arnold's Firewood, Roseburg; Bette lbnts, IWA, Roseburg, and Shfulee Adsms, Roseburg Lumbo Co.' Roseburg, all in Or., attended tlte HooHoo-Ette National convention at Ashland Hills, Ashland, Or. Susan was elected national sec.

Kent Bond, Dwight Hayes, Mike Monaco' Chip Roepke, Mike Nicholson, Mark Smith, Joe Tidwell and Ron fipton of All Coast Forest Products, Chino, Ca., went fishing recently on the Sundown out of Point Loma, Ca. They had super luck catching 48 yellowtail, highest dock total of the day, nmong other species.

Mke & Brooke Moseby, Western Forest Products Sales, Soledad, Ca., are proud parents of a 7 lb. 5 oz. baby gul, Ashley Ann, born May A, l98/..

ke Sing is now in charge of vehicle rentals at Mungus-Fungus Forest Products, Climax, Nv., report Hugh Mungus and Freddy Fungus.

70th Ernst Home Center

Construction is underway for a new Ernst Home Center and Pay 'n Save drug store in Spanaway, Wa.

The 34,000-sq. ft. Ernst facility will cater to the do-it-yourselfer and will be among the first outlets of the 69-store chain to emphasize a new store format. Remodeling of all existing Ernst outlets is currently underway.

The new store layout will emphasize products needed to complete home improvement projects from start to finish. Consumers who plan on shopping at the Spanaway Ernst will find such products as lumber, hardware, plumbing and electrical items, paint, doors, windows and home decorating products. The store will also feature an outdoor nursery.

Upon completion in November, the 21,000-sq. ft. Pay 'n Save will feature its usual wide range of retail products.

The addition of both new outlets will put Pay 'n Save's store total at ll3 and Ernst at 70. Both are divisions of the Seattle-based Pay 'n Save Corp. which also operates Lamonts apparel outlets, Sportswest sporting goods stores, Bi-Mart discount stores, Von Tobel's home centers. Yard Birds

family shopping centers, Schuck's auto specialty stores, Price Savers Wholesale Clubs and Northwestern Drug Company, a wholesale pharmaceutical business.

More Changes at Evans

Evans Products Co. has completed the sale of its Fiber Products Group to Evanite Fiber Corporation, according to Monford Orloff, president of Evans. Evanite Fiber is a whollyowned subsidiary of DWG Corporation, Miami, Fl. All three firms are controlled by Miami financier Victor Posner.

Under the new arrangement, the former Evans divisions have adopted the Evanite name. They are Evanite Battery Separator, Inc.; Evanite Hardboard, Inc.; Evanite Permaglas, Inc.: and Evanite Glass Fiber, Inc. The four new divisions and the parent Evanite Fiber Corporation are all based in Corvallis, Or. Evans Products recently moved from Portland, Or.,to Miami, Fl.

Evans Products had earlier sold its Riviera Kitchens division to APL, a Posner-controlled company as well as selling its Shelter Products Group.

Evans presently retains its retail division, forest products group and its transportation group.

Posner recently revealed that Evans Products Co. had a first quarter loss of $26.7 million, compared with a loss of $15.3 million a year earlier.

PGL Acquisition Completed

Acquisition of Seattle Pacific Sales by Palmer G. Lewis Co., Inc., Auburn, Wa., has been completed for 747,764 shares of PGL common stock plus $1,14O,000 in cash.

Sea Pac, a wholesale distributor of Armstrong carpeting and resilient flooring, Gibson appliances and Sharp home use electronic equipment, operates five branches in the same general trading area that is served by PGL. It will be operated as a wholly owned PGL subsidiary.

Robert D. Peterson, PGL chairman, explained that sales and earnings of Sea Pac will be reflected in PGL's consolidated results for the rest of the year. He estimates PGL sales results for the current fiscal year, including Sea Pac, should exceed $160 million. PGL also operates Cochrane Northwest and Tiuck Service Inc.

We knovv 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 fa_cilities to provide you with the unusual and uncommon in lumber, moulding and millwork items, as well as the ordinary, in : any cluantity you need. If we don't have it, we can make it.

Just ask, A In Redwood, Union Forest Products has 94S and pattern lumber, architectural patterns; mouldings, mixed loads and units available LTL, TGpT and rail. A Also please inc[uire on clear Douglas Fir and Hardwoods.

BRUCE AT 1OO

(Continued from page 36)

U.S. entered the war and the Bruce Company was back in the ArmY. After the war, production hummed to meet the housing needs of the returning GIs, but the FHA ended the boom by agreeing to finance carpet as part of the mortgage. It looked like the end of hardwood floors.

Bruce sold its household Products division and began closing plants. Cook Industries acquired the company in 1969, yet the dissolution continued. The Memphis plant closed in 1974, outmoded by EPA regulations.

ln 1977 Tiiangle Pacific acquired the faltering E.L. Bruce Co. TheY knew the hardwood business and saw in Bruce a potential to rebuild hardwood flooring as a quality specialty flooring product. They had the expertise to pull it off. Bruce headquarters were moved to Dallas, Tx., and a team was assigned to the task of getting Bruce back into the black. The company name was changed to Bruce Hardwood Floors.

A five year growth plan including $24 million in new equipment and facilities was initiated. Kiln capacity at the Jackson and Nashville, Tn., plants was doubled to over I,750,000 board feet ofoak.

Marketing and merchandising as well as manufacturing were updated. Over 4O marketing specialists were developed to serve the distributors who service and train the retailers. New sales materials were prepared to help both the distributors and retailers. Sales soared 40090 in three years. The number of retailers tripled.

Now, Bruce is considered the largest manufacturer of hardwood floors in the nation. Bruce and Triangle Pacific purchase over 70 million board feet of four quarter oak a yearmore than anyone else in the United States. The plants in Nashville, Jackson and Center, Tx', are designed to handle three times the current volume without exPanding facilities or adding new equipment.

If you ask the management team, they will say "the most exciting chapters of the Bruce story are yet to be written."

G-P Acquires St. Regis Mill

Georgia-Pacific Corp. will acquire a linerboard mill at Monticello, Ms., 16 corrugated box plants, and related timberlands and cutting contracts in Mississippi from St. Regis in an acquisition expected to be completed at the end of June.

The transaction which is valued at $342.5 million includes purchasing 8.590 of the St. Regis stock from Loews. Security analysts have termed the deal a bargain for GeorgiaPacific.

Wickes To Repay Creditors

Creditors of the bankrupt Wickes Cos., Inc. will receive $4O0 million to $500 million more under the company's official plan of reorganization than if the company were liquidated, according to the comPanY's filing statement with the court.

Financial projections for the four years after emerging from Chapter I I prepared as part of the settlement plan indicate income for 1986 will be $9.4 million and $41.3 million for 1989.

and selected sales aids

Wood on the Inside

Pease Industries, Inc., has introduced an optional bonded wood interior surface for its insulated steel Concept hinged patio door systems.

In oak, walnut or ash, it can be stained or finished to match interior moldings or furnishings. On the exterior, the surface is strong, warp-free low-maintenance steel.

The modular, hinged, insulated system has a I in. deadbolt, I in. overall insulating glass, magnetic weatherstrip and an adjustable sill.

Brush Away Foul Weather

Pemko Fin Brush weatherstripping has been introduced for application on uneven surfaces and "hard-toweatherstrip" doors and door systems.

With a polypropylene brush fiber and center fin, it is bonded to a binder held by an extruded aluminum casing. Pre-punched slotted holes in the flange allow self-adjustment.

The center fin reportedly blocks air

infiltration better than plain fibers without a center fin and the brush cuts easily without losing brush fibers. It can be supplied coiled with rigid aluminum casing or cut lengths for shipping ease and uninterrupted fin brush seal for very tall or wide doors.

Sunshine Energy

Solar Shelter Inc.'s, new space system that has all of the advantages of a passive solar heating system with the control of an active solar heating system.

Each system includes one to three air collectors along with a blower unit, thermostat, controls, registers, filters, dampers and complete instructions. The dealer provides ducting.

The collectors carry a l0 year warranty.

Ultrasonic Fly Killer

Charmglow Products' new ultrasonic pest control unit can be used inside the office or home. Model Ul50 emits a high intensity ultrasonic sound wave which irritates the auditory and neryous systems of insects and other pests, forcing them to leave the area.

It features wood grain styling, solid state circuitry and speakers. A red indicator light glows when the unit is operating.

The speakers reportedly cover 3,700 cubic feet using only four watts of power.

Thoroughly tested, the device is said to be more effective than poison or traps and completely safe for humans, pets, plants, birds and fish. The model comes with a three foot wall cord.

Bonded Wood Floorlng

, A new African rosewood vinyl bonded flooring from PermaGrain Products, Inc., reportedly provides up to four or five times the wear expectanly of ordinary vinyl flooring.

A five layer flooring, it has the wood layer protected on top by a 2.O mil wear layer of vinyl and from lelow- by a core vinyl sheeting reinforced with fiberglass. Rep6rtedly easy to install on any flat surface and water resistant, this is the twelfth wood in the GenuWood II line.

Stairway to Success

E. A. Nord Co. has a new line of solid wood stair-parts in a variety of styles and sizes for the builder. remodeler or d-i-yer. Included are stair treads, risers, starting steps, balusters, newel posts, rails, fittings and architectural spindles.

Applications for both interior and exterior uses as well as traditional and contemporary design are possible.

Easier Pool Upkeep

A new automatic water chemistrv controller which maintains control o? both chlorine residual and pH balance in pools and spas has been introduced by Kestran, Inc.

The Aquasol Model 60036 detects chemical changes in water as they occur and activates treatment automatically. Utilizing solid-state circuitry, it uses sensor measurements to maintain control of chlorine residual and pH on a separate and independent basis. Housed in a weatherproof enclosure, it is designed for outdoor installation with circulation equipment.

Interfacing with either new or existing pool or spa plumbing, it is reportedly easily installed and requirei no special tools or wiring.

Toe Tapping In Tubs

A new push-button tub drain a-s-sembly from Stanley helps to eliminate stooping or crouching to ope.n or close a bath tub drain by providing a device that can be cloied or opened with a push of a toe. It also includes a replacement tub overflow cover.

Thg assembly is reportedly easily installed by removing tfie oli overflow cover, drain cover or pop-up stopper and connected linkage, screwing the new overflow covei in place and pushing the new drain into the tub outlet.

Ruffing lt

Mt. Angel Plywood is manufacturing a new cedar plywood, Ruff Sawn +U,that features the I by 4 board effect. This product offers architects an alternative to using cedar lumber without sacrificing design.

In two ft. widths and lengths of up to A ft. with tongue and groov-e joints on the long side, it can be used vertically, horizontally and diagonally for exterior siding or interior-panelmg.

All clear vertical grain cedar faces the product. It has no patches or chemical repairs and is 10090 clear. A thickness of 9/16" on the seven-ply panel enables the product to maet HUD/FHA standards for ?A" O.C. single wall construction.

For more information on New Products write The Merchant Magozine, 4500 Campus Dr., Suite 480, Newport Beach, Ca.9266O. Please mention issue date and page number so we can process your request faster! Many thanks!

Plastic Surround

A new line of Plastic tub and shower surrounds has been introduced by Housing Products, Inc., a division of Bremen Glas.

The surround comes in a five Piece kit form featuring a four inch by four inch tile affect. Consisting of a backwall, two end panels and two corner extrusions, the product's application is reportedly simplified with the use of a self-adhesive, comPression foam and/ or construction adhesive.

They're On The Level

Nikon's eight new surveYor hand levels are compact and light weight for field use.

The square hand level is 5.5 in. long with a fixed eye piece. The tubular hand level extends to six inches from a closed size of five inches.

Two magnification hand levels have a power of 2x and 5x. The 5x has a stadia constant of 1.100. Four Abney levels complete the series.

All levels are equiPPed with a leather case with a belt looP.

which can be used to form sliding doors using panel materials from l/8" to 3/t" thick. In antique gold' woodtone, and eggshell white embossed vinyl-over-steel, it can be used with a choice of materials including mirrors and paneling.

Custom D-l-Y Sliding Doors

L.E. Johnson Products, Inc's new Panel Jacket is a surround sYstem

The hardware package contains everything needed to finish the project, including steel fascia, to fit.in a wide range of door oPening sizes, whether the opening is wood, masonry, or steel.

Highly Heated

TVI Energy Corp. has new ceilingmounted radiant heating panels which convert electricity into infrared (thermal) radiant energy to directly warm people and objects. The Energy Kote panels are reportedly light-weight and easy to install.

Ullisted radiant heating panels can be used as the prime heating source or can be retrofitted to supple-

ment existing heating systems without plumbing or ductwork alterations. In multi-sizes, they are available in all common voltages and wattages.

The panels can be thermostatically zone controlled, to concentrate heat where it is needed. The payback time can be as little as two years.

User Friendly Stain

Deft, Inc. has developed an oilbased spray stain which cleans up using only water.

The stains reportedly dry in two hours, ready for a coat of clear finish.

Light Rings The Bell

The e.S. Bell Co. has a new outdoor light fixture, the Welcome Lamp, using the original design castings of their farm bell design.

Made of cast iron, the unit can be mounted on a standard steel lamp post, secured by set screws.

Non-flammable, they can be used on interior or exterior unfinished wood. They are available in nine wood tone colors including antique and golden oak.

The U.L. approved lamp socket is made of waterproof vinyl and comes with a light bulb suitable for outside installation. Finished in mat black, the bowl has an interior finish of white enamel for better reflection and diffusion.

Open Air Skylight

A new operative ventilatingskylight has been added to Leslie-Locke's line of Horizon skylights.

With a sealed acrylic double dome to protect against heat loss, it is available in three sizes with a choice of clear, bronze or white dome colors.

The unit features an insulated curb with a 4" aluminum flashing, a charcoal<olored screen to prevent entry of insects when open and a refrigeration gasket for extra leakage protection. The frame, curb and flashing are bronze finished.

PACIFIC FOREST PRODT]CTS,

High Pressure Water Broom

The new Squirt Water Broom from American Water Broom is a hose attachment that ejects a controlled blast of high pressure water over 2 ft. in width for washing down driveways and other paved, hard surface areas.

The device which connects with a swivel coupling to an ordinary hose reportedly cleans hard surfaces twice as fast as an ordinary hose while using only half the water.

The unit can be held in a horizontal position to serve as a misting wand for shrubs, flowers and foliage. Also, it can be used for washing down siding.

Shine lt

Pierce & Stevens has added a third professional polyurethane floor finish called Super Satin to their line of floor finishes.

A heavy duty product, it is especially formulated for floor application in response to contractor requests for a low sheen product. It is available in I gal. and 5 gal. containers. Gallons are packed four to a case.

Do-it-yourself Chalet

Products-From-Sweden, Inc., has introduced chalet-style Scandia cottage kits in the United States. Manufactured in Sweden from heavy-duty 3' by 6" planed, tongue-and-groov-e Nordic white pine, the cottages come in three sizes, 108, 215 and 269 interior sq. ft.

An inexperienced builder portedly assemble one in a two.

can reday or

The kits include a front door. double pane windows, tongue-andgroove plank floor and roof, full-size front porch with railing and all hardware.

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

Pleas€ mention issue date and page number so we can process your request faster! Many thanks!

Safety Underfoot

Summitville's Lombardic floor tiles are now available with an abrasive surface which looks almost identical to the smooth tiles while providing a rough textured surface.

Offered in any size or color, including nine glazed colors, all are available in a 3/8-in. thickness.

A non-wax finish makes it easy to clean. It reportedly won't warp, dent, burn, rot, peel, blister or fade.

WOLFE LUMBER COMPANY

Window Trim Keys Decor

Stylemate Industries has a new Duratrim Window Kit to protect any size bathtub alcove window up to 38 " by 8 " deep.

Leak resistant construction protects against water damage and deterioration. The thermoplastic window sill and side molding panels can be cut with any household cutting tool to create a custom fit.

Each kit includes pressure sensitive tape (to be applied to overlapping side panels), an ll oz. cartridge of adhesive and illustrated instructions. The trim kits are available in white.

Table Raising Magic

The new Magic Mover System from Peripheral Systems Inc., is an all metal lift arm that raises objects so that four specially designed rolling blocks can be placed underneath it.

Pivotal heads on the blocks allow the object being moved to be twisted and turned.

The lift arm also can be used to hang doors and hold sheet rock as well as to move and lift. Operational by either hand or foot, it can help eliminate the possibility of back injury caused by manual lifting.

Lift arm capacity is 330 pounds and each of the rolling blocks can move up to 300 pounds for a combined total of 1200 pounds when using all four blocks.

Invisible Hanger Hook

Androck Hardware Corp. has a new install-it-yourself Hinge Hook hanger which provides an out of sight place to hang clothes and other items. Attachable to any standard door hinge without screws or nails, it is installed by removing the hinge Pin, placing the hanger in position and replacing the hinge pin through the hanger and hinge.

Made of plated die-cast zinc, the hook is packaged on a blister card. o Pressure Treated Forest Products r Custom Treating Service o

Keep Your Pipes Warm

Eslon foam pipe insulation from Voltek for hot water, air conditioning, refrigeration and solar systems has a uniform closed-cell structure that is said to reduce heat loss from hot water pipes by more than 5090 and help keep water cold.

It helps to prevent pipes from freezing and to reduce pipe sweating due to condensation build-up. Functional over a -ll0' to 180oF temperature range with low moisture absorption, safe flame and smoke ratings, it withstands ultraviolet radiation.

Semi-slit covers slip over pipes with no clips, bands or zippers necessary for installation. Available in two lengths for d-i-y and contractors,it fits most copper, galvanized and plastic pipe diameters.

New Way to Come Clean

Teledyne Water Pik has added two new hand held, low flow shower heads to the Super Saver showerhead line, models SS-3 and SS-4.

The units incorporate European

design features and provide consumers with a choice of hand held or wall mounted operation. The SS-3 is white while the SS4 comes in chrome. Both have a standard one-year limited warranty.

Adjustable in two-positions it provides a full coverage outer spray and a brisk inner spray with a knurled control ring, slip-in bracket and pivot ball to allow various heights of spray direction. The unit also comes with a 59" reinforced vinyl hose, angled head and contured handle for hand use. An installed flow restrictor will not exceed 2.2 gallons of water per minute at 45'psi.

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 fasterl Many thanks!

Serving the lumbet and home center markets ii tg Western StatesSince 1922

______-9-EBy!-S- ---

(1 ) New Order or Renewal :

To start a subscriptlon to The Merchant Magazlna, or to extend your current subscrlptlon, enter your name and address below, and check the subscrlptlon term you prefer.

Your name Address

Glty State ZIP

tr Oneyear:$9 O Newsubscriber

C Two years: $15 tr Renewal(attach malllng label)

! Threeyears: $20

tr My check for $- is enclosed.

Going Up In Smoke

Metal-Fab, Inc., has a new factorybuilt chimney designed to meet the UL standard 103 21000 requirements for wood, oil, gas and coal applications. The Temp/Guard factory built chimney features a solid-fill insulation material designed for NASA's space program.

This technology provides even distribution of flue gas temperatures throughout the chimney system while

retaining a l-l/2' wall thickness. Uni form wrapping of this insulation reportedly prevents sags, settling and voids that create hot sPots in the chimney wall.

------------------

(21 To Give a Gift:

Enter your name and address above and your reclplent'g name and address below.

D Oneyear: $9 tr Twoyears: $15 O Threeyears: $20

To Address state zlp Gity

Gift card to read "From -----------I---.---.---

(3) Cha nge of Address;

I lttach your magazlne label here; I I prlnt your new address above in I

I section 1. (lf you have a question I

I about your subscription, be sure I to send us your label with Your I

Other features of the chimney include the patented Metal-Fab locking system, type 430 stainless outer jacket, and lightweight design that helps eliminate roughly half the weight of some fully-insulated chimneys. It is available in 6". 7 " and 8 " diameters.

Power BreakThrough

AEG Power Tool Corp. has a new % " variable-speed, reversible hammer drill.

With a heavy duty motor, it delivers 4.2 amps of power to break through hard aggregates with a no-load speed of 0 to 1300 rpm and a rated load

speed of 800 rpm. It provides 12,800 blows per minute.

The SBE l0RL is for small hole applications in concrete and masonry. Variable-speed makes it applicable for starting and setting screws in softer material. Weighing 4lbs., its capacities reach Vz" in concrete and 31" in steel. Maximum chuck capacity is %".

Radical Radlal Saw

A new radial miter attachment from Topper Manufacturing Co. clamps to a radial arm saw to make precise 45 degree miter cuts in wood. The wood is pressed against the all aluminum attachment, held in place by a cam holding device and then cut. The attachment can stay in place while the saw is used for other cuts.

New Lumber Protector

Du Pont Canada has introduced a new fabric to protect kiln-dried lumber in shipment or storage. Arbrene wrap material, which protects lumber from dirt and inclement weather, is reportedly tougher than conventional

paper/scrim wraps.

Made of heavy-gauge woven polyethylene tapes coated on both sides, it is engineered to prevent the fabric from ripping as well as preventing the staples used in the application process from pulling through.

The fabric is opaque, black on the inside and white on the outside to reflect and minimize the infiltration of light rays which can cause heat build-up between the wrap and the lumber.

It is reportedly easy to handle and apply. It remains pliable to -40oF, repels moisture and retains its strength through wet weather. The white exterior permits mill identification printing. The fabric is available in rolls of prefolded wrap or in finished cover sizes.

Roof Decking System

Potlatch Corp.'s new insulated heavy-timber roof decking system, Therma-Joist, offers an insulation rating in excess of R-20.

It reportedly provides a long-span structural capability that requires up to 30qo less wood than comparable decking. The factory-fi nished product

comes in a choice of 12 acrylic colors. The five part "inverted-T" unit combines the durability of a typical solid wood roofing system with the structural integrity of plywood diaphragm construction.

Oldest Name in Redwood"

Electronic Protection

Electripak has introduced the new PowerPatrol Voltage Surge and noise suppressor multiple outlet center.

It features voltage surge protection and noise filtering capabilities. Outlets are designed to protect personal computers, video games, VCR s and other types of solid state electronic equipment which can be damaged by power surges and voltage spikes.

The device includes a protection monitor light, illuminated on-off switch and 15-amp circuit breaker. It plugs into any l20volt grounded outlet.

Grate Additions

Schaefer has added chimney caps and a new grate to their product line. Dstributor/dealer marketing programs, co-op advertising, pre-paid freight, competitive pricing, colored literature, dating, custom units and a new incentive program are part of the merchandising package.

Security Door Chime

Chime Alert from Morris Industries, Inc., is a magnetically powered security device that sounds a chime

Fred C. HolmestBHfr\*

The Merchant Magazine

whenever a door has been opened. Mounted on top of the door, it needs no batteries or energy source other than the built-in lifetime magnets.

No special tools or skills are required for installation. Only 6" x3" x 2-l/8'in size, the high-impact plastic product weighs only ll oz.

It comes in ivory with a brown woodgrain front cover and a moneyback guarantee.

No Slip Up Coating

Ferrox, a new roll-on, non-slip protective coating from Martex Safety Products developed for use by the U.S. Navy, rolls on like paint to provide a medium profile non-slip surface.

OSHA approved, the coating which is composed of tiny, abrasive granules reportedly resists water, grease,oil and most chemicals.

Usable both indoors and out, the product dries within hours of application. Available in a variety of colors, it comes in both one and five gallon containers.

"LOOKING AROUND" says Paul Bunyan

Paul does not rest on his fame as the lumberman's symbol of accomplishment. New requirements and changrng condition. keep him alert to progress.

Click-On Hose Brushes

The new Car Wash-Set from Gardena Inc. puts five products together in one blister pack.

The accessories can be used separately or in combination to do anything from washing cars to cleaning screens. Because of the click-on connect feature, all accessories can be quickly snapped on and off at the hose.

Packaged in the set are the car wash brush which contains a water flow adjustmenq wa:r shampoo sticks which can be inserted into the car wash brush handle; spray nozzle for rinsing; the water-stop connector which automatically stops the water flow when an accessory is disconnected, and an ircc€ssory adaptor which converts standard fittings to a click on system.

All of the products are made of durable, non-corrosive, high impact plastic in orange, gay and black. A one year warranty is offered on all car wash products.

Cast No Stones

The Pebble Mix Co. is producing a mix of natural pebbles and a binder for paving and resurfacing.

Clear and elastic in its composition, the binder is able to expand and contract, helping eliminate the risk of cracking. It comes in five standard colors.

Two hours after application, the binder forms a surface crust which is unaffected by rain. A 48-hour cure is recommended, except for driveways which require about seven days curing time.

The resulting stain resistant surface requires only an occasional hosing or for indoor aueas a once over with a damp mop or sponge.

Seal Out Cold Air

Kool Seal has a new clear caulk for vehicles and permanent structures. The elastometric sealant forms a tough, slump-resistant "bead" that adheres to glass, wood, metal or rubber surfaces, providing a seal for cracks and leaks. The product performs in cold, heat and moisture. It is available in 5 oz. applicator tubes or ll oz. cartridges.

"IS,#il"d

Heatedly Money Saving

Preway Inc.'s new fireplaces feature energyefficientoptions.

The Alterna, a vent free unit that comes with ceramic logs, provides circulated heating. The Provider model is a free standing piece that acts like a wood burning stove. It comes with a high-volume built in fan, sealed heating chamber, one-quart humidifier, bi-fold glass doors and other options.

The Builders Edge model is designed for contractors who have small areas in which to place a fireplace. With certain options, this unit as well as others can become UL approved for mobile home installation.

A number of brass and glass inserts are available.

FAMOWOOD

is the PR0FESSI0t{AL'S Att PURP0SE PtASTIC

Boat builders, furniture makers, cabinet makers, etc. have found it the one sure answer to correcting wood defects, filling wood cracks, gouges, covering countersunk nails and screws.

Can be used under Fiber Glass! 13t tu.

Ready to use right out of the can, Famowood applies like putty-sticks like glue; dries quickly; won't shrink; takes spirit stains, and will not gum up sander. Waterproof and weatherprooiwhen properly applied. -/44

Geilings From The Past

Antique look-a-like pressed tin ceiling material is available from the Chelsea Decorative Metal Co.

The 2' by 8 ' sheets are stamped by original dies dating back to the 1890s.

Eighteen designs ranging from Victorian era to art deco cornice (moulding to finish the area between the wall and the ceiling) are available in sizes from 2 in. to 9t/z in. wide.

Floor Sealer

Piran Poly sealer, a new polyurethane floor sealer from the Randustrial Corp., is designed to protect wood and concrete floors from dirt and grime.

A one coat finish is said to give floors a we:u resistant coating that guards against oil, grease and chemical spillages.

In two hours, the product dries hard to a clean gloss. One gallon covers approximately 300 sq. ft. of flooring.

Foldaway Clothesline

Foldline from Tirb-Master Corp. is a new 2l ft. vinyl-coated, nylon drying line that folds out instantly from a 50 in. decorative bar.

Installed by attaching to brackets, it can be used in any room of the house. The line holds up to l0 lbs. of wet clothes and when not in use snaps back to a decorative bar with either silver or gold tones.

Heated Warning

A new warning device for heat pump systems from Allard Design & Engineeririg Co. sets off an audible alarm indicating abnormal and/or power wasting conditions in the system.

The syston has a high wattage set of electrical elements that are automatically activated during extremely low temperatures or when the compressor unit is not providing hot gas to the system. The alarm alerts homeowners that excessive amounts of costly energy are being dsed or that possible failure of the condensor might occur.

It has an automatic switchover helping eliminate continuous compressor functions. With six foot leads and attachments provided, the unit is poweredby a UL approved 9Vpower supply.

Gunning Down Foam

Universal Foam Systems, Inc., has redesigned its U-Control foam dispensing gun to include a solvent port through which chemical waste can be flushed from the interior of the breech.

Between uses and prior to storing, a steel cap is removed from the port and solvent is flushed into it. Exterior portions of the gun also can be cleaned with the solvent.

The foam can be used for a wide variety of insulating, sealing, patching and filling applications.

Blade Cuts Any Shape

A new triangular shaped Delta blade from Portalign Tool Corp. allows standard circular saws to cut any shape including circles, curves and irregular shapes.

Usable for table and counter tops, archways, cutouts for heating and air conditioning ducts and paneling grooves, it also works as a power rasp and cuts dados.

The blade will fit all circular saws with a 7Vt " blade capacity and a 5/8" shaft.-The blade takes out about 3/16',.

The tool is skin packaged on a full color card, complete with a hanger cutout for rack displays.

More Outlets lor Energy

A new six-plug, two-wire polarized hex tap outlet adapter for converting standard double wall outlets to as

many as six outlet receptacles is from the Wiring Device Department of General Electric. Up to six nongrounded power cord plugs can be used with a combined load of up to 15 amps or 1.875 watts.

This device doubles or triples the utility of the oiiginal outlet. The hex tap along with the three-wire grounding model is available in brown or ivory. Both units are UL listed for temporary or pernanent indoor installations.

Adapters are plugged into the outlet for temporary installations or screwed in for permanent installation. Full installation and use instructions are provided.

Wood/Masonry Anchor

Anchor Clips from the Panel Clip Co., are a new approach to anchoring wood to masonry, reportedly eliminating the time consuming job of locating and drilling holes for anchor bolts.

The clips, shipped flat and shaped to the application desired, are available in two sizes, 143/t " for concrete or single block construction and 223A" for two block embedment. They can also be used for end anchorage of joists and securing roof rafters. They reportedly are approved by all major building codes.

CAUFORNIA FOKEST PRODUCTS

P.O. Box 2292

Gilrojl, Ca. 95020

(408) 842-1673

John Wilton Larrv Mussallem

"Where Dependable Service is More Than a Phrase"

INN(rcENTS ABROAD

We're visiting Spain and Portugal where inflation is rampant.

I have seen forests that were cleared by clear cutting- nothing but stubble-then streams frothing with white foam and pollution. I am told there are laws against this, but the companies have money; thus no laws are enforced.

Coming into Lisbon, Portugal, yesterday and seeing the towers of the Lisbon bridge, I felt I was coming down off the Wddo grade and the Marin headlands.

We will be in this area and then head back to Spain for another two weeks. Then to Nice and Monaco and hopefully a few days through Switzerland and the Black Forest of Germany.

We will depart from Frankfurt, Germany, for the old U.S.A. (Uncle Sugar Able). By then it will look wonderful.

W. W. "Pete" Sharp, Jr.

1444 Pslsyan rWsy

Santa Rosa, Ca 054O4

Retired lumberman Sharp also asks us to say hello to all hb friends in the business.-ed.

for him and Fran, his wife, getting Ken Walker to move Paul Bunyan to Anderson, Ca., for nicer winters and springs.

We did business with Al for many years. My son, Fred, and grandson, Greg, also enjoyed a business and personal relationship with him. I met Al a number of times in San Francisco at the Western Pine Association (now Western Wood Products Association) meetings where he served on the grading rules committee.

We will all miss AI so very much, but will always have fond memories of our personal and business relationship.

Leslie G. Passmore

Central Valley Lumber & Millwork

P.O. Box 2072

Oroville. Ca. 95%5

Southwest Buyout Called Off

Southwest Forest Industries Inc., Phoenix, Az., has terminated plans for a $312 million leveraged buyout by a group of investors led by its president and ceo, W. A. Franke.

First Boston Corp. has been retained by the company to assist in a review of strategic alternatives to the proposed buyout. No other indication of future plans has been given.

Reportedly there had been concern :rmong a number of banks about the group's ability to complete the offer. This concern was said to be caused by rising interest rates and other factors affecting financing.

FOND MEMORIES

I have just learned of Al Kerper's passing.

We have lost a frne friend, a person who has done much for the lumber business and given much of his time to the promotion of the marketing of lumber and re-manufacture of forest products.

I first knew him in l9l7 when he was with Vaughn Millwork, Inc., in Reno, Nv. In fact, he sponsored some of us from Central Valley Box & Lumber Co., Lou D. Ohlson, Phil J. Carroll, Bud Miller, Dave Rogers and myself, into the International Order of Hoo-Hoo. Then Al went to Susanville, Ca., with the Paul Bunyan Lumber Co., owned by Ken Walker.

I shall never forget a telephone conversation with him on a spring day and his exclaiming, "The tulips are in bloom." Thenseveral days later on the telephone again, "The doggone tulips are full of snow!" Perhaps that is one ofthe reasons

Altvantages Aduertising System

(Continued from page 18)

After plunging last mo., housing starts soared I9.3Vo in April from Mar....the seasonally adjusted annual pace was 1,963,000; some 274/o ahead of the year earlier. single family home construction was up 7.5t/0, apts. popped up 4l.2Vo; building permits remained flat, off a mere 0.190 from Mar..

"You Can Make a Difference"

Delivering the commencement address at Louisiana Tech University, Harry A. Merlo, chairman and president of Louisiana-Pacific Corp., Portland, Or., challenged the graduates to "make a difference" in the world.

"Each of us has enormous power to make something good happen regularly," Merlo said. "The way to start is to concentrate on establishing a sense of pride and accomplishment in a job well done."

Merlo unveiled his idea of a "neighborhood revitalization program," designed to take advantage of the energy and enthusiasm that comes so naturally to Americans. He told the graduates:

"Remember neighborhoods? They used to stand for something. A community of interest. something to be proud of...to brag about. In rural areas, a whole town could be a neighborhood. In the cities, a neighborhood could be a floor in a big apartment building. But we all knew we belonged.

{'Well, suppose we revitalized that spirit. Suppose we all saw the benefits of making our neighborhoods better. Suppose as part of that spirit we made sure our home, or apartment, or yard was in order. then offered to do the sane thing for that elderly couple down the street. Suppose we decided not to wait, or even expect the government to 'take care of it', whatever the need, and took it upon ourselves.

"They could be small individual steps at frst, but the momentum could quickly build toward making our neighborhoods better. And each neighborhood improvernent is one step in making our country better. and our world," Merlo said.

Malayan hardwoods kapur and keladan

LzAPUR, a medium commercial R.hardwood available from Malaya, Sumatra and Borneo, comes from both the Dryobalanops aromatica and, Dryobalanops oblongifolia. Technically the wood from D. oblongifolia is keladan, but for the export trade both woods are considered kapur.

The wood is an excellent mediumheavy construction timber, suitable for posts, beams, rafters, door and window frames, flooring, stair treads and stringers, keels and framework of boats and floor boards. It is readily available in the United States with no difficulty in obtaining supplies or consignments for exports.

The timber can be sawn easily. If it has been airdried it has good machining properties. Resawing, crosscutting, planing, boring and turning are easily done. The finish surfaces are moderately smooth in planing, smooth in boring and moderately smooth in turning. The wood has little resistance to splitting when nailed.

When wet the timber can be sawn and planed without difficulty although saw teeth often become gummed up with resin. When the wood is seasoned, silica can cause a slight dulling of sharp-edge tools.

Although not resistant to termite attack, the wood is naturally resistant to fungal attack. Tests have shown that D. aromatica in the same grade as teak, jarrah and greenhart is

moderately durable and D. oblongifolia is not durable. Both are rarely susceptible to powder-post beetle attack, but are often attacked by the pin hole borer. The wood cannot be easily treated with preservatives because the heartwood is resistant to penetration by liquids. The classification for treating is "difficult."

Care must be taken in drying kapur. Because shrinkage is comparatively high, there is a tendency in the early stages of drying for surface checking and splitting. The shrinkage of narrow boards from green to airdry is 290 to 2.5v/o radially and about 590 tangentially. It takes approximately two months to dry Vz" boards and about twice that time for 2Vz" to 3" planks. Schedule E is recommended for kiln dryrng.

The average weight of kapur is

Story at a Glance

Two woods lrom same genus considered as one forexport good machining properties drieswell with care... useful for framing, floors, boat keels.

about 50 lb. per cu. ft. at l5o/o moisture. The grain in the true kapur is normally a shallow interlock while the grain in keladan is markedly interlocked. The texture of kapur is coarse but even, with clearly distinguishable pink tinged, light yellow brown sapwood.

Heartwood varies from a light redbrown to deep red which darkens on exposure to a red brown. Freshly cut kapur has a strong odor of camphor which disappears in a short time. When wet the timber becomes black in contact with iron or steel. Although this is not considered a defect because in damp locations the appearance of timber rarely matters.

There are no growth rings, but the effect of growth ring boundaries is produced by more or less continuous layers of parenchyma containing intercellular canals. The vessels are medium to moderately large, evenly distributed and rarely grouped although once in a while two or three vessels will be found in a group. Normally the vessels are blocked with tyloses. Rays are moderately fine to medium size. Parenchyma is usually found in the tangential layers containing the intercellular canals in paratracheal form. Occasionally it is found in narrow metatracheal layers. Ripple marks are often distinct.

The timber is considered to be potentially acceptable for plywood manufacturers.

ALL IN THE FAMILY

(Continued from page 32)

warehouse and a 60'x 84'office and showroom with a 3Vz acre yard area spilling over to property across the street. Employees number 20 including the family.

Plans are in the works for further remodeling and additions, according to the elder DeCou. He says "I know

the children will be fully involved in that."

"We're excited about both the new growth in Atascadero and the fact we serve both the builder and the do-ityourselfers," Jay comments.

An Ace Hardware affiliate, the business has the capability of serving both contractors and do-it-yourselfers with a complete line of building materials. In addition to lumber, they stock pre-finished wall panels, doors, aluminum windows, roofing, brick

and cement blocks. Plumbing, electrical supplies and paint also are available as well as hardware, hand and power tools. The store has a lawn and garden department, but no nursery.

With a business mix pegged at60s/o contractor/4090 d-i-y, DeCou offers delivery service, but no installation at present.

The family is flexible in management of the business and ready to adapt to the growth and needs of Atascadero which is in the throes of developing from a small town with most businesses (including DeCou Lumber Co.) located on the main street, El Camino Real.

You can expect that as the area grows, DeCou Lumber Co. also will grow. A branch store or two as the demand warrants is not out of the question, according to Jay.

When sending in a change of address please include zip code on both old and new addrbsses and either the old label or the inlbrmation from it. Thanks!

Vinyl Tile Samples

A sample portfolio of vinyl tile is free from Tarkett Inc., P.O. Box 264, Parsippany, N.J. O7054.

Hedging on Benefits

A booklet of insurance rate comparisons and paybacks for the use of fire retardant treated wood is free from the Society of American Wood Preservers, Inc., l40l Wilson Blvd., Ste. 205, Arlington, Ya.222C9.

Roof Blanket

An 8-p. brochure on silicone/polyurethane roof systems (No. 6l-803-&4) is free from Dow Corning Corp., Dept. 3030, Midland, Mi. {640.

Pining for The Outdoors

An 8-p. color brochure of decks, patios, and fences is 600 from the Southern Forest Products Association, P.O. Box 5Z{i8, New Orleans, I.a,. 70152.

Management Bibliography

The second edition of the "DREF Database" is $25 from DREF Database, 1725 K. St. NW, Ste. 710, Washington, D.C. 20006.

Tempered Valves

Literature on tempered valves is freefrom the Leonard Valve Co., 1360 Elrnwood Ave., Cranston, R.I. 02910.

Moulding Methods

A color brochure on prcfinished moulding is free from DG Shelter Products Moulding and Millwork Division, Marketing Services, Box 610, Marion, Ya.?A354,

Malntainlng Buildlngs

A 32-p. building maintenance products catalogue is free from Randustrial Corp., l33ll-NR Union Ave., Cleveland, Oh. 44t20.

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!

Walls of Marble

Color literature on natural marble products surfaced with resins is free from PermaGrain Products, lnc., 22 W. State st., Media, Pa. 19063.

Fork Lilt Series

Bulletin #2230, an 8-p. full-color brochure on fork lift trucks, is free from Yale Industrial Truck Div., Dept. 164, I1000 RooseveltBlvd., Philadelphia, Pa. l9ll5.

No More Splinters

Red cedar paneling and siding finishing information is available in a free 6-p. color brochure from Western Red Cedar Lumber Association, Dept. 668, Yeon Building, Portland, Or. 972M.

Cooking Room

Ways of adding work space and repositioning appliances in a remodeled kitchen are described in a 128-p. book retailing for $5.95 from Lane Publishing Co., Willow & Middlefield Rds., Menlo Park, Ca.94025.

Wood Finishing Guide

Over 90 photographs highlight "Silky, Senuous Wood Finishing," a spiral bound book available for $13 from Woodfinishing, Drawer ll58-G, Lilburn, Ga. 30247.

Bulldlng Prcduct Data

The "19&4 Building Products C.atalog" is free from Georgia-Pacific Corp., P.O. Box 48408, Atlanta, Ga. 30362.

Western Lumber Data

"The 1982 Statistical Yearbook of the Western Lumber Industry," a 33-p. reference, is free from the Western Wood Products Association, 1500 Yeon Building, Portland, Or. 97204.

Worldly Windows

A l6-p. window brochure is free from Hurd Millwork Co., 520 S. Whelen Ave., Medford. Wi. 54451.

Gift Products Preview

Sample copy of a monthly new products newsletter is free from World Gift Review, 616 9th Street, Union City, N.J. 07087.

Alder Ego

"Alder Makes It," a full color Western alder species book, is free from the Western Hardwood Association, l2l9 SW Main, Portland, Or. 97?n5.

Estimating Your Costs

Information about construction cost estimation publications is contained in a 4-p. color brochure, free from Cost Information Systems, P.O. Box 28, Princeton, N.J. 08540.

Lighting Options

A feature sheet on threlevel lamp conversions is free from the Wiring Device Dept., General Electric Co., Dept. S, 225 Senrice Ave., Warwick, R.I. 02886.

Computerized Cutters

A ,l-p. brochure of horizontal panel saws is free from HendrickSaw, lnc., 36 Commercial St., Salem, Ma. 0190.

Forged Hardware

A free, l2-p. brochure highlighting forged brass hardware is available from Baldwin Hardware Manufacturing Corp., Dept. RH-I, 841 Wyomissing Blvd., Reading, Pa. l9@3.

f] ll:-f [f [R /a\:-f fl fl tR i-l Liut!u\! trt-j t_l trLLL,lLi r._ujutt!

Tells you name of plant, complete address, area code, telephone number, lumber buyer's name, products manufactured, species, grades, thicknesses and in most cases quantities of lumber purchased annually. There are also many panel products and users listed.

Now you have instant access to purchasing facts that will help you to generate more sales.

"We

and Softwood lumber salos from lt. I rocently made a sal6 to a Canadlen sales of imported woodg from the Green Book." mouldlng operallon that I didn't know axlsled untll I saw lt In your

book. "

Royco Kclly - Amerlcln Plncllng Plywood & Lumbc.. Ncd.rlrnd, TX

"Our copy ot the Green Eook has more lhan pald for ltself. We've "l found the Gre€n Book to b€ v€ry accurato and Intormatlvg. I used il to contact Softwood buyers throughout the Unltod States lo sell learned ol several firms that I dldn't know 6xlsl6d." Yellow Pine and Wesi Coast Softwoods. "

Spry Frank Mlllor Lumb.r Comprny Month.llo, Ind. J. Oow Slanley - Crrollnr Mlllr Lumb.r Co., Inc. - Conwry, S.C.

M ulti-sales opportunities in multi-family housing

11;UlTl-family housing, the power helping to keep the building fUlstart figures up, offers the opportunity to sell quantities of building materials, including lumber.

These beautiful complexes demonstrate the attractiveness and adaptability of western red cedar. Easy to work with, this light weight, durable wood is free of pitch, provides excellent insulation qualities and holds paint, stains and enamels easily. All qualities that make it helpful for you to sell it.

Available in bevel siding, paneling and fencing as well as saw textured boards and framing materials, especially long length beams and stringers, the wood comes in both clear and knotty grades.

It creates apartments that are outstanding in livability for tenants as well as profitability for material suppliers.

GTASSIFIED ADUERTISEMENTS

H.G.H. LUMBER SALES (Division of Sunrise Forest Products). Expanding wholesale lumber firm with yards and milling facilities in So. Ca. is looking for experienced sales people. One is to call on industrial accounts. One to call on the independent lumber yards and home centers. We offer an excellent incentive compensation plan and benefits package. Replies held in confidence. Mail your resume to H.C.H. Lumber Sales. P.O. Box 277, Chino, Ca. 91710, or call (714) 591{.24r'.,

ber yard looking for an experienced hardwood lumberman. Please contact Ed Fountain Jr., (2t3) 583-1381 at the Ed Fountain Lumber Co.

EXPERIENCED LUMBER SALES

Rep needed to sell building materials to contractor trade for a growing retail lumber yard specializing in cedar, redwood, fir, full line doors and windows. Send resume to Roadside Lumber & Garden Center, P.O. Box 339, Agoura, Ca. 91301, attn: Sally Scott, or call (818) 991-1880.

OUTSIDE SALESMAN

Long established door and hardware supplier serving S.F. Bay Area (Ca.) builders seeks outside salesman, preferably with some experience. Salary plus commission. Call Steve Recze, Markus Door, (415) 891-9900.

WHOLESALE SOFTWOOD and plYrvood distributor needs experienced salesperson in So. Ca. area. Excellent compensation with unlimited growth potential. All resumes kept in strictest confidence. Write Box 503 c/o The Merchant Magazine.

EXPERIENCED salesperson needed. Retail dealer sales, industrial sales, softwoods and hardwoods. Commission, excellent fringes, plus car allowance and expenses. Write Box 506 c/o The Merchant.

Placc your ad now!

Call (?14) 549-8393

Twenty-five (25) words for $19. Each additional word 650. Phone number counts as one word. Address counts as six words. Headlines and centered copy ea. line: $5' Box numbers and special borders: $5 ea. Col. inch rate: $30. Names of advertisers using a box number cannot be released. Address replies to box number shown in ad in care of The Merchrnt Magazine, 451[ Campus Dr., Sulte 4t0, Newport Bcach' Cr. 92660. Make checks payable to The Mcrchrnt Mrgezine. Mail copy to ibove address or call (714\ 549-8393. Deadline for copy is the 22nd of the month. PAYMENT MUST ACCOMPANY COPY unless you have established credit with us.

MAX HILL LUMBER CO. is looking for a well-established industrial softwood lumber salesman with good following. Draw, commission, car allowance and health insurance. Contact Bill Fox (213)588-3192.

WHOLESALE LUMBER TRADER needed.

Territory Arizona and California. Some experience desired in agricultural lumber products. Draw plus commission. Send resume. Write Box 5@ c/o The Merchant Magazine. Join our office staff in beautiful foothill community of Sacramento.

OPPORTUNITY: sales professional for Arizona wholesale facility. Far West Fir Sales, one of So. Ca.'s largest wholesalers, has acquired a site in Chandler, Az. Extensive experience in Arizona market essential. Excellent company benefits, including profit sharing. All replies confidential. Write in confidence to John Weston, president, Far West Fir Sales, P.O. Box 1970, Huntington Beach. Ca.92&7.

EXPERIENCED lumber salesperson, wholesale lumber company, industrial accounts in So. Ca. area. Commission plan, benefits. Send resume to P.O. Box 2627. Pomona, Ca.91769.

SALESMAN needed. Wholesale lumber experience preferred. Contact Don Stobaugh, Inland Timber Co. (213) 611-3597 or (714) 8',77-2W1.

NORTHERN CALIFORNIA WHOLESALE

lumber distributor is looking for an aggressive trader to sell Doug fir, redwood and plywood to retail lumber yards. Outstanding opportunity to develop mill direct loads as well as mixed loads from our large distribution center. Excellent salary and commission program for the right applicant with sales experience. Contact Bob Riggs at Sequoia Supply, Fairfield, Ca. (707) 8&-17lr.

PACXAGE DEAL. Small D-I-Y lumber yard with house on property. Located on 5 acres commercial main highway artery. Located in center of South Oregon economic hub. Land, building, inventory, house, $340,000. Write Box 507 c/o The Merchant Magazine.

TWISTED AND WEATHERED

Douslas Fir S4S and rough. 3x4 and wider and 4x4 and wider. Call Bill Hunter, Hunter Woodworks, (213) 77 5-2544;(2 I 3)835-5671.

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

LOCAL LUMBER hauling Southern California roller bed truck and trailers and bobtails radio dispatched. Rail car unloading at our spur in Long Beach. 3C Trucking (213) 422-M26.

F-r\

\1 9/ Certified Agency @-y L.A. (7r4) '46-5)12 s.l. (408) 297-8O7r P.O. Box 6989 1538 Lincoln Ave., San Jose, Ca. 95150

Classified Rates

Twenty-five (25) words for $19.

LOS ANGELES. CA. based w

When sending in a change ofaddress please include zip code on borh old and new addrisses and either the old label or the inlbrmation from it. Thanks!

KVALHEIM DOOR Machine Model #990F with six shooter. Includes jamb stitcher & strike router. Nikkel Corporation, Sacramento, Ca. (916) 488-6170.

.r99C EACH Carpenter pencils FOB factory. I M. lots only. Name, address, phone imprint FREE. Specify: yellow, white. Mastercard/Visa. Morrison Printing & Advertising Service, 6023 W. Indianola Ave., Phoenix, Az. 85033.

PRINTED APRONS

Lumber Yards & Home Centers (etc.)

CALIFORNIA: Small and profitable chain of lumber yards and home centers. Founder wants to hunt, fish and look at pretty girls. Non-union, very clean profit centers are well managed with a dedicated CEO who wants to ner wants cash for \J.ro'r buy fixed 000 askine price ing price assets. for ng. Seller motivated but not clesperate.

ALASKA: Beautiful Home Center, Truss Plant & Lumber Yard on Ijrh acres. Exceptional profit center must be sold because of health reasons. 6 million orice is a bargain with reasonable terms.

CENTRAI ARIZONA: Nice lumber yard with small home center. Has excellent profit history, now founders want to quit and take it easy. Wide awake town with lots of action. Good location, good equipment and buildings. Terms to qualified buyer. Owners very motivated. Asking $s00,000.

CALIF. OCEAN BREEZES and no SMOG make this six acre lumber yard & home center extra special. Enjoy the good life and make money too. Good mix of DIY and contractor business. Owner wants to raise Arabian horses full time. Asking $3,800,000. Motivated owner will listen to creative offer.

CALIFORNIA MOUNTAIN CITY: Verv clean small yard with big DIY business and some contractor sales. Relaxed living in booming small town. Be a big frog in a small pond. Ski in winter and fish during summer. Have fun while making lots of money. $1,050,000 buys all with easy terms. Health reasons make seller very motivated. HURRYII!

SO. CALIF. SMALL TOWN: Hardware store with some lumber & building materials. Mostly cash DIY with good amount of govt. business. Long time owners are all Chiefs with not enough Indians. All the Chiefs want to sell. Asking $900,000 with EZ terms.

BUYERS WAITING

I have ready, willing and able buyers for lumber yards and home centers in several states.

SELLERS PLMSE CALL MEIII

COMING UP; Exclusive listings on a home center, truss plant and lumber yard in Idaho and a plumbing, heating, cooling and cabinet shop in Michigan.

Lumber Yard md Home Cmtr Brokerage 212 Marigold Ave. Corona del Mar, CA 92625 (774) 673-2Ns

BUVE RS' GUilDE

WThTLO8 A]'OEIES AREA 3.F. BAY AREA

Beaver Lumber Co.

CalitorniaForestProducls.............

DMl( Pacitc Coro.

Floor Ssrvice SuDDlv {San Jose)

G&RLumberCo...

Georoia.Pacitic Coro.

Geordia-Pacilic Corb. (San Jose)

Harn-essTimberPrdducls ....'..

Hiaoins Lumber Co. (Monlerev)

Hiodrns Lumber Co. lSan Josdi

HiioinsLumberCo. lunion Citv)

Hiddins Lumber Co. iwahut Ciriekl

Hotls Wall Lumb€r do.. lnc.

Louisiana-Pacilic Coro.

Mac8eathHardwood

P.R.0.D.WholssaleDislributors.

Redwood Emoire. |nc. ...

Rolando Lumber Co., Inc.

56ouoia SuoDlv

Shpson Buildinqsupply Co.

SrmDson I rmoer u0.

Trianole Lumber Co.

Wendling-Nathan

Western ForsslProductSales.

WeyerhaeuserCo. . . (408) 297-9451

llORTl{ERll AllD CEI{TRAL CALIFORIIIA Fsssffiffiffi

ARCATA/EUBEKA/FORTUNA

Bracul lnlernalional

Britl Lumber Co.

Eel River Sawmills

Humboll Rodwood Co.

Louisiana.Pacilic CorD.

PVM Redwood Co

Reid & Wriohl Schmidbau-er Lumbor, Inc

SimDson Euildinq SuoolvCo.

AU8U8N/GRASS VALLEY

All-CoaslForestProducls,

TREATEtt LUM BER-P()LES-PILINGS-TIES

(800) 525 501 5

Floor Service Supply

Georgia-Pacilicwarehouse......

HedlundLumber&MachineStaining.

Higgins Lumber Co

Koppers Co.

Lewis Co., Inc., PalmerG.

Louisiana-Pacilic Corp

Mello lnc.

Nikkel Corp.. The ostermann&ScheiweUSA

P& M CedarProducts... ..

Rocklin Forest Producls

SiskiyouForestProducts

Slocklon Wholesale

Trus Joist

Union Forest Products

Union Pacilic Rarlroad

Union Planing Mill

WaldronForestProducls

Western Wood Trealing Co.

WeyerhaeuserC0..... (800) 952-5616 SAI{TA IIIARIA

HigginsLumberCo. ...

SAI{TA ROSA AREA

J.H. BlevinsCo.,lnc

Hiooins Lumber Co.

Mdrlin Forest lnduslfles..

Noyo Timber Products, Inc.

Nu:Forest Products

Rich Doss, lnc......

Windsor Mill, Inc......

Woodland Products Co., Inc.

UKIAH/CALPELLA/WILtITS

All Heart Lumber Co., Inc.

Coasl Wood Preservinq, Inc.

Forest Products Trans-portalion. HarwoodProducls

.......

lnland Timber Co.

KoppersCo., Inc.

L-P Distribution Center

Laminated Timber Services Inc.

MacBeathHardwood

Mariner's Foresl Products

Marquart-Wolle Lumber Co.

Newport Planing Mill, Inc.

oldworld Arl Products

Pacilic Lumber Co.

Cal-WestLumber&MillingC0...

Carlson & Assocrates

Caroll Moulding Co.

Cascade Empire Corp.

Chandler Corp.

0MK-Pacitic Corp.

Essley&Son,D.C..

Fontana Wood Preserving

FounlainLumberco.,Ed..

Froeman & Co.. Slephen G.

FremontForostProducts

Georgia-Pacilic Corp.

Golding SullivanLumberSales.. ......

Patr Lumber Co.

Pelerman LumberCo.........

Precision Pine Co.

Product Sales Co.

Resl Lumber Service.

Roy Forest Products Company

SanAntonioConstruction

Soquoia Supply Simpson Building Supply

South Bay Forest Producls

Syslem House

Troated Pole Builders, Inc.

Trus Joist Corp.

OREATER SAII DIEOO AREA

American Mill & Manulacturing

Baker Hardwood Burns Lumber Co.

Fishman & Alliliates

Fountain LumberCo., Ed .......

FremontForestProducts

Frost Hardwood Lumber C0.....

Georgia-Pacific Corp.

MaploBros., Inc. Moulding

Sunrise Forest Products Co.

VirginiaHardwoodCo.

Western Wood Preservers Institule

Weyerhaueser Co.

BUVERS'

GUiBtE

PACIFIC I{ORTHWEIST STATES

wAst{tNGTo}l

AU8UR1{ Lewis Co.. Inc., Paher G.

EREMERTOl{

LewisCo.. Inc., PalmerG. CHEHAI-IS

Discount Products

EYERETT

Lewis Co., lnc., Palmer G.

KEIIM(lBE

LewisC0., lnc., PalmerG. . .......

I(IRKTAI{D

SimpsonBuildingSupplyC0..

r0l{GvrEw

Union Pacilic Railroad.

SEATTTE

8el Air Door/Alpine Veneers. Inc.

Lewrs Co., Inc., Palmer G.

YAKIMA

Lewis Co.. Inc., Palmer G.

ALEANY

EUGET{E/SPBII{GFIEL|, Bel Air 0o0r/Alprne Veneers. Inc.

Fremonl Forest Products

Georgia-Pacific Corp.

Hirl & Wood Lumber Co. (800) 547.8927

Lewis Co., Inc., Palmer G

LumberProducts....

[4cKenzieTradingco....... (800) 547-6067

oslermann & Scheiwe LJSA

Plastmoco. in0r. (800) 452-8202

Rolando Lumber Co.

slateslndustries, Inc. ..... (800) 547-8928

TrusJoisl...

Union Pacilic Railroad

Producls (800) 547-5500

Western Wmd Producls Association Weyerhaeuser Co.

RIDDI-E

C&D Lumber Co. Herben Lumber Co ROSEEURO Keller Lumber Co. SALETII Lumber Producls

80tsE Chandler Corp.

Georgia-Pacilic Corp. Lewis Co., Inc., Palmer G.

Louisiana-PacificCorp. (Coeurd Alene). Lumber Producls Trus Joisl Union Pacilic Railroad. LE$'ISTON

Cascade

IMPORTED ond DOMESTIC HARDWOOD TUMBER & PTYWOOD

Red ond whife ook (Northern, Appolochion & Soufhern) plus rift sown

whife ook, wolnut, osh, mople, birch, mohogony, teok, ond koo.

Fred Scaife, sales manager at the Sierra Division of Louisiana-Pacific Corp., Red Bluff, Ca., died on May 23, 1984, at Palo Alto, Ca. He was 42.

Mr. Scaife had been with Louisiana-Pacific for more than l0 years. He had formerly been employed by Georgia-Pacific. He was a member of Hoo-Hoo International, the lumberman's fraternity.

He is survived by his widow, Margo, three daughters, one son, his parents, a brother and a sister.

Sigmund "Sig" H. Ellingson, president and general manager of Ellingson Lumber Co. and Ellingson Timber Co., died May 6, 1984, in Baker, Or. He was 63.

A lead Air Force bombardier in the Pacific during World War II, he returned to Oregon and became manager of the Ellingson mill at Unity. In 1950 he was named general manager of operations in eastern Oregon. In 1966 he advanced to manager of all manufacturing operations and president and general manager of both companies in 1974.

He was a director of the Western Wood Products Association, the National Forest Products Association and the Western Forest Industries Association of which he was a past

president and a founder of the Northwest Pine Association.

Mr. Ellingson is survived by his widow, Lillian, and four daughters.

Inspection Bureau Elects Board

Dan Harper, Pope & Talbot, Inc., Port Gamble, Wa., has been elected president of the West Coast Lumber Inspection Bureau board of directors for 1984-85.

Others elected are Ralph Lulay, Frank Lumber Co., Inc., Mill City, Or., vice president, and Ralph Wallen, Boise Cascade, Healdsburg, Ca., secretary/treasurer.

got hea?t

To sell nothing but the best, you've got to have heart. And Disdero Lumber Company has plenty, We inventory all-heart, old-growth Redwood Lumber in grades ranging from construction to vertical grain.

We also have clear all-heart siding, paneling and rough-sawn plywood to meet your most demand ng specif ications.

But our heart's not the whole story. We carry the top grades of Western Red Cedar, Douglas Fir, Hemlock and Pine. Plus we're a maior distributor of Laminated BeAms and Fire-treated Lumber and Plvwood.

So whenever you need quality products, get in touch with someone who's got the heart to meet all your specialty lumber needs.

Disdero. A specialty lumber distributor for over 30 vears.

In Oregon, calltoll-fiee (8OO) 452-5737. West of the Rockies (except Alaska, Hawaii, New Mexico and Colorado), call toll-f ree (800) 547 -4209

Disdero Lumber Co.

P.O 3ox 42247

1504 S E Woodward Portland, Oregon97242 (503) 239-8888