Merchant Magazine - June 1985

markets

We are a new company who purchased the former Edward Hines Lumber Co. mill at John D.y, Oregon. Our team of seasoned professionals is ready to provide you the quality Ponderosa Pine products you need.

All our lumber is wrapped in water-resistant paper unless otherwise specified. Our product line includes: 5/4 shop, 4/4 shop,

/ 4VG shop, 4 / 4 commons, 6 / 4commons, 5/4 rough moulding and 4/4 selects.

(5O3)

575-O58r

Tim Farrell and Dinty Moore. parr of our highly professional sales and service team

Rough lumber ready to be sent to the planer for surfacing. packaging and inside slorage.

Rail plus truck and trailer shipments. We also maintain a reload center at Baker. Oregon on the Unjon Pacific mainline.

A REMARKABTE PRODUCT, A REMARKABTE PROFIT

ALL THIS AND TERMITE AND DECAY RESTSTANCE, TOO

UNMATCHED SALES FEATURES

A specialty product with unique sales features commands an attractive price. Dricona fire retardant treated wood has such features:

o Dricon FRT wood is the only lowhygroscopic lire retardant wood of its type that carries an FR-S designation from Underwriters Laboralories Inc., for all species listed.

. When Dricon lumber and plywood are in contact with metal truss plates, hardware, plumbing and conduit, there is no greater corrosion than with ordinary untreated wood.

. lt's been granted a U.S. patent.

GROWING DEMAND

The word is getting around. Architects, contractors and building owners are insisting more and more on Dricon fire retardant treated wood:

. lt's being promoted to your customers by fulhpage ads in national OKoppers Company, Inc.

On November 21, 1984, EPA registered Dricon fire retardant as a pesticide. Tests at universities and Koppers Company have demonstrated its long-lasting resistance to termites and decay when used in weather-protected, above ground applications. This means that studs and other interior members will not rot or be attacked by termites. ^l ^Q \fl

m ^G sb

architectural, building and component publications.

. Nearly 40 sales development representatives are making presentations to designers, specifiers, ownera and other purchasing influences.

KEEP IT IN STOCK

Stocking Dricon FRT wood makes sense:

Because of its low moisture pickup, storage problems and yard loss are less than with conventional _types of FRT wood.

By stocking a quality specialty product, you can better serve existing customers and attract new ones.

r Promotional literature is available to stimulate sales.

ADD TO YOUR PROFITS

Dricon fire retardant treated wood has many applicalions: trusses, studs, beams, purlins, joists, decking, sheathing and other weatherprotected places where lire resistance is desirable.

For a list of suppliers licensed to produce this product, write to Koppers Gompany, Inc., 1900 Koppers Building, Pittsburgh, PA 15219.

The Merchant Magazine

Publisher Emeritus A.D. Bell, Jr.

Editor-Publisher David Cutler

Senior Editor Juanita Lovret

Assistant Editor Anita M. Mumm

Contributing Editors Dwight Curran, Gage McKinney, Ken Thim

Art Director Martha Emery

Staff Arlist Carole Shinn

Circulation Dorothea Creegan

The Merchant Magazine (USPS 796-560m) is published monthly at 4500 Campus Dr., Suite 4E0, Newport Beach, Ca. 92.660, phone (714) 852-Dm, by The Merchant Magazine, Inc. Second-class postage rates paid at Newport Beach, Ca., and additional offices. POSTMASTER: Send address changes to The Merchant Magazine, 4500 Campus Dr., Suite 480, Newport Beach. Ca. 92660. Advertisine rates upon request.

ADVERTISING OFFICES

rROM WASHINGTON STATE & IDAHO: contact Carole Holm, l0l8 Lloyd Bldg., Seatrle, wa. 98101 Phone (206) 3zm-0680.

FROM NORTHERN CALIFORNIA & OREGON: contact Drvid Cutler, 4500 Campus Dr., Suite 480, Newport Beach, Ca. 92660. Call (714) 852-1990.

FROM SOUTHERN CALIrORNIA: contact Carl Yann,205 Oceano Dr., Los Angeles, Ca. 90049. Phone (213) 4'12-3113 or (714) 852-1990.

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

SUBSCRIPTIONS

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

Subscription Rates-

U.S.: $9-one year; $15-1we ysar's; $20-three years. Foreign: $20-one year; $35-two years. Single copies $2. Back copies $3 when available.

DAVID CUTLER editor-publisher EDITORilAL

1S THERE a shopper alive who has not been igInored, insulted, ill-informed or bored by a store employee doing a lousy job? While the clerk usually gets the blame (and sometimes richly deserves it), we think too often the sins of the salesfloor are committed by a salesperson who doesn't know what to do because no one ever told him. Too many employers just assume that the new person will some how "just pick it up" after a few weeks. How sad for all concerned.

Most employees want to do a good job; they just need to know what it is. And what it isn't. Too many of the so-called job descriptions we've seen are woefully short on specifics. The full range and possibilities of the job are frequently left to the imagination of the new hand.

Poor employee training is one of the more correctable aspects of business. Yet all too often the whine is heard that the company is too small for a training program. Nonsense. Even virtual

mom and pop companies could guide their employees to greater productivity if they would just determine to do so. It is neither a daunting nor impossible task.

Management in several 30 minute sessions of well-planned instruction can perform wonders in directing employees towards better job performance. Additionally, the local library probably has dozens of books on various business topics. Local schools have night classes and other formal training and education progrzrms. Associations often are a rich source for employee training. Professional instructors, suppliers, even video tapes and records all are available to help.

Employee education should command management's attention and enthusiastic support from the highest to the lowest levels. Those too busy putting out the proverbial fires will find their neglect of meaningful employee training will ensure the fires are eternal.

Seruing the lumber and home center markets in 13 Western StatesSince 1922

"Oh, you'll pick it up in a week or so..."

San Antonio nigid Pole Construction Company is celebrating Bo

years of serving the lumber industry.

Our thanksto a few ofourfriends who have made the last 3o years possible.

A-Wahl's Building Materials, Inc.-Sun Minton LumberCompany-Mountain valley View

All-Coast Forest Products, Inc.-Chino National Softwood Sales-Pomona

Beaver Lumber Company-Arcata Reid & Wright Lumber

Big Valley Lumber Company-Bieber Company-Arcata

Burbank Lumber Company-Burbank Saddleback Lumber and

C. E. Jordan Hardwood Company, Hardware-El Toro Inc.-Carson

Sanford-Lussier, lnc.-Huntington Park

California Landscape Supply-El Toro Scott-Caudill Lumber Company-City

De Wolfe Lumber Company-Quartz of Industry

Hill Seamans Molding

Decore-ative Specialties, Inc.- Company-sacramento

Irwindale

Setzer Forest Products-Sacramento

Don Oaks Lumber Company- Serra Lumber Company-Capistrano

Hesperia Beach

Far west Fir Sales Company-

Huntington Beach

Stockdale Materials-Bakersfield

Swaner Hardwood Company,

Ganahl Lumber Company-Anaheim Inc.-Burbank

H&M Wholesale Lumber Company- TErry Building Centers-Mrzana

Etiwanda

United Wholesale Lumber Company-

Home Lumber Company-Hesperia Montebello

Koppers Company, Inc.-Ontario

Lane Stanton Vance Lumber

Upland Lumber Company-Upland

Vista Lumber Company-Vista Company-City of Industry

Wall Dry Kiln-Carson

Louisiana-Pacific Corp.-t-os Alamitos Wickes Flrrest Products-Elmira

(7141s29-779O

Branch: P.O. llox 837 Williams, Ca. 959a7 (916) 473-5341

How safe is your parking lot?

Director

-IIRENS

wail as police cars and iElan ambulance rush to a dark parking lot. There they find a victim, injured and bleeding, who tells them a story of being jumPed as he walked to his car after shopping. The thug, who attacked him, threw him to the ground, stealing his wallet.

Stories such as this are read everY day in the daily newspaper, but usually nothing is said about the effect on the store owner providing the parking lot. Will he be held responsible?

The business community, especially those providing retail and wholesale outlets, has long been aware of the necessity to provide "free" parking to attract customers. This convenience is usually budgeted as a fixed cost and other than routine maintenance or an occasional beautification project, the potential for serious financial impact is not perceived. Yet, a civil action and judgment against a company could. forceably jeopardize the success of that business. Lawsuits and judgments have increased dramatically since 1967. Total payments awarded

in incidents, where inadequate security or failure to prevent crimes was the basis. have been increasing at approximately a 30090 rate. This figure does not take into consideration the costs associated with legal fees required to defend against these claims and lawsuits.

The business owner's responsibility to provide adequate security for parking lots he, orin conjunction with neighboring business, provides for the convenience of his customers is shown in some of the following cases:

e In North Carolina, a property owner and the retail merchants of a shopping mall were held resPonsible for not providing adequate security, or not "forseeing" the possibility of an assault against a female customer in the mall Parking lot.

was abducted from a shopping mall parking lot and sexually assaulted. She settled out ofcourt for a high five-figure amount. Her suit was based on the premise that the mall's management had previous knowledge of similar crimes committed on the grounds, but did nothing to insure the safety of their customers,

oA woman drove her car into a market parking lot in New Jersey where she was assaulted and her purse stolen. In ruling in her favor for a judgment, the courts indicated that it is the merchant's responsibility to provide customers adequate protection in high crime areas or in areas where there have been other criminal attacks.

These, and other similar cases, now working their way through the various state and federal judicial systems, are setting precedent for future litigation against property and business owners. Although the rules change from state-to-state, or often between cases in the same state, if businesses will recognize the basic standards, then their defense is enhanced if civil litigation is filed. These standards can be generally defined as:

o Obligation to protect against crime.

o Protection against the probability of crime.

r Adequate security.

Story at a Glance

Retailers are obligated to pro. tect customers on parking lots ...lawsuits and judgments rising .,.how to analyze your need for security measures and imple. ment adequate protection.

Although somewhat vague, and obviously not within the scope of most business marketing bases, these standards can be addressed. Security measures, or plans, should be based upon a careful and knowledgeable analysis of the area to be protected. Whether it be a multi-story enclosed parking structure or a simple lot, each situation must be evaluated for specific inherent circumstances.

Items of immediate concern are: safety and the prevention of accidents, control of the property area, and customer,/visitor convenience and protection. If employee parking is provided, it is necessary to include these areas.

It would seem that providing a safe and secure parking area is a simple task requiring little investment of time or money; however, there are many points to consider such as: entrances and exits and location as related to traffic patterns surrounding the business: the need for controlled access or exit using guard personnel where parking must be carefully monitored; automated access control or mechanical contrivance if required; traffic flow patterns that are expedient and safe; parking space and materials placement for efficient fire equipment maneuverability; emergency vehicle access; lighting requirements both during and after normal business hours; unauthorized use or access during non-working hours; and the condition of surface coverings and general maintenance in the parking area.

There will be many other points of consideration unique to the locale being evaluated. If the parking structure is fully or partially enclosed, the potential for toxic or other health hazards must be also considered.

As previously mentioned, the basic liability standards tend to instill a requirement that there be some protection against the probability of a crime occurring. Any attempt to project when and where a crime may occur is, at best, a calculated guess. Major metropolitan law enforcement agencies, aided by reams of data and intricate computer programs, cannot accurately predict the occurrence of a crime. The courts have however.

taken the position that if the owner of a piece of property has knowledge of criminal activity regularly taking place within the area of his property, then he is obligated to take adequate steps to protect persons in and on that property. A failure to do so is viewed as "negligence" on the part of the property owner. The evidence of prior 'criminal activity and the"probability" of future acts should also be included in the aforementioned analysis.

The term, "adequate security" has been referred to several times in the context of what the courts seem to require. Fulfilling this need can only be achieved after the evaluation and analysis of the particular parking area. It may be as simple as the installation of a fence, increased lighting, or a redirection of traffic flow. If the situation dictates, it may require a substantial financial investment and major changes in operation.

The use of a security specialist or consultant is recommended in many cases to assist in the analysis and evaluation process. One major issue cited by various legal experts is that any existing security measures should not be reduced, unless there is careful consideration and reasonable need and the justification for reduction should be in writing.

The need for an effective and efficient security program within each business, regardless of size, is becoming more apparent daily. The philosophy of prevention of incidents, is, in the Iong term, much less costly than the reactionary plan of paying the fines and civil judgments, and then having to institute proper safeguards. The best possible way to prevent litigation is to properly safeguard customers and employees from becoming victims of a crime. This prevention should begin on the"front door step," which in the majority of cases, is the parking lot.

'Some facts and figures appearing in this article were obtained from writings of Lawrence Sherman and Mark Rosen of the Security Law Institute. Acknowledgement of their significant contributions to the security field are sincerely offered' by the author.

Retailers relate incentive program successes

TTMPLOYEE incentives are a hot Eopra or conversatron tnese oays, but just how effective are they?

A group of dealers participating in a Mountain States Lumber and Building Material Dealers Association's workshop were enthusiastic about them although they all had different approaches, ranging from encouraging friendly competition among employees to developing team spirit.

The caution which applied to all uses of incentives was to be sure that the bonus program was a bonus, something extra and not a regular part of the pay check. A true bonus should be subject to withdrawal and change at any time. These precautions are necessary to avoid problems with wage and labor laws.

Dave Stringham at Stringham Lumber Co., Salt lake City, Ut., tries to structure his bonus Programs so that everyone is a winner. He likes to have fun with the program, writing things like "World's Greatest Salesman" on the check and posting it so that the recipient gains recognition and other employees are motivated to similar accomplishments.

Came type incentives work for him. Pass-the-buck starts on Monday morning with a $20 bill going the rounds and staying with the Person who has the highest sales for the week. He also gives a bonus for coming to work on time everY daY, taking Iunch and not leaving before quitting time.

Kent Brosh at Crissy Fowler Lumber Co., Colorado Springs, Co., has an idea box and an employee board of five people to evaluate the requests for action. Bonuses for $50, $100 and such are paid for ideas judged worthy of being put to use.

Jerry Woodward, Jerry Woodward Lumber Co., has been using an indepth incentive program since 1982. Both his operations in I-as Cruces, N.M.,and El Paso, Tx., are involved in the program although he changed the method of determining bonuses

when he put the incentive system into effect in his Texas operation.

At his las Cruces facility a percentage figure is used based on the gross profit generated by each sales person. A computer keeps accurate records for this function. Using this method, his sales manager has almost tripled hisl98l income which before was based on an hourly rate. Other salesmen have doubled their salaries, resulting in an increase of overall gross profit. Punctuality has improved as a fringe benefit of the program because whoever writes the ticket gets the credit for sale.

Story at a Glance

How to calculate incentives... pitfalls and pluses of various programs...wage and labor law requirements...reactions of employers and emPloYees.

His El Paso operation uses a second method for compensating the salesmen. A percentage of gross Profit is put into a common pool and each of the three salesmen draws a portion of this total for his compensation. The side effect of this is excellence in team effort.

Incentive programs can work outside of sales too. The credit collections man at Woodward's is rewarded for speeding up average collection days. For each day cut offofa 45 daY collection, he receives a $100 bonus' The result was last year's collection days got as low as 34 days. If collections average $12,000 a day that translates to $132,000 extra in your bank account.

Order pullers are tracked bY the volume of material they load. Each quarter they get a check for a percent-

age of the total dollar volume of their loads.

Yard service men are given a small bonus for each ticket they fill. The yard manager gets a bonus if he keeps delivery costs below a set percentage of sales.

Tiuck drivers get most of the deductible on their insurance if they have no accidents. As a Christmas bonus employees get the unused portion of the deductible on their health insurance. Long haul drivers are paid a bonus based on fuel savings over a three month period.

Commission percentages are confidential. Each employee discusses his percentage separately with management. The importance of confidentiality is stressed.

The company has profited from the incentive plan. There has been a very positive effect on gross profit margins for the yard, which is 9990 contractor trade. Every sales person has at least doubled his salary and two have more than tripled their salaries since 1981.

When Woodward acquired his El Paso yard, he instituted the same incentive plan with some changes. Instead of basing the percentage on the salaries which his salesmen were making, he established a percentage of the gross profit as the incentive pool. It is divided among the salesmen according to a percentage set by their past records and abilities. Since they share a percentage of the total gross profit, as opposed to sales, there is more team effort, according to Woodward.

A number of general precautions to be observed in the application of incentives were revealed during the seminar. Incentive progrirms need not be ongoing. They can be set uP for sPecific periods, but not at the same time as other special advertising or marketing programs. Employers should set specific goals for what is expected, put the program in writing, and apply it on a trial basis.

Incentive progr.rms should be delContirtued c,n page 59)

The lumber business demands orderly, efficient and safe storage of many sizes, shapes and grades of wood. For Jones Lumber and Jones Wholesale Lumber that meant help from Sammons & Sons.

"Sammons has been in the material handling business for nearly as long as we've been selling lumber. As our business grew, we knew that more efficient storage was the answer to space planning and inventory control,"

states Rod Jones, president of Jones Lumber.

"But more importantly, the organization of our lines has given us a new perspective on inventory control. By separating each product by manufacturer, as well as individual type/grade, we can immediately verify visually stock on hand for those emergencies that pop up so often at the last moment."

"Sammons has had a significant

impact on our material handling needs. We would recommend their products and expertise highly."

Whether it's cantilever racks, pallet storage, box storage or any other material handling need, Sammons can design a system for you. For over fifty years Sammons has been the name you can rest your reputation on.

Sammons,., Value lor America's lndustry.

Vllestern Home Cenler & Building Suppty Declerc Show

THURSDAY - FRIDAY - SATTIRDAY o SEPTEMBER l9-2 1, 1985

Be our guest at the show. The registration form on the facing page is your invitation to attend the Western Home Cen'er & Building Supply Dealers Show free of charge. Save time and avoid the lines by returning this form to the address indicated by August 19 or bring the form with you for free admittance to the Show.

It's your show. Don't miss it. The Western Home Center & Building Supply Dealers Show is the first and only Show designed to meet the unique needs of home center and building supply dealers in the western states.

The largest and mostcomplete. The Western Home Center

& Building Supply Dealers Show is where you will find the largest and most complete selection of home improvement, maintenance, remodeling and decorating products ever assembled in the West for western retailers. More than 500 leading manufacturers will be showing the newest and best products and services for your 1985/86 selling season.

Seminar programs specifically for western dealers. All seminars are designed and presented by your fellow industry leaders who understand the western market. Under the theme, "Competing Successfully in the West," the seminars will be divided into topics of importance to both top management as well as store-level personnel.

Hecr two of Americq's most sought-qfter speckers

Stanley Marcus, former chairman and chief operating officer of Neiman-Marcus, Dallas, Texas and world-renowned authority on retailing excellence, will address the Opening General Session of the Western Home Center and Building Supply Dealers Show on Thursday morning, September 19. Mr. Marcus, generally regarded as the "Founder of Quality Retailing," Stanley Marcus is familiar to many western retailers. As the keynote speaker at the National Home Center Show in 1983, he drew the largest attendance ever for an opening session and holds the distinction of being the only keynoter to receive a standing ovation. Mr. Marcus' exciting and informative presentation this September will be a rewarding experience for all home center and building supply dealers who attend.

John Wooden, former head basketball coach at the University of California at Los Angeles will be the featured speaker at the Western Home Center & Building Supply Dealers Show on Friday morning, September 20. Known as the " Wizard of Westwood." Mr. Wooden coached the Bruins to numerous conference titles and NCAA tournament championships. He is considered among his peers, as well as college basketballs fans across the nation, as one of the greatest coaching innovators the game has ever seen. Now a much sought-after speaker, Mr. Wooden has taken his motivationaltheories from the basketballcourt and applied them to the marketplace. You won't want to miss this opportunity to hear one of the country's most exciting and dynamic speakers at this year's Western Home Center & Building Supply Dealers Show.

Mcke it cr fcmily cficir in Southem Cclilomiq

Anaheim is the place for fun, too. Bring the family to the Western Home Center & Building Supply Dealers Show and enjoy all of the fun and exciting attractions that the Anaheim area is famous for and here's an added incentive. After the show closes, those attendees and exhibitors staying at the Anaheim Marriott Hotel may stay over Saturday and Sunday nights for a room rate of only $40 per night.That's as much as $44 off the regular price. And, as always, kids stay free. You'll enjoy world-famous Disneyland, the place where

childhood fantasy becomes ;'eality in the seven magical lands that it comorises. Knotts Berry Farm has grown from a small berry farm business in the 1920's to the nation's third most popular themed attraction. An authentic western ghost town, exciting thrill rides and dozens of restaurants, gift shoos and attractions fill the 150 acres of Knott's Berry Farm.

Bring the family to the Western Home Center & Building Supply Dealers Show and sample all of the fun and excitement that Anaheim has to offer.

Note: Exhibitor personnel should nol use lhis torm. Pleose use torm orovided in Exhibilor Kil.

willbe seni oh r@eipt of preiegrslrqlion lorms

John Wooden

Build sales with team techniques

TEAM, as in sales team and teamI work, gets a lot of lip service from managers, but is the concept really working in most situations?

Many managers perpetuate the fallacy that when a person is hired, he or she automatically becomes a member of the team, instilled with the spirit of working together for the common good of the company. Nothing is further from the truth. It is a rare individual who automatically becomes a team member.

A team is built step by step by a manager who has set goals for himself and his team. Cooperative effort such as is expected from a team is best developed by a plan, one element at a time.

The team exists not just for the good of the company. Each team member must derive satisfaction and improved productivity. Management can promote team principles, but the success of the team rests with the individual members. their immediate superior and their commitment to each other as well as the company.

Teams can be built by a manager who applies six elements common to most team building plans, according to Robert P. Hagen, a management consultant based in Washington, D.C., who has over 20 years of experience.

(1) Managers must demonstrate in all their actions respect and consideration for all employees as valued members of the team.

This basic tenet of good management is sometimes overlooked by new and insecure managers. Employees should be encouraged to respect each other. A manager should set the example and admonish any infraction of the principle. The process is aided by each person being aware of the importance of the other's job to group results.

Story at a Glance

Teams require careful development...specific steps fora manager...concepts for success in sales or production.

(2) Individual job responsibilities and performance standards should be identified and known by all.

Individual conferences with each employee to reach agreement on his responsibilities and establish standards can accomplish this. A grouP discussion of how the responsibilities and standards of each person interrelate should follow as reinforcement.

(3) Good communications must be established with employees as individuals and as a team.

"Poor communication is modern management's major mistake," according to Peter Drucker, noted management consultant. Feedback to workers on their performance; advance notice of changes to be made, detailing the reasons, and continuing orientation of the progress and problems of the team are essential for good communication. Managers must listen to suggestions and complaints from employees as well as schedule regular meetings to exchange information.

(4) Goals for the group and the individual, preferably in coordination with those concerned, must be established.

Goals for the group could concern better productivity, Planning and problem solving. Individual goals could be self improvement or working for advancement. Care must be taken that goals are attainable as well as challenging.

(5) Teamwork and team building efforts must be rewarded.

Recognition, special assignments, identifying achievements to senior management, favorable performance evaluations, helping to prepare for advancement, and recommendations for promotion or pay increases are possible rewards from managers. Profit sharing, incentive PaY and

How to hire only the best

lF YOUR company's track record lfor hiring reliable, competent, trustworthy employees is not too good, this article is for you. Training cannot turn misfits into star salespeople.

According to employment counselors, the present labor market is creating problems for those seeking to hire qualified workers who are stable, competent and have clean employment records. Background investigations of each job applicant are recommended as the best way to guarantee that your company will hire only capable, productive people.

Many employers iue content to ask a few questions on a standard employment form, make a couple of telephone calls and chat with a prospective employee for a few minutes. Using this information, they make a decision, often placing a new employee in a position with many temptations as well as a need for specialized skills.

Security experts recommend a professional background investigation for past criminal convictions, military service history, education record and previous work history for up to five or more years. They stress the importance of careful checking of character references.

Since most employees in retail situations have access to merchandise or money, a thorough background investigation is recommended for even the lowest positions. Such check-ups hre mandatory for any high level position.

The astute, conscientious personnel director follows proper procedure carefully. He is aware that any temptation to ignore or slight the essential steps of checking references and background can be expensive. The time spent verifying statements made by the applicant will save the company dollars later. Evaluations given by those contacted should be weighed carefully in making the decision to hire or not hire-

The advantages of hiring a person who has been carefully screened are many. Histories of theft, pilferage and other abuses are often uncovered by pre-hiring investigations. The company spending the time, effort and money to learn this type of information will gain in the long run by hiring the best employee available.

Pinkerton, Inc. recommends the following iueas as being vital to an effective background check.

(1) Verification of claimed education and degrees.

Story at a Glance

Ways to screen job applicants... prevention of theft, pilfering, abuses...background check pro cedures...steps to assurc crcdibility ol applicants.

(2) Confirmation of financial status, including credit history, indebtedness and possible civil suits.

(3) Where permitted by law, a check on litigation records and criminal convictions.

(4) Review of personal references to determine reputation, family status and other relevant personal activities.

(5) Past employment record to verify job record, stability, work attitudes and peer opinion.

(6) Neighborhood and community history to confirm stated activities, reputation and accomplishments.

Background investigations also are recommended for any employees being considered for promotion or added responsibilities. In addition, such check-ups are advisable if a store or department begins to experience losses of merchandise or cash register shortages.

Records show that many internal crimes are committed by "faithful," long time employees who appear to have perfect records. Because they have established the reputation of being exemplary employees, they are never suspected.

Background checks can unearth personal problems, such as gambling, large debts or standards of living beyond the salary of the person involved. These can all be signs of trouble for an employer.

Keep in mind that an operation usually can be no better than its employees. Make sure your new hires are tops.

Wickes Cos. Inc. is purchasing the Homeowners Do-It-Yourself Centers stores in West Los Angeles. Torrance. Gardena and Montebello, Ca., for an undisclosed sum...Wickes also has announced it intends to spend up to ,9/ billion to make a major acquisition within the next year...Bonds for construction of an 80,000 sq. ft. Honte Depot have been ok'd by the Chula Vista, Ca., cily gov....

Homecrafters has opened a third store in the Denver, Co., market, its lfth warehouse operation...Pa.v 'N Pak, Kent, Wa., intends to open two new stores in the San Francisco (Ca.)Bay Area this fall...

Handyman, San Diego, Ca., anticipating mid-June approval by stockholders for its spinoflf from Edison Brothers Stores plans to open l0 to 12 new stores in Ca., Az. and Or. in the next 18 months... O'Malley Building Materiols, Yuma, Az., is in the midst of a $l million remodeling with store size doubled to 13,000 sq. ft. plus a new 13,000 sq. ft. warehouse; full operations have been maintained...grand re-opening set for early fall...

Turner Lumber, Vernal, Ut., Elouise and Robert Turner, owners, has acquired the Boise-Cascade Building Materials Center, Moab, ljt., Kenneth Turner will be mgr....Barr Lumber, Los Alamitos, Ca., has added a lawn and garden center...

Copeland's Lumber, Albany, Or., has demolished its old Yard to builda new 11,000 sq. ft. warehouse and 4,000 sq. ft. sales area: grand opening will take Place in late summer with business as usual during the renovation...

Knoll Lumber is operating from a temporary office serving com-

mercial accounts and builders in Woodinville, Wa., while their new store is being built...Jerry's Building Material, Inc., Eugene, Or., plans an early move to their newly purchased former Boise Cascade Building Material facilty...

Spenard Builders Supply had a grand opening for its new Fairbanks, Ak., facility...Arnerican Building Supply Inc. is a new business in Crants Pass, Or.; David Watts owner...Joseph Nepote, Sr. has come out of retirement to reopen J&F Building Supply in Oakland, Ca....

Ole's Home Center. South Pasadena, Ca., destroyed by fire last Oct., is rebuilding to open in late summer....Framco Home Center, Yucaipa, Ca., is building its third store in Riverside, Ca....

Simpson Buitcting Suppty Co. sold its Cerritos, Ca., warehouse for an undisclosed amount to Welterhaeuser, which describes the acquisition as "part of our strategy to be a broader-base distributor of building materials;n' Mike Couey continues as branch mgr....

Wesco Millwork, Glendale, Ca., has liquidated its assets at auction ...Kalbpell Wood Produtts is a new resaw firm in Kalispell, Mt., Curt Rice and Bill Hand, owners... Creenwood Forest Products is doing business as Essex Lumber Service in Roseville (Sacramento), Ca., as a custom re-saw firm; coowners Jody Sanders, gen. mgr., and Garry Dovenberg...

The Cherry Hitl Div. of Robert S. Osgood, Inc'., Los Angeles, Ca., has opened a new 30,000 sq. ft. warehouse in Nerv Jersey, stocking 2 million b.f. of imported hardwood, plyrruood and western red cedar for eastern markets...

Snavely Forest Products has acquired 6 acres in Chandler (Phoenix), Az.; 4 acres will be developed with a 25,000 sq. ft. warehouse and 3,000 sq. ft. of offices...Sierra Casrude Timber Products is a new Redding, Ca., sawmill...

Mc'Nory Lumber Co4p. is a new wholesaler started in Albuquerque, N.M., by G. R. and Curtis NicNary ...Haunen-Prqtt Forest Products has opened a wholesale office in Eugene, Or....Simon, Crabtree & Ryan, Inc'., has moved to 412 S.W. Jefferson Parkway, Lake Oswego, Or....

Roseburg Lutnber Co., Roseburg, Or., has changed its corporate structure (see pg. 60 of this issue for detuls)...Henry Combs Lumber Co. is a new Arcata, Ca., sawmill set to begin full production next rno....

Willarnette Industries Inc., Portland, Or., subject of recent takeover speculation, has rejected an offer by Onex Capital Corp., Toronto. Canada. to assist in a leveraged buyout...Crown Zellerba& and Sir James Coldsmith, the British financier attempting a takeover of CZ, have reached a truce to work together on restructuring CZ with Coldsmith being elected to the board...

B. R. Garcia Traffic Service has moved from its longtime San Francisco, Ca., location to Walnut Creek, Ca....Union Pacific is acquiring the Missouri-Kansas{exas Railroad lrom Katy Industries for about $108 million...

Louisiana- Pacific, neaing completion of construction on its sawmill facility in Standard, Ca., is negotiating selection of a No. Ca. site for a Waferwood plant...Elkhart Door, Inc., is expanding its West Div. mfg. and warehouse operation in Anaheim. Ca....

Ganahl Lumber Co. is refurbishing its Corona, Ca., store...Mar Vista Lumber, Los Angeles, Ca., lost $125,000 in lumber during a recent fire in its storage area...Ole's Home Center, North Hollylvood, Ca., was evacuated without injury when fire broke out in its sales area during business hours recently... (Please tur)t t0 ltage 6E)

Set Your Sights on UALTTY

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

930 Ashby Ave. Berkelei,, CA 94710 (41 5) 843-4390

1576 South 300 West Salt Lake City, UT 841 15 (801) 484-7616

Main 0ffice 2150 Oakdale Ave. San Francisco, CA94124 (415\ 647-0782

Kilns, Mill & Concentration Yard, Edinburgh, lN.

GALENDAR

JUNE

Weyerhaeuser Door & MillworkJune 12, annual open house, ll a.m. - 7 p.m., l4l4l Arbor Pl., Cerritos, Ca.

Rogue Valley Hoo-Hoo ClubJune 13, family picnic, Medford, Or.

North American Wholesale Lumber AssociationJune 16-22, wood marketing seminar, Corvallis, Or.

Dub's Ltd.June 21, golf tournament, Mira Vista Country Club, El Cerrito, Ca.

Umpqua Valley Hoo-Hoo-Ette Club - June 25, installation of officers, Tom Tom Restaurant, Roseburg, Or.

JULY

China International Building and Construction Dxhibition'E5July 1{, Guangzhou Foreign Trade Centre, Guangzhou, People's Republic of China.

IX World Forestry Congress - July 1-12, Mexico City, Meico.

Pacific Rim Markets for Forest Products 19E5-2000 - July t-9, Westin Bayshore, Vancouver, British Columbia, Canada.

Los Angeles Hoo-Hoo Club - July 9, Angels vs. Brewers baseball game, Anaheim Stadium, Anaheim, Ca.

Rogue Valley Hoo-Hoo Ctub - July 10, baseball game, Medford, Or.

Black Bart Hoo-Hoo Club - July 12, golf tournament and barbecue, Ukiah Municipal Golf Course, Ukiah, Ca.

Inland Empire Hoo-Hoo Club - July 19, dinner & speaker, Prado Country Club, Chino. Ca.

San Joaquin Valley Hoo-Hoo Club - July 19, Coast Frolic, Pismo Beach, Ca.

AUGUST

Los Angeles Hoo-Hoo ClubAug. 2, golf & dinner, Montebello Golf Course, Montebello, Ca.

Rogue Valley Hoo-Hoo ClubAug. 2, golf, Medford, Or.

National Wood Window & Door AssociationAug. 3-7, summer meeting, Saqta Barbara Biltmore, Santa Barbara, Ca.

The llth Nordic Building ExhibitionAug. 9-lE' Oslo, Norway.

American Hardware Manufacturers AssociationAug. 1l-15' Hardware Industry Week/National Hardware Show, McCormick Place & McCormick Place West, Chicago, Il.

Mountain States Lumber and Building Material Dealers AssociationAug. l6-lE, Townley Hardware Market, Broadmoor Hotel, Colorado Springs, Co.

W.O.O.D., Inc.-Aug. 26, annual golf tournament, Invemess Golf Club, Englewood, Co.; dinner at Racquet World at Inverness,

SEPTEMBER

China Build 'E5Sept. 2-7' international building and construction exhibition, Tianjin, People's Republic of China.

Rogue Valley Hoo-Hoo Club - Sept. 5, installation of officers, Medford. Or.

International Kitchen & Bath ExpositionSept. 5.E, Toronto Intemational Centre, Toronto, Ontario, Canada.

Nondestructive Testing Symposium of WoodSept. 9-11' Washington State University, Pullman, Wa.

Buildens & Merchants Trade ShowSept. 10-13, Wembley, England.

Western Wood Products AssociationSept. 1417, 1985 fall meeting, Sheraton Harbor Isle, San Diego, Ca.

Western Home Center & Building Supply Dealers ShowSept. l$21. Anaheim Convention Center, Anaheim, Ca.

Quality I{atural Durable Available RED CE

MSTEN

F-qrrrr-IrIrrf,tIl

I SAMPLE KIT Beautifirlfour-color literature firll of grvat ideas on Westem Red Cedar. From this kit you can orderqtnntities of literature for distribution to your key customen.

I

"WIIERE{)-B[fY"

Here's a listing of dl the keyproducers of 'Westem Red Cedar Products and what they manufacnue to suit yourpanicular inventory and delivery rcquirements. A gteat help in buying right.

NAME

FIRM

ADDRTSS ST{IE- ZIP

MAIL TO: Westem Red Cedar lumber Association Dept. M 12, Yeon Building Portland, OF.972O4

oR PHONE r-5O3-224-393O

ffiOftqE GENTER NflERGHANT

BILL FISHMAN

lFtfi

MARCIN squeeze has taken a toll

I on the level of service that dealers can cffer. "Full service" stores have reformatted their store layouts and visual merchandising for more self-selection and reduced flooi coverage. It does work, but be careful!

D-i-y customers are telling us that they have stopped shopping in those stores where the salespersons are visible but inattentive, uncaring or downright impolite. They are finding that the price spread (shelf prices) from one dealer to the next is not great enough to subject themselves to a degrading experience.

While warehouse stores have been capturing segments of the market in metropolitan areas, there are many d-i-y customers who are intimidated by the warehouse's physical plant. Women, who are accustomed to shopping in decor'd surroundings, especially avoid the cave-like and dirty atmosphere of warehouse operations. While the black skid marks on the floor

But the conventional tlpe stores have their turn-offs too. Why, oh why, must the volume be up so loud on the store's intercom system? And it always appears harder to find help and get through the check out during "slow" hours than during high volume days.

Our industry today is contributing greatly to the wealth of the newspaper, and radio and TV stations. The ads shout lowest prices and friendly, knowledgeable salespeople. But many times it's easy to tell that the guy that wrote the ad is not the guy that's waiting on customers.

You and I have watched television programs in which the retail salesperson or service man is portrayed as a fumbling, clutzy idiot. We mimicked the laugh track because it's usually a funny routine. I'll agree it's funny on the tube, but when you're the customer in a real life situation, face-to-face with an individual spouting stupid comebacks instead of helpful suggestions, it's no laughing matter.

In 35 years of retailing, I've overheard some classics on the sales floor. Read them and laugh. Then worry just a little that one or two of these remarks in this collection came from your home center's Stupid Remarks Department. Could one of your salespeople be saying this to Your customers....

"...ya, we have it, if you want to pay $79."

."I just work here I don't make the rules. "

o "No. it's not on sale."

r "That's the last one, Mac. Take it or leave it."

o "Oh, I believe you, that their price is lower, but just wait, they'll raise it. They can't afford to sell it at that price forever."

Copy at the bottom of an ad. "Cash & Carry Only. We honor Visa and MasterCard."

r"I know you bought it here, but I can't tell you where to get replacement parts."

o "SorrY, we sold out of the advertised item at $9.50 the first hour, but we have another one over here that will cost you $9.75."

o "Yes we handle most batteries, but not the one for our remote door operator, try the hardware store down the street."

o "lf you don't see it, we don't have it."

r When the cashier is asked if she buys her material at the store. "I don't shop here, the merchandise is too shabby."

r "I don't make it, I just sell it."

o "What else can I sel/ you to finish the project?"

o "So reDort it to the Better Business

June, 1985

Bureau. I don't care."

. "That's your Problem, fella."

e "No I didn't approach them. I can tell they're really not here to buY."

j "Hardboard paneling doesn't sell in this market."

r One employee to another loudly enough for customers to overhear: "They say it will be restocked in two weeks, but you know what that means at this outfit."

o "You don't want to buy nothing do you?"

r "Too bad you didn't buy it yesterday sir, it was on sale."

r The movable sign on the home center front door unchanged at midday. "Closed."

r "Here's my price, if it's too high I can shave it."

r Overheard by customers nearby, one stock person to another: "l hate working on Saturdays when all these damn customers are in the store."

o "Are you entitled to our builders discount?"

. "Why don't you wait a couple of weeks, the buyer usually puts it on sale that time of the year."

o "I'll write up the order for the garage at this desk, but you will have to find someone else to sell you the nails and paint."

The retail sales floor is no place to play the game of one-upmanship. When a customer is on the receiving end of a stupid remark he may just make sure that your salesperson had the last word forever.

The Government vs. LUST

While underground storage tanks can be a convenience for both dealers and wholesalers, LUST can be a dangerous problem.

A Leaking Underground Storage Tank (LUST) not only wastes money in fuel losses, but also can be the cause of major health./communityrelated problems that could involve costly court procedures. Government agencies at all levels are taking an increasingly hard line in any instances where they feel underground contamination has occurred. Stored fuels may enter and contaminate groundwater and drinking water supplies, as well as damage such underground utilities as sewer lines and telephone cables.

The Environmental Protection Agency suggests checking a tank for fuel leaks with a daily review of the amount of fuel stored. If the fuel decreases by more than that used, testing the tank for leaks and monitoring the surrounding area for traces of fuel should be considered. For more information, the EPA has provided "More about kaking Underground Storage Tanks: A Background Booklet for the Chemical Advisory," free by calling (800) 424-9065.

FRED CARUSO executive secretary

IFHE recent Salary Survey conducted

I by the MSLBMDA indicates that salaries have risen only slightly over the past two years. Apparently in Wyoming and Utah salaries have shown a slight decline. In any case, many would agree that the salary level for certain yard and store occupations is very low, with opportunities limited.

Some would say that low salaries are characteristic of the retail lumber and building materials industry. Others would say that low salaries are a necessity in this industry plagued by high operating costs and low gross profit margins. Certainly without gross profits there can be no net proflrt and without profltt there can be no business. It is a difficult situation.

During the course of our survey, this question was raised:

"Are we (the industry) PaYing what

we're paying because of what we are getting, or are we getting what we are getting (in terms of quality of labor) because of what we are paying?"

Obviously there is a little of both elements of that question. If there are five lumberyards in town and yours happens to offer the lowest salary, chances are very good, with all other things being equal, that you will have the lowest caliber of help. On the other hand, if there are five lumberyards in town and yours happens to pay the highest salaries, with all other things being equal, you can expect and demand the best level of help available in that market.

The next logical question might be, "What, then, is the highest caliber or level of help?" How would you even know if you were getting what you were paying for?

Productivity has to be the basic criteria for salary levels above what is available from routine operating budgets. Productivity has to be measured in terms of

achievement of goals important to the organization. Profit is generally the key goal and most certainly the end result of doing other things properly and productively.

Salary surveys are a useful tool. Productivity bonuses can be the "frosting on the cake" to help management keep the best help available in the market.

If gross profit is the primary goal, and if an employee's efforts can be tied to gross profit, his or her total wages should be tied to gross profit. Ifit is agoal ofyour operation to show the cleanest. neatest and most professional image, the employees that contribute most to that image should be compensated accordingly (the cleanest trucks get rewarded, etc.).

The sad truth of human nature is You tend to get what you reward. If You reward mediocrity, you tend to get it. Reward timeliness and punctuality, you tend to get timeliness and punctuality. Reward productivity and you tend to get productivity...or can find someone who will fill the bi[.

The MSLBMDA is engaged in a very active and serious effort to study all forms of incentive programs aimed at increasing productivity and thus the compensation

(Please turn to page 27)

Wrapping up convenience, protection and profit all in one unit.

f n the lumber markets of today a

I vitally significant contribution to profit can be made through inventory control and protection of valuable inventory investment from mill to retail yard or the ultimate job site. Sim-Pak unit packaging on redwood lumber has been developed by Simpson in response to these needs.

Convenience

Sim-Pak units are designed in size, shape, and weight to accommodate forklift handling in single or multi-unit combinations. Both loading and unloading of trucks and rail cars are easier and faster with compact, high integrity units assembled with precision pressure strapping equipment at the mill. Mixed units of Architectural Finish grades and pattems are readily combined in the same shipment.

Protection

Smaller, lighter, protectively wrapped units, each containing 1,200 or 2,400 b.f. of Architectural Finish grades in random lengths are easy to handle, reducing damage in yard handling and transit. All units are totally wrapped in a combination of heavy duty cardboard and durable 6 mil poly coated paper. Designed to facilitate unit selling, the packaging provides improved protection from millto market.

Profit

With Sim-Pak random units you can order what you need when you need it and sell everything you order without throwing away profits in damaged stock. And since time is money, the savings in time in loading, unloading, handling and re-tallying plus the savings

in actual shipping time all contribute very directly to your profits.

Ask about the Sim-Pak package deal for profit on your next redwood order. Simpson Timber Company, California Operations, P.O. Drawer V, Arcata, CA 95521.

5impson

5imp5on

Sim-Pak RedwoodRandom Length Unit

Shipping

Sim-Pak units, in upper grades Clear All Heart, Clear and B Grades, can be loaded in All-Door cars. For truck shipment, it takes 32 Standard units or 16 Jumbo units for a full load. Sim-Pak can be included along with other items. The 6 mil polyethylene covering provides excellent dust and moisture protection. lt is opaque so lumber is protected

Special Note: In order to meet cuslomer needs, Simpson product specifications and warranties are continually updated. lf the orinted date on this literature is more than 12 months old, please contacl Simpson Timber Company, California Operations, for any changes that may have occurreo.

against discoloration due to ultraviolet light. When T I G patterns are shipped in Sim-Pak units, rub strips are placed between adjoining units to prevent abrasion and breakage.

Designed for convenient forklift handling, prepackaged units of popular items are inventoried for quick shipment.

A label of contents is affixed to each package listing finish, size, grade, and piece count by length.

Wffi ':ff#ffl]l'Iii',ffi I'i',ff

effort to accelerate the receipt of cash, defer payment of cash and invest cash surpluses at the highest rate possible over the term the funds are not needed. Steps toward effective cash management practices include:

o Expediting collections.

o Reviewing credit and collection policies and procedures with the objective of accelerating cash flow.

o Establishing discount policies that induce early payments by customers.

o Enlisting the assistance of outside sales personnel in the collection effort.

o Implementing automated daily cash balance reporting systems.

o Utilizing accounts payable systems that defer cash disbursements to the full extent of the credit term provided by the vendor.

If you have not reviewed your cash management practices for some time, you may be inadvertently reducing your profits.

Statistics gathered over the past several years indicate an incieasing number of embezdements in small businesses. Unfortunately, because of the small number of employees in these firms, the safeguards normally available through establishment of a sound system of internal control in a large organization cannot always be realized. Nevertheless:

r Monthly bank statements should be sent directly to the owner who should examine cancelled checks for alteration. au-

thenticity of the sigrature, payees who are unfamiliar, checks made payable to '.cash," and second endorsements bv the company's employees.

o Bank reconciliations should be reviewed by the owner each month for reconciline items that are unusual in nature oi amount, or that remain open for an ex_ tended period of time.

e Payroll records should be reviewed frequently to determine that all names included are employees of the firm and that pay rates are commensurate with the work the employee performs for the frrm.

o Fidelity bond insurance should be obtained as an inexpensive means of protecting the firm against financial loss. Determine periodically the financial health of yourbank by investigating :

o What is the bank's ratio of non_ performing to performing loans? A ratio of 1.590 is normal.

. What is its ratio of equity to problem loans? The best bankJ have a- five-toone ratio, average banks about two_ or two-and-a-half-to-one.

o What is the bank's ratio of equity to total assets? In this critical area of capi_ tal, has it been over extended? How broad is its customer base?

o How long has the bank been around? Most failed banks have been relativelv new.

A few years ago, when the long distance discount services were first available. there weren't too many choices and, most likely, €myone would save you money over using AT&T's regular long distance calling. But now the market place is crowded with services and deciding which one meets your needs is an arduous and boring task.

The three most critical elements to analyze are rates, service options and service quality. Two publications available to help you ile: Lower Phone Costs, a 7Gp. guide to the phone industry prepared by Consumers Checkbook ($6.95 - 806 lsth Street N.W., Suite 925, Washington, D. C. 20005) and Shopping For Long Distance klephone Services, a checklist of questions from the Better Business Bureau of Metropolitan New York. For a free copy, send a stamped, self-addressed legal-size envelope to BBB of New york. 257 park Avenue South, New york, Ny 10010.

To select the best telephone service, experts advise analyzing at least three months of your current phone bills and attempt to create a composite sample bill with average calls and durations. Instead of buying a service based on advertising or sales pitch, ask several services to quote on your composite "sample" bill. Use their toll-free g00 number to obtain more information about each. (Source: "In Business," Vol. 7, No. l)

MOUNTAIN STATES

(Continued from page 2 4)

levels of all employees in this indusrry. While we do not have all of the answers. we are making progress and intend sharing it with all interested members in hopes of building stronger businesses.

My purpose in this commentary is to call attention to the fact salary surveys are simply a tool in determining the industry "standards" or "base." This means that a great deal of management discretion must be used in the development of a total, rewarding compensation package. There certainly is nothing wrong or improper about paying an employee twice as much as the industry "standard" if that employee is also producing twice as much as the next fellow and if that productivity contributes to the success and profit of the business in relatively proportionate ways. On the other hand, unproductive and noncontributing employees should not be "rewarded" with industry "standards."

Hardwood Flooring

by Dave Ferrari President Virginia Hardwood Co.

MONTH'S editorial theme EmI ployee Sales Training couldn't be more appropriate or important to discuss if we are to keep seeking viable ways to increase business and profits.

THIS

The backbone of any organization that successfully sells to the public is a crack sales staff. This means employees who are well informed about their products, can answer questions intelligently and be the source of helpful suggestions. This also means that at some given point along the way, these people have received good sales training in their various fields. It doesn't always come naturally.

Having a well trained hardwood flooring specialist in your store can be advantageous. His knowledge can lead to an increased sales volume far above that of a competitor store which pays little heed to merchandising hardwood flooring other than leading a customer to a display and handing him a parquet sample to look at.

Regrettably, far too many building supply houses, lumber yards, and home improvement centers do not have a sales person who is a trained specialist in hardwood flooring. And that's a shame because

they'll never regain the sales they lose when potential customers go elsewhere.

You may recall some months ago I referred to a training program that Virginia Hardwood initiated in 195, wherein retail store owners selling floor covering selected persons to be given a short, intensilted training course under the tutelege of Virginia's top salesmen. At no cost.

At that time I suggested that any organization interested in sending their personnel to such a training program should contact their local hardwood flooring distributor.

Now, I am pleased to announce that later this year Virginia Hardwood will again conduct a training program for instore salespeople. It will be a course that teaches the most important aspects of selling hardwood flooring. Trainees will learn

about the many different wood patterns, parquets, and planks that are available for d-i-y's, how to determine the amount of flooring required when a customer comes in with his room measurements, how to estimate amounts of adhesive and nails (when required), how to interpret catalog and specification books and accurately relate said information to customers, to see actual floor installations being made, together with personal participation.

Another thought. A fringe benefit for the company whose employee completes the course is that when referrals are made by the local wholesale distributor as to where hardwood flooring, etc., can be purchased at retail, the prospective buyers can be referred to ABC Company, John Smith, hardwood flooring specialist.

Companies could also promote the fact in their advertising that they have a hardwood flooring specialist on duty to assist all customers.

In order to obtain further information about the above mentioned course, lumber yards, building supply yards, and home improvement centers are invited to call us. You can't beat the price, it's free!

NAWLA: excellence in action

ljatHE CHALLENGE of ExcelI lence" was the theme of the 93rd annual meeting of the North American Wholesale Lumber Association. The group fielded that challenge handily as 652 delegates and wives took part in one of NAWLA's best ever, a rich mix of business and social events enlivened by the increasingly popular supplier-distributor contact sessions. The 85 tables at this year's sessions represented a doubling in size in just two years.

Two major resolutions were forthcoming:

Canadian Imports

NAWLA recognizes that dire eco-

Story at a Glance

Free and lair trade stance resolved for Canadian imports. Jones Act exemption of forest products urged...Richard E. Diavis wins Mulrooney Award next yea/s meeting: Boca Raton, Fl.

nomic conditions do exist in the forest products industry on both sides of the US-Canadian borders. NAWLA further acknowledges that the relative strength of the dollar severely impacts (sic) international trade in the US and Canada. It is also recognized that free and unfettered movement of forest products best serves the public at large. Therefore, NAWLA continues to support free and fair trade in the marketplace.

Jones Act

NAWLA opposes the Jones Act in its present form as it applies to the free and unfettered movement of forest products and urges the U.S. Congress

P00LSIDE ref reshment (1) Charley Snider, Peggy Michel, Barbara Fountain. (2)Win & Re neau Hallett. (3) Lee & Pat Paulsel. (4) 0.8. Carter. (5) Bob Scholl, Jim Rawles, Steve

Snavely. (6) Mary Ellen and Ted Fullmer, Tom Malarkey. (7) Bill & Pam Davis, Barbara Kepon. (8) Jefl & Sherry Loth, Wayne Smyth, Jim Mace. (9) Kathy & Larry Broderick. (10) Petter

Svenkerud, Betty Sutton. (11) Tom Malarkey, Chuck Harris, Ted Gilbert. (12) Duthie Welsford, Gordon Shaw. (13) Pete Almgren, Rick Franko.

to modify this act to exclude forest products.

The John J. Mulrooney Award, the highest honor which can be bestowed upon an individual by the forest products industry, was presented to Richard E. Davis. Davis, who retired from Willamette Industries earlier this year, was the subject of an article in our April February issue.

Leading off the guest speakers was John Johnson of the Synergistic

Group, Richardson, Tx., who outlined why business planning systems can increase profits and ways to establish systems. In a later, afternoon session, Johnson gave a detailed hands-on presentation showing the computer's role in business management.

Indiana University basketball coach Bob Knight then spoke on his methods of bringing out people's full potential.

(Please turrt ttt puge -i

LUMBERMEN (1) William Little, Clare Fongers, Jim Ramsey. (2) Mike & Colleen Carlson, Ed Fountain Jr., Ed Fountain Sr (3) Marty & Cheri 0lhiser, Kathy & Dan Naughton, Michele & Roger Burch. (4) Paul McCracken, Rosie & Ted

Gilbert. (5) Harry Bleile, Dave Evans of Random Lengths. (6) carl & Dottie Allison, Judy

McElroy. (7) Doug Webb Jay Adams, Walter Webb. (8) Lisa Starr, Mary Ellen and Bob Owens. (9) Trent Howells, Tom Marrin, Bill

Herman, (10) Gene & Virginia Walters (11)

Kathy & Burnette Henry, Marian & Leo Hulett.

(12) Ted & Myrna Pollard, Sam Witzel. (13)Jim & Sylvia Frodsham. (14) Nancy Feinberg, Tom

McHugh. (15) John & Nancy Newquist. (16) Ted Mathews, Sam Witzel.

our 'llrd .4cennny

Time. a real measure of a company's value to its customers and suppliers. At Higgins, we have survived this test-of-time implementing the philosophy summed up by Higgins' President, Harry S. Anthony.

55ne survival and growth of our company tor the past 100 years is due to two factors. First, our innovative thinking and a willingness to make changes. Change does not necessarily mean improvement, but improvement never comes without change. Second, our Higgins people, those who have made our business of buying and selling lumber a success. Our past 100 years is a reflection of their dedication and ability to serve our customers and maintain good, long term relationships with suppliers. )9

At Higgins, we look forward to our second century!

I-I trl nroorrt

J.E. HIGGINS LUMBER COMPANY

Since 1883

Corporats Office: PO. Drawer H. L. Walnut Creek, CA 94596 (41s) 938-9300

10 Oporating Dlvlsions serving Northern and Central California and Nevada.

Hardwood Distrlbution Warohousos

r Sacramento r Union City (S. F Bay Area) r Fresno

r Bakersfield r Santa Maria r Monterey Bay

r Santa Rosa r Reno, Nevada

Hardwood Flooring Division

Golden State Flooring, Brisbane, CA

Douglas Fit Mouldlng Division

Golden State Millwork. Rocklin. CA

NAWLA

(Continued frorn page 3l )

He noted that preparing to win was more important than the mere will to win. He urged NAWLA members to initiate the action to reach their goals, then adjust that plan to fit the circumstances. Be flexible, he said.

In a truly excellent presentation, D. Bruce Merrifield, The Merrifield Consulting Group, delivered a cogent, nuts-and-bolts approach to fast management growth. Speaking from personal experience as a wholesaler, he covered strategy, winning guidelines, productivity tactics and good management methods. His suggestions for employee motivation and profit evaluation were first rate.

The final day speaker was Robert A. Moawad, ceo of the Edge Learning Institute, Tacoma, Wa. In a talk covering everything from serious to comic, with a song thrown in, the energetic motivator gave his message on encouraging people to realize their full potential.

NAWLA delegates also elected of-

Handyman Spinolf Due

Handyman Home Improvement

Centers, a San Diego, Ca., based division of Edison Brothers Stores Inc., St. Louis, Mo., is expected to be spun off into a separate entity sometime this summer.

If approved by stockholders, a new corporation will be formed with a net worth of more than $70 million including real estate holdings. Shareholders will receive one share of Handyman stock for each four shares of Edison Brothers held.

Edison reportedly has originated the spinoff of the company, which they acquired in 1969, because it is so unlike their other operations which concentrate on fashions. Handyman has 55 stores in California, Arizona and Oregon with 3000 employees.

1985 & €6 Housing Forecast

Housing starts in 1985 should range from 1.7-1.8 million, according to a group of economists and other housing analysts at the National Association of Home Builders' semiannual residential construction forecast conference.

However, the picture isn't quite so

ficers: president, Glenn L. Banks, Banks Lumber Co., Elkhart, In.; lst v.p., John Weston, Far West Fir Sales Co., Huntington Beach, Ca.; 2nd v.p., Bill Sheathelm, Schultz, Snyder & Steele Lumber Co., Lansing, Mi.; treasurer, Robert R. Scholl, Scholl Lumber Co., Bethlehem, Pa., and secretary, H.M. "Pete" Niebling, NAWLA exec. v.p., Arlington Heights, Il.

This year's convention was held April2l-25 at the Americana Canyon Hotel, Palm Springs, Ca. Next year's is set for the Boca Raton Hotel and Club, Boca Raton, Fl., April 27-May 2, t986.

An interesting bit of trivia, as NAWLA approaches its 94th year, is that it boasts nine firms which have held memberships for 75 years or more. Thirty-three companies have been members for more than a half century. Ample proof, if any were needed, that the North American Wholesale Lumber Association is effectively meeting the challenge of excellence.

bright for 1986. The speakers generally agreed that starts next year will fall into the 1.5-1.6 million range as the economic recovery winds down.

The speakers' forecasts were also somewhat more optimistic than NAHB's own predictions which call for 1.63 million starts this vear and 1.52 million in 1986.

TEAMWORK

(Continued from page 14)

bonus plans are forms of recognition which must be instituted by top management. All can inspire team work.

(6) Loyalty to the team must be practiced and encouraged.

Members of a team must feel that the manager will always be on their side, to defend them against unjust criticism, demand fair treatment for them and support their efforts to improve productivity and job satisfaction. Building on this, team members will develop loyalty to each other and the team. The final goal is to have each member of the team realize that as a team they can accomplish more than as an individual.

Team building techniques can be applied by anyone in charge of a group, not just those at management Ievel. Used individually, collectively or in conjunction with other team building methods, they can increase the efficiency of a team.

Many other team building theories exist. Assignment of tasks, involvement of team members in selecting newcomers to the team, job rotation, cross-training, de-emphasizing status symbols and advisory councils are all proven methods of achieving teamwork. Any manager who has time to read and do his homework will discover an abundance of material available.

As Frederick Taylor, a pioneer in management techniques, said, managers must "listen, learn, and laud."

lnnovative firm develops its own software

FIG CREEK Lumber Co. is a Ellumber company with a whiz of a computer and they're proud of how it works and how they got it.

A privately held corporation whose primary operations are retail lumber and hardware sales, they are located in Davenport, Ca., with branches in Watsonville and Paso Robles. They are also in logging and milling redwood and Douglas fir from the central California coastal regions with a milling operation at Davenport. Their current locations are near the site of their original operations, which began nearly 40 years ago.

Big Creek employs over 150 people, from forestry/loggtng and milling to their retail and corporate administration group. Their logging and milling operation produced over 16 million board feet of redwood lumber last year, while their retail outlets sold over three times that amount.

Customers range from the small do-it-yourselfer to the full-scale general contractor, but they are all served better by the computer in the opinion of Big Creek's management, owners Frank "Lud" and H.T. "Bud" McCrary.

Operations ranging from recording log purchases to generating estimates for customers' lumber requirements and point of sale invoices plus all accounting are facilitated.

The software is the result of a five year effort by a team of Big Creek employees,' including general managers, accounting managers, retail store employees and a systems designerlprogrammer. The programs are designed to be utilized by all Big Creek personnel, from the president to invoice clerks on their first day.

A primary feature that sets the sy-

stem apart is that it was developed by and for Big Creek personnel relying on their over 100 years of combined experience. They created an onJine system, meaning the data is entered at the time of transaction. For example, the second a customer purchases an item on his charge account, the invoice is generated, the inventory is decreased, the account receivable is updated, and the sale is recorded in the general ledger.

The owners of Big Creek have been involved in a variety of ecologically oriented projects. One of their concerns has been the study, development and perpetuation of forest areas in the Santa Cruz Mountains. They have been one of the forces in the development of Applied Forest Genetics, a research and development group dedicated to improving forest productivity and longevity. Their enthusiasm for doing things better has transferred to the operation of their retail units by using the latest technological equipment.

Story at a Glance

Vertically integrated firm uses its own people to program company computer...user friendly, it is designed to be operated by virtually every person on the staff.

PRESIDENT Frank "Lud" Mc0rarv enters an invoice into the Big Creek Lumber Co. c0mpurer.

Weverhaeuser is committed tc FirstChoice Service every stepof theway

No exception.

COmpetitive PriCing weyerhaeuser prices are always competrtive 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 wner weye.haerse. peop'e sivs yo: the'word. you can rel! o. I All orders will oe sr pped wre^ promisedon time. No excuses. lf a problem does occur. we will go the extra mile to satrsfy our customer.

a uOnSiStgnt QUaliW weve, r,aeu se r- p rod u ced p roo u c rs -nd d'e neasured against rigid q'uality control standards, We w,, not

b, *{i{g: cLrt co'ners You can relv on Weverhaeuser products to neet vou.

f t - performance expectations. Products purchased {or resale by

D- Weyerhaeuser wirt meet the same demanding requirements lf it - comes f rom us. vou can count on qualrtv.

Dependable SefViCg weyerhaeuser customer Servi6e Centers are conveniently located to meet the supply needs of our customersquickly and accurately. We work with our customers as partners, anticipating their needs and staying ahead with new products and new rdeas. And ourTradrng Centers are primed to give you prompt servrce on all direct-mill needs

PeOplgWhO Cafe you wir arways set a qurck responsel, accurate information and insightfulcooperation from the people of Weyerhaeuser. We are dedicated to solving customer problems, and working hard to be the preferred suppler. Your respect is Weyerhaeuser's top priority. We will never take it for granted. Weyerhaeuser

"Mistakes cost us a ton of money We have to go with someone we can trust We want a reliable source of supply. We want the right materials on time. And when it oets here we want a quality product no excepttons _.qL*

\A/orrarheor rqpr iq nnf .-r - ,- , ,,. a Jonnny-comelately. They know us. They know our market. They know how to help us make money."

"The losistics of doine business in Ala6ka is no piecSof cake. Weyerhaeuser is first-rate up herei'

JIM CAMPBELL, President Spenard Builders Supply Anchorage, AK .. .:

How you can save on G a, delivery costs

T'S EASY to compute daily the profitability of delivered sales.

First, you must establish the cost per driven mile. This may be done from past experience, from a budget or an estimate. A good figure will be somewhere between $1.60 and $1.80 per mile. lf you know what your total delivery costs were for a given period of time and number of miles driven, you can identify an exact cost from "history" or "observation."

Second, you must know what your pretar( profits have been or what they are budgeted to be as a percentage of sales. Generally, American companies average 390 of sales as pre-tax profits. Yours may be different, but you can identify the percentage from budgets or operating statements.

Finally, you must determine what per-

centage of your delivered sales the delivery costs represent. In other words, what is the percentage ratio of the dollars spent to make deliveries, and the dollars earned by delivered sales? This varies across the country, averaging 590 to 890 of the value of materials delivered.

For illustration purposes, let's use $1.70 per mile, 390 pretax profits and 690 of sales. Each day you must collect the number of miles driven by the company's trucks and the value of the materials delivered. As an example, let's say there were 450 miles driven this date to deliver $9,000 worth of merchandise.

Daily Sales

Pre-tax Profit @ 3qo Delivery Cost Ratio @ 6s/o

450 Miles @ $1.70 $ 765

The sales price of $9,000 included $270 for profit and $5,10 for delivery costs. This totals $810 which is what the company planned or budgeted to recover in the sell-

ing price of the goods. The $1.70 per mile to travel 450 miles is what the company "paid out" to make that day's deliveries. Thus, the $810 recovered by sales completed must be reduced by the "out of pocket" spent to make deliveries for the day, or $765. The difference of $45 is the profit made for the day on delivered sales.

Questions on delivery costs? Send them to this magazine at 4500 Campu Dr., Suite 480, Newport Beach, Ca. 92660. Wally Lynch will answer them in future issues. This is your chance to take advantage of his expertise in cutting your delivery costs.

When the cost of the miles driven exceeds the value of the dollars recovered through the sales made, the company loses money. It only takes a few minutes to do, but it keeps you right on top of the profitability of your daily delivery performance. More importantly, when losses appeiu, corrective steps can be made at once.

"Monagernent Srrn'e-vs the Black Hole of Deliverl*, " divided inlo Ihree separale dollar volume manuals, under 32 rrrillion, $2-5 million and over $5 ntillion, is available for $45 from Builders E.rpress lnc., I1550 Plano Rd., Dallas, T.r. 75243, Attention: Wallv Lvnt'h

EPAS Ruckelshaus addresses wood preseruers

T WO-TI1\l H fornrcr aclntinisr rlrtor I o1' thc Enr ironnrcntal Protcction Agcncl \\'illianr D. Ruckclshaus rold the Ameriean \\'oocl Preserrers Association at their rccent annual mccting that thc basic F.PA liiu uas fla*cd, ine(,rnori.rtuLi irt.tlrreel 3r.1111p1i1r11. and that thc inhcrent distrusr ol' rhe exccLlti\c branclt b1 thc lcgislatir,e has esscntiallV turnecl the cnVironmental problcnt o\cr to the courts.

Story at a Glance

Former EPA chief calls for rea. sonable application of environ. mental laws. J.N. Kressbach elecled AWPA president. . nexl convention set for Phila. delphia in 1986.

Ruckelshaus said that strolls cnrottOtls COnt ittue t() Surrouncl cnVirctnrnental qucstions and that rltat factor hacl lrroduccd tlte unt'ortunate result ol' preventing nceded changc's in tltc la\\ to corrcct thc \tatutcs. Notin-e thc rcrnarkable pfogrcss ntaclc rn clcaninc Lrp tlre- air and \\ater, hc callcd l'or rnorc analysis of u l'rat is scnsiblc regLrlation. Ruckclshaus contcndecl that thc adntinisrratiolt ntust cstablish standarcls on risk a\sessntcnt :o that crtrironrlentiil hazards nrav bc realisticalll' er..alLrared. I-le clcscribcd the corrcction oi thc cn',ironnrcntal la'"r,s and thcir reasonablc application a challengc tor ail citizc-ns, in and our ol' in cl ustr)

Noting thar the EPA and the riood prescrving rndusrrl,' had lclng been al loggcrheads. Ruckelshaus said l're ll'lr.t\r lltltt ft) /tLtL'L tit)

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KEYN0TE speaker (1) Wi iarl Rucre shaLrs and A Baxler (2) Sanclra & T lr Be,,n (3) P;rLr I'lcC al l l.r e (e e,r Duane Be (4) Don & Artnes Scar es Ketth Pic(er (5) Bcb ri^,'a.cjs (er C arf (6) E;rr i eid,t: e l,.ir iJcsfe. (7) B l"ei,'ilrrr Lc Funchess B0DlrV Wa ke' (8)

J0lrn K ernhe:t1 B l,rirrs (9) rr Beste5:,

Cr,:'e T"li'r,i: (10) Plr iJrels Drck

llr:"0 J r,rionre:ioro (.11) SleveI rrt,t L" t rr

r'r,rr'(12\o.. -: : B :-

(13) -t^, r, r,rsi till 3 sl'00 (14) .l cr. rer-re

*1,,',,r:c poi;e (15) B,rflritr: & llr! Sr.rrr'r

J,'| Bailhr ae {16) Jlf r^ 3'e'r'r,r'. ,lel:

Llr r." (17) Sr ' ei' & .|ck B eu^,rer D cf

Jalc(s0n (18) Rorhr:ri l,"l ctr1l ,le" 3'0;c'r.ro1

Fire Retardant Treated Wood The One That Works Where Humidity's High

Ted Hewitt and Kathy Perkins are new to sales at Pooser Lumber Co.. Sacramento, Ca.

Bob Bojorquez is retiring from Canahl Lumber Co., Anaheim, Ca., after 35 years in the industry and moving to Santo Tomas, Baia California, Mx.

Jack R. Gates has been re-elected pres., West Coast Lumber Inspection Bureau Board of Directors for 1985-86. Other members: Ralph Lulay, Frank Lumber Co., Mill City, Or., v.p.; Ralph Wallen, Boise Cascade, Healdsburg, Ca., sec.-treas.; Carl Allison, Sun Studs, Roseburg, Or.; Bill Davis, Medford Corp., Medford, Or.; and Jerry Huff, Huff Lumber Co., Santa Fe Springs, Ca.

William Matthews, Lanoga Corp., Seattle, Wa.. is a new member of the Home Center lnstitute's advisory council.

John Carlson, sales mgr., S.D.S. Lumber & Plywood Sales, Bingen, Wa., retired May 3lst. Leslie Campbell is his successor and Jon Ohlson is assistant sales mgr., according to Bruce R. Stevenson, pres.

John Hall is now purchasing director at Don Able Building Supplies, Juneau, Ak.

Teddy Martin has joined sales at Henderson Lumber Co., Boise, Id.

Mark Calvert is now a full-time sales staffer at Plum Creek Timber Co.. Columbia Falls. Mt.

Ernesto Castellanos is now co-manager of 84 Lumber. El Centro, Ca.

Steve Babin, Handyman Home Centers, San Diego, Ca., has been promoted to v.p., distribution, according to Harvey Rosen, pres.

Mike Gordon has joined Brady International Hardwoods Co.'s international dept., Renton, Wa.

Lyall Bell, v.p. Sauder Industries, Vancouver, B.C., is retiring this year after a distinguished 45 year career.

John Bowen has joined sales at Boise Cascade's lumber sales dept., Portland. Or.

Bill Griffin, owner, Griffin Hardware, Santa Ana, Ca., and Dennis Swanson, Steamboat True Value Hardware. Steamboat Springs, Co., are set to be panelists at the Hardware Industry Week,/National Hardware Show.

T[d Gilbert, Product Sales Co., Orange, Ca., and his wife, Rosemary, recently vacationed in Baja California, Medco with ttry and Kathie Louvier, Louvier Finish and Supply, Santa Ana, Ca.

"Chal" Cross has retired from TruckeeTahoe Lumber Co., Truckee, Ca., after 39 years, through he continues as pres., Embree "Breezie" Cross is now gen. mgr. and c.e.o.

Larry Fleming, is now gen. mgr., panel products, Simpson Timber Co., Seattle, Wa., according to Thomas R. Ingham, Jr., v.p. northwest operations.

Gene Anderson. American Wholesale Hardware, Long Beach, Ca.; Lawrence C. Baker, Jr., Fairfax Hardware & Garden Center, Denver, Co.; Daniel R. Colborn, W. K. Montgomery Co., Inc., San Diego, Ca.; G. D. Hunton, Federated-Goodkin Corp., City of Industry, Ca., and Alan Moskowitz, Leight Sales Co., Carson, Ca., are among 20 judges at the 1985 Hardware Industry Week, Aug. 12, in Chicago.

Carolyn Schottle has been named national credit mgr. for Metal-Fab., Inc., Wichita. Ks.

Lyle Schafer, Ace Hardware of Napa, Napa, Ca., and his wife, Jean, took a trip to Houston, Tx., recently.

Oint and Linda Bower. Mariner's Forest Products, Santa Ana, Ca., have returned from recent west coast of Mexico fishing trips.

Jack Koppersmith, once chief financial officer for Revlon, has been appointed acting pres. for Evans Retail, Miami Beach, Fl., a division ofEvans Products Co., still restructuring after bankruptcy.

Carol McXasson has joined the sales staff at Publishers Forest products, Lake Oswego, Or., according to Dave Milhr. Mike Hatfield is now lumber products mgr., Weyerhaeuser Co., Fresno, Ca.

F. James McDonald, pres. and c.o.o., General Motors Corp., has been elected a director of Georgia-Pacific Corp., following the retirement of Albert J. Bows.

Harry A. Merlo, chairman and pres., Louisiana-Pacific Corp., is a new member of the board of directors, IC Lndustries Inc.

Tim Collins has been named assistant gen. mgr., Van Daal Alaska, reporting to Gary Aldrich, gen. mgr.

Don Hudock is new to sales at Frontier Cedar Sales, Eugene, Or.

Charlie Willett is now sales mgr., Oregon Cedar Products, Springfield, Or.

Stephen V. Snavely has been elected pres., Snavely Forest Products; Christopher M. Snavely has been elected chairman. Other officers included Donald L. Steinhart, Pittsburgh, Pa., sr. v.p.; Fd W. I)achtler, Pittsburgh, pa., v.p.;

William R. Baugh, Denver, Co., v.p.;

Christian W. Lueck, Phoenix, k.,r.p.;

Robert W. Starford, Dallas, Tx., v.p.; and Robert FIlison, Pittsburg, Pa., treas.

Alan Turner has been promotd to national sales mgr., Schlage Lock Co., San Francisco, Ca., according to John Gamble, mgr., marketing,/sales.

Carl R. Eckardt is now pres., chemicals div., GAF Corp. John A. Brennan has been elected pres., building materials div,, both continue as senior v.p.s of the corp.

Larry Baugh, Westmark & Associates. Costa Mesa, Ca., is back from a recent No. Ca. business trip.

William Iatimer of Willamette Industries. Inc., L-ebanon, Or., has been elected pres., Pacific Lumber Inspection Bureau, succeeding James Robinson. John Connery of B.C. Forest Products Ltd., Vancouver, B.C., was elected hrst v.p.; other officers include Ron young, Weyerhaeuser Co., Tacoma, Wa., v.p.; and George Thompson, secretary-mgr.,/ treas.

Dick Kennedy, retired former owner of Kennedy Lumber Co., Fresno, Ca., is now with Mid-Mountain Realty, Oakhurst, Ca.

Jeff Raymond has been selected sales mgr. for Alaska by Westem Cabinet and Millwork, Inc., Woodinville. Wa.

Bud Peasley has retired from Erickson Lumber Co., Marysville, Ca. John Maph is now handling dimension sales, according to Tony Ulloa, gen. mgr.

Thomas J. Tomjack is now exec. v.p., sales, North Pacific Lumber Co., Portland, Or.

Dave Jones has been promoted to v.p., gen. mgr., Foster Lumber Yard, Vallejo, Ca., according to Jimmy Jones, pres.

I)enny McEntire, Harwood Products. Willits, Ca., was a recent So. Ca. business visitor.

Tim Sterrenberg and Bill Hemphill have joined Workmans Forest products, Clackamas, Or.

Lloyd Hogden is now mgr., manufac turing, for Potlatch's western div. Bill Tufts is the new gen. sales mgr., western wood products div., Lewiston, rd.

David Stanley, pres. of Payless Cashways, now has the additional title of chairman of the board of directors.

Jarnes W. Grfrvalski is now regional distribution center mgr., Ace Hardware Corp., responsible for the distribution center in Yakima, Wa., as well as three eastern DCs.

Bill Friedlander and Marlis Jessick are now traders with Jewett-Cameron, Lake Oswego, Or.

Jeffrey Van Cott, exec. v.p., Unadilla Laminated Products, Unadilla, N.Y., was elected pres. of the American Institute of Timber Construction; Russell P. Wibbens, American Institute of Timber Construction, Englewood, Co., remains exec. v.p. and secretary; Warren T. Wier, Weyerhaeuser, Co., was elected v.p. and Joseph Jucke, pres., Timberweld Manufacturing, Billings, Mt., elected treas.

Scott Watson is the current pres. of the Sacramento (Ca.) Hoo-Hoo Club for this year; Mark Christensen is first v.p,; Rick Warner is second v.p., and Tom Overbeck. director.

Reg Justus, pres., Just-Woods Forest Products, Portland, Or., and his wife, Jill, and their three children spent spring break in the Washington, D.C. area.

Tom Hudson is new to sales at Western Timber Products, Coeur d'Alene, Id.

Miles Butterfield has been named the new president of Simmons Hardwood Lumber Co., Montebello, Ca.

Daniel F. Grebenc has been chosen to succeed Bill Yeager as sales rep. for Simpson Door Co., Seattle, Wa., in Co., Ut. and Wy.

Ralph Crabtree, Rim Forest Lumber Co., Rimforest, Ca.; Carl Henoch, Product Sales, Orange, Ca.; Patric Taylor, Product Sales Co., Orange, Dale McCormick, Home Lumber Co., San Bernardino, Ca.; Paul Haacke, Tim Gaffney and Richard Miller, Fremont Forest Products, Whittier, Ca.; Jim Julian, Champion Lumber, River' side, Ca.; Jim Golding, Golding Sullivan Lumber Co., Westminster, Ca.; Dave Waterman, Yucca Valley Lumber Co., Yucca Valley, Ca.; Dale Newlon, Boise Cascade, San Diego, Ca.; and Harold Schuh, Western American Forest Products, Rialto, Ca., participated in the sixth annual Death Valley Motorcycle Run.

(Please turn to page 57)

With its fully integrated screen and reversible sash, our new top-hung MODEL TPS is the most advanced roof window made today.

Used extensively in Living Attic conversions and cathedral ceilings, our MODEL GGL roof window comes in 9 sizes.

Our ventilating skylight MODEL VS with integrated screen is specifically designed for out-of-reach applications.

Our fixed skylight MODEL FS is made to the usual VELUX quality standards. Priced as low as $122, it is America's outstanding skylight value.

vlrLu)t.

grves you a greater choice in roof windows and skylights

Jhat you see above is the tip of the W i..O.rn. Because we also offer a flull range of acclssories and options that include colorful roller blinds, awnings, venetians, electric remote controls, special glazings and much more. We offer you not only the best choice but the best roof window and skylight value in America! See us in Sweet's 7.8/Vel or 8. l6lVe.

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NEM4 PRODUGTS and

selected sales aids

French Faucet Design

The faucets and escutcheons of Harden's Top Brass series of faucet sets come in polished brass and polished chrome and are sculpted with sloping facets, enhancing both traditional or modern decor. The cap atop the left cross-style handle reads, "Chaud" (hot) and the right, "Froid" (cold).

cam, a l/4" offset cam, a 90o stop washer, a 180'stop washer, a prong washer, a collar ring, a cam nut, a lock washer, a body nut and an identification and instruction card.

The lock uses three rotating discs and a vertical locking pin. All lock parts are nickel plated and all internal parts are hardened steel.

Instructions for installation in a wood or metal door or drawer are printed on the display bag.

Emergency Flashing

A high strength flashing cement from Garon Products, Inc., reportedly can be easily applied in any weather.

With Glas-Patch cold process roof coating, permanent emergency repairs are said to be possible on damp, dry, hot or cold surfaces.

The series comes in a large selection of faucet types, including widespread sets; tub, shower or tub/shower diverter sets; Roman tub sets; and a pressure-balanced single-handle shower or tub/shower set featuring an anti-scald mechanism.

A bidet unit with a vacuum breaker is offered as well.

The products come complete with a valve system that is said to be truly washerless and non-rising. Water flow is reportedly controlled in just a l/4 turn. Permanent lubrication, five Orings and a Teflon bearing go into the engineering of the all-brass valve system that is said to shear off water at both inlet and outlet. simultaneously.

All Keyed Up

A combination utility lock kit that offers an alternative to the 3/4 in. diameter keyed cam locks is new from Tech Manufacturing.

Available in three different lengths, each lock is supplied with a straight

The heavy-bodied, glass-fibered cement reportedly adheres to any surface, including asphalt, composition, concrete and metal. It is said to withstand application temperatures from 0 to 120 degrees F without hardening, cracking, sagging or running.

The product is reportedly especially formulated for easy application by trowel with unskilled labor.

Sky Blinders

Functional, energycfficient, traversing and rotating skylight blinds, from United Vertical Blinds Corp., are said to be the first of their kind.

Skyview Blinds, available in 1200 different color and louver size selections in spans up to 145 inches, offer a decorative means of controlling light and maintaining desired interior temperatures.

The reportedly easy to install blinds are mounted on dual-rod. cordless tracks.

Recessed Lighting Fixture

A new recessed, incandescent, combination wall washer/downlight fixture designed for architectural/highspec lighting applications is now available from Markstone Mfg. Co.

The fixture is said to provide highly efficient, unscalloped wall wash and downlighting and is equipped with an adjustable socket that accepts economical 60 watt to 150 watt general service lamps. It also is said to feature a heatdissipating extruded aluminum socket housing.

Heavy gauge aluminum outer wall washer and inner downlight reflectors have an Alzak finish and are said to adjust easily for light direction.

Designer Faucets

Classic shapes, distinctive handles and luxurious finishes in a variety of combinations are featured in the D'Elegance designer bath fittings from Speakman Co.

The line includes a 12 in. widespread, a 4 in. center set and basin faucets in tapered or gooseneck spouting. Seven complementary handle styles are designed with brass workings.

Also available are coordinatine shower,/bath valves and showerheadsl All of the bath, lavatory, shower fittings and accessories are available in three finishes.

A Blade For Every Saw

A family of 56 industrial carbidetipped circular saw blades for use on circular saws is available from Delta International Machinery Corp.

The blades come in four tooth designs: flat top grind, triple chip & flat grind, alternate top bevel grind, and alternate top bevel & raker. They are reportedly suitable for wood, metal and plastic applications.

All four blades are available in a variety of diameters and standard arbor hole sizes.

Victorian lron Fence

A ready to install Victorian style fence in 6, 8 and l0 ft. lengths is new from Gilpin, Inc.

The Metalist's features include a l-l/4 in. heavy sculptured channel, cast iron ornaments, 2" x2" heavy gauge posts and options of flanged surface mount, or in-ground mounting in concrete. The fence is available in 3, 4, 5 and 6 ft. heights.

NewTricksWith Mirrors

A new size mirror bifold door has been introduced by the Benchmark Doors Div. of General Products Co. The panels are slightly wider, reportedly making it easier to eliminate gaps at sides and middle when replacing old folding doors. The new size is also said to be ideal for new construction.

Reportedly offering greater closet access than standard sliding doors, they provide up to l80o of grooming vision. They are available in a variety of standard panel sizes and are said to be constructed of shatter-resistant mirror glass mounted on a shaped single sheet of ?A-gauge steel for added durability.

Other features include integral nylon rod tips and bushings for smooth glide action, up or down adjustability, screwdriver installation and reversibility left to right.

For more information on New Products write The Merchont 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!

One Step Finish

A transparent one-step wood finishing product, has been introduced by Minwax Co.

Polyshades reportedly allows inexperienced do-it-yourselfers to create a beautiful finish equal to two coats of stain and two coats of polyurethane in less than one day.

It is said to be ideal for application on raw wood, and also works well on finished wood surfaces, usually without having to remove the old stain or varnish. Highly transparent, it reportedly allows the wood's natural grain to show through-even with darker shades. The product comes in six colors in both satin and gloss.

Laminated Hardwood Fashions

Three new prefinished laminated hardwood patterns have been introduced by Harris-Tarkett.

Lexington Square, the traditional square-within-an-octagon pattern, has been added to the parquet line, while Wasaek, featuring oak's natural rustic character in a dark shade, has been added to the longstrip line. Safir Oak, a light+olored plank flooring is reportedly a complement to the pastels and neutrals found in contemporary interiors.

Laminated construction features a top layer of hardwood, pressure glued to a core of laminated pine, then bonded to a pine veneer backing to resist normal shrinking and swelling.

Movable Door Display

Grisham Corp.'s new three door display unit, reportedly easily moved, provides the protective qualities of steel.

Behind each custom built security/ storm door, do-it-yourself pre-hung security,/storm door or adjustable security door displayed are large fullcolor posters emphasizing the construction and demonstrating installation on various door fronts.

Each door is fully functional so that store customers may inspect its operation and operate various optional features, like the 2-way double deadbolt lock.

TIMBER SIZER PRE-NABRICATION

Openings of the Future

A new line of aluminum<lad wood windows and swing patio doors has been introduced by Wenco.

The line includes a variety of sizes in casement, awning and double-hung windows including bay windows in both casement and double-hung styles and bow windows in casements only. Reportedly designed for improved energyrfficiency, they include built-in double weatherstrip and l/2" double glazing as standard features. Triple glazing panels are optional.

The baked-on vinyl finish is available in either white or bronze. Both doors and windows feature optional snap-in wooden grilles for a traditional look.

The Merchant Magazine

pulley mounts in the lower right-hand corner of the frame of the window or skylight.

The device can be added to existing installations.

Blinds With Pull

A cord pulley to open and close roller blinds has been introduced by Velux-America Inc.

By mandally turning a sectional rod that is inserted into the cord pulley, blinds can be opened or closed. The

TIMBERS

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

Stockroom Forklifts

A line of battery-operated forklift trucks engineered for the retail store stockroom has been introduced by Ruger Equipment.

Loads of up to 3000 lbs. reportedly can be lifted as high as 156 in. The free lift feature is said to permit lifting the load for travel without increasing the overall height of the unit for clearance through doors or under lights and ductwork.

Designed for the unskilled operator, these units incorporate special safety features for protection. Key lock switches control security and speed while automatic braking/reversing systems help prevent collisions.

Three speeds forward and reverse plus a 200 degree steering radius produce maneuverability.

D.F. GRAPE STAKES REDWOOD & D.F. LATH

TREATING, INC.YOUR FOR

Use the quick tum-around treating services at Western Wood Treating. When we say quick, we're talking 3 to 5 days treating on dry stock by the truckload in most cases. Pick up your load at our storage yard anytime.

Our Osmose@ treating facilities are designed around the latest wood preservation technology. All phases of the treating process are automated to assure you of the finest quality available. Also, we operate under rigid quality control standards specified by Osmose and the AWPB.

Osmose brand pressure treated lumber, plywood, timbers and agricultural products from WWT offer builders, contractors and retailers definite advantages. Osmose Wood hoducts resist rot, decay and termite attack. Osmose Wood hoducts are environmentally clean and can be used in a variety of decorative and structural applications.

Our prices are competitive. Our service is tops. Give Roy Liles a call at (916) 666-1261 and let us show you what Western Wood Treating is all about!

Garage Door Insulation

A new Earage door insulation kit from Stanley Door Systems is especially for those who use their garages as a workshop during the cold winter months.

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

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

Truly French Doors

True Divided Lite Thermal French doors from Simpson have insulated glass for more comfort and lower fuel bills.

Consisting of foil backed polystyrene panels, which are said to fit snug- ly into each section of the garage door. the kit offers an R factor of 6.35 for raised panel garage doors and 4.14 for horizontal panel doors.

The foil backing improves the looks of the inside of the garage as well as effectively reducing heat loss.

Anodized spacer bars in the l/2 in. double pane thermal glass are a light bronze to blend in after the door is stained or painted.

Available with l0 or 15 lites, the doors can be complemented by the addition of matching five-lite sidelights. Crafted l-3/4 in. thick with 4-9/16 in. stiles from Douglas fir or western hemlock, they are 6 ft. 8 in. or 7 ft. high.

Five different preser:vatives. Seven species of wood, Twelve kinds of treated wgod products-with the rnoustrv s Dest guarantees, Treatinl plants-and inventories all overihe Pacific Northwest. All this plus seventy years of

roviding qualty s6rvice to provlornq ouatl' lumber d"r'I"t..

Come to The SourceMcFarland Cascade. Write or phone today. P. O. Box 1496, Tacoma, wA 9s4ol. Phone 2061572-)0)) or 8001426-84)0, or in Washingto n 800l r2l-2],J1.

Yellow Jacket Trap

A trap that reportedly kills yellow jackets and prevents stings, yet won't harm honeybees, is new from Kelley Manufacturing Co.

Capable of working all year long to rid yard, garden and worksite of yellow jackets, it uses no insecticides or poisons. The odor-free, all natural bait reportedly won't harm humans or animals. but draws the insects into the trap where they die of dehydration. One packet of the bait is said to work for two to three weeks.

Remote Control Lighting

A low voltage energy-saving lighting control system, offered by TouchPlate International, Inc., reportedly has the ability to light up an entire property within seconds from master panels strategically placed throughout the home and entries.

The system is said also to be able to serve as a remote control for stereo systems, TVs, appliances or burglar alarms. Master control panels can be placed almost anywhere in the house. Pilot lights tell when interior or exterior lights are on or off.

Hardwood Shelf System

The latest new product from the Northwest hardwood industry is a shelf system from University products, the marketing arm of McKenzie Trading Co.

fh9 ]0090 edge glued alder hardwood shelf system comes unfinjshed. or prefinished in a furniture quuiity. Shelves are 32 in.long. They are available in 4 to 14 in.- *iatts and can be assembled in the desired number using provided vertical uprights. All hardware is included. Installation reportedly is accomplished with only a screwdriver. Each shelf is individually shrinkwrapped and identified with a colorful label as a Mr. Harry Hardwood product. The product is masterpacked for easy shipping.

Hem-Fir Hemlock

Douglas Fir

GREEN or DRY o DTRECT MILL SHIPMENTS . LCL o CARGO o RAIL o TRUCK & TRAILER r PRESSURE TREATED LUMBER

A directo-ry of producers, wholesalers, and specialists in U.S. softwood lumber. Sections oI the quide are arranged both by geographic division- and species. An indexed cross-relerence section gives access to manulacturers o{ specilic products. From bed slats to timbers, you will lind producers oI the item you need.

Tabbed index pages provide rapid reference. Crow,s updated Guides put you on the scene - quickly and conveniently. They give you a competitive edge in an increasingly competitive market. Crow's 1985 Lumber Guide (g?9.50 U.S. Iunds)

PTYWOOD GUIDE

Traders are oflered a ready listing oI major soltwood producers in the U.S. In addition to plywood, other important panel products are referenced. Mill capacities, plant sites, and key stall are listed, as well as specilic products.

Crow's will send your guides postpord upon receipt oI your check or money order.

Cabinet Options

Vinyl-lined interiors, self<losing hinges and adjustable shelving in all singledoor wall cabinets are featured in a new line of cabinetry from HomeCrest. Corp.

The hand-rubbed, solid ash doors are accented with cathedral arches. Base cabinets feature coordinating

raised square panels. Front frames are of solid oak.

As an added convenience. cabinet doors swing open I 15'for full accessibility. Optional features include an appliance garage, a lazy Susan, a pot and pan storage cabinet and a matching wine rail.

This cabinetry can be used in other rooms in the home.

Razor-Sharp Stripper

A high performance, razor-sharp wallcovering stripper that reportedly can be used to shave off wet or dry papered surfaces has been introduced by Allway Tools.

The tool features a clamping system which is said to allow quick blade change and storage without the need for a screwdriver. It also has a diecast head, a tubular steel handle and vinyl gnp.

As a safety measure, the blade reportedly can be reversed to the dull side when not in use by twisting the handle a quarter turn.

Posts, poles, pilings, timber, crossarms, grapestakes, dimension lumber. Pacific Wood Preserving of Bakersf ield produces vi rtually all pressure treated wood products. And, with computerized inventory control, Pacific Wood Preserving of Bakersfield offers accurate and complete service. A single phone call can put this complete capabi lity to work for you. Call today:

Steve Ryan, General Manager

n California (800) 582-3950

Outside California (805) 833-0429

m'

Fi reRetardant-TreatedWood U.L. Approved

HEAVY OIL PENTA

WATERBORNE PENTA CREOSOTE

AWPB-FDN STAMPED for Quality Control

Down Under Wood Substitute

A new, non-combustible alternative to clapboard and wooden shingles and shakes is being introduced in this country by James Hardie Industries, Ltd., of Australia.

Hardiplank is an asbestos-free, cellulose-fiber reinforced compound that reportedly will not rot, warp, or split, even if left unpainted. It reportedly will not deteriorate in extreme temperature ranges or in abnormally wet or dry areas.

Developed to withstand the rigors of the Australian climate, the product is said to afford maximum protection and fle*ibility of appearance. The surface finishes can be smooth, woodgrained, cross cut or finished to resemble stucco.

The shingles and shakes called

Hardiflex are said to have the same built-in durability. Made of cement, silica and cellulose fiber (no asbestos), they also are reportedly noncombustible.

Tiles for Bird Lovers

Nine new game bird designs have been added to Summitville's decorative tile line.

The series of 13 different designs, each hand decorated with a full-color illustration, features birds both in resting and in-flight positions.

The tiles can be used to dress up backsplashes and rangehoods or accent fireplaces and mantles. They measure 4" x 4" x l/4" with handcrafted edges.

More Than A Vase

La Fluer Decorator, a floral display holder that reportedly minimizes costs and setup time, has been introduced by La Fluer Creations.

Said to have many applications for decorating with flowers, it consists of nine clear plastic tubes mounted on a

clear plastic base. Four angled tubes, 7 in. high, four additional angled tubes, 9 in. high and a single center tube, ll in. high, are all mounted on a 4Vz in. squ.re base with feet.

The holder may be arranged with fresh, silk or straw flowers and reportedly eliminates the need for a foam or plastic oasis, taping or greens.

It comes completely assembled, ready for use.

Little Light for Big Jobs

A miniature lighting system used for years by architects and designers and now available for home use. the Littlite lamp by CAE, Inc., utilizes a halogen bulb to produce a crisp, bright "white" light.

The built-in dimmer allows the user to dial the right amount of light to highlight a painting or add character to a sculpture. Available in 6, 12 and 18 inch lengths, the L-3 set comes complete and ready to mount including its own power supply and base with full range dimmer. Mounting accessories are available.

Beauty on a Pedestal

Three contemporary in-glaze designs have been introduced by American-Standard on rheir Ellisie china products.

The ribboniike patterns are available on the pedestal lavatory, countertop lavatory, one-piece toilet and bidet. The new high-fired decorations have a subtle 3dimensional effect.

Design-related products such as tile systems by American Olean, a wall covering by National Gypsum Decorative Products and towels bv Fieldcrest are also available.

PACIFIC FOREST PRODT]CTS,

C-3Ol 5-PLY CEDAR SIDING-Cedar veneers and unique manufacturing techniques results in guaranteed solid cores and tight knots that NEVER fall out, at prices that puts cedir back in EVERYONE'S budget!

C-3Ol 5-PLY FIR SIDING-The same unique features in a SIAINABLE siding panel. Unequaled in appearance, durability, performance, and pricel

Gas Safety Device

A new device from Honeywell's Residential Division reportedly provides safe, reliable ignition of powercombustion gas heating appliances.

The Hot-Surface Ignition Control Module, a low-voltage, solid-state, direct-ignition control, controls the gas valve and a silicon carbide hot surface ignitor, while it also monitors the main burner gas flame.

Designed for flexibility, the new

control can be used with any direct-ignition, ?A-volt gas valve rated 2.0 AFL or less. Models are available for a wide variety of appliances with standard lock-out times of 4, 6, I l, l5 and 2l seconds.

One Less Pain In The Back

A whirlpool bath innovation designed to protect a bather's back from protruding bath hardware has been introduced by Water Jet Corp.

The smoked plexiglass cover fits flush with the tub surface to cover a recessed cove where trip lever hardware is mounted. The hinged cover lifts up.

The new design will be introduced in two new bath models, the TwoDeep two-person tub and the BathWomb luxury whirlpool bath experience.

Home Fire Signal

The new UL listed 1839 series 120VAC dual chamber ionization smoke detectors by BRK Electronics feature oversize mounting brackets, quick installation methods and low silhouette design.

Location of the alarming detector in the interconnected system is indicated by its light turning off while lights of other units stay on.

Designed for both single and multiple station use, the smoke detectors reportedly operate on as little as 3.50 per year (based on $.075/KWH) to save energy.

Other features of the new series include a corrosion-resistant sensing chamber, 85dB alarm horn, test switch to check all detector functions and solid state power-on indicator lamp.

SteelLight Inserts

Steel light inserts that are said to create a better fitting weatherproof seal between glass and door are new from General Products, Inc.

Designed to fit with single and multiJight Benchmark insulated steel entrance doors, the inserts reportedly mount flush with the door for a more streamlined appearance.

The integral glazing opening is preformed and the inside and outside steel panels that fold inward around the opening guard the polyethylene insulation and form a snug-fitting channel for the glazing. The procedure is also said to give the door greater rigidity, eliminate ragged edges and assure a precise, weathertight fit for the lieht.

also come unfinished, ready for paint or stain, or in matching vinyl covered 4'x8 ' gypsum wallboard. Additional colors are available.

A carton of six 2'x2 ' panels weighs 6 lbs, while a carton of four 2'x4' panels weighs 10lbs.

PowerfulVacuum

Central vacuum systems by Thoromatic Vacuum Systems is a new line for residential use. The system reportedly offers extra suction power plus easy installation and maintenance. Its unique power unit design is said to provide an easy-to-remove motor and filtration system.

The power unit's motor compartment reportedly can accommodate a choice of three motor variations, increasing power as the area to be maintained is increased. The motor compartment is located at the bottom of the power unit for easy access for maintenance and repair. The design reportedly provides 20040090 more power than portable vacuums and eliminates the need to push a heavy cumbersome unit.

The four-stage filtration system, located at the top of the power unit, includes a paper filter, cloth filter, open mesh plastic filter and a screen filter with a press cloth covering and usually requires changing only once or twice a year.

The system comes complete with a full two-year warranty.

The Cost Eslimotor Series

Field Tested

Lumber Yord

Eslimotor...HOT

oDoes l0O line cost estimotes in minutes

oMoke mojor chonges in sec0nds

.Use your own inventory file

.Your copy will show:

o/o trlotk up 5. Boord feet

Totol cost 6. Sq. feet

Profit

Totol price

7. Lineor feet

rPrints out hord copies

.Totolly outomotic

Poys for itself the first month.

oAllows quick estimotes with no mistokes s1500'o now onry sffi

2. Generol Gonlroctor

Eslimolor

. Does smoller cost estimotes with some lightning speed

Designed for controctors thot need to enter prices & rotes os they do estimotes + Mini Accounts ilow Receivoble stsltl s349

Pre-fab Ceiling Panels

A new non-rated, prefabricated dimensional lay-in panel from VersaTile Ceiling Systems is available for standard 2'x2' and 2'x4' grid systems.

Made of kiln dried spruce or pine lumber, the panel is laminated with a 6 mil vinyl in walnut or 4 mil vinyl in oak.

Standard colors are dark walnut. medium walnut and oak. The panels

For IBM PC, l:I ond Compotibles

Home Depot Grows in West

Home Depot has established regional headquarters for Arizona and California in Fullerton, Ca.

The property also will house a 103,000 sq. ft. national distribution center and a 100,000 sq. ft. retail warehouse store, due to open in the fall.

A staff of 30 will operate the regional headquarters which will oversee expansion of Home Depot into California and Arizona. Seven stores are expected to open in California which as yet has none. Two will be in Orange County, the one mentioned and a second in Huntington Beach yjust, south of Los Angeles. The San Diego mar,ket also is a targetfor penetration.

The DC will receive Home Depot's imported merchandise which now enters the country through Florida. Trucks will transport it to the 3l planned Home Depot stores in Arizona and the Sunbelt.

Orange County home centers are already in a price cutting blitz prior to the fall opening of the two Home Depots. Past experience has shown that established stores are forced into a price cutting warbyHome Depots' in-

tensive advertising and competitive prices, often before the actual opening in a specific market.

Wood, Inc. is 25 Years Old

On June 28th, 1960, three Colorado lumbermen signed the incorporation papers for a new organization to be known as W.O.O.D., Inc.

The incorporators of WO.O.D., Inc. (which stands for the Wood Organization of Denver) were Clark R. Gittings, Gittings Lumber; Donald B. Richardson, Richardson Lumber, and John H. Stark, Stark Lumber. They and other members of the first board of directors recognized the need to promote the use of wood products in the Denver area.

Other board members were: Walter E. Kellogg, Jr., Kellogg Lumber; Edward W. Leonard. Denver Wood Products; F.C. Schmidt, Hallack and Howard Lumber Co.; Joel F. Scott, East Denver Lumber; O.K. Stookesberry, Derby Lumber Co., and Gerald C. Sullivan, University Park Lumber.

The nature of the business and primary object was:

"To foster, encourage, aid and otherwise promote a public awareness of the values, beauty and usability of wood; to help members of the wood industry to learn the value of knowing, and selling, the right wood for the right job."

Twenty-five years later, W.O.O.D., Inc. is a thriving organization of 85 retail, wholesale and supplier firms in the Denver metro trade area who take part in a wide range of educational, social and business related activities which further the use of wood.

Activities include monthly membership luncheons with speakers on topics important to the industry; evening educational seminars which bring members up-to-date on the latest technologies; an annual awards program which recognizes architects for using wood in their projects; an annual golf tournament, and a scrap lumber program to benefit nonprofit, needy organizations.

Other activities have included mill tours, social gatherings and distribution of technical information to architects and engineers.

Dhderich - fudy Murphy

Turner - Gordon Roby - Maft Stanley Orville Chedcgter

PERSONALS

(Continued from Page 43)

Rob Mason and Phil Nelson are new to sales at Washington Pacific, Portland, Or.

Richard Speas is now gen. merchandise mgr. at Neiman-Reed's Lumber City, Van Nuys, Ca.

Larry Boyles and Jeanne Smith have teamed up to start a reload facility, Valley Trans Loading, in Eugene, Or.

Joe Jameson has joined the sales team at MSG Forest Products, Portland, Or.

Jeff Hodge has joined lumber sales at Pope & Talbot, Portland, Or.

Rick Brooks is now handling sales at the Eastex Forest Products sales office in Phoenix, Az.

Bob Quedens is new in sales at River City Moulding, Sacramento, Ca.

Jim Flores is now industrial sales manager, Boise Cascade, Portland, Or., succeeding Bill Ford, now with DAW Forest Products, Spokane, Wa,

Bob McCay is new to Hiegins Hardwood as a part-time outside salesman in the San Femando Valley, Ca., area.

I)anny Jenkins is now the traffic controller at Martin Forest Industries, Healdsburg, Ca., according to Gary Malfatti.

Doug Rich is new to trading at OregonCalifomia Forest Products, Eugene, Or.

David Brcwer is new to sales at MaywoodAnderson Forest Products, Eugene, Or.

Mike Householder is new to sales at Snavely Forest Products, Medford, Or.

Stanley T. Skinner, exe{. v.p. and chief fmancial officer, Pacifrc Gas & Electric Co., has been named to the board of directors of the Pacific Lumber Co., San Francisco. Ca.

Peter W. Gallina is now senior v.p., real estate and store development, Pay 'N Pak Stores, Inc., Kent, Wa.; Steven C. Unash is now v.p., store merchandising; Barbara I. Collett, v.p., personnel and labor relations; Herbert E. Mc0eary, v.p., advertising; Marvin C. Ivenon, v.p., construction; Paul B. Monis, v.p., store planning and design.

Patric Taylor, new to sales at Product Sales Co., Orange, Ca., joined Cart Henoch on a recent No. Ca. mill trip.

Dean Fletcher has been named eastern regional sales mgr. for the new Atlanta office of Valli & Colombo (U.S.A.) Inc., Duarte, C-a., according to Denis B. I)aines, v.p. & gen. mgr.

Jack C. Bates, Jr., is now south central area sales rep. for Columbia Plywood Corp., Portland, Or., according to James S. Petemen, western regional sales mgr, Roy Liles, Westem Wood Treating, Inc., Woodland, Ca., and his wife, Sharon, are the proud parents of Joel Lenton, bom May 10, 1985.

Richard Blinkhorn, Tim Tharp and Anne Kayser are new in the hardwood sales div., Sunrise Forest Products Co., Lake Oswego, Or., according to John Myen, mgr., hardwood sales.

Joe Lydon, sales mgr., Clark & Powell Lumber Co., Junction City, Or., has retired after 47 years, Hank Muller is his successor.

Louise Hutchinson is now assistant distribution center mgr., Ace Hardware Corp., Yakima, Wa., according to Jerome Baflon, regional distribution mg.

(Please turn to page 58)

WE SPECIALIZE IN PRE-STAINING "YOUR MATERIAL" IN ALL OLYMPIC COLORS, COATING ALL 4 SIDES OF EXIERIOR SIDING AND DIMENSIONALTRIM, PLUS 1 COAT APPLICATION ON ALL SIZES OF PLWVOOD. ENCLOSED WAREI.IOUSE FACILIil

PERSONALS

(Continued from page 4 3 )

kw Ahn has joined Mungus-Fungus Forest Products, Climax, Nv', as the imported hardwood buYer, reports Hugh Mungus and Frcddy Fungus.

Hap Hasty has joined the management team of Capital Lumber Co., Phoenix, Az.

Donald L. Walker has been named national sales mgr., manufactured housing for the Masonite Corp. hardboard group, reporting to C. L. Tollefsrud, v.p. -sales, hardboard group.

Harold R. Gilpin, The Ceco Corp., is the new pres. of the Steel Door Institute. Paul Evans, Mesker Industries, Inc., and Oyde W. DeArment, Republic Builders Products Corp., are v.p.s.

Edwin M. Savage is now pres. of Lumbermen's Building Centers and exec. v.p. of Lanoga Corp., Seattle, Wa.

John R. Denby is mgr. of the Tumac Lumber Co. lnc. ofhce in Seattle, Wa., replacing William R. Little who is now a marketing advisor,

Steve Cole is now in sales at Noble Lumber, Eugene, Or. Charles "Hank" Noble Jr. is new v.p. and gen. mgr. at San Rafael, Ca., Hq.

The Merchant Magazine

Russ Walters is new at Dickman-Hines Lumber Co., Federal Way, Wa.

Dennis Albert is now v.p. of advertising at Builders Emporium, Irvine, Ca.

Rikki Zto has joined Grace Home Centers West, Brea, Ca., in advertising.

David M. Schulte and Sanford Kaplan are new directors at Wickes C-os., Santa Monica, Ca.

Steve Frceman, Stephen G. Freeman & Co., Newport Beach, Ca., is a new columnist for The Daily Pilot, a mass circulation newspaper in Southern California's Orange County. Subjects of the column run the gamut from shaving conspiracies to the Tasmanian Night Crawler.

Mike Maehara is the new general mgr. of Hampton Overseas, a div. of Hampton Lumber Sales Co., Portland, Or., according to Gordon J. King, pres. kwis Shormann, owner, Eagle Rock Lumber and Hardware Co., Glendale, Ca., and his wife, Julie, celebrated their 50th wedding anniversary March 3, 1985.

Richard H. Mills is new to millwork sales at Berger & Co., Sacramento, Ca., according to Robert Glatt.

Jan Prudent has been named employee of the year at the Ernst Home Center, Idaho Falls, Id., according to Mike Ward, district mgr.

Terry Zwingli, Kathy Delozier, Jim Pepple and Nick Larringa have joined lumber sales at Boise Cascade Corp., Boise, Id. Doug Hildman is the new plywood sales mgr., TreeSource, Inc., Portland, Or.

Scholarship Winner

Megan Yeary, a senior forestry student at Oregon State University, is the recipient of a National Hoo-Hoo-Ette Club annual scholarship.

Zella Akers, Wesco Cedar, Inc., Eugene, Or., made the presentation, according to Lois Weaver, Weaver Forest Products, Inc., White City, Or., club publicity chairman.

INCENTIVES

(Continued from page l0) signed so that everyone is a winner, no employee's favored and with team work encouraged. Consistency is essential.

Fun things such as special buttons and names for the programs are good. Elaborate controls to control cheating are unnecessary since it has been found that employees generally police themselves.

Gift certificates and time off are considered poor motivators. Monetary awards are best, but they must qualify as bonuses and stay within the labor laws.

Timber Construction Officers

The American Institute of Timber Construction elected and appointed officers and directors at its 33rd Annual Meeting held in Tucson, Az.

Elected as President was Jeffrey Van Cott, executive vice president, Unadilla Laminated Products, Unadilla, N.Y. Warren T. Wier, sales and marketing manager, laminated products, Weyerhaeuser Co., was elected vice president. Russell P. Wibbens continues as executive vice president and secretary.

Joseph Hucke, president, Timberweld Manufacturing, Billings, Mt., was appointed as treasurer in addition to serving as a director. Other new directors are John P. Bajus, president, Tyee Timbersi John Hite, vice president & general manager, specialty wood chemicals division, Koppers Co., Inc., and Herb McKillop, manager, laminated wood products division, Bohemia, Inc.

Continuing directors are John L. Anthony, manager, laminated divi-

sion, Anthony Forest Products Co., El Dorado, Ar.; Paul Cole, general manager, Rosboro Lumber Co., Springfield, Or., and Pete Martini, vice president, American Laminators, Inc., Eugene, Or.

New Plywood Wholesale Unit

Sand Plywood, Inc., Los Angeles, Ca., based wholesaler and importer of wood products, has established a new facility in northern San Luis Obispo County at Paso Robles, Ca. Fred Kopplin, president, explained that the company will operate temporarily out of the location and facilities occupied by Acacia Hardwoods, Inc. at 825 Riverside Ave.. Paso Robles. Managing the new operation will be Scott Clucas. founder of Acacia Hardwoods, Inc. which is now inactive.

Sand Plywood, founded in 1946, operates wholesale outlets in Fresno, Los Angeles, San Bernardino, and Escondido.

SALES ACHIEVEMENTS were recognized by California Hardware Co., La Puente, Ca., at a recent banquet. (lelt to right) Bill Gardner, gen. sales mgr., norlhern div; Brent Hillock, Dan Monahan, Bob Engel, John Enrvin and Jim Heuschling, gen. sales mgr., southern div.

Roseburg Lumber Restructures

Roseburg Lumber Co., the largest privately owned wood products company in the U.S., has undergone structural changes.

Roseburg Lumber has divided into three separate corporations: Roseburg Forest Products Co., Roseburg Lumber Co., and Colonial Pacific l-easing. These changes, according to the company, will not affect pensions or other employee benefits.

Roseburg Forest Products Co. will control all company mills and market the products, while Roseburg Lumber Co. will continue to operate the logging and trucking business. Colonial Pacific l-easing will remain in equipment leasing. Roseburg Resources Co., a Roseburg Forest Products subsidiary, will be in charge of all companyowned timber.

WOOO PRESERVERS

(Continued from page 4 I ) chose to address the group at the urging of AWPA former president Alfred X. Baxter, president of J.H. Baxter & Co., an old friend.

New officers elected at the meeting were J.N. Kressbach, president; J.D. Hite, Jr., lst v.p.; L.R. Gjovik, 2nd v.p. John D. Ferry was re-elected secretary-treasurer.

The Award of Merit was presented to George B. Fahlstrom. Only 18 others have received the prestigious award in the AWPA's 8l year history.

Three days of technical sessions were held along with various social events. Attendance was773, up from last year. The meeting was held May 6-8 in Reno, Nv., at the MGM Grand Hotel.

Next year's convention will be held at the Franklin Plaza in Philadelphia, Pa., April 27-30,1986.

Rubberwood: no bounGe, no stretch

Ry,"i#H?R.13:ff#i#i:

finished or semi-finished form in the last l0 years.

Although the origins of rubberwood in Malaysia can be traced back to the introduction of the rubber tree (Hevea brasiliensis) from Brazil in 1877, rubberwood was mainly used as wood for fuel and charcoal. The supply has always been ample because of the systematic replanting programs encouraged for rubber plantations by the Malaysian govemment. Malaysia is the world's largest producer of natural rubber, producing millions of tons annually.

In the late 1970s when an acute shortage of logs of traditional species occurred. rubberwood became an alternative source of timber. Since then it has shown great potential.

Newer and better ways of utilizing rubberwood are being developed by the Forest Research Institute and the Rubber Research Institute of Malaysia. Particleboard, parquetry and strip flooring as well as glue laminated products and fiber boards are products considered suitable.

Rubberwood is already being used for wood pulp, blockboard cores, sawn timber and furniture. Japan is the main user of wood pulp chips. Sawn timber goes to Singapore, Japan. South Korea and Taiwan. The United States is a market for furniture, often KD, made of rubberwood.

Initially rubberwood was used to replace ramin in furniture manufac-

turing, but it has achieved status for its own natural beauty and light colored texture. Its strength and good machining properties make it suitable for the products named as well as other potential uses. Almost straw colored in appearance, the wood is moderately coarse in texture with a straight grain.

Rubberwood can be stained easily to any desired color. It planes to a smooth finish, although boring and turning can produce a rough surface which must be sanded smooth. The wood polishes well.

The first step in processing rubberwood is the removal of the logs from the plantation site after the trees have been felled during the replanting process. It is essential that the logs be processed as soon as possible after felling to minimize biodeterioration. The logs may be processed on site or transported to a sawmill for sawing into planks. Chemical treatment is necessary to prevent blue stains and mould infection. This is accomplished by dipping immediately after sawing.

Story at a Glance

Replanting programs create ample supply...early substitute lor ramin...used for llooring, furniture, laminated products, f iber boards.

Pressure treatment with CCA chemicals is not used because it turns rubberwood a greenish yellow color. After sawing and treatment, the sawn timber is stacked for air drying. Kiln drying is the last stage in the preservative treatment. The length of drying depends on the thickness of the sawn timber involved. The moisture content after drying is 8-1290.

Processing from this point depends upon the final use ofthe wood. Sawn timbers, mouldings and furniture require different preparation.

Rubberwood is in plentiful supply in Malaysia. Its availability is assured through the systematic replanting programs for the plantations. At present 1.78 million hectares are planted to rubber. Approximately 1.5 hectares of this figure are in Peninsular Malaysia. The rubber tree reaches the end of its prime production in 25 years. At that time it is no longer economical to use it to produce latex although the wood can be utilized. Replanting is carried out at about the rate of 390 annually. This means that in Peninsular Malaysia alone about 45,000 hectares of rubber trees are cut each year.

Based on an average estimated green wood production of 260 cubic meters per hectare, the estimated availability of rubberwood is about 13.5 million cubic meters per year.

The cost of rough sawn rubberwood has increased as its value has been discovered. In late 1978, it cost $280 per ton in Malaysian currency. Today, the price is $350.

Swinging Doors

"Installation of Exterior Wood Swinging Door Systems" is free from the National Woodwork Manufacturers Association, 205 W. Touhy Ave., Park Ridge, Il. 60068.

Handy Xerox Installations

"Installation Requirements for Xerox Equipment" is free from Xerox Space Requirements, Public Relations, Xerox Square/006-B, Rochester, N.Y. l4@.

Home Safety

"Blueprint for Excellence," a 20-p. brochure of residential security hardware is free from Schlage/IHS Division, 15540 Roxford St., Sylmar, Ca.91342.

Enlightening Topics

"Light Channel," a 4<olor brochure on protected linear low-voltage lighting with even light diffusion and riSld construction is free from Sylvan Designs, Inc., 8921 Quartz Ave., Northridge, Ca. 9t3U.

The Vinyl Touch

"Trims & Mouldings," a full color brochure of vinyl accessories, is free from Vinyl Improvement Products Co.. P.O. Box 498, Columbus, Oh.43216.

Heating & A.C. Video

Information on a video instruction program (VIP) for sellers, installers and servicers of heating and air conditioning products is free from Lennox Industries. Education Dept., Box 809000, Dallas. Tx. 75380.

Fastenating Tips

The lGp. "Specifications for Grabber Line Screws" in color is free from John Wagner Associates, Inc., P.O. Box 4060, Concord, Ca.9154.

Roofing Materials Gulde

The sixth edition of the semi-annual "Commercial, Industrial and Institutional Roofing Materials Guide" is $85 for an annual subscription from the National Roofing Contractors Association, 8600 Bryn Mawr Ave., Chicago, Il. 60631.

Manufacturlng Members

One copy of the 1985 Southeastern Lumber Manufacturers Association Membership Directory is free from SLMA, P.O. Box 1788, Forest Park, Ga. 30051. Additional copies are $2 ea.

Sky Hlgh Style

A l6-p. color brochure on glass and acrylic architectural skylights is free from Plasteco, lnc,, P.O. Box 24158. Houston. Tx.77229.

Malntaln The Pace

A 32-p. d-i-y building maintenance products guide is free from Randustrial Corp., l33ll-NR Union Ave., Cleveland, Oh..14120.

Lift Truck Upkeep

Lift truck maintenance tips in bulletin #2810 are free from Yale Inquiry Center, Dept. 183, P.O. Box 12936, Philadelphia, Pa. 19108.

Cooler Days Ahead

A ?Ip., 4color catalog on water coolers is free from Haws Drinking Faucet Co., P.O. Box 1999, Berkeley, Ca.W|l.

Fireplace Sources

Fireplace product information and installation specifications, the "Architect's Sourcebook" binder, is free from Preway, 1430 2nd St. No., Wisconsin Rapids, Wi. s491.

Bicycle Anti.Theft Guide

"How to Avoid Bicycle Theft," a comprehensive guide is $5.95 from Hands Off Publishing, P.O. Box 68, Tacoma, Wa. 98401.

Wlring Thoughts

"Ideas in Wire" for aisle, wall and counter displays is free from Commercial Wire and Display Products Corp., 1827 Broadway, Rockford, Il. 61106.

Kitchen Trivia

"What You Should Know about Kitchens," a l2-p. brochure on cabinets, is free from Excel, Marketing Dept., Lakewood. N.J.

Alarming Information

A 9Gp. catalog of alarm supplies is available free by writing Mountain West Catalog, P.O. Box 10780, Phoenix, Az. 85064 or calling l-80G528-6169.

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!

Hand Tool Know How

A multi-media progrnm including wall charts. 16 mm color film. audio,/visual slide presentation, flyers and a llO-p. booklet on hand tool safety is available from Hand Tools Institute. 25 N. Broadway, Tarrytown, N.Y. 10591.

A Fifth For The Woodsman

Approximately 228 million wood pallets were made last year, earning $2 billion for manufacturers and using a fifth of all the wood purchased in the United States. Onty Uuitaing construction consumed more lumber than pallei m€ulufacturing.

EASTER Seal Telethon phone lines were manned bv 15 members of the Rogue Valley Hp-f o0 Club, Medford, 0r. , for one hour, raising $2,449 for the local chapter. (teft to right) Mark Hefley, phil Burie, Brad Momson, Doug Seeley, Bruce Momson. This is thesecond vear that the club has assisted in the telethon.

is the PR0FESSl0llA['S ALt PURP0SE PtASTtC

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

Can be used under Fiher Glass!

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

l;e',,illi.:. 16 matchins ryood cotors

BEVERLY

C(lMPANY

"LOOKING AROUND"says paul Bunyan

Paul does not rest on his fame as the lumberman,s svmbol of pcompJishment. New requirements and changrng conditions keep him alert to progress.

GIASSNFIED ADVEN]TISTEMENTS

ESTABLISHED Long Beach, Ca., hardwood yard, with full mill, seeking experienced lumber salesperson to service So, Ca. area. Exceilent opportunity. Send resume to Box 525 c/o The Merchant Magazine.

OWN YOUR OWN WHOLESALE LUMBER BUSINESS

Must be hungry to learn the hardwood and softwood lumber business. Learn the ropes and contacts from a 45 year veteran with direct mill connections who can finance and train the right person toward the development of a profitable lumber business. Write Box 528 c/o The Merchant Magazine.

ATTENTION SPECIALTIES TRADERS

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 Merchant Magazine, 45fl) Campus Dr., Suite 4t0, Newport Beach, Ca. 92660. Make checks payable to The Merchrnt Magazine. Mail copy to above address or call (714) 852-1990. Deadline for copy is the 22nd of the month. PAYMENT MUST ACCOMPANY COPY unless you have established credit with us.

OPPORTUNITY for a motivated, goaloriented salesperson to join Orange County, Ca., hardwood lumber and plywood company. Established following in Southern California desirable. Commission plan. Send resume to Box 526 c/o The Merchant Magazine.

EXPERIENCED lumberman in hardwoods, softwoods lumber and plywood. Looking for permanent career move. Over l2 years in management, purchasing and sales. Please send responses to Box 527 c/o The Merchant Magazine.

EXPERIENCED lumberman in hardwood, softwood and plyrvood, working South Bay and Orange County, Ca., last 25 years in management and outside sales. Calling on dealers, furniture manufacturers and industrials. Reply to Merchant Magazine c/o hx 529.

EXPERIENCED manager-salesperson, wholesale lumber and building materials' Prefer Northwest. For resume and references write Box 530 c/o The Merchant Magazine. Include salary

OLYMPIC TNO STAINING MACHINE

Canadian company has closed one of three

plants and has all equipment available for sale, lease, or partnership. Can supply all equipment plus expertise for turn key operation. Call Hayward Industries Ltd., (604) 652-3939.

If you are a specialist in pine boards, redwood, cedar, industrials, or low grade lumber, a real opportunity awaits you in our Newport Beach office.

Cascade Empire Corporation in Portland, Oregon is looking to expand our Newport Beach office. If you are a success in a specialty we would like to explore with you the possibility of joining our team.

Our commission scale and employee benefits are the best in the industry. Our annual sales volume in excess of $120 million and over 10,000 carloads and trucks assures you a respected and comp€titive position in the industry we serve.

Don't pass up this opponunity to take a good look at Cascade Empire. You'll never know unless you make the call will you?

All replies will be held in the strictest confidence.

HARDWOOD PEOPLE

A 70 page history of the Pacific Coast hardraood lumber industry. It preserves stories of the hardwood giants of the past: Capt. Robert Dollar, Bob Osgood, Roy Barto, Paul Penberthy, Leroy Stanton. Sr.. Donald F. White. l0 pages of historic photos.

Limited editron. $12 special offer includes postage and handling. Order from author: Gage McKinney, P.O. Box6'l'12, San Jose, Ca. 95150. Publication endorsed by the Los Angeles Hardwood Lumberman's CIub.

STRADDLE CARRIER: 1969 Clark. Cummings diesel. 60,000 lb. capacity, $20.000. Excellent condition. T.A. Rivard Inc., I I140 Los Alamitos Blvd., Suite 204, Los Alamitos, Ca. X)720. (213) 431-1326.

1971 HCr65 HYSTER 20,000 lbs. automatic -power side shift - tilt - good paint - V6 gas motor - good tires - well maintained - wide thin forks. Bracut International, P.O. Drawer 4779, Arcata, Ca. 95521 (707) 822-3&8.

REPRINTS of hardwood articles from The Merchant Magazine. Excellent for reference or training. Domestic Hardwoods, $10; Southeast Asian Hardwoods. $51 South American Hardwoods, $4r all three, $16. Send your check today including name and address to Hardwood Reprints c/o The Merchant Magazine, 4500 Campus Dr., suite 480, Newport Beach, Ca. 92660.

INDUSTRIAL PROPERTY FOR SALE

45 acres in Klamath Falls, Or. BUILDING #1. Bridge Crane Building 94x505x50' high = 1.09 acres. Suitable for lumber and/or palletized commodity loading and storage. Rail access and pile bottoms in place. Overhead Cyclops Crane with 42' workable vertical clearance.

BUILDING #2. Approx. 135,625 sq. ft. : 3.ll acres. Suitable for lumber manufacturing/remanufacturing, storage and shipping. Recessed rail spur full length and cement floor throughout. BUILDING /3. Approx. 3000 sq. ft. machine shop and rolling stock repair shop with two attached offices.

Several smaller utility buildings included on property. Rail spur penetrates into a large paved open area of the property, providing excellent rail car and truck loading capacity. BN and SP rail service.

PRICE: $1,150,000. Send inquiries to Dyer Mountain Lumber, P.O. Box 218, Klamath Falls, Or. 97601. (503) 884-7788 or (619) 574-1223.

LUMBERYARDS,/BUTLDING MATERIALS

Marketing*Sale*Lease

Southern California

Call for confidential interview (8r8) 703-6100

Dick Phelps, Estate Agent

Cafl Toll Free (800) 547-8371

Ask for Ray Haroldson - President or write me persondly at P.O. Box 2770 Portland, Oregon 97208

RED\ilOOD

Up to 9" X 12',28'

Wooten's Wood Products (209) 826-1587

JAMES R. GARY I Co. Ltd.

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 (21 3) 422-M26.

TWISTED AND

Douglas Fir S4S and rough. 3x4 and wider and 4x4 and wider. Call Bill Hunter, Hunter Woodworks. (213) 1 t 5-2544:(2 I 3) 835_5671.

Covers the market. Gets Results.

BUYEHJS'GUIDE

ffi SOUTHERI{ CALIFORIIIA

LOS A]IOELES AREA

AlhambraMetal Producls .

American Hardwood Co.

Bel.Arr Door Co

Berkot Mlg. Co

Beverly Manufacluring Co...

Bur ns Lumber Co.

CarrollMouldingCo.

CoastalLumberco.

Coos Head Lumber & Plywood

3C Trucking

Dooley Forest Co.. Inc.

Essley&Son.DC

FarWestFirSales..... (213) 629-5206

Frr & Pine Lumber Co.

Founlain Lumber Co., Ed

Fremonl Forest Producls

Galleher Hardwood Co

Gemini Foresl Products

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

Heppner Hardwoods

Hutl Lumber Co

lnland Timber Co.

Johnston Hardwood Inc.

Knrghl Induslries

Koppers C0.. Inc. or Treated Pole Builders

Lumber Assn ol So. Ca.

lllacBeath l-lardwood

Maple Bros.. Inc. Mouldings

Marquan-Wolle Lumber co

Mulual Mouldrng and L umber Co.

osgood Inc.. Roberl S.

Pacific Lumber Terminal

Pacilic Madison Lumber C0. \213\ 773'2292

ParrLumberCo..

Penberthy Lumbe. Co.

Peterman Lumber Co.

Phrlrps Lumber Sales

Producl Sales Co

Reel Lumber Servrce

Relrable Wholesale Lumber Co.

Sammons SloraQe Svstems

San Antonro Constructron

Srmmons Hardwood Lumber Co

Snavely Foresl Products

Solt-Touch Computer Syslems

Soulh Bay Foresl Producls

Southern Calilornra Lumber Sales

Southern Pacilic

Stahl Lumber Co.

Slanlrne, Inc.

Sumwood, lnc.

Swaner Hardwood Co.

TrusJorstCorp. ..

United Wholesale Lumber Co.

Virginia Hardwood Co

Wall Dry Kiln

Weslern Internalronal Foresl Producls

Weyerhaeuser Co. (800) 647-7762 r213) 748,5451

COUNTIES

Beaver Lumber Co..

Beroer & Co.

Calilornia Forest Pr0ducls....

Calil0rnia Lumber Inspection Seruice

Calitornia Redwood Assn.....

Casella Transponalion

olvlK Pacilic Corp.

Doors, Inc.

Floor Seruice Supply (San Jose)

G&RLumberCo...

Georoia-Pacilic Corp.

Georoia-Pacrlic Corp. (San Jose)

Harn-essTimberProducts ..

Hiooins Lumber Co. (Monterev)

Hi66rns Lumber co isan Josdl

Hr6drns LumberCo iUnronCrlv)

Hi66rns Lumber Co. lWalnut cieek)

Hii-& Wood Lumber Co.

HMSSystemsCorp.....

SAl{ FRA]'CISGO BAY AREA

J. H. Baxter & L:0.

Louisiana-Pacitic Corp

MacBeath Hardwood ( Berkeley)

MacBealh Hardwood (San Francisco)

Pacitic Lumber Co. .

Panel Clip

RedwoodlnspectionSeryice....

RolandoLumberCo..lnc..

Seouoia Suoolv (Fairlield)

seduoia suboll lsan Francisco).

Simoson Buildinq Supplv Co.

]{oRTHER}| AND CEI{TRAL CALIFORNIA $#,"W.t:Stffi

Reid & Wrighl Schmidbauer Lumber, Inc. Simpson Building Suoply Co.

AUBURI{/GRASS VAI.LEY

All-Coasl Forest Products. Inc.

BAKERSFIELD Higgins Lumbe. Co Pacific Wood Preservinq of 8akersfield,Corp. (805) 582-3950

cHtc0

Srskiyou.Plunas Lumber Co

CT()VERDALE Bowman Lumber Sales

G&R Lumber Co.

Louisiana- Pacilic Corp Rolando Lumber (Krnlon Div )

FORT BfiAGG

Georaia-Pacilic Corp. (Redwood)

Holmes Lumber Co.. Fred C.

FRESNO

Georgia-Pacitic Warehouse HiggrnsLumberCo..... Lewis Co., lnc., Palmer G. Pacrfic Foresl Products

Weslern American Foresl Products

WeyerhaeuserCo. .. (800) 742-1939

Woodwork Inslilule 0l Calrlornra.

L0s 8A1{0S

Stewan Hardwood Lumber Co

All Coasl Forest Products

AmericanHardwoodco...

American lVill & Manufacluflng

Beachwood Foresl Producls

BurnsLumberCo.

C&ELumberCo........

Calilornia Hardwoods \800J 421'7779

Calilornia Lumberlnspection Servrce.....

Cal-WeslLumber& MrllrngC0.

Canlor U.S.A. Corp.

Catroll Mouldrng Co..

Cascade Empire Corp

D[IK-PacrlicCorp.

Essley & Son. D.C

Far West Fir Sales. .

Fonlana Wood Preserving

Founlain Lumber Co., Ed

Freeman & Co Stephen G.

Fremont Foresl Producls

Georora-Pacrfic Coro.

Goldr-nq Sulhvan Lumber Sales

HGH Lumber Sales

Inland Timber Co.

JohnslonHardwoodlnc

Koppers Co.. Inc.

L-P Dislribulion Center

Lamrnated Timber Seryices Inc

MacBeath Hardwood

Mariner's Forest Producls

Marquan-Wolle Lumber co

t'lewport Planrng N.'!rll. Inc.

Pacif rc Coast Lumber Remanulactu,ing

Pacrlic Lumber Co.

PacilicMadisonLumberC0.

Parr Lumber Co

Pelerman Lumber Co., Inc.

Product Sales Co.

Reel Lumber Service

Reliable Wholesale Lumber Co

ill0DEsT0

Snider Lumber Products.

Sunrise Foresl Products

Sward Trucking

REDOII{G AREA

Lewrs Co., Inc., Palmer G

L0uisiana-Pacrlic Corp. (Red Eluti)

Paul Bunyan Lumber Co.

P&MCedarProducls....

Reddino Lumber TransDol

Trinity niver Lumbe, Co.

Wisconsrn-CalilorniaForeslProducls...

SACRAMEIiT()/ST()CXTOI{ AREA

Beroer&C0..

Calitornia Burlders SuDolY

GREATER SAN

DIEOO AREA

KENilORE

BUYE M]S' GUIDE

PACIFIG IIORTI{WEST STATES ROCKY ilOUI{TAINS :*.f{4$

wasl{!llGTol{

Lewis Co.. Inc., Palmer G.

GREATER SEATTLE/IACOiIA AREA

AmericanPlywoodAss0cialion

Am8ricanTarCo......

Bel Air Door/Aloine Veneers, Inc.

Builders Hardware & Supply. (800) 426-2131

Burns Lumber Co.

Colonial Cedar

Georoia-Pacilic Coro. (Tacoma)

Georiia-Pacilic Corp. {Seatlle)

Lewia Co.. Inc.. PalmerG{Auburn)

Lewis Co.. Inc.. PalmerG(Bremenon)......

Lewis C0.. lnc.. Palmer G (Everett)

Lewis Co., Inc , Palmer G Alaska Dtv.

Loth Lumber

McFarland Cascade (S€nle)

McFarland Cascade (Tacoma) Wa. only (800) 521-2131

Nonhwest Forest Producls...

Savage Wholesale Euilding l\,lalerials, Inc..

Sequoia Supply.

Simpson Building Supply Co.(Kirkland).

Simpson Building Supply C0.(Shelton)

Simpson Timber Co..

Tumac Lumber Co.. (800) 982-8202

WeyerhaeuserC0. {Seatlle) (800) 562-0908

Weyerhaeuserco.(Tacoma)

SMKAil€

Beroer&C0...

Geoiaia-Paciliccorp ......

LewiaCo.. lnc.. PaimerG.

SDokane Tribal Wood Producls

Weverhaeuser Co. (in 0r.. ld.. Mt.)

WEl{ATCHEE

Lewis Co.. Inc.. Palmer G.

YAKIfIA

Lewis Co.. Inc.. PalmerG.

OREGOI{

ALBAilY CanlorU.S.A. Corp......

willameltelndustries,lnc..

c00s 8AY

Coos Head Lumber & Plywmd

CORVALLIS

Brand S... .... (800) 547-3401

Marv'sRiverLumberCo. (503) 752-0218

oredon Strand Eoard Co..

EuG;EilE/SPRINGFIEtD

BelAirooor/AlpineVeneers. Inc..

Diamond Wood Products

Forest Fiber Products Co

Fremont Foresl Producls

Georqra-PacilicCorp. ...

Hid & wmd Lumber Co. (800) 547-8927

JasperWoodTreating...... (800) 547-6063

LewisCo., lnc., PalmerG.

Lumber Products

McFarland Cascade

lvlcKenzieTradingC0....... (800) 547-6067

0regon Cedar Producls

PlastmoCo.......... inor. (800) 452'8202

Rolando Lumber Co.

Weyerhaeuser Co. (0utside 0r.)

JOHI{ DAY

John Day Lumber Co

KLATATH FALLS

Lumber Products

TEOFORD

GREATEB PORTIAil|l AfiEA

J. H. Baxter & Co.

Bel Air Door/Aloine

Veneers, lnc. (800) 547-6755

Boisecascade. (800) 547-8016

Catlall Brothers.

CascadeEmpireCorp....... (800) 547-8371

Cole & Associates, John T.

continental Foresl Products. (800) 547-8465

Crow s Weekly

oisdero Lumber Co.

Friesen Lumber Co.

Fullmer Lumber Co.

Furman Lumber, Inc.

Georoia-Pacific Coro.

Hamilon Lumber Sales Co.

Inlercell lllanulacturing C0., Inc.

Lewis Co., Inc., Palmer G.

Louisiana.Pacific Corp.

LumberProducls.....

Ml. Angel Plywmd Inc.

Nonhwesl Hardwoods

Penberlhy Lumber Co.

Pope & Talbol.

Publishers Forest Producls (800) 547'6633

Sequoia SupPly

Simon, Crablree & Ryan .

Southern Pacilic......

SunriseForestPr0ducls.... {800) 547-1771

UniversalLumberCo....... (800) 547'4238

Western International Forest Products . (800) 547-5500

Western Red Cedar Lumber Assn.

Western Wood Products Association

Weyerhaeuser Co.

RIDOTE

C&DLumberCo......

HerbenLumberCo......

ROSEBURG

KellerLumberCo......

SALEiI Lumber Products

AIiCII(lRAGE LewisCo., Inc., PalmerG.

ALASKA

E(!ULDEB

COLORADO

lmperialWholesal€.......

Reid&Wrioht, Inc.......

c0ltlttEncE crrY

RWSpecialties, Inc.......

western Turnings & Stair Co

DEl{VER

Georoia-PacilicCorp.

KoppersCo.,

aRt2('LA

OtsITUARIES

Paul Penberthy, founder and chairman of Penberthy Lumber Co., [.os Angeles, Ca., died on May 15, 1985, at the age of 95.

Born in Menominee, Mi., Feb. 25, l8S, he founded Penberthy Lumber Co. with his late wife, Lillie, in 1931. Together they built it into a diversified worldwide hardwood lumber concern which he guided for over 50 years.

Mr. Penberthy got his start in the lumber business during summer vacations working as a tally boy for local sawmills in Menominee.

In l9l7 he enlisted in the Army Air Corps as a flying officer. After the war, he rerntered the lumber business in San Diego with McCormick Lumber Co. Moving to Los Angeles, he worked up through the ranks from the yard to sales to general manager for the old W. E. Cooper Lumber Co. He had been a resident of Pasadena, Ca., for the past 25 years.

Mr. Penberthy is survived by two sons, eight grandchildren, nine greatsrandchildren and two brothers.

ADUERT ISERS'

U UU L9 L5 1 -\ ill;:ii::lli.,iiiii:.il,ii{i.F;ltllitliliiiilil:''i.ttiilllli:liiliillill:iil:i.iii:i:l:iilnll''iiLl:lrti

Bud Frank, owner,/president of Bud Frank Lumber Sales, Inc., Redding, Ca., died of a heart attack May 20, 1985. He was 51.

Named 1984 Lumberman of the Year by the Shasta Cascade Hoo-Hoo chapter, he was a longtime member of that organization. His career had included sales for Westco Lumber, Lansing Mclndoo and Dier Lumber Co. He also had been a partner in Karen & Frank Lumber.

Mr. Frank is survived by his widow, Gail, two children, five grandchildren, four brothers and three sisters.

J. W. "Bill" Rau, retired manager of the former People's Lumber Co., Oxnard, Ca., died in that city on May 5, 1985.

Born April 4, 1919, in St. Cloud, Mn., he was a 37 year resident of Oxnard. People's Lumber Co. is now an L.P. Home Center.

Mr. Rau is survived by his widow, Menora, one daughter, two grandchildren. a brother and a sister.

(Continuetl from page l8)

Southwest Forest Industies, Phoenix, Az., is selling Mallery Lumber Corp. and Knox Lumber Co. subsidiaries and liquidating White City and Grants Pass, Or., plywood operations...

Columbis Vista Corp., Camas, Wa., has improved its mill and is producing Douglas fir eased edged 4"; production is up to 250,000 b.f. daily...

The House Interior Committee has unanimously approved bill HR 1088 which would set a20Vo ceiling on Canadian lumber entering the U.S.; a second bill to give both countries a year to negotiate subsidies and duties before adding a l09o import duty is pending...

Housing starts in April (atest figs.) were 1,913,000, highest in a year...single family units were off l9o, multis gained 69o...bldg. permits increased 9vo...new starts in the West gained 890...