Merchant Magazine - June 1986

Serving the lumber and home centet markets in 13 Western States-Since 1922

John Day Lumber Compartrl, Hoducing Oualifl hndercsa Pine Prcducts for Ouafifr Conscious Customers

We at John Day Lumber are proud to salute one of our good customers, Ponderosa Mouldings, Inc. of Redmond, Oregon, a 50year old producer of quality mouldings.

They recognize that the high altitude, slow growing ponderosa pine Iogged in the John Day, Oregon, area results in a fine, soft texture which is especially suitable for an end produc such as moulding.

Ponderosa Mouldings president Kieran Madden is enthusiastic about our quality. He says that, "since the installation of the sawmill at John Day we have received pine moulding on a continuing basis, as we feel it is some of the best industrial lumber available."

The John Day Lumber Company produc line includes: 514 shop, 414 shop. 614 VG shop, 414 commons, 514 rough moulding and 4/4 selects.

- Admiring John Day Rough Moulding, Ponderosa president Kieran Madden {rjght) along with John Day's Tim Farrell (leftl and Dinty Moore at the Ponderosa plant in Redmond, Or

Robert "Pinky" Bergstrom and Ed Sturza, Ponderosa Mouldings' salesmen, agree that the soft texture and excellent color of the lumber produced atJohn Day Lumber Company allow them to offer their customers a truly fine oroouct.

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Shape up your moulding business with a proven selection of profiles.

In red oak, ash, birch, mahogany, pine and redwood. From Higgins.

lf you are a retail lumber merchant and weren't aware that Higgins distributes a top quality line of mouldings, you could be missing out on sales and profit opportunities.

For more information contact your nearest Higgins distribution center and ask about our retail moulding package including free catalog, moulding selection poster, samples, and custom moulding services.

Also, for the retailer who wants to build his business on customer satisfaction, Higgins offers hardwood rounds and dowels, oak and maple chopping blocks, cedar closet lining,

Finnish birch plywood handy panels, Upson board, pliant wood veneers, prefinished parquet flooring, treads, risers and much, much more.

For just how much more, please write to J.E. Higgins Lumber Company, 1399 Ygnacio Valley Road, Walnut Creek, CA 94598 or contact one of our distribution centers listed: Bakersfield, (805) 834-0632 I Fresno, (209) 264-1771[J Monterey Bay, (408) 722-7166 44 Reno, Nevada, (702) 329-1653 E Sacramento, (916\ 927-2727 n Santa Maria (805) 928-8325

I Santa Rosa, (707) 527-6333 tr Union City (S.F. Bay Area), (415) 471-4900.

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 helo 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 eff icient 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 momenl."

"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.

SeNing 13 Western States

Editor-Publisher David Cutler

Senior Editor Juanita Lovret

Assistant Editor David Koenig

Contributing Editors Dwight Cunan, Gage McKinney, Ken Thim

Art Dirrctor Martha Emery

Staff Artist Carole Shinn

Circulation Dorothea Creegan

The Merchant Magazine (USPS 79656000) is published monthly at 4500 Campus Dr., Suite 480, Nervport Beach, Ca. 9266Q phone (714) 852-1990' 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.

ADVERTISING OFFICES FROM WASHINGTON STATE, ORE. GON, IDAHO, WYOMING, MONTANA, UTAH, COLORADO and CANADA: Contact Carole Holrn. Phone (206) 340-0680.

FROM NORTHERN CALIFORNIA & ARIZONA: contact David Cutler. Phone (7t$ 852-1-9m.

FROM SOUTHERN CALIFORNIA: contact Carl Vann. Phone (213) 472-3113. Advertising rates upon request.

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The Merchant Magazine is an independently owned publication for the retail, wholesale and distribution levels ofthe lumber and home center markets in 13 western states.

DAVID CUTLER editor-publisher

Hire beforc you expirc

I N THIS gentle month of June, colleges and univerI sities across America bud forth with a new crop of graduates eager for growth in a career in business.

The best of the bunch will go for high tech and other promising fields. Regretably, we won't see many of them in this industry if the past is any indication. Once again we will have fuiled to attract enough of the bright new talent needed to keep our businesses vital and dynamic.

It isn't that we've been out-recruited. Instead, with rare exceptions, we haven't gone to the campuses to tell our story. To explain to the young people that the career opportunities in forest products' building materials, retailing and wholesaling are exciting and rewarding. The opportunities are truly unlimited. Where else can the entrepreneurs flourish to the degree that they do in this industry? Every month our

News Briefs page tells of enterprising individuals making the plunge into business for themselves. It's great' It is the strength and the glory of the American economy.

But how long will we continue to be blessed with the talented and ambitious? Somehorv industry must reach out and sell the many and varied opportunities available. The timing is right to attract the young. Business is no longer a dirty word among our aware graduates' Chrysler's Lee Iacocca is even mentioned as a candidatefor president. Can you imagine that happening in the 1960s?

Campus recruiting isn't just the province of the IBMs and Exxons. Any aggressive company can begin by picking up the telephone and calling the nearest college or university. Gening and staying in touch on campus could well produce the person you need to help your company reach its goals.

''THE DEALERS' SUPPLIER _ NEVER HIS COMPETITOR"

Customer satisfaction is the sum total of the number we do.

And when a customer asks us to add on to a building we constructed for them in the early 1960s, it figures they like our work.

Twenty three years ago the Dewolfe Lumber Company of Quartz Hill, Ca., called in San Antonio to erect their main building. Later, they needed to expand. San Antonio was called again, this time to enlarge the original build-

ing and addanall-metal roof.

This kind of repeat business is nothing new for us.'We constantly do additional work for previous customers.

Our decades of experience allow us to

provide our customers with exactly what they need and want. San Antonio's precision and quality building techniques ensufe long lasting structures. Buildings that we can enlarge in the future.

QUALITY I CAN TRUST FROM A SOURCE I CAN TRUST

WHY CEDARPRO?

says Mike Scherer, Vice President Scherer Bros. Lumber Company, Minneapolis, MN

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"When I make a commitment to new products, I do it because I can depend on the continuity of supply, the commitment of the manufacturer to excellence, and a distribution system that will assure me of competitive pricing on quality products.

My visit to P&M Cedar's McCloud, California manufacturing facility with my supplier, Eric Canton, gave me confldence that good people were making great incense cedar siding and panelings.

ffifi$Sf paneling than CedarPro.

,. : ftlV Sttpplier? Canton Lumber-the same source we have been able to depend on since 1930. They research

quality mills, they back me with their warehouse stocks, and they help my sales organization sell CedarPro.

CedarPro, Canton and Scherer-commited to being

The mill manager, the manager of the dry end of the operation, and the shipping superintendent all proved to me that quality begins with the log sort and ends with the ffttisfaction of my builders that they cannot buy a better sources you can trust."

For the distributor nearest you call us today!

Tongue & Groove

Rabbetad Bevel

28 ways to cut insurance costs

ISING INSURANCE costs are hitting everyone these days with many feeling porverless to cope with them and wondering what action they should take.

The following 28 suggestions to save premiums were compiled by an insurance expert especially for those in the building materials trade. Lauren McCarthy, assistant vice president of Bayly, Martin & Fay, Los Angeles, Ca., suggests the following ideas.

(1) Increase your deductibles. Many are still using $100 comprehensive deductible and $250 collision deductible when they should be using at least 2501500 or even 500n,000. (You bump a car now and you have $500 damage.) Insurance companies really don't give credit for 100/250 deductible. Fire insurance deductibles should be at least $1,000.

(2) Eliminate redundant premiums. Example: medical payments on trucks. Only employees should be in trucks. If they are hurt, coverage will be under Workers' Compensation.

Another example: hardware store general liability can be charged at area or payroll. Ifyou have a large building, use payroll. If the store employs many people, use square footage.

(3) It is a mistake to pay liability premiums for non-highway forklifts which should be at no charge.

(4) Fire legal liability premiums can be eliininated either by getting a waiver of subrogation or by getting a Hold Harmless Agreement or by amending the lease by adding younelf to the landlord's poliry as an additional insured.

(5) Changing the garaging territory on a truck can save premium. Example: if the yard is located in a high rated city, garage the truck four nights a week in a lower rated suburban territory.

(6) Check the gross vehicle weight on a truck to make sure it is correct, using the metal plate on the truck, pink slip, etc. Under 10,000lbs. is rated as light; 20,000, medium; 45,000, heavy; over45,000, extra heavy truck tractor.

(7) Duplicate and store separately valuable papers, accounts receivable, records and computer software to avoid buying insurance.

(8) Self-insure items of small value such as fences, signs, money, glass.

(9) Pay small claims yourself to keep your record clear. Underwriters are reviewing applicants once more and that means looking at frequency as well as losses.

(f0) On Workers' Compensation, change a highly paid salesman to officer status with a payroll limitation of V4,2ffi.

(11) Review open reserves on Workers' Compensation claims before unit stat time (6 months after expiration of poliry) with your insurance company and broker to make sure open reserves are justified and will not increase your modification.

(12) Request early advance payment on large property claims. Example: If you know loss is in excess of$100,000get $100.000 at least.

(13) Review your umbrella limits and reduce the limit if your previous purchases were based solely on availability and cost.

(14) Carefully review terms and conditions ofleases and other contracts.

(lt) Develop and maintain clear record ofyour losses.

(1O Use free services of your insurance company such as engineering, appraisals, claim services, risk management.

Story at a Glance

(17) Obtain Hold Harmless Agreements from guard services and other providers of labor-oriented services in your purchase orders.

(l8) Give as much information as possible, including all exposures, claims and loss history to your broker. He will be able to get a better quote.

(19) Get information to your broker early before rates increase.

(20) In competitive bidding situations, advise each competitor that the first bid is his only bid and stick to it.

(21) Don't get the reputation of being a "shopper" or "market burner." When several brokers seek quotes for the same client, the underwriter feels the risk is distressed and the price is forced up. Underwriters have little appetite for multiple submissions (people who ask for bids from more than two brokers).

(22) When insuring private passenger vehicles, it may be less expensive to insure in your own name as an individual if your record is good.

(23) Don't depend onone agent. Start shopping 60 days early, as your agent's hands may be tied by the company he represents. A broker can go to several companies.

(24) Insist that your employees report actual and potential claims immediately.

(25) When installing a new benefit plan, remember it is harder to reduce benefits later than to improve them.

(26) As a health insurance deductible, substitute a fixed cost of $15 a month rather than $500 deductible per family per year. It is better psychologically for your employees.

(27) Screen prospective new drivers by having your broker run motor vehicle reports on them.

(28) Use pre-employee physicals to help cut Workers' Compensation claims as well as to screen for substance abuse.

How to tell clear all heart flom clear CLEAR

"Write something to help my employees tell customers how to identify clear and clear all heart redwood," the voice on the other end of the telephone said. "Most people don't understand the difference between the two."

To understand the difference, it is necessary to know that heartwood is the portion of the tree in the center, surrounded by sapwood which is on the outside next to the bark. Sapwood as the name implies contains sap. Redwood heartwood is more durable than sapwood although the redwood sapwood is more durable than many other species.

Story at a Glance

Easy identification for redwood grades color is the key to heartwood and sapwood . clear grades have no knots each grade has its approPriate uses.

Clear all heart redwood is deep cinnamon color while clear redwood has creamy yellow streaks because it contains sapwood in varying amounts. Both clear all heart and clear are free of knots and are considered architectural grades.

B grade redwood, although considered one of the three architectural grades, will have a limited number of small tight knots. It contains both heartwood and sapwood and will look like clear redwood except for the knots.

Construction heart is all heartwood with knots and merchantable heart is all heartwood with larger knots. Construction common contains both heartwood and sapwood with knots, as does merchantable, only with larger knots.

Clear all heart is the finest architectural all heartwood grade. It is normally

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CTEAR all heart redwood (top photo) is all heartwood and cinnamon red in color. Clear redwood (lower photo) contains both hearhvood ahd sapwood, which gives it streaks of creamy yellow and cinnamon red.

Pre-staining can help cute dealer headaches

EALER A sold some cedar siding to his customer, who came back a few days later to buy stain. But the third time he returned, it was angrily, with a cargo of complaints.

It seemed that the stain wouldn't go on evenly, it streaked and left lap marks. And the new wood had shrunk leaving noticeable bare spots. And

Dealer B has solved these problems before his customers ever see the wood. He offers an alternative, pre-stained wood. His customers don't return grumbling; they've been sold a product guaranteed never to crack, peel, flake or blister. They've also been saved the stainingjob inconveniences of potential weather delays, the clutter of equipment and scaffolds, and cleanup.

More and more dealers are following Dealer B, offering their customers the satisfaction of pre-stained product.

Machine-stained wood is readily available from a growing number of outlets.

Olympic Stain is a pioneer in providing their machine staining process and equip-

ment for use by lumber sellers. Since 198, approximately Vz billion board feet of lumber has been machine stained.

And the market's still expanding. Hedlund Lumber in Sacramento. Ca.. in business for more than 30 years, began specializing in cedar sidings about 12 years back. Fouryears ago, they adopted a staining service. "Like anything else, it's something that takes time to catch on," observes Gary Steiner, Hedlund vice president. "But it seems that once somebody uses the product, they're really sold on it." Hedlund actively promotes the service, saying that it betters an already quality product.

Machine operators such as Hedlund can stain lumber or plywood including siding, trim and soffit materials in any widthrp to 50 inches and in any thickness from '/e to 4 inches. The materials can be stained in any of 67 semi-transparent or solid colors.

The typrcal machine staining operation runs like this:

First, raw lumber or plywood is fed

Story at a Glance

Machine staining gives a dealer a unique sales edge in a local market ... machine staining can eliminate some customer complaints ... half billion b.f. made since 1978... howthe machine does it.

horizontally along conveyors into the hydraulic-powered staining machine. After stain is flooded onto the surface, Neoprene pressure rollen force it into the wood. The stain sinla in, intensiffing and adding color without destroying the wood's identity.

Next, high-speed revolving brushes thoroughly "back-brush" the top and

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STAIN is flooded onto the wood's surface in a typical machine staining operation, then forced into the wood by high pressure rollers and

brushed over and over to ouarantee an even a0plication free of exposed arEas. Problems such as lap marks, shrinkage, cracking, peeling and

blistering are said to be avoided by pre-staining wood before it ever gets to the customer

How to sell more effectively

OW MANY salespersons do you have in your store? Not the ones who smile and tell the customer where to find the nails, but the kind who can really sellwho can explain the benefits ofa product and guide a customer in making a decision on a big ticket item.

Customers want salespersons who know the product. They want service and courtesy, but most of all they want to learn about a product. They want a visual as well as verbal demonstration of the merits of the various brands. Customers want to base their buying decisions on facts, facs which your salesperson gives them.

The Armstrong flooring sales staff has developed a three step selling approach to increase the skills ofretail salespeople. Based on the acronym ACC, the strategy points out that a salesperson should (l) Ask questions to determine the customer's needs; (2) Choose the product that will best meet those needs, and (3) Concentrate all selling methods toward making the sale.

Smiling is the first step in the "ask" phase which includes greeting the customer, determining his needs through questions, listening effectively and getting mutual understanding.

Story at a Glance

example, "What are you going to use the hammer for?" will bring out the need for additional materials or tools as well as specifics on the quality or type of hammer needed.

Listening is important. More than hearing, listening is absorbing and understanding what is said and considering what is not said. Body language and attitude are important communications too.

After determining the customer's needs in the "ask" step, the salesperson should move into the "choose" phase by selecting the product or products which will meet the established needs. This is where the s:lesperson must relate the benefis of the product. A customer buys benefits, not products.

When the benefis have been completely explained, it is time to learn the customer's opinions of the products. Do not ask "do you like this one?" It is too easy to answer ''no.' ' The correct question is "which of these do you prefer?" This forces the customer to consider the merits ofthe product and make a decision.

At this point, the customer will probably raise objections. He agrees with what you have said, "But ." Many times, he has a real objection, but other times, he is just hesitant to make a decision. Whether the objection is to the price or a feature of the product, the salesperson must allow the customer to completely express his objection. Then he must answer the objection, again stressing the benefits ofthe product. "Yes, it does cost more, but..."

After you have your response, reassure the customer that he has made a good choice. Re-emphasize the benefis and tell him how much he will enjoy using the product.

Ifthe item is to be ordered or picked up at the service desk, go over the order or estimate step by step, making sure that the customer fully understands what he has bought and what he will pay. Determine how payment is to be made.

The final step of any sale, successful or unsuccessful, is a big "thank you" and another smile. This is the key to happy customers and repeat business.

Eight Good Sales Tips

By KenThim Genstar Building Materials

Salesmen are made, not born, despite ideas to the contrary. With this in mind, the following eight suggestions can help a dealer to turn his employees into salesmen.

(1) Keep current with the trends in the marketplacea new product, a new tool, a new technique.

(2) Be aware ofthe prices on each product line as well as the price structure used by the competitors.

(3) A sales rep can well be the source of information that you can't locate in the catalog, the product manual or on the box or container.

The salesperson is instructed to introduce himself, then determine the customer's needs through the use of the five W questions used in journalism: who, what, when, why and where.

These questions are recommended because they can't be answered wth a yes or no. In giving the answer, the customer gives the salesperson information. For

Now is the time to move into the last phase ofthe three step selling approach. Listen for buying signals, develop a positive attitude and concentrate on the sale. This can be done directly by virtually handing the product to the customer, if it is small enough, or asking how they will get it home. The indirect method would be to offer the customer a choice. "Which of the two do you want?"

There also is a take-it-for-granted approach. For a large item, it could be "Since we are in agreement on everything, let's write up the order and set a convenient delivery date." Regardless, give the customer time to act, don't assume that a moment of silence is a "no."

(4) Iftep up with "spiffs," coupons, show specials. advertising.

(5) Keep in touch with vendors.

($ Don't ake advantage of your position to treat a customer rudely.

(7) Educate the uninformed. use common setse, good judgement, patience, tolerance and underslanding with all customers.

(8) Listen and learn from the customer.

A proven three step method to increase the skills of retail salespeople ... what to ask and not ask ... sell benefits, not products techniques of closing a sale.

Arizona home center stresses self-service in new location

G' ELF-SERVICE for the do-it-your9 selfer is stressed in the prototype Babbitt Home Center store opened in Winslow Az., this spring.

A new concept for the business which has operated its other locations in a more traditional format of building material storage in warehouses or yard facilities, the store is a relocation rather than a new entry into the market.

The former location in a Winslow industrial area had only 1,400 sq. ft. of display area as opposed to 17,000 sq. ft. in the new facility. Located in the North Park Plaza Shopping Center, this store is the first in the chain to use a modified loop layout and decor system. The design includes 10,000 sq. ft. of gondola display plus 7,000 sq. ft. of lumber and building materials displayed on warehouse racking.

The new store design, decor and merchandising will be the prototype for remodeling and remerchandising the other Babbitt Home Centers. The store in Cottonwood has already undergone a major remodeling, converting to the new prototype design. The remaining four

stores are expected to be converted to the new design in the near future.

The Winslow store serves the immediate town which has a population of about 8,000 people and an additional market

Story at a Glance

Babbitt opens prctotype storc in Winslow... Cottonwood unit is remerchandised to same new format ... more square footage, loop layout, warehouse racking utilized goal is 50/50 customer mix while retaining contractor trade.

area of almost 12000 people including the residents of the Navajo and Hopi Indian reservations.

Although the store is oriented to the d-i-y customer, it will continue to concentrate on serving the contractor customer. The goal ofthe new location is to change the customer mix from 70% contractorl30% d-i-y to a 50/50 mix by increasing d-i-y sales without any loss of contractor business. They are moving towards this goal, according to Dave Hasen, retail merchandising manager for the home center division of Babbitt Brothers Trading Co., with a60% contractorl4o% d-i-y trade ratio in the months since the March opening.

Mike Durnez is home center manager at Winslow. Jan Adams is retail store manager. They have 2l employees. This store merchandises decorative as well as building materials including wall and window coverings, lamps, cabinets and other items needed to complete the interior ofa home.

Wider aisles, easily reached shelves and carts for carrying large items such as

CEREMONY officially opening the new location featured the cutting ol a2x4 by Mike Durnez, William R. Galis,president of Babbitt Brothers, and Dave Hasen, retail merchandising manager,

(left to right) while G. Raymond Lopp, senior vice president, and Jan Adams, (left), store manage[ observe. Babbitt's ns^/est concept (right) of a doityourself lumber and plywood department has

large carts and other merchandising features heloful to customers.

structural panels as well as smaller carts and baskets to handle smaller purchases are geared towards selfservice. Cashier stations also are designed to serve the customer better and faster.

Bill Galis, president of Babbitt Brothers Trading Company, parent company of the home center division, presided at the grand opening, cutting a2x4 to officially open the new store. Customers were attracted by banners, flags, balloons and refreshments ofpopcorn and soft drinks. Door prizes were awarded during the

grand opening. A local radio station did live remote broadcasts during the day. Special sales prices were found throughout the store with vendor representatives on hand to answer questions and assist with sales. An invitational preview opening was held the evening before the store officially opened to the public.

Babbitt Brothers Trading Co., which is headquartered in Flagstaff, Az. , is affiliated with Builder Marts of America.

"tNEWEST entry in the Babbitts chain of home center stores in Arizona, this store is a prototvDe of a floor plan and merchandising sysiem tri be implemented in the other five stores in the coming months. The Winslow store is located in North Park Plaza, a shopping center

GRAND OPENING was a 0ala affair with batloons, free refreshments and-good prices for customers. Sales person Shaion Conwav. Mike Durnez, home center managef and Jan Adams, reiail store manager, were busy handing out freebies to customers. Cici Denlinger (right), office manager, looks on while Penny Ellis, cashier, checks out a customer

Proper merchandising can cut store losses

alf ArcHY PHRASES such as "ImY pulse Buying." "Manager's Specials" and "One Day Sales" are all familiar terms of the trade. However, do we want to "move" merchandise or sell it?

It may well be that those carefullY planned, eye-catching displays are nothing more than a convenient source of highly pilferable items asking to be "moved." Attractive and accessible merchandise, a high traffic count and a relatively low number of employees make your store a tempting target for shoplifters and dishonest employees

The National Retril Merchants Association says department stores doing over

By Roger Myers Corp. Security/Safety Director Dixieline Lumber San Diego, Ca.

I million in sales have a shrinkage rate (internal and external theft, plus faulty record-keeping) of approximately 2.46% Some estimates place the annual shoplifting losses at $25 billion, or approximately 2.8% to3.0% of retall sales, excluding restaurants and gas stations.

The reduction of these astronomical losses and the prevention oftheft has to be addressed at all levels of store operations. One of the primary considerations is in the merchandising facet of store layout and display. The purpose ofdisplay and layout is to create maximum customer desire. Unfortunately, this objective often makes merchandise easily accessible and attractive to shoplifters. Display personnel and sales department executives should consciously keep the vulnerability to shoplifters in mind when designing displays.

When planning the physical interior design of a store, some primary areas to be considered include locating restrooms outside the selling area where they can be tightly checked and controlled; placing second floor or mezzanine level offices in such a manner as to allosr views of the sales floor through one-way mirror glass;

raising the cashiers' stations or servlce counters up above the store's floor level to give better visual accessibility to the store; keeping all display shelves, gondolas, stacks ofmerchandise and directional signs lorver than six feet or above the eight foot height area.

Merchandisers should be trained to always consider the ease with which items can be secreted. Many vendors will offer to set up their own displays for you to save you man-hours and money. Keep in mind that these vendors are self-serving and want their products where they are most

Story at a Glance

Eye-catching merchandising also attracts shoplifters vul' nerability to Pilfering must be a prime display consideration proper interior Planning, use of secure display cases, alarms, dummy samples, electronic tags, bulky Packaging can cut losses.

visual and accessible, not necessarily where they are the most protected and least vulnerable.

When planning the locations for displays, a general rule of thumb is to keep large bulky items in areas with less sales personnel coverage and smaller more easily stolen items close to sales counters or in areas ofhigh sales force coverage. Highly rulnerable expensive items should

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L0CKED cases with glass fronts are a good_way to keep expensive, easily pilfered items safe. Customers can see what thoy want and then examine it more closely under the supervision of a sales 0erson.

CHAltl GANG display keeps drills within easy reach of customer for examination, yet safe from beino easilv stolen. After a decision to buy has neerimade, the merchandise is available from a sales person or by presenting a sales ticket at a pickup point.

ANEWTOTTFREE TETEPHONE NUMBER FOR YOUR CONVENIENCE AND SAVINGS

While you con still reoch us ot (2'13) 921-4334 we hove odded q new loll free number:

We speciolize in serving you with timbers ond other Douglos Fir items

Pleose coll us of either ,1-(800) 223-HUFF or 4-(2t3)e24-4334

13535 E. ROSECRANS AVE., SANTA FE SPRINGS, CA 90670

g.s*ls.,. i,iis-qi-r}&

Thc North HollyrvorxJ. Ca., yard of the Mullin Lwnber Co. has been sold to Thc krrv Companias, Tarzana. Ca.. which purchased the assels only. no nrerger was involved...the yard will operate as Terry Lumber, one of 13 retail and 3 wholcsale flnus owned by the parent co.

We stem Lutnbe r Co. , Tucson, Az. ' is moving north of town to a former Wickes unit; Joe EsPich is mgr. ' Lunber Crt-r'willbe in a new shoPping ccntcr hcinc dcveloPctl in bamarillo. Ca. ...Ict'n' Lumbcr Ct'has completed remodeling its El Sercno, Ca., unit, adding new lutnbcr storage buildings...

Hund\ttnttt, with a ncw distribution center in Kearny Mesa (San Diego), Ca., plans to oPen fcur mtlre retail stores in the San Diego area this year; renrocleling of 21 units in thc 53 store chain has been completed...

Suppl.rCo w ill opcn un 87.000 sq. ft. hclme improvement store in Hillsboro, 0r., in August: it plans four or fivc lnore stores in metro Portl;frd, Or., in the next five years...

A 4.0U) s,4. l\. Lurnberulcrt'.s htllltc irnprovcttterlt eenter & nursery is planned fbr a shopping center under construction in Silverdale ( Bremerton), Wa.: a Nov. I oPening is anticipated...

Ncu o nu I Luntbe r, Fountain Valley, Ca.. has reported its first annual loss in zl4 years. ..Pat 'N Pak Srorcs, Kent. Wa., reported increased sales but lower earnings for its recently completed tiscal year...

Irnperittl Strtres has oPened a 24ff]i ]_sq. ft.. $l millionhomecenter as a replacemcnt lbr a downtown storc de stroyed in a $1.6 million fire last

February. Impe riol l/ul I ev Lurnber Co. Brawley, Ca.. celcbrated the completi<ln of an expansion rvith grand opening ceremonies. .Sackcl/ & Petet:s. Whittier. Ca.. will celebrate its -36th anniversary in July...

A preliminary decision fiom the Intcrnationul Tritdc Cotttmission tltl a petition filed by the U.S. Coalitir:rn firr Fair Lumber Itnports seeking c'oltrtten'trilin,q dutics ttrt Canadian lumbe r is due Julv 3 with t'inal decision Oct. 20...a tarit'f of 27 % or an estinratcd $54 per tnbf on sotiwood imported from Canada is requested...

Retl t'etlur shakes and shingles producers have been grantcd temn()rrrv pr()lcetion lhrnt Cartadiatt imp,rrt.-*ith a -15 % tarift'to hc phased oul ovcr the ncxt fivc ycars. stal ing at 35% tdr 30 months, droPPing ta20% fbr two years and thcn to 8% for 6 Ill()nth\...

In-Sink-Erctor has oPened a West Coast distribution center in Chino, Ca. -.Autrn Building Contpanents ' frc. , has opened a 12.000 sq. ft' sales. service and stocking facility in Denver. Co.

ktrlatth Cory. wlll sPend $35 million rebuilding its 60 Year old Lewiston, Id.. sawmill ..Craiglttttn AtrJirtson has purchased Inland Lutttber Co., Colton, Ca., (sec P. 35 for story ) .Stimson Tratling Co. has openecl in Portland, Or.. as a sales unit of Sti rrs on Lunilter Co. , Forest Grove , Or.

Wt'hh ManuJuL'tttritt,q lrt'. has added a 10,000 sq. ft. storage building and plans for anothcr 60.000 sq. lt. inf g./storage ttnil ... ...Califorrtiu Luntber and Millw,ork is a new Locrmis, Ca., firnt. Jinr HaYes and Jim Ellswonh owncrs...

The Merchant Magazine

T7tngl'altlt Wbod Products Co., Eugene, Or.. has been sold to Eugerte Wrxxl Pnxlut:l.r Co. by owners Hatvey ipcck. Vcrn Kilpatrick and Sharkey Kbnirncr. ..Hu.lJ'l-nmbel Co. , Santa Fe Springs. Ca.. is adding a 44x140 umbrella building and re roofing a 40x100 building...

A flre of undetennincd origin destrrryed 3 dry kilns at South Ba)'Forest Pixlut'ts, Orange. Ca., MaY 25, temoorarilv drsrupting ()pcrations tbr a shr'rrr periorl:'S,,ith br.n'also has 4 kilns at its Union City, Ca., facility...

Kttlurrtrt Frtrt'.st Prtttluc'ts,ltr'. is a new remanufhcturing firm in Kalama, Wa.. Jerry Keef'e. pres. ' 'Ernpire Farest Prutdur:ts is new in SPokane. Wa., incorporating the siding and punel cliv. ot'WSI, [nc.;Jarnic Ettrtner in chargc of sales and purchasing...

C()ntitt(ttlal Dottr Irtt'. has been opcned in Rocklin, Ca., bY Clrcsqteake hrlustries, Inc'. (see page 34 fbr story). ..TS Industries, Inc' Huntington Beach, Ca., has oPened an insulation mfg. plant in Dallas, Ti.

Cascade West Ltunber Stzles, Medlord, Or., is a ncw wholesale lurnber co. formed by t.cw MacDonald, Golrlen State Mouldirrg, Rocklin, Ca.; Phil Shugart. Medfbrd Moulding Co. ' Medfbrd.0r.l and Doug SeeleY' tbrmerly with Sttrrc'rrst Forest Indttsrries, White City, Or. ...

The Lumbtr Assot'iutittn "f Southern Culifumiahas moved to new offices at the Puente Hills Business Center, 17890 Castleton St., suite 240; City of Industry, Ca. 91748: the new telephone number is (818)9 65 -4344.

Housing sttrts tor APril (latest l'igs. ) rose 4 .l% t<"t an annual'rate of 2.009,000 units. .both single family and multis also increas ed 4.1% ' building permits edged uP 2.7 7o '

(Please turn t0 Page 62)

Yourcontinuous, reliable source.

ince 1869, The Pacific Lumber Company has been accumulating timberland in Humboldt County, California. Through selective logging practices and continuous yield forest management, we have maintained a steady supply of old growth redwood and Douglas fir. This source of old growth, together with our second generation timber; assures you that Palco is able to manufacture a blend of uppers and

commons in both soecies to accommodate your needs. Our versati lity in manufacturing and packaging allows you to order rough, full-sawn, kiln dried redwood and Douglas f ir uppers, Clear All Heart and Clear vertical grain redwood siding, Douglas fir timbers, air seasoned redwood commons and much more. With one truck, from one location, you can obtain up to twenty different redwood and fir products in conve-

nient pre-tallied units.

You can be assured of a steady, reliable source for mixed loads of quality redwood and Douglas fir from The Pacific Lumber Company.

Photo: Pacific Lumber

Western Softwoods, Moufdings & Mtllwork Agricultural Wood ProduGts, PlSnuood, Particleboard

GALENDAR

JUNE

North American Wholesale Lumber AssociationJune 16-21, wood marketing seminar, Oregon State University, Corvallis, Or.

Infand Empire HeHoo Club - Jwe20-22,ladies' weekend, Hotel del Coronado, Coronado, Ca.

Society of Wood Science & TechnologyJune 22, convention, Sheraton Hotel, Spokane, Wa.

lbrest Products Research SocietyJune22-26' annual meeting, Sheraton-Spokane Hotel, Spokane, Wa.

Umpqua Valley Hoo-Hoo-Ette Club-June 23, installation of officers, Tom Tom Restaurant, Roseburg, Or.

Housewares Show '86 -June 24-26, Tokyo, Japan.

LUMBER:

MILLWORK:

Paul Anderson. Robert Glatt, divisionmgr., JimHaas. Richard H. Mills (sacramento)

G.W. "Thck" Baker (etp."o)

We are also pleased to be a West Coast area distributor for CF&I steel products as well.

BERGER & COMPANY ag" (a Conagra company) tAgfa IS.{\ L\TER\.{TIO\-.{L AE

@MMODITIES TRADING

ORGANZATION WITH OFFICES IN: San Francisco, Ca. (headquarters); Chicago, Il.; Colfax, Wa.: Fargo, N.D.; Filer, Id.: Grand Cayman, British West Indies; Santiago, Chile; London. England; Geneva, Switzerland; Nicosia. Cyprus; Buenos Aires, Argentina; Moose Jaw. Canada: and Taipei, Taiwan.

JULY

Los Angeles Hoo-Hoo Club - July 2, Angels baseball, buffet & beer, Anaheim Stadium, Anaheim, Ca.

National Retail Hardware Association - July 20'24, national convention. Westin. Seattle. Wa.

AUGUST

Los Angeles Hoo-Hoo Club - Aug. 8' golf & dinner, Anaheim Hills, Ca.

National Wood Window & Door Association - Aug. 9-13, surtmer meeting, Grand Traverse Resort, Grand Traverse, Mt.

National Hardware ShowAug. 10-14' sponsored by American Hardware Manufacturers Association, McCormick Place, Chicago.

Wood Moulding & Millwork Association - Aug. 13-15, annual meeting, Reno, Nv.

Townley Hardware Co. - Aug. 15-17, Sentry market, The Broadmoor, Colorado Springs, Co.

SEPTEMBER

Hoo-Hoo International Annual ConventionSept. 141$ Mount Washington Hotel & Resort, Bretton Woods, N.H.

Morse Hardware Co. - Sept. l$ show, Holiday Inn, Bellingham, Wa.

Mountain States Lumber & Building Material Dealers AssociationSept. l$ golf & dinner, Park City, Ut.

Mountain States Lumber & Building Material Dealers AssociationSept. 19, board of directors meeting, Park City, Ut.

Red Cedar Shingle & Handsplit Shake BureauSept. D, annual meeting, Sea:Iac Motor Inn, Seattle, Wa.

American Plywood AssociationSept. 29-30 annual meeting, Disney World's Contemporary Resort Hotel, Orlando, Fl.

Batibois International Wood Construction Exposition - Sept. 30Oct. 4, Bordeaux, France.

OCTOBER

Western Hardwood AssociationOct.8-10 annual meeting, Reno, Nv.

National Lumber & Building Material Dealers AssociationOct. 9-16, annual convention & exhibit, Westin Crown Center Hotel, Kansas City, Mo.

Ios Angeles Hoo-Hoo ClubOct.24, golf, dinner & election of officers, Azusa Greens, Azusa, Ca.

New Energy-Sayer Sells Homes

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o Reduces cold air infiltration through sheathing cracks and seams

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Protects insulation R-value

r The inexpensive energy feature homebuyers are looking for

Posts, poles, pilings, timber, crossarms, grapestakes, dimension lumber.

Pacific Wood Preserving of Bakersf ield produces virtually 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 capability to work for you. Call today:

Steve Ryan, General Manager In California (800)582-3950

Outside Californ ia (805) 833-0429

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Bill Fishman & Atfiliates 11650 lberia Place San Diego, Ca.92128

ACK your crepe sole shoes and Your camera and get to Expo 86 in Vancouver. I was lucky enough to be in Vancouver the first week of this world fair. It was perfect everything I hoped it would be. Unlike the horrible conglomeration of side shows that New Orleans tried to peddle as a world fair, the Canadians are doing an outstandingjob' Vancouver itselfis an exciting city and it's even more so with the Expo on the waterfront.

The show's theme is Transportation and Communication. My interest was not only in the technology, btrt in the presentation ofthe technology. Within every pavilion I was able to find some visual or audio technique that will someday be adapted by the retail industry.

Many of the countries used a multi-camera projection of motion on a 360o screen that puts the audience right in the center ofthe action'

Although this wrap-around technique is not brand new, I was surprised to see it so frequently used at the Expo. More impressive, and more easily adaptable within the commercial world, is the use of Vidiwalls.

Here, a wall is created of color television monitors with pictures 18 times brighter than giant screen projections. While the Canadian exhibit used approximately 12 TV monitors across and 9 TV monitors down to create a gigantic wall, some of the smaller countries were successful with the same technique using a square of only four TV monitors. A computerized video tape player controlled the images allowing the same picture to repeat on all the screens, or a different picture on all the screens, or a small segment ofone scene on each screen to make one giant picture.

Another show stopper was a demonstration of robotics. The crowd was fascinated at the ability ofthe robot arm to lift a single sheet of paper, fold it into a paper airship and launch it

over the heads ofthe crowd.

Just as in many of the museums of science and industry, some exhibis invited hands-on participation. Whether it was turning a dial or making water dance by creating vibrating sounds, both young and old enjoyed the interaction with the display. As I warched, and also turned dials and rotated levers, I wondered how much more material could be sold I the building material dealer if we could overcome the safety factors and invite the customer to try it out in the store.

China, in its pavilion, attempted to give the public the sensation of riding on ir new railroad with picturesque countryside being viewed as a passenger looking out the windcnv of the morring train. The concept of the display was very creative, but the implementation was a near miss. A chain pulled the scene past the many simulated train windows. However, the mylar photographs showed the many seams where the continuous photographs were attached, and the photos themselves were mismatched with different color skies in each connecting scene. Here too, hotvever, look for the retail industry to adapt and perfect the concept.

Craftsmen creating their works in view of the public drew hordes of crourds. It's the timeproven merchandising technique of a live demonstration. Regretfully, in our industry we have been too ready to let a filmed presentation

our selection oF western red

items are inventoried and included in our weekl y flyer sent to all Fremont customers.

June 1986

substitute firr livc dcnronstratiolts ut the skrrc lcl'cl.

[)nrnraticallv prcsentcd tn()dcls itttract attcntion. Witncss thc cro*,cls arounrl thc rrrodel o1' thc prolxrsed runncl bcncath thc Enslish Channcl. [t wasarcnrindcrtonreof thccarlr davs o1'our honrc centcr inclustn *hcn Rcichcimcr in thc cast sold cookrc cutter rcnlrdcling insullation lbr Levitt Hotrrcs by clcrlonstrating thc dil'l'crcnt configurations of attrcs. dornrers and roorrr additions attachcd to thc \tandard models ol'Lcr'itt Honrcs. And if not *rxrd or clav motlcls. then our industrv had bcttcr get rcadr. tirr Contputer Assistccl Desi-sn (CAD) that will show home<twncrs not onh schcnntic drawings ol their proposctl rcrnodclin!. hut also full color three dinrcnsion r ideo rcntlcr, in.ur olthc IlnishcJ renr'\lrlino pru.icet.

While thc vnorld of thc luturc waits lirr vou in Canada. thc past is also rvcll represcntcd at Expo tl6. It's a grert rcntindcr o1'hon quicklr \{'e 'vc progre sscd in a f'er', sh()n vcars and how inrpossiblc it is to pro.jcct what thc f uturc will bring. One cxhihit highlighls a cluotation of thc pcrson in charlc of'the U.S. Patcnt Officc carlicr in this ccnturr'. He said u ith srcat sin ccrit\' 'All that can hc inrcntcd. has br-cn."

European Home Center Trip

A builcling suppll clcalcrs tour o1'Europe incorporating thc Frcnch Harclr',urc Shori' is planncd lbr Scpt. -1-21. Copcnhaucn. Malrno. Stockholrtr. Flankturt. Hcidclbcrg. Mannhcint. Pulis and London r', ill hc visitcd. TirLrr leadcl is Gcorgc L. Milnc. hontc ccntcr industrv c()lt s Ll ltant

LMA NE\MS

EADED I new president Embree B. Cross, LMA members elected new officers at the general membership meeting in l,ahaina, Maui, Hi., on May 19. Cross, known more commonly as Breezie, assumes the position vacated by L. Ron Silvera. Breezie and wife Ruth operate Truckee-Tahoe Lumber Co. in Truckee and Tahoe City, Ca.

Other officers elected at the same time are: Dale Winslow, first vice president; Neil Keefer, second vice president; Bud Spencer, treasurer (2nd of3 yean); DonJohnson, chairman, insurance trust (2nd of 3 yean). Newly elected board of directors members are Greg Fowler (second term), John Shelton, Gary DeYoung, Bob Patterson and Jim Merchant. New trustees on the insurance committee are Becky Hibbert Gale and Bob Jessell. Appoint

ed to the executive committee were Bruce Pohle, Joe Mayfield and Jim Leonard.

The convention, our 47th annual, began with the Dangerous Divot Diggen golf toumament on Sunday, May 18. For those able to find their way out of the jungle rough of the Kaanapali golfcourse and back to the Hyatt Regency Hotel, our convention center, the annual associate member cocktail reception and buffet luau awaited.

On Monday, May 19, the aforementioned elections were held and we were welcomed to the Islands by Maui mayor Hannibal Tavares. Later, David Ramsoner from the Bank of Hawaii discussed the Hawaiian economy with us. In late afternoon we were treated to sunset cruises on two large catamarans.

Tiresday brought on the main program, with discussions of the Hawaiian industry by Wyman Williams of Honsador, Inc.; sugar plantation operations by Francis Morgan, third generation sugar plantation owner, and ar-

chitectural use of wood in Hawaii by Elmer Botsai, Hawaiian architect. At noon, awards to safety contest winners, golfers and outgoing officers were presented. Incoming president Embree (Breezie) Cross was also installed. The evening concluded our meetings with the president's reception and dinner dance. The highlight ofthe evening was the presentation ofthe president's award, honoring this year's most outstanding LMA dealer, to Merle Mensinger of American Lumber Co., Modesto, Ca.

Are You Absolutely Sure You Are Buying Your Building Materials Right?

If you have ever asked yourself - Am I Competitive? or Am I absolutely sure I buy my Buitding Materials and Hardwore right? Then you need C.B.S.-Central Builders Supplies Company.

C B. S. can take the guesswork out of buying. Since 1937 , C B. S. has been helping independent building material dealers remain competitive with mammoth corporation chains. Because C.B.S. is a dealer owned non-profit corporation, all discounts, rebates, datings and advertising funds are all passed directly to the participating members.

C.B.S. Offers You These Advantages

*C.B.S. has been nationally recognized as "The * C.B.S. is dealer owned Place To Go To Buy Low"* * C.B.S. has a state-of-the-art internal commun-

i As you buy more the cost to belong goes down- ication system with participating members -not up * C.B.S. Rebates are paid to the members in cash

* C.B.S. has an in-house Lumber Department * C.B.S. has an in-house Building Specialties Dept.

* C.B.S. has a Ceneral Building Materials Dept. * C.B.S. operates as a non-profit company

* C.B.S. has a program with the Blue Crass Tool * C.B.S. members share in the cost to operate Company

Central Builders Supplies Company

215 Broadus Street Sturgis, Michigan 49091 Phone: (616) 651-1455

Headquurter.s.lor the Allied Building Centers

*C.B.S. was featured in the October 1984 edition of the HOME CENTER Magazine

THE SOUTHLANDffi

HERE is a current song that has a linewhat have you done for me lately? Obviously written by someone who has had membership experience in a non-profit corporation.

Actually all ofus keep re-evaluating those we deal withthe service station where we buy gas. the car dealer who services our car, the dry cleaner, the supermarket, ourchurch or whomever. And rightfully we should. All business plans must be re-evaluated from time to time to see if they are creating the right moves toward the ultimate goal that was originally established.

Membership in an association should be looked at regularly. Forthose ofyou who are members of LASC and you saywhat have you done for me lately?read on.

A series ofarea meetings wasjust concluded where we planned to give everyone 15 ways to save money on their insurance. The speakers actually came up with no less than 28 ways to reduce insurance costs in the lumber and

building material center. Some of the suggestions could save a little and others a lot. probably enough to pay a year's dues in the association and then some.

When we stand together as an association and offer a solid front, far better insuftmce programs are available than when each is on his

For many months the subject ofsubstance abuse has been coming up at meetings. euestions on recognizing it, handling the employee involved, what could be done in a preemployment interview, having company policy against the use ofdrugs and alcohol and how to answer the situation of "off premises' ' use bv employees on their own timi were frequent.

These and many other questions were answered by four gentlemen who conducted a substance abuse seminar at the Holidav Inn. Buena Park. for members of LASC. ThL program was excellent. The handouts were factual. Good questions were asked and everyone left feeling as if they really had something to take back to the workplace that would help them as employers cope with the substance abuse that exists in virtually every operation.

Think about itl0% of the nation's employees are alcoholics, and they cost the economy millions of dollars annually. Recently one of the yards in Southern California, with permission of the applicants, found that 47 out of 50 had traces of chemicals such as PCP, marijuana, cocaine or heroine after a physical examination.

Coming up is a survey on salaries for inside people, salesmen, non-union yard help, and much more. The information from this can keep you current with industry trends relative to wages and fringe benefits.

Second Growth has raised its age limit to 40 and as a result, the attendance already expected for the June meeting at Rancho Bernardo Inn exceeds 120 people. This is considerably larger than any oftheir meetings in the past l0 years. Each attendee will come back with renewed enthusiasm towards his position and the industry. Dennis Waitley, the speaker, is a master at his craft, knorvn around the world for his "psychology of winning."

The Palm Springs Conferencewill havethe theme ''Cycling through the 80s." Watch for more on this. Dan Niemer of "Creative Pricing" fame will be the keynote speaker. More about all this later.

In between the programs, the association offrce staff is always available to help you meet the challenge of the building inspector who questions the lumber shipped, or doesn't un-

(Please turn to page 26)

GARDNER executive vice president

FRED CARUSO executive secretary

! xumffoRS reported acollective sales h total of $2.500.000 at the first building materials buying shoq held in Denver. Some exhibitors reported, "no immediate sales but lots of new interest."

There were some 426 visitors (not counting exhibitors), representing 122 retail lumber companies from Colorado, Wyoming, New Mexico. Utah. Kansas and Nebraska at the

The Southland

(Continued from Page 25)

derstand moisture content minimums or the 101 other things they can find wrong on a job. Or the architect who wants to specify the wrong material, or the home owner who says that his siding is funny, orororthe list is endless.

April 14{5 show.

"Friendly" was the way visitors described the feeling on the trade show floor. Retail dealers reported fnding good displays, knowledgeable vendors, good specials and friends at the show.

The shorv was described by exhibitors as, "a worthy experiment." There was wide-spread opinion that next year's show have a second day of late hours, be earlier in the year and later in the week.

Next year's show will be held Thursday and Friday, March 5 and 6 at the Denver Merchan-

What have you done for me lately? All of the above. plus lcgislation in Sacramento and Washington, plus interpreting laws, sending you preliminary notices, material contracts.

The association's whole being is for your benefit. Ifyou don't think we have done anything for you lately - try us on your next problem. You'll be amazed and pleased at how iu.t *".un get a logical and satisfactory solution to your calls.

dise Mart. Show hours will be 2 p.m.-9 p.m. both days.

A new workshop, "Retail Selling Skills, How to Sell Like a Pro," is being offered throughout the region this summer by Lumber Pro teacher Tony Tiemann. The three-hour evening class includes a light supper at the cost of $15 per person. The goal is to sharpen basic selling skills among sales people, owners, managers, yard people and all employees. "We all need to brush up on our selling skills," says Tiemann.

Classes are scheduled this spring in Grand Junction, Glenwood Springs and Alamosa, Co., and Roswell, N.M. Responses from participants at the program held in Farmington, N.M., recently include: "excellent," "very good selling points" and ''the idea of how much you can improve yourself."

"How to Thlk Like a Lumber ProIndividual Study Course " is a three-part, selfstudy guide ofa 175-page reference manual, l8-page booklet ofquestions and l7-page booklet ofanswers.

The purpose of the course is to help entry level. employees master basic product knowledge in order to sell building materials. To use it, students read each ofthe seven chap ters in the reference manual. After they answer the questions in the Questions book, the employee's supervisor corrects their answers using the Answers book. The seven chapters cover lumber, plywood, insulation, roofing, windows and doors, gypsum products and paneling.

Dort't gst caught in between

Handling your own lumber purchases can be a complicated, time-consuming business, with all the logistics, planning and scheduling involved. But when you call in the professionals from Hampton, you get exactly what you need, when you need it. Without hassle.

At Hampton we make it our business to know the market. We keep tabs on

what's available throughout the industry. We understand your nettds and can give you firm delivered price and shipping commitments, including freight at our favorable contract rates. And we provide remanufacturing and custom milling at our Woodburn, Oregon, plant.

With Hampton, you're dealing with a financially sound company that every vear distributes over 500 million board

feet of quality forest products, includ-

ing 200 MBF from our own mill and contract suppliers. Call us today and find out how competitive we can be

CHUCK LINK executive director

I N tla+. Congress enacted a new law thar I deals with the problems of underground storage tanks. The law requires the owners of tanks containing petroleum products and chemicals regulated as hazardous substances to nodry the state in which the tanks are located ofcertain facts about the tanks. The notification requirements apply not only to tanks currently in use, but also to tanks taken out of operation after January l, 1974, bltstill in the

ground. Federal law carries penalties of up to $10,000 per tank for failure to noti$r or for false notification.

A tank is defined as underground \f l07o or more of the tank, including piping, is beneath the ground. Tanks which are not required to be registered include:

(l) Farm or residential fuel tanl$ of less than 1,000 gallons used for non-commercial purposes.

(2) Septic tanks.

(3) Tanks for storing hazardous wastes regulated under Subtitle C of RCRA.

(4) Tanks used for storing heating oil for consumption on the premises.

(5) Pipeline facilities.

(6) Surface impoundments, pits, ponds, lagoons.

(7) Flow+hrough process tanks.

(8) Storm water or waste water collection systems.

(9) Liquid traps or associated gathering lines.

(10) Storage tanks in an underground area if the tank is upon or above the surface ofthe floor.

Effective immediately, you may not install any tank that is not specifically designed to DIeVent corroslon.

OPERAIING OPPORTUNITIES

WALLY LYNCH Paid Associates PO. Box 741623 Dallas, Tx.75243

I USf FIVE motoring minutes nonhwesr lU of downtovn Dallas, Tx., sin one of the world's most unusual buildings. It is unique both in its architecture and in is operation.

A reproduction ofa Victorian England structure patterned from the Crystal Palace, built in 1851, and located in London's Hyde Park District, it has eight stories and 1.5 million square feet and is called The Infomart, with the clarifying phrase thc "World's First Information Processing Market Center."

Approximately fifty permanent tenants have names that read like a who's who in the information processing industry. Showrooms contain products presented in functional modes as well as classroom settings. The public is welcome with no charge, Monday through Friday from 8 a.m. to 5 p.m.

Among is offerings are restaurants, cafeterias, a 500 seat auditorium, 300,000 square feet ofexhibit space, a computer and business

oriented book store offering hundreds ofthe latest titles and Infomart's Resource Center.

For anyone now thinking about starting to use one, or wishing to expand their computer world, this is a mecca containing books, journals, magazines, newsletters, video courseware and market research reports. It is manned during the day and online data base searches are available. They have access to almost 300 main frame based systems.

For those unsure in the computer world, the Resource Center provides, at no charge, injust 15 minutes an individually tailored print out of the generic (non-brand specific) requirements for anyone interested in finding out what their computer needs are. They have several individual booths available with a TV screen and typewriter keyboard (no brand names showing). All one needs to do is be able to read and push buttons.

This old head, who operates neither a typewriter nor a computer, went through the drill with flying colors. For our trouble, a four page detailed print out was provided, at no charge,

listing needs, uses, printer types and software which would handle one's business.

Armed with such information, one may ptu' ceed to the showroom floors and its kaleidoscope of data processing equipment able to know what he would like to see. There are main frames, micro main frames, personal and portable computers and software programs to enhance the computer's effectiveness and productivity from virtually every conceivable knowledge discipline. Printers which reproduce data processing from the simplest in black and white to full color and laser types are available to be seen in operation. Television screens for viewing what the computer is doing from a 9" diagonal size to flat screens, which cover walls, are reflecting activity wherever one goes. AJI this is an experience in itself, but the really unique thing about visiting the showrooms is that no one can sell you anything. All ofthis activiry is designed to convey information; there are no sales people in attendance.

Why is a building in Dallas the subject of this month's column? Inadequate decision making information is still the number one cause of business problems and fuilures. There are still thousands ofcompanies being operated without computers for various reasons. If, for you, one ofthose is not wanting to be high pressured, or a fear ofthe unknown, spend a few dollars and visit this unique and important activity going on in Dallas. You can get more information by calling l-800-367J100, or in Dallas 746-INFO.

Our location on the Port of Coos Bay provides ideal export capabilities; the nation's largest wood products shipping port with easy access to other major deep water ports.

Posner: Most For The Least?

Victor Posner, whose DWG empire includes Evans Products Co., parent of Grossman's, Lindsley and Moores home centers, placed first onthg Business Wek list of the 25 highest paid executives with an annual salary of 912.739 million including bonuses.

As the highest paid executive in the United States. he presides over companies with less than normal financial prestige. Sharon Steel has lost $209 million in the past two years. Evans Products Co. with a debt of $540 million has filed for Chapter ll bankruptcy protection. DWG Corp., which paid Posner his lavish salary, earned only $5.6 million.

Fosner's company gave its shareholders the least of any company in the United States with aloss of 4.3%, according to the Business Week pay-performance index. Posner is still awaiting trial for a 1982 federal tax evasion charse.

New Name For Crown Z Timber

The sawmills and other assets of Crown Zellerbach's timber, wood products and energy resources groups are now operating under the name Cavenham Forest Industries, as a result ofthe restructure of Crown Z and completion of a

stock exchange with James River Corp.

Headquartered in Portland, Or., the newly formed company will operate and manage 1.9 million acres of timberland with associated wood products converting facilities and mineral rights in the Pacihc Northwest and South.

Operations include a plywood plant, sawmill and core stud mill in Omak. Wa..

and a sawmill in Warrenton, Or. The firm will employ about 1,600.

A.J. Dunlap has been named Cavenham president and chief executive officer. Russell A. Carson will serve as vice president, Northwest timber and wood products; H.E. "Gene" Turner, vice president, energy operations, and Lee T. Alford, vice president, Southern timber.

Responding to ttre green light given when the Califonua Energy Commission approved use of the perimeter-insulated raised floor (PIM) last Rbruary, builders are making iurzlngemenLs to incorporate the wood "crawl space" foundation into more new homes' Kaufrnan and Broad and Golden West Developers have plans to use PIRF foundations in homes which they will have under construction by "early summer," according to Mike O'Brien of the Western Wood Products Association in Fortland, Or'

The system which will eliminate the need for under-floor insulation, saving some $400 per house, received high mark in a study conducted by ConSol, a Stockton, Ca., engineering firm, in Califomia's cental ralley. Use of PIRF is expected to recor'er some of tlre 2,000 bf of lumber per house lost when builden install a slab floor.

CoMPLETED recently two months ahead ol schedule' 0le's $4'6 million western reoional headtuarters in Diamond Bar' Ca., is a two-story glass and steei OuitOi-no encompdssing 92,760 sq. tt. and featuring reflective. gray gtzino. sitver pre-tinisndO aluniinum panels and a recessed' black glass entrywiv. bie'iwli iormerty part of 'Grace Home Centers West. Grace has anriounceO olans to sellihese retail units to the Wickes Cos.

Housewares H istorY U Pdate

VENDOR

superioritv was recognized by the Califomia Hardware Cols Vendor ot ttie Viiiiitaqui dvmrded to (eft) Sam Pearce, v.p. marketing and salesfor iustomei tiuilding products, ind'John McMullen' national sales manager ;oduftaproaudti, custoir

rhe desk of: BUYER

The " PIRF'lect Foundation

Wickes Buying Grace Units

Grace Retail Corp., a subsidiary of W. R. Grace & Co., has signed a contract with Wickes Companies for the sale to Wckes of Grace Home Centers West and Orchard Supply Hardware divisions of the retail group. No terms on the agreement were disclosed.

Negotiations for the sale of the remaining portion ofthe retail group including the rest of the home centers is proceeding, according to Charles H. Erhart Jr. , vice chairman and chief administrative officer for Grace. No explanation was made for the apparent change in previously announced negotiations with GMR Inc. to purchase Grace's retail businesses including all 319 home center stores.

Wickes earlier made an unsuccessful offer of $1.4 billion for National Gypsum Co. Sanford C. Sigoloff, chairman of Wickes Cos., has continued to state that "We intend to make a major acquisition this year."

Big Tucson, Az., Bankruptcy

The largest lumber supplier in Southern Arizona, Tucson-based Lumber Country, filed Chapter l1 bankruptcy May 6, 1986. Under Chapter ll, businesses file for court protection from their

creditors while they seek reorganization oftheir affairs.

Charles E. Roberts, who with his wife, Joyce A. Roberts, bought out the firm's other partner, Joseph Friedman,in October, 1985, stated that the companv would remain open.

Lumber Country said it had debts of $7.5 million and assets of fi million. Assets are said to include $2.1 million in inventory and $3 million in accounts receivable. The firm had 199 emolovees last October.

No time has been stated for a possible emergence from bankruptcy court protectron.

EHS New Phoenix Wholesaler

EHS Contractors Supply, Inc. is a new wholesale firm, based in Phoenix, Az., that has been founded by Ed Holderness Supplies, Inc., a 52year old Tucson, Az., frrm. EHS will also maintain a branch in Tucson.

The former Ready Made Truss plant has been acquired by EHS which is operating it as the EHS Division. The three companies are functioning as separate entities.

President of EHS is Doug McCullough. Others in management and sales are Scott Sievert, Phil Guyot and Peggy Foster.

Softwood Use Seen Rising

U.S. softwood lumber consumption is predicted to rise 3% this year to 46.3 billion board feet, according to Resource Information Systems, Inc. They also forecast lumber consumption to climb above 4 BBF per month in May and stay at that level for six months, peaking at 4.2 BBF in August.

They also see dealers, wholesalers and builders buying in advance of summer contract expirations for forest industry unions in the western states and British Columbia as a hedge against strikes.

NAWLAs 94th annual meeting

HANGES in the customer area of wholesale distribution with emphasis on educating salespeople to handle this change in a profitable manner was stressed by D. Bruce Merrifield Jr., a wholesale distribution management consultant, at the annual meeting of the North American Wholesale Lumber Association Inc.

Over 600 delegates and spouses participated in the convention programs organized by Bill Sheathelm, Schultz, Snyder& Steel LumberCo., Lansing, Mi. Following the theme of "Facing the Future," the other main speaker, Dr. Gene Stanaland, president of Gene Stanaland Enterprises and former head of the department of economics at Auburn University, pointed out that the future economy is quite uncertain with new ap-

proaches to economic management likely to occur.

Over 80 producers and service suppliers participated in an afternoon ofdiscus-

Story at a Glance

Salespeople must be educated to meet changes in wholesale distribution new economic approaches likely Weston elected president ... next annual meeting: April 26-29, Scottsdale, Az.

sion. Manufacturers and wholesaler distributors also conducted a working session covering areas of common interest during this 94th annual meeting in Boca Raton, Fl., April Z-30.

The John J. Mulrooney Award was presented to Warren A. Hood, Jackson, Ms., for his contributions to forest products distribution. He is the seventh

f.H. BLEUINS SAtuilllls, lNC.

Sawmills and planing mills at Placerville, Sebastopol and Napa' Ca. Dry kilns at Placerville' Ca.

Speciafists in redwood, cedar, pine and Douglas fir products Redwood and Douglas fir timbers most any size up to 32leet Dry, air'dried or green Patterns Long length redwood and fir dimension

For your inquiries call, Rick Rosa, Dave Snodgrass, Steve Hagen, Karl Drexel, Tom KniPPen, Les Le Gau& John Souza, Steve Shudoma

P.O. Box 2410, NaPa, Ca. 94558

Headquarters: 5747 HwY. 29, NaPa, Ca.

INC0MING president John P. Weston,,(left) Far West Fir Sales Co., Huntington Beach, Ca., conqratulates Lamar Logan of Logan Lumber Co., Tampa, Fl., in recognition of the firm's 50 years of NAWLA membership.

outstanding lumberman to receive this prestigious award.

John P. Weston, Far West Fir Sales Co., Huntington Beach, Ca., accepted the president's gavel from outgoing president Glenn L. Banks, Banks Lumber Co., Elkhart, In., during the president's banquet in his honor. Other officers elected are Bill Sheathelm, first vice president; Henry Foler, second vice president; Robert R. Scholl, treasurer; H. M. "Pete" Niebling, secretary.

Weston is the 68th person to be elected president. A life long lumberman who has been associated with Far West Fir Sales since the company's inception, he has served as its chief executive officer for the past 20 years. He has served both the association and the lumber industry for many years.

The 1987 NAWLA meeting will be held April 26-29 in Scottsdale, Az.

Warranty Laws Changed

New rules for displaying the availability of warranties have been approved by the Federal Trade Commission.

Under the new rules, which go into effect upon publication in the "Federal Register," retailers may either display the warranty near the product or post signs telling customers the information will be made available upon request.

Most lumber dealers were found to already be keeping warranty information in binders behind the counter, despite the four options under the old rules.

Truths Your Mother Never Tauqht You -;i Familiarity 1t Breed/ Gontempt

[f familiarity was a breeder of contempt, Mallco wouldn't still be doing business these forty years.

[ln fact, the probably because approach.

basic reason for our success is we

[es, we believe in getting familiar with each account. Familiar to the point of seeing that each gets individual attention. Familiar to the point of making certain each is aware of the best buys, of changes in the market; details that make the difference between profit and loss. Our salespeople know more than the name of your buyer. Theyfind it quite satisfying to know that many times they f urnish solutions to problems as well as lumber and building materials.

fllallco never has been, will never be a "Take a number" operation.

CLEAR REDWOOD

(Continued from page I0)

kiln dried but is available unseasoned. It is used for siding, paneling, trim, cabinetry molding fascia, soffits, mill work and the finest decks, hot tubs and garden structures. Clear can be used for the same purposes. It also is usually kiln dried, but is available unseasoned.

B grade can be used for siding and interior paneling. Construction heart and construction common can be used for deck posts, beams and surfaces.

An undcrstanding of redwood grades k important when ordering lumber and when recommending redwood for customers. Savings can be found by ustng the mare economical knotty grades or grades containing sapwoodfor appropriate uses- e d.

ilhephilosophy here is that the relationship should 6e more on a partnership basis, rather than seller to buyer. We recognize that if we are to prosper, you too, must prosper. we do all we can to see that it hapPens.

[lt you are a first, second, third, or fourth generat-ion abcount, you know what we mean ' lf you aren't, let's get acquainted. Discover the Mallco way and see if you don't agree.

Ihere's no substitute for solid dealersupplier relationshi P.

(602) 252-4961 or Toll Free 1-800-352-5530

have taken the opposite

CIS Program Evaluation

There were mixed reviews of the effectiveness of the treated wood industry's Consumer Awareness program in midMay, the month the official audit was begun, according to John Hall, president of the American Wood Preservers Institute.

"Overall the feedback we are getting is very encouraging." said Hall. "The National Lumber and Building Material Dealers Association completed a minisurvey on its own during the first week of May which, although admittedly not 'scientific,' gave us an excellent appraisal

of what was going on."

"Every retail dealer contacted was aware that he should give purchasers of treated wood products Consumer Information Sheets. Over 70% had been receiving CISs from the lumber treaters and 64% said treaters were attaching copies of the CISs to their lumber and their invoices."

The retailers were asked if their employees handed out Consumer Information Sheels to buyers oftreated wood and, if, in their opinion, the method was a successful way to get information on treated

wood to the consumers. The response to both these questions wasTl% affirmative.

The retailers gave high marks to their state and regional associations for their diligence in pushing the Consumer Awareness Program, Hall explained.

In the April Federal RegistertheEnvironmental Protection Agency, in its semiannual regulatory agenda, made reference to their continued concern about potential risks to users ofwood treated with pesticides, stating that they "will propose to require that homeowners and other users oftreated wood are provided with information on the safe handling, use and disposal oftreated wood. Final action will depend on whether the wood preservative industry complies fully with a voluntary program to accomplish the same goal."

The legal deadline is December but the final decision will be made based in large part on the results ofthe official audit which continues throughout the summer months.

Biggest U.S. Door Plant Opens

Continental Door Inc., a giant-sized flush door manufacturing plant,is set to begin operations July I in Rocklin, Ca.

The company is the newest subsidiary of Chesapeake Industries, Inc. of Newport Beach, Ca., which owns plants in Stockton, Garden Grove, and Santa Ana, Ca., as well as Pompano Beach, Fl.

The 320,000 square foot facility sits on 26 acres and was formerly owned by Alcan Aluminum Co. The property was purchased in January for $3.9 million. Renovations, equipment, and start-up costs are expected to total $l million.

The two-block long building with 240,000 square feet on the ground level and another 80,000 below that is said to be the largest single flush door plant in the country. Beginning production will be 1,000 doors a day. It is projected to increase to about 3,000 per day within a few months and reach 10,000 a day in a year's time. Actual production capacity will be 20,000 per day.

William F. Burton, president and chief executive officer, has transferred from Artesia Door Co., Continental's sister subsidiary in Stocklon. Transferring with him is Thomas H. Spessard, sales manager. Ernest Berg, v.p. of manufacturing, was formerly with Simpson Timber Co. in Oregon.

The company will employ up to 130140 people once it is in full operation, 15 in administration and the rest in manufacturins.

Inland Bought By Anfinson

The assets of Inland Lumber Co. , Colton, Ca., have been sold to Creighton Anfinson, president of Anfinson Lumber Sales. Pomona. Ca.

"We'll have the same phone numbers and address," said Anfinson. "It'll still be only direct mill shipments, just the way Fred Thompson has operated it for the past 40 years."

Wholesaler lnland will retain its name

PRE-STAINING

(Continued from page I 1) sides of the wood so that the stain's protection gets into all exposed areas ofthe board. This also supplies an even application without lap marks.

When staining is completed, the wood is stored on racks to air dry naturally overnight so the finish won't be exposed to weather before its time.

In addition to offering customers the convenience ofpre-stained siding, a dealer usually will have a higher profit because he is making two sales (wood and stain) in one product plus the staining service. Machine stained wood also has the advantage ofbeing a nationally advertised, de-

and offices in Colton and Dublin. Ca.. and continue to sell retail and industrial firms. not to contractors. The two firms will operate as separate and distinct companies.

Anfinson Lumber Sales vice president Gordon Anfinson and secretary/treasurer Rick Anfinson will hold the same positions with Inland. Anfinson operates a mill at its Pomona facility.

Ganahl Hosts Deck Contest

Ganahl Lumber Co. has begun its first deck building contest at all four of its locations, according to Judy Scarpello, director ofadvertising. The stores are in Anaheim, Corona, Garden Grove and Lake Arrowhead. Ca.

pendable product that can bring new customers and tie-in sales. It offers a more complete package for new and existing customers and an opportunity for a unique competitive position in a local market.

Training, promotion, sales seminars, marketing assistance and national advertising available from Olympic for those using their equipment insures back up for the dealer. Inaddition, on-going research to improve the system and the product guarantees a quality, top of the line product to sell.

Hedlund likes offering a service it knows works for dealers and their customers. "lt enhances and protects the product," Steiner says.

A panel of judges will grade entries with marks from I to 10 in four different categories; originality, use of materials, craftsmanship and aesthetics. Prizes are $500, $300 and $100 gift cerlificates. September 30, 1986, is the deadline for submission of pictures of the decks along with applications.

Baul Orban, Jr., Orban Lumber Co., Irwindale. Ca.. is back at work full time after an auto accident.

Bill Fetherston and Dick Gavis, McClellanSchneider Lumber Co., Wilmington, Ca., have retumed from successful marlin fishing in Baja California, Mexico.

Ken Thim, Genstar Building Materials, Los Angeles, Ca., is currently on disability following a mild heart atti,ck.

Murray Pallat is a new trader at Ajayem Lumber Co., Thcoma, Wa.

Gerald A. Clark has been oromoted to asst. director of the field div. for the American Plywood Association, Thcoma, Wa.

Jim Guest and Tom Holcomb are new Id. salesmen for Tiavnley Hardware Co., Denver, Co. New to Ut. sales are Terry Ficklin, Ray Johnson, Boyd Kindred, Bob Ladle, Ralph lrrvis, Ray Quinn and Neil Schlangen.

James C. Gardner has been named So. Ca., Nv. and Az. area marketing rep. cornmercial doors, for Weyerhaeuser Co.

Samuel J. Heyman, chairman and c.e.o., GAF Corp. , Wayne, N.J., has been elected to the co.'s board of directors, along with vice chairman and c.a.o. James T. Sherwin, senior v.p./general counsel/sec. Edward E. Shea and ouside board members William P. Lyons, Scott A. Rogers Jr., Jacob E. Goldman, Sanford Kaplan, Daniel T. Carroll, William Spier and Joseph D. Qdings.

John B. Crowell Jr., former top legal ofhcer for Louisiana-Pacific and U.S. Dept. of Agriculture asst. sec. for natural resources and environment, has returned to private practice with a Portland, Or., law firm.

Rod Jones, mgr., Jones Lumber Co., Lynwood. Ca.. is back after a two weeks vacation in the Virgin Islands as captain of a chartered yacht. Charlie Barnes is new to sales.

Edward P. Daly has been appointed v.p. and general mgr. of powder coatings at The O'Brien Corp., San Francisco, Ca. Don Mazzone is now director of manufacturing; Denise Moon, national media communications mgr., and Michael P. McCarthy, national marketing director.

John M. Shanklin, exec. v.p. and c.f.o., HomeClub, Fullerton, Ca., has resigned. Murray Wachtenheim has joined the co. as senior v.p., finance and information systems.

Sam Hauert, GrantRoad Lumber Co.,Tucson. Az.. is on a Mediterranean vacation.

Ray Lopp, senior v.p., Babbitt Brothen Trading Co., Flagstaff, Az., has been selected as a panelist at a Hardware Industry Week session August 12, in Chicago, Il.

Ken Christopher has been promoted to exec. v.p. and c.o.o. of Stanline, Inc., Norwalk, Ca., according to Stan Frahm. Lynn Homertgen succeeds him as v.p. of marketing and has also been elected to the board ofdirectors.

Dan Seeman, Weber Plywood, Tustin, Ca., and his wife,Liz, are parents of a new 7 lb., 3 oz. son, Nathan, according to Don Weber, pres. Brad Moore and "Scotty" Scott have returned from a fact-finding trip to Washington State.

Paul Tlueb is the new domestic sales mgr. at Brazier Forest Industries. Thcoma. Wa.

Linda Weber, Waldron Forest Products. Sacramento, Ca., has been on a vacation/business trip to Fl. Pat Hunter and his wife, Jennifer, went to Hawaii on vacation.

Gene Giesie, Capital Lumber Co., Phoenix, Az., and his wife, Rme, are on an Alaskan fishing vacation.

Jerry Wilcox has joined the sales team at Mouldings & Millwork Inc., Fair Oaks, Ca.

Ron Simmons, Handyman, San Diego, Ca., has been named to the Home Center Institute's Loss Prevention Council.

Ron Holman has joined National Ceramics, Inc. as sales rep in Wa. and Or.

A. William Krenn has been appointed public relations director for Wickes Cos.. Inc., Santa Monica, Ca.

J.T. Hulce has resigned as pres. of Manville Corp., Denver, Co. He is succeeded by William T. Stephens, who will become chief executive when chairman John A. McKinney retires Sept. 1. George C Dillon will become chairman.

Dan Williams is new to the trading staff at Evergreen Pacific Lumber Sales, Inc., Kirkland, Wa.

Richard W. Stewart will now handle mergers, acquisitions and divestments of wood products firms in the Facific Northwest for McMurry and Swift, Inc.

Wally Krause, pres. and chairman of the board, Dorris Lumber Co., Sacramento, Ca., has retired due to serious illness. E. Chase Israelson succeeds him.

Terry Adams, head yard loader, Lumberman's, Redmond, Wa., was voted May ''Employee of the Month' ' by his coworkers.

Brent Crosby, Domtar Gypsum, Oakland, Ca., is at home recovering after heart surgery.

Jeftey Altan Fantozzi has been appointed supervisor, technical services div., ofthe California Redwood Association, Mill Valley, Ca., according to Keith Lanning, exec. v.p.

Robert M. Ricci has been named sales rep handling treated products in No. Ca., Co. and Nv. forJ.H. Baxter & Co., San Mateo Ca.

Ed Fountain Jr., partner, Ed Fountain Lumber Co., Los Angeles, Ca., has been admitted to join the L.A. Rotary International, possibly qualiffing him as the world's one millionth member since 1905.

Herb Brown and Joe Derrah, Western Woods, Inc., Redding, Ca., andtheirfrmilies are back after a two week camping trip in the Yolla Bolla Wilderness Area, according to Rick Richter.

Bill Sullivan, Golding Sullivan Lumber Co., Wesuninster, Ca., and his wife, Nancy, are the proud parents of 5 lbs. , 9 oz. Joseph William, born April n, 1986.

Rei Olsen, Western Turnings & Stair Co., Commerce City, Co., and his wife, kila, plan a trip next month to Ecuador.

Steven D. Stern has been appointed mgr., corporate relations, for Wickes Cos., Santa Monica, Ca.

Terry Downey has joined the sales team at Cascade West Lumber Sales, a new Medford. Or.. wholesale firm.

John N. Anderson, c.e.o., Palmer G. Lewis Co., Auburn, Wa., has been elected chairman ofthe board ofdirectors, succeeding Robert D. hterson, who has retired after 40years with PGL.

Dan McCallum is v. p. of sales of the new Stimson Trading Co., Portland, Or. John Dimeling is sales mgr. and Gary Connolly is on the sales staff.

Jack hters, Hearin Forest Industries, Portland, Or., has retired after 50 years in the industry.

Kevin Walsh is new to sales at Salmon Creek Lumber Co.. Portland. Or.

Dick Baker is now in sales for Bohemia, Inc., Eugene, Or.

Virgil Harbolt, Idaho Forest Industries, Boise, Id., has retired after a 48-year career in lumber.

David Green has joined Golden State Moulding at Plant 2, Sacramento, Ca., as plant supervisor, according to lrw MacDonald.

Stan Hulett, former lumberman, has been appointed to the California Public Utilities Commission by Governor Deukmejian.

Glenn Hancock has been promoted to gen. mgr., wood products div.-So., at GeorgiaPacific Corp., Atlanta, Ga. Robert C. Gordon is now gen. mgr., exportinternational div. , and Scott A. Jackson, gen. mgr. of G-P subsidiary Amacol.

Howard Winkler is now gen. mgr. of Lumbermen's Homes, Olympia, Wa.

Ted Payne is celebrating his 58th anniversary year with Ganahl Lumber, Anaheim, Ca.

William A. Franke, pres. and c.e.o., Southwest Forest Industries Inc., Phoenix, Az., has assumed the title of chairman, vacant since Raymond E. Baker retired in 1980.

H. Rand Ledbetter is norv district sales mgr. for San Diego, So. Orange and Imperial, Ca., counties at Eljer Plumbingware, according to Darryl J. Stearle, v.p. ofsales.

I-eo Aftias is the new mgr. of 84 Lumber Co. Stockton, Ca.

Susan McNab has been elected v.p. of human resources for Lanoga Corp., Seattle.

John Jenkins hasjoined Humphrey Lumber Co., Thcoma, Wa., according to Larry Humphrey.

Marv E. Luss is the new PR director at Mungus Fungus Forest Producs, Climax, Nv., according to Hugh Mungus and Freddy Fungus.

MOUTDING& MIII.WORK (includins DOORS & WINDOWS) SPECIATISSUE AUGUST,T986

For the first time evet, our August issue will be a Special lssue on Moulding, Millwork, Doors and Windows.

Stories will cover a wide range of moulding and millwork topics ao they relate to the dealeqrrvholesalerdistributor markets.

Among the newsworthy and informative material in this Special iscue:

y' liloney Making Merchandising of Moulding

y' Customer Oriented Door and Window Displays

t/ AWood Moulding Market Review

y' T|ne l^atest on Low E (emission) Glass

y' How You Can Get Your Share of Increased Wood Moulding and Millwork Use

ADVERTISERS: Make sure you take full advantage of this new opportunity to get your measage to the marketplace. Call now (collect) for more information or to make your space recervation for this impor tant isoue. Act now. Just call or write to the addresa or number shown below. The deadtine ic July lO, 1986.

WE SPECIALIZE IN PRE.STAINING ''YOUR MATERIAL" IN ALL OLYMPIC COLORS. COATING ALL 4 SIDES OF EXTERIOR SIDING AND DIMENSIONAL TRIM, PIUS 1 COAT APPLICATION ON ALL SIZES OF PLWOOD. ENCLOSED WAREHOUSE

Hardwood Lumber Classes

The Los Angeles Hardwood Lumberman's Club sponsored a National Hardwood Lumber Association short course coordinated by Dennis Johnston ofJohnston Hardwood, Inc., Cerritos, Ca., and taught by NHLA instructor Tim Kassis.

"Originally I planned to limit the attendance to 20 students," notes Dennis Johnston. "The class quickly grew to 23 students, with applications from as far away as Canada."

Classroom instruction was held at the Holiday Inn in La Mirada for a week in April with grading practice at Johnston Hardwood.

HARDWo0D was the subiect and these were the students: (front row) Tim Kassis, instructor Robert Cooke, Jim Bilinski, Guy Dempster, Lee Best, Shirley Reel, Sally Crandall, Jim Nesbitt, J. Endy Rivera, Marc Anderson,

Christine Coates, Tony Tarantino, Stwen Hochleutner (back row) Jay Quinn, PaulWestling, Wayne Miller Daniel Robitaille, Robert Pilon, Kevin Anderson, Grant Lacey, Cliff Coffey, Leo Weinbeck, Don Ruddick, Ken Bowlin.

HANDS 0N experience for everyone was mandatory at the grading course held at Johnston Hardwood.

23 Rolling Billboards for Hardwood

Mobile advertising is a new technique being practiced by Greg Etchison, president of Vail Northwest Inc., Eugene, Oregon.

"WE'RE PROUD to haul beautiful North American hardwmds-plywood, veneer, lumber. Beauty, versatiltty, durability-for homes & industry" reads the banner Greg Etchison, pres., Vail Northwest Inc., Eugene, 0r., has posted on his trucks.

He has equipped his fleet of trucks with huge banners to promote the hardwood plywood, veneer and lumber industries.

Founded inl977, Vail Northwest is a supplier member of the Hardwood Plywood Manufacturers Association and transports raw materials, finished products and machinery nationwide and in Ontario. Canada.

ilil|0 cal|$ tt,ill| l||0 il0 PR0Fll$!

FAMOWOOD

is the PR0FESSI0NA['S Att PURP0SE PLASIIC

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

Can be used under Fiber Glass! ',.$t2*"

Ready to use right out of the can, Famowood appli'es like putty-sticks like glue; dries ouicklv: won't shrink, a'nd wili not gum u0 iander. Waterproof and Availabl€ in i6 matching wood colors and white.

Douglas Fir - Hem Fir Redwood-Cedar Spruce

be protected in security display cases where salespeople open the lock only when actually showing items to customers.

Other suggestions for displaying small, easily concealed merchandise include:

o Revolving, enclosed display cases that allow merchandise to be viewed as it rotates. Stock for these displayed items should be maintained behind a counter or at a central point for pick-up after purchase.

. Displays with alarm cords or cases that sound an audible alarm ifthe door is opened or the cord is cut or broken.

o Display cases with burglar resistant glass which will withstand the "smash and grab" thief.

It is well known that consumers are more inclined to make a purchase if they can handle. feel or "sense" the item be-

ing considered. In an attempt to temper this knowledge with security, you should consider merchandising methods such as these:

e Sample display items that are bolted. wired. or chained to the counter or shelf allowing physical examination. If this procedure is used, supplies ofstock should be maintained in a well controlled location, behind or beneath counters. or in a claim area for after payment pick-up.

. "Dummy" or "fake" display samples. Many manufacturers will provide power tools or appliances without the motors or "insides" for display.

. Partial displays using only pieces of a set. or only the main component.

o Electronic article surveillance (EAS) which uses special merchandise tags that set off an alarm when they leave the store if they are not deactivated at pointof-sale.

o If possible, make small items bulky with bubble packaging or boxing, or place displays adjacent to or at sales counters with consistently occupied cashier booths.

There are numerous other considerations that need to be considered to protect a store's merchandise. These include employee awareness and training, manage.ment involvement and strict adherence to procedure. Security authorities agree that ifa store is designed, planned and staffed with alert, security conscious employees, it provides little opportunity for the shoplifter who will then move on to the store which provides little or no threat of discovery and apprehension. Warehouse style retailing operations, high volume, mass merchandise availability, and self service (fewer fl oor salespersons),often result in higher pilferage and larger dollar losses.

The type and extent of security measures to be used in merchandising are dictated by the operational philosophy ofthe business, but it is as important to discourage the wrong kind of "customers" as it is to attract the desirable buyers.

Straighten Up The Line

A new device for drawing straight lines for electrical and floor plans, forms, designs, graphs and drafting ofall types has been introduced by Charles lronard, Inc.

NEW PRODUGTS

and selected sales aids

CarWash In A Bottle

A new car protectant that cleans a car without requiring a hose has been introduced by Tipco.

Light Reading

A motion switch which automatically turns offlighs when no one is in the room is new from Intermatic.

Jarl's No Mess-Hoseless Car Wash and Protectant is said to clean a full size car with less than a gallon of water. It can also be used on window glass, wiper blades and all vehicle interiors, including floor carpeting.

Reportedly able to maintain a car for less than 65Q per application, the cleaner is said to keep all finishes like new for 15 years or more when used regularly.

Trash Masher

Frigidaire's new trash compactors offer flexible styling, easy-to-operate features and heavy duty compacting force.

With 2,300 lbs. of constant, balanced force, the compactors easily convert four normal-sized trash bags into one easy-tocarry, leak-resistant bag. The motor automatically reverses ifjamming occun, and resetting is automatic.

Both the free-standing model with enameled steel top and undercounter model wittr rear wheels and front leveling cams have a solid deodorizer compartment, removable key and a starter set of disposable bags.

Side panels are almond colored, and built-in reversible front panels are almond/wheat and black/white.

An adjustable motion sensing eye monitors even the slightest movement in the room to keep the lights on. If no movement is detected up to 20 feet away after five minutes, the lights are automatically turned off.

To turn the lights on, one simply touches the switch's front panel, and instantly the five-minute timer is activated to keep the lights on. If any movement is detected, the timer is automatically activated for another five minutes. An LED indicator on the front panel glows whenever motion is detected.

Placed beneath any standard paper, the Line-Back'r appears to grip and guide the user's pen or pencil in a straight vertical or horizontal line. The individually shrink-wrapped template measures D" x 8"/8".

Twenty are packed in a countertop display/demonstrator.

Murphy lroning Board

An ironing center with a board that recesses between standard 16" o. c. studs in the wall is new from Nulone.

The center is equipped with a42'1 ironing board of22 gauge steel, adjustable work light, 60-minute timer, on/off indicator light, 15 amp. grounded appliance outlet, garment hook and built-in door swirch that automatically shuts electricity off when door is closed.

A metal control panel has convenient knockouts for rigid or flexible conduit. For easy connection, 120-volt, 60 Hz pigtails are provided.

Hold lt Down

A unique new series of holdowns made of single pieces of steel with no welds is now available from the Simpson StrongTie Co.

For more information on New Products write The Merchant Mogazine,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!

Compound lnterest

"Waterproof" Wood

A new line of wood protection products for use with Wolmanized wood has been introduced by Koppers Co.

The holdorvn also features a load transfer plate that eliminates the need for a washer and is self-jigging to insure approved installation.

Three sizes are available to accommodate a wide variety of tension transfer applications.

Skylight Sunscreens

New easy-to-install awning and blinds from Velux-America Inc. offer owners of roof windows and skylights added priwcy and comfort.

Reportedly eliminating upto93% of heat gain, outside awnings are arailable in an opaque PVC for maximum sunscreening or a mesh fiberglass that permits a view of the outside while reducing the sun's impact.

High-quality fabric roller blinds are easily adjusted with a rod, pull cord or special tab, and come in beige, brown or blue.

Graphics depicting easy to follorv, step by step application instructions highlight the new packaging of all purpose drywall compounds $ Beadex Manuftcturing Co.

The end user oriented plastic containers are designed to attract interest and stimulate sales at point of purchase.

Premixed, asbestos-free drywall compounds in 12.5 lb. and 62 lb. sizes are formulated and blended to achieve professional craftsman results. The product lends itself to a variety of drywall joint taping, finishing and patching projects.

A Van For AllSeasons

A newly designed highcube, lightt\€ight Supenar FRPdry frerght wnhas been introduced by Utility Trailer Manufrcturing Co.

Annual applications of Raincoat will help guard against moisture, while Wolman stain offers a choice of l0 solid or semi-transparent colors in addition to being a water repellent.

Surround The Fire

Safety tested, non-asbestos fireplace and stove surrounds of Ultra-Board are new from Weyerhaeuser Co.

Easily workable with standard hand tools, the board will not crack, flake, chip or peel in normal use, even when nailed within /r " from the edge.

The board will also resist moisture. impact, weather, humidity, insects, rot and most chemicals.

TV Takes A Stand

The standard van has an ID width of lO}tA" wall{o-wall and has shallow %" roofcarlins for increased ID hetght.

Its high-impact side wall construction of corrosion-resistant FRP panels will not craze. And an added film prwides a shield against corrosion-causing road salt and airbome pollutants.

Also standard are waterproof wiring harness, protective mylar tape between dissimilar metals to prevent electrolysis corrosion, AAR strength-rated support legs, sliding tandem gear, heary{uty wiltg doors. and 6" centerline cross members or'er rear 60" to sushin heavyduW fork lift usage.

TV stands constructed of a solid oak frame with oak veneered shelves are now available from John Boos & Co. The 17" x 29" stands are available 18" or 30" high.

Finishes include natural or Sherwood stain lacquer.

Other sunscreens include aluminum venetian blinds and reflective, colorfast synthetic fabric siesta blinds.

Very Cherry

Nlontr-osc. u lcul chcrlr runitr linc. i: nen lirnr Ercc-l \\irotl prorlucts.

Sn lcil t ith solid cuthcrlr.rrl raiscd pancl rioors anrl highlightctl vu'ith a hancl nrbbctl. natural flnish. thc linc includcs a rlrr-ict,r ol single and tloublc sink hasct ll'orrr l-1 " to -181' sinklcss rrrnitr bascs. buscs u ith tlr-uucrs onlr. tuo tlille rcnt nrcclicinc cubincts. a lincn eabinct and 1 r1r1 l1 r11;11 lrlrrr.:in.: d|tu er'.

Brazilian Parquet Flooring

Dccp tonc llruzilian \\'alnut l)lr(luct tiles arc nc.,i lirnr Bcrca Hartl\\ixrtls.

Asscnrblctl ll onr solicl \\rx)rl sce ti()n\ rnto 2 sq. li. r rr in. lihcr'-lace blckctl units. thr- prrr(lLrct bl()e ks are laitl as sirrrplr and cpricklr us lrnolcunr tilcs rrsing thc :urnc standatrl nurstics.

Stain and dcnt rcslstant. the -1 ' r 8' pancls can bc applied rr ith narls or adhcsir c. cithcr tlircct to studs or over solicl buckrnll.

Thcr conre in I'ivc pattcrns with color nrirtchcd nroldings also availablc.

Handyman Tool Pouches

Tool pouches made of 1000-denier luggage-type nylon which is said to be more comfortable, weigh less and last longer than leather are new from Koszegi Products. Inc.

Reponedly nearly impossible to puncture, scratch or scuff, waterproofJac pouches resist dirt, mildew and rot; have no odor; won't stiffen, stain or fade, and are cool to wear in hot weather. versatile. form-fittine and flexible.

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 thanksl

Double Duty Chamois

A man-made chamois which does everything a natural chamois does at a lower price is new from West Coast Distributor.

Quick Estimating Calculations

A whole-house estimating program for lumberyard, homecenter and construction company estimators which can reduce by hours, even days, the time it takes to prepare a take-off on an entire constructionjob is new from ProfitMaster Computer Systems, Inc.

Unlike leather, if they are cut or torn, they can be repaired, and ifthey become dirty, they can be washed and dried.

The navy blue tool pouch measures 9" x9Vq", has across its entire width a 6" x 2" compartment containing six loops of various sizes, three belt loops on the back, and on the front three tool holders plus a pocket with a closed bottom, flap and Velcro closure.

The super absorbent chamois is said to dry and clean a car, boat, RV, van, furniture, walls, fixtures, siding or floors without getting hard or tearing. It stays soft after drying, reportedly resistant to chemicals and lasting for up to three yean.

When dirty, it can be cleaned in the washer or by hand. It will absorb liquid from any surface.

A large 20" x28" size is available for kingsizejobs.

Available as a stand alone system that can be installed on IBM PC, PC compatible computers and many other micros, Practicalc will produce an accurate and complete materials list, including labor costs, where they apply, once the estimator has entered the job-specific information.

Besides whole-house estimates, the program can also produce take-ofls for individual parts of a job, such as framing, foundation, decks, room additions, electrical or plumbing.

CASCADE STUDSTNc

Box 302 Chltoquln, Of.97624 Chartes Ktchel, sales manager

:. ,"Irl4|!!ij#

The Scrcen Machine

Screening widths, meshes and colors can be displayed with a new rack from Phifer Wire Products.

The dispenser is wide enough to accommodate widths used in replacing screen panels. Other display features include a movable cutting table, heavyduty counter and header board which includes a literature pocket.

FRED C. HOLMES

LUMBER

Fred Holmes 3470 lowa City Rd., Marysville , Ca.959Ol (916) 743-3269

P.O. Box 8OO, Fort Bragg, Ca. 95437 (7o7) 964-6377

The Keije Trash Baggit features a wire basket which slides out to turn an ordinary grocery bag into a trash container.

Measuring 13 " high by 8 " wide by 13 " deep, the size ofa standard trash bag, the entire assembly lifts out for easy access. The plastic bottom liner is easily removed for cleanins.

Tall, Dark & Shady

Two-inch vertical blinds, especially suited to long, thin windows and sidelights, have been introduced by Graber Industries.

Featurins a custom headrail. thev may be mo=unted inside window framei. The blinds are designed in 14 fabrics and three colors of PVC louvers.

Child-Proof Cabinetry

A new child-proofcabinet door and drawer latch which helps prevent small children from fully closing as well as fully opening doors and drawers is from Silicon Valley Precision Engineenng.

The latch keeps doors and drawers from opening more than an inch and won't let them re-close until released by an adult.

Steve Holmes, Steve Hautala, Tod Holmes, Phyllis Hautala, Toni Matilla

Drywall Bucket Warmer

An immersion heater for drywallers working in areas where warm water is unavailable is new from Allied Precision Industries.

Reportedly, the heater provides faster mixing times as well as improved "mud" quality and faster tool cleanup using warTn water.

Wood Moisturc Meter

A new digital wood moisture meter has been inffoduced by Delmhorst Instrument Co.

Ideal for mills, dry kiln operations and most woodworking applications, it features a convenient built-in calibration check, low battery indication and automatic shut-off timer.

Load Your Guns

A new caulking gun loader with extra heavy duty, reinforced latches and a strengthened ratchet-action pump has been introduced by Force-Flo, Inc.

The 1,000 watt, 120 volt unit designed for use in a bucket will heat each gallon of water from 60o to 130' in about ten minutes.

It is easily operated by driving the electrode into the wood to obtain an immediate reading of the moisture content corrected for wood temperature, species and elecffode used.

The meter comes with batteries and extra pins. An optional carrying case is available.

The loader reportedly can PumP one pound of caulk into a gun in about five strokes, eliminating spillage, skimming over and waste.

Bottom latches are made of a special heat-treated alloy for greater strength.

Paul does not test on his fame as the lumberman's symbol of accomplishment. New requirements and changing conditions keep him aleft to progress.

"LOOKING AROUND" says Paul Bunyan

Disc-Driven Drawers

Unique low friction drawer rollers from Delta Industries reportedly eliminate common failures such as sags. squeaks and rail split out.

The

no need for cut outs.

Water Heater Warm Up

"Zip-on" insulation jackets for water heaters and water tanks are new from Iniflex Corp.

Made of a durable brown leather-like PVC lined with low density flame retardant polyurethane foam, the jackets are custom made to exact tank dimensions.

disc roller system features lorv friction, long wearing roller housings positioned directly over the rail for a fast, neat, no stress staple installation. There is

High Tech Housekeeping

Solid-state refrigerators and dishwashers are among the additions to Frigidaire Co.'s high-tech appliance line.

The 18 cu. ft. top-mount Frost Proof refrigerator oflers microelectronic system controls, fully adjustable cantilever shelves, textured steel Reversa-Doors, special Meat Tender, defrosting monitor, "call service" warning light, polentiometer "cold" slide control and optional automatic icemaker.

Raturing 2" stock throughout including walls, floors, ceilings and seats, the solid redwood construction reportedly affords excellent durability since there is no fear of delaminating veneer, and solid wood "breathes," purging odors and moisture.

Saunas come with a door with two insulated tempered glass windorvs prehung in a reversible jamb. A sauna light is also included-.

Accessories available include Tylo heaters (which require no protective grate), headrest, thermometer, hygrometer, hour- glass, wooden bucket and ladle to sprinkle water on the heated stones and a heater deflector wins to further the sensation ofthe heat.

llluminated Power Outlet

The Handy Light from Electripak combines a 60 watt light with two power outlets built into its base.

Colonial Recipe Box

A wooden recipe box handcrafted by New England artisans with an Early American design is new from Smithwood, Inc.

The dishwasher guides the user in function selection through the use of indicator lights and vacuum fluorescent displays. The system also includes audible signals, programmable delay start control, touch-control regulated cycles ranging from a gentle crystal/china wash to a tough pots/pans cycle, and lock-out controls to prevent program changes by very young children.

Redwood Saunas

Traditional saunas constructed of the highest grade ofclear, all heart, kiln dried redwood are notil a'railable in 42 standard sizes from 3' x4' to D' x2O' from Almost Heaven Ltd.

Standing on its own base, the light features a bug repellant bulb protected beneath a white translucent plastic dome; two 15 amp, 125 volt grounding power receptacles; a bright orange 15 foot porver cord with moulded plug that wraps neatly around the base, and a built-in on/off switch.

The6%a" x4%" x5%" box is handpainted in either Federal blue or schoolhouse red and designed with a white goose motif.

The lid is accented with a white porcelain knob.

RailEngineering

New iron and wood top rails have been introduced by Leslie-Locke.

The iron Contempo Rail features 72 " square tube vertical spindles with top and bottom rails. It is available in 4' and 6' lengths.

TheWood Top rail is2Vr" wideby lt/a" deep, coming pretreated and ready to stain to match any decor. It is designed to be oaired with an iron rail section.

Citrus Hand Wash

An all-purpose, non-toxic hand cleaner based on a citrus oil formulation is new from Bostik Construction Products.

Because Chem-Clean Hand Cleaner contains no petroleum products, it does not irritate the skin, remove the skin's natural moisture, or leave a sticky film. Instead, its natural emollients actually reinforce the skin's natural oils and moisture and help ' prevent dry skin.

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

Car Part Cleaners

Automotive products to clean car brakes, engines and carburetors are new from Klean-Strip.

Give lt A Whirl

A whirlpool bathtub with four strategically-placed water jes that are saggered to create a total, therapeutic nvNsage is new from Plaskolite, Inc.

It is said to be safe and effective for cleaning off dirt, grease, adhesives, paints, resins, tar, graphites and many other substances with or without water. It is also harmless to the environment, being biodegradable, non-polluting, nonflammable, and containing no solvents or phosphates.

It is available in lotion form in l0 oz. plastic dispensers or in gel form in 4.5 oz. tubes.

Brake Clean cbmes in a2O oz. aerosol can and cleans and degreases disc or drum brakes, clutches and other mechanical parts.

Engine Clean, available in a 16 oz. aerosol can, dissolves grease, oil and dirt on all types of motors.

Packaged in a 13 oz. aerosol can. Carb Clean cleans and frees choke and carburetor linkages and PCV valves for all types or englnes.

ffiIilfi ENGELMANN SPRUCE

One of the strongest of the light weight woods, Engelmann Spruce's straight grain and resistance to splitting make it extremely suitable for light framing. Light toned, it surface sands to a silken sheen, and takes enamels, stain, varnish or natural finishes. Well suited for gluing. Relatively few knots. Try our SPRUCE boards and Di,

Its high-gloss acrylic surface offers improved scratch resistance, and the tub's reinforced bottom features a decorative, non-slip surface. Arm supports are built into the sides of the tub.

The flush-mounted jet located in the back ofthe tub has an easy-to-reach flow control.

The unit comes pre-assembled, prewired and pre-plumbed for easier installation. It is arailable in white or bone, and in right, left or island layouts. A removable front skirl allols access to the pump.

REDWOOD CEDAR

DOUCLAS FIR . HEM-FIR

PINE COMMONS. PLYWOOD SIDINGS TREATED STOCK

MASONITE BRAND SIDINC

PLYWOOD SHEATHINC

DirectMill .T&T CarLoads or LCL from our distribution yard 1286 North Broadway Stockton. Ca.95208 (209) 946-0282

lohn Diederich - ludy Murphy Lee TumerGordon RobyMatt Stanley

Stick'em Up

A new power glue BUtr, featuring thumb-f'eed mechanism, removable nozzle and a two-inch long glue stick, is new from Black & Decker.

The gun's solid state heating system generates maximum heat quickly and holds the temperature at the desired level for smooth, consistent bonding.

Nozzles can be changed for different applications. A complete kit includes gun, extension spreader nozzle, hypodermic nozzle, 12 four-inch glue sticks and doublewalled case.

Hadwood salesstandards uryed by PCWHDA

rF HE hcific Coast Wholesale HardI wood Distributors Association has reaffirmed its strong stand on selling hardwood by net footage and avoiding the blending ofgrades.

At its 63rd annual convention, the group officially reaffirmed its resolution on net footage and blending passed last year. It further moved to have its members investigate buying all lumber on a net footage basis. They said the purpose was to "encourage all mills to sell West Coast distributors on an equal basis of net

Story at a Glance

Group again calls for selling hardwood only by net footage with no blending of grades proposed code of ethics would require members to do all their buying and selling on this basis Don Moreland elected president.

footage so that all sales, whether truckload, carload or out ofwarehouse, are sold on net footage."

Additionally, the idea of a sales code of ethics was discussed, though no formal resolution was forthcoming from the Aprll29 meeting. Under a code, all signatories would agree to do all their buying and selling on a net footage basis and would not sell blended grades of lumber. Any violations from code practices could result in a member's expulsion from the PCWHDA.

MEETINGS included (1) Emmet Vaughan, Jr. John Mullen. (2) Joe Long, Don White. (3) Bruce Frost, John Fahs, Lynn Monthaven. (4) Hal Kerry

Jack Butson. (5) Carl Patterson, Werner Richen. (6) Shirley Reel & Don Reel. (7) Tim Spellman, HarryAnthony. (8) Vince Cortese, Pete Bower (9)

"Bud" Baker, Don Moreland. (10)Clint Bower, "Butch" Pope. (11) "Mac" MacBeath, Harry Anthony. (12) Jack Havens, Brent Mullen.

The business meetings kicked off with the traditional Sectional Reports, wherein various members report to the group on business conditions in their area. Jack Butson reported on Washington State, noting that business was up 25%-30%, that credit, collections and short tallies remained problems. He added that they were seeing a shift away from hardwood to sheet stock.

Werner Richen, outgoing president of PCWHDA, told how some distributors (Sequoia Supply and U.S. Plywood) had closed their Oregon DCs. In Oregon, "1985 beat 1984 and 1986 is starting strong," Richen said.

The Northern California report was made by Joe Long who forecast business closures due to profit squeezes aggravated by the large number of competing firms. Sales volume is "pretty good," he said. Adding that "our customers are better off (due to the competition), even if we aren't." Water quality, leaking fuel tanks and increasing trucking costs remain problems, he reported.

Clint Bower related that Orange/ Riverside Counties had lots of business, but many competitors, including small (4,000 sq. ft.) retail hardwood stores "that sell our customers." Margins remain the number one problem, according to Bower.

The San Diego report was presented by Bruce Frost who said that his area was similar to the rest of California, especially in respect to slowing collections. He noted the difficulty in forecasting demand for exotic imported hardwood, making inventorying difficult.

Tim Spellman said Phoenix business was good, but currently in a dip. Housing starts are up in Arizona, he said, but he described them as being low end, with little hardwood used. The custom home market has slipped from previous levels, Spellman concluded.

The final sectional report, on Los Angeles County, was made by Don Moreland who echoed earlier reports of credit and slow payment problems. "While business is good," he said, "some of the furniture manufacturers have been lost as customers due to business closures."

Next up on the program was a talk by David Cutler, editor-publisher of The Merchant Magazine, whotraced the early development of warehouse home centers. He related their early successes and contrasted that with the declining profits and savage competition that marks today's home center market. He observed that their market penetration had probably peaked, but that warehousers would remain an important factor, though the warehouse units would likely come to more closely resemble traditional stores in the future.

Emmet Vaughan, Jr., speaking on behalf of the Appalachian Hardwood Manufacturers. Inc.. related recent marketing and promotional moves to increase the use of poplar. He said that "past problems with poplar's finishing and other characteristics had been overcome and that its future was bright." Noting that the wood is being used in case goods

for the first time since the early 1900s, he said that poplar's competitive pricing meant a large profit potential for its sellers.

The following day's meeting was highlighted by a presentation by Dick Rinde, a wood products consultant. Included was a film by Columbia Plywood on the manufacture of fine quality hardwood plywood.

The balance of the meeting was devoted to association business before breaking for some social events, including the annual Regatta, a fun and games competition between members that more or less defies description.

New officers elected at the meeting are: Don Moreland, Lane Stanton Vance Lumber, City of Industry,Ca., president; Tim Spellman, Spellman Hardwoods, Phoenix, Az. , 1st v.p.; Bruce Frost, Frost Hardwood, San Diego, Ca.,Zndv.p.; Jack Butson, Brady International Hardwoods Co., Renton, Wa., sec-treas.; Butch Pope, Weber Plywood, Tustin, Ca. sec-treas.-designate.

Directors include Hal Kerry, Brady International; Brent Mullen, Southwest Hardwoods; Joe Long, J.E. Higgins Lumber; Butch Pope, Weber Plywood;

(Continued on next page)

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

5 Home Centers In ToP 1000

Five home center chains made a new list of the top 1000 most valuable companies in the United States.

Lowe's, in 335th place on the master list, ranked l8th among the 51 non-food retailers; also included: Payless Cashways

(578th out of 1000) was 3lst; Wickes (675) , tTth; Hechinger (700) , 39th, and Home Depot (885), 47th. Positions were granted on the basis of market value, sales, profits, assets, margins and return.

The list is compiled annually by Business Week using data from Standard &

HUB CTIY TERMITTAIS, INC.

of lbrcst Prcducts

Van Loads

40'45'High Cu. 102"

Flat Beds

Shrink Wrap

Available from No. Ca

COMPETITIVE C(IST - BEST SERVICE

For Rates and Service Callthe Hub City Nearcst You;

"ShipWithThe Professionals"

Poor's Compustat Services.

Forest products companies included Weyerhaeuse r (92) ; Georgia-Pacific (138); International Faper (165); Champion International (187); Union CamP (209); Boise Cascade (309); TemPleInland (366); Crown Zellerbach (367); Louisiana-Pacific (460); Willamette Industries (485) ; Bowater (517); Potlatch (635).

Building material manufacturers included Masco (140); USG (232);OwensCorning Fiberglas (316); SherwinWilliams (356); Jim Walter (403); National Gypsum (422); Ceriainteed (644); Calmat (7t7);l,one Star Industries (87), and Lafarge (839).

HARDWOOD WHOLESALERS

(Continued from previous Page)

NO. CALIFORNIAHub City Golden Gate Tbrminals (415)930-9368

OREGONHub City Portland Tbrminals (5031297'8787

WASHINGTONHub City Seattle'lbrminals (206) 251-0488

Inquire about our Over-the-Road fiucking Services - MC 168998

Jim Frost, Frost Hardwood; Pete Bower, Mariners Forest Products; and K.E. "Mac" MacBeath, MacBeath Hardwood. Next year's meeting is slated for the Maui Intercontinental Wailea in Hawaii, April5J, 1987. This year's meeting was held at the La Quinta Hotel, La Quinta (Palm Springs), Ca.

Holly is morc than a Christmas tradition

VERYONE recognizes holly for is E bright red berries and pointed glossy green leaves. While the symbol of the Christmas holiday season to many, few people know that it has the whitest wood known to man.

E!

When contrasted with jet black Gaboon ebony, considered the blackest wood, holly is the nearest to a snow white wood. The two woods are often used as examples of color extremes in natural wood coloration.

Ironically, a corrrmon use for holly is as a substitute for ebony in the manufacturing ofpiano keys, violin pegs, finger boards and other black parts of musical instruments. Dyed black it is a perfect substitute for the more expensive ebony. Musical instrument manufacturers reserve the use of genuine ebony for the most expensive instruments.

Other commercial uses for holly include interior finishing and cabinet making. It turns well on a lathe and holds its shape satisfactorily after it has been seasoned. Holly is considered to have fine qualities for use in scroll work, wood engraving, fancy carvings and wood cuts.

The white color of holly has made it a favorite wood for fancy inlay work by cabinet makers. Ornamental veneer borders and block inlays both gain in appearance when holly is used as an accent.

Holly is hard, moderately heavy and

dense, but uniform in texture with a close grain. Lumber one inch thick weighs about 3,500 pounds per thousand board feet when air dried. Both heartwood and sapwood are white with no visible pattern.

Some holly lumber will have a bluish cast but it is not a natural hue. A bacteria stain which feeds on the starch in the wood leaves a pale sky blue residue to color the wood.

The holly leaves, as well as the bright red fruit, make the tree easy to identify. Young trees have a smooth, thin, light

Story at a Glance

Holly is whitest wood known ... uses include substituting for ebony excellent for inlay work species found in southern states differs from European tree.

gray bark. As they grow older. the color remains the same, but the smoothness changes to a rough texture with wartlike excrescences.

Holly is diffrcult to dry. In order to prevent distortion, it is usually cut to small sizes. It must be kept dry regardless of how it is used because it is extremely perishable in contact with moisture. It is not subject to fungal attack except for the previously mentioned staining.

In the United States, holly grows in an area extending from southern Maine to Florida through the Gulf States and in the Appalachian Mountains northward throughout West Virginia. It reaches its greatest size and development in central and southern Alabama and in southern Arkansas, Louisiana and east Texas. The tree grows in many temperate and tropical countries.

In Brazil, Paraguay and Argentina dried holly leaves. known as mate. are used to make a drink like tea.

The American holly (Ilex opaca)has duller green leaves and less bright red fruit than the European holly (Ilex aqufolium) which has very glossy leaves and bright berries. The European holly grows about 16 to 34 feet high with a bole about a foot in diameter.

Holly is rarely found as a veneer. It has limited availability as lumber. The price range is average.

U\)ltE\qU Ul U Ehlhl, re,r., ,Lb

More Doors

Brochures on replacing and installing exterior, interior and patio doors are free from Morgan Products Ltd., P.O. Box2446, Oshkosh, wi.54903.

WellAnchored

A free earth anchor brochure is available from Foresight Producs, lO/80 Irma Dr., Unit #22, Northglenn, Co. 80233.

Raising Deck Sales

A merchandising kit for increasing deck material sales is free from Western Wood Products Association, Dept. DMK, 1500 Yeon Building, Portland, Or. 97204.

Advertising Annuai

Sentry Hardware's 1986 advertising program is described in a free 4-p. folder from The Geo. Worthington Co., 8100 Tyler Blvd., Mentor. Oh.44060.

Stopping Roof Leaks

"How to Find and Stop Roof [€aks" is free from Tuff-Kote Co., Inc., 210 Seminary Ave.. Woodstock, Il. 60098.

Battery Booklet

An 8-p. catalog of batteries for gas lift truck, motorized hand truck, in-plant electric vehicles, road trucks and automobiles is free from Yale Materials Handling Corp., Dept. 198, P.O. Box12936, Philadelphia, Pa. 19108.

Nailing Down Shingles

"Nail 'Em Rite," a shingle fastening techniques pamphlet, is free from GAF Corp., 1361 Alps Rd., Wayne, N.J.0470.

Laminated Coloring Book

A reference to 160 solid color and pattern decorative laminates is free from Wilsonart, 600 General Bruce Dr., Temple, Tx. 76501.

Septic Ulcers

"Country Plumbing: Living with a Septic System," an 80-p. book, is $7.95 plus $2 postage from Countryman Press, P.O. Box 175, Woodstock, Vt.05091.

For all New Literature offerings write directly to the name and address shown in each item. Please mention that you saw it in The Merchont Magozine. Many thanks!

Home lmprovement Handbook

"Do-It-Younelf Projects from Attic to Basement." a book of 36 home improvement projects, is $29.95 plus $2.7 postage from Popular Science Books, P.O. Box 2018, Lathan, N.Y. l2l11.

Bath Enclosures

A l6-p. shower door and tub enclosures catalog is free from Efron-America, P.O. Box 19119, Philadelphia, k. 19143.

Be Square

A framing square guide is $1.25 plus 50c postage from Swanson Tool Co., Inc., P.O. Box 434. Oak Lawn. I1.6M54.

Hole In The Wall

A two sided map-fold sheet of window and rough opening size requirements for remodeling is free from Hurd Millwork, 520 S. Whelen Ave.. Medford. Wi. 54451.

Estl mation Informatlon

"Profitable Estimating for Construction Firms" is $37.50 plus $2 postage from Practice Management Associates, Ltd., Ten Midland Ave., Newton, Ma. 0268.

Writing On Air

An 8-p. air infiltrationbooklet is free from Celotex Corp., P.O. Box226O2, Thmpa, Fl. 33622.

WWPA Buyers Manual

The 1986 Western Lumber Buyers Manual is free from Western Wood Products Association, 1500 Yeon Building, Fortland, Or.9T2M.

Views On Vinyl

A 176-p. sheet vinyl and vinyl floor tile catalog is free from Thrkett Inc., 800 Lanidex Plaza, Parsippany, N.J. 0il54 or (800) 8r-5388.

Walled ln Display

A free display wall system brochure is available from Pickering Industries, 2102 E. "D" St., Thcoma, Wa. 98421.

Establish Communication

An 8-p. brochure covering design, engineering and implementation of audiovisual communication systems, is free from Media Facilities Corp., 34 W 32nd St., New York, N.Y. 10001.

Code ldentifier

An updated version of "Wood Frame Design for Commercial/Multifamily Construction" is free or $1 each for quantities from the Western Wood Products Association, 1500 Yeon Building, Portland, Or. %201.

Chimney Care

"Giving Your Chimney the Care It Deserves," a 10-p. booklet, is $2 from Z-Flex, Inc., Dept. B P.O. Box 4035, Manchester, N.H.03108.

SFPA Buyers Guide

The 1986 Southern Forest Products Association Buyer's Guide of member mills is free from SFPA, P.O. Box 52468, New Orleans. La.7Ol52.

Paint Shopping By Computer

A computerized color matching system brochure is free from Hunterl,ab, 11495 Sunset Hills Rd.. Reston. Va. 22090.

DoorGuard Guide

Door security reinforcement products are featured in a free brochure from MAG Engineering & Manufacturing Co., Inc., 15261 Transistor [ane, Huntington Beach , Ca.92&9.

Pref inished Wall Paneling

A prefinished wall paneling brochure is free from Masonite Corp., 29 N. Wacker Dr., Chicago, n.60606.

GTASSIFIED ADUERTISEMENTS

SIERRA MADRE LUMBER SALESRiverside, Ca.is looking for experienced lumber office personnelA/P-A/R-computer/secretary. Mail resumes to P.O. Box 706, Mira Loma, Ca.91752.

Tbenty-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: $4O camera ready, M5 if we set the type. Names of advertisers using a box number cannot be released. Address replies to box number shown in ad in care of The Merdrant Magazine, 4500 Campus Dr., Suite 480, Nervport Beadt, Ca. 92660. Make checks payable to The Merchant 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.

LUMBER TRADER. Established Califomia wholesale company has an opportunity for the right person experienced in softwoods. Send resume to Box 546 cio The Merchant Magazine.

t

ct #t,

lET'S TAIK FACTS

Cascade Empire is looking for a few special people who already successfully trade Forest Products as office wholesalers and have the facts to back up previous experience.

tACl #22

We have a few facts of our own. lf you trade $150,000 Gross Trading Margin at Cascade, your income would be $55,000. lf that gross was $250,000, your income would be $100,000. In addition, we have benefits which include life, health and dental insurance, disability insurance, 401-k savings program, business expenses paid and incentive travel trips for our top producers.

FICI #3:

We try to keep it simple. You trade-you earn. You must be experienced in order to respond to this ad, you must have a proven record of top production, integrity and be ateam player. We're looking for a perfect match-your skills and our needs.

Our main office is in Portland, Oregon, with branch offices in Scottsdale, Arizona, Newport Beach, California and Columbus, Ohio.

FACI #I:

We're serious and we hope you are. Reply to me personally and let's talk lacts-including the possibility of adding you to the Gascade team.

Ray B. Haroldson President

SALESMAN/TRADER. Northem Ca. wholesaler seeking experienced trader. Mill base and customer folloving essential. Excellent company benefits. Salary plus commission or straight commission. Please send resume and earnings history to FPM Inc., P.O. Box 286, Oroville, Ca. 95965. (916) 533-8646.

HARDWOOD LIjMBER

Los Angeles, Ca.

Wholesale hardwood company offers excellent opportunity for individual with minimum 5 yrs sales experience and a basic knowledge of hardwood species. Qualified candidate should possess a minimum of 2 years college level education, a desire to build a career in sales and the self-confidence necessary to be successful in lumber sales. This position offers an excellent starting salary and a fine benefits program. Send resume to Box 550 c/o The Merchant Magazine.

INDUSTRIAL SALESMAN. Southem California wholesale distribution yard looking for an experienced industrial salesman. Customer following is a must. Salary plus commission and many other benefits. Send resume to Mike Nicholson. AllCoast Forest Products, PO. Box M, Chino, Ca. 91708- 1206, ('l t4) 627 -855 l.

MAJOR REDWOOD and whitewood lumber distributor has an immediate opening for an assistant sales manager College degree or equivalent with a proven track record in lumber sales or management required. Knowledge of the California market desired. The person selected for this position must be capable ofexpanded responsibilities. This position pays an excellent salary with a complete fringe benefit program. Please send your resume to Redwood Empire, Attn: Len Viale, PO. Box 1300. Morgan Hill. Ca. 95037.

CALIFORNIA TIMBERLINE, INC. is looking for a well-established softwood,rhardwood lumber salesperson. Ftill milling facility. Please contact Pete Skibba at (714) 591-4811.

wholesale and distribution company located near San Jose has sales openings for experienced lumber sales and sales trainees. Sales trainees with retail lumber experience are desired. Knowledge of the Califomia market preferred, but not necessary. This position offers an excellent salary with an uncapped commission program combined with a complete fringe benefit package. Relocation to the local arca necessary. Please send your resume to Len Viale, Redwood Empire, PO. Box 1300, Morgan Hill, Ca. 95037.

INDUSTRIAL SALESPERSON: SO. CA. softwood lumber and plywood wholesalers looking for an expenenced industrial salesperson. Customer following a must. Excellent commissions and benefits. AII replies held in the strictest confidence.Send resume toBox 54'7 cloThe Merchant Magazine.

OUTSIDE SALESPERSON. Aggressive, fastgrowing lumber and hardware yard needs experienced, aggressive, self-motivated salespenon. Top compensation and benefits. Ask for Mike (818) 991-1880. (805) 4q-H86.

SALES: ESTABLISHED LUMBER wholesale and distribution company needs experienced, motivated salespeople. Located near Cloverdale, Ca., with on-site reman plant. Offering an excellent opportunity with uncapped commission program and complete fringe benefits package. Market includes all west coast species with emphasis on redwood. Customer following a must. Relocation to local area necessary. All inquiries confidential. Send resume to GeorgeThompson, PO. Box 156, Cloverdale, Ca. 95425.

SALESPERSON/TRADER: Medford, Or., wholesaler is seeking experienced specialry traders. Good mill base and customer follorving are essential. Excellent company benefis. Straight commission. Send resume to Suncrest Forest Industries, lnc.. P.O. Box 2395, White City, Or. 9503-0395, (503) 826-2U4.

LUMBER TRADER: Established No. Ca. wholesale company looking for traders in west coast species, experience necessary. Must be selfstarter with customer following. Top compensation and benefit package. Send resume to Dave Schaller, Schaller Forest Products, Box N, Redding, Ca. 9ffi99.

SALES REP BUILDING MAIERIAIS. Lrading wholesaler of specialty building materials has immediate openings. We are an established company adding to its sales force. SALARY, AUTO ALLOWANCE, INCENTIVE PROGRAM, TRAINING AND MANAGEMENT OPPORTUNITIES. We are looking for persons with building material or millwork backgrounds to call on established retail outlets. Send resume to Sa.les Dept., BMD Inc., P.O. Box 606. Galt. Ca. 95632 -

SALES REPRESENTATMS. Sierra Madre Lumber Sales, Riverside, Ca., is looking for industrial sales personnel, softwoods/hardwoods. Full milling facilitycustomer follorving a plus. Contact Ken Thompson (714) 681-8955. All replies held in strictest confidence.

ESTABLISHED DOOR & WINDOW co. seek experienced sales manager. Good salary and benefis. Bel-Air Door Co. (213') 283-tBl.

PLIRCHASE AGEI.{T WTIH experience, lumber, glue, plywood, etc. for flush door manufacturer. Excellent benefits. Write Box 552 c/o The Merchant Masazine.

LUMBER TRADER: No. Ca. office wholesaler seeks strong salesperson with customer base. Negotiated compensation. Contact Fred Pueringer, or Andy Haynes, WoodSource, Inc., Dublin, Ca. Gt5\829:7220.

llhen sending in a change of address please include zip code on both old and new addresses and either the old label or the inlormation from il. Thanks!

PLATEAU FOFIEST PFIOtrITJCTS, INC,

LUMBER TRADER

Expanding wholesale building materials company with national distribution network has immediate need for experienced sales people.

DESIRED CHARASTERISTICS

Very high energy level

Results oriented

Sell motivated

Superior communications skills

Professional attitude

WE PROVIDE

Excellent benefit package

o Guaranteed draw against commisstons

High income Potential

Excellent working conditions

Please respond in writing to:

Plateau Forest Products, Inc.

Attn:Wayne Mosby

P O. Box 9600

Albuquerque, NM 87119

HYSTER 1955-RC 150 (600 hr since major overhaul) $8,000. Call (714) 956-54n, Ql3) 42545D, or (2t3\865-42M.

2q000 LB. CATERPILLAR forklift, swing shift, side shift diesel. Excellent condition. $2,m0. @13) 467 -9 474 or (2t3\ 263 - 6844.

1968 INTERNATIONAL FLEETSTAR 2OIOA with l8 ft . roller bed and trailer wittr 20 ft roller bed. 549V8, gas, 5 speed main, 3 speed Brownie. Good condition, $8200 for the pair. Hyster Hl80E, 18,000 lb. forklift, 6 ft. forks. Good condition, $22,0O0. (714) 845-4607 ask for Lonnie.

30" TIMBER SIZER, $6,000. Year old shavings collection system, $6,000. Year old finger jointer, with jammer and cut off saw, $50,000. Call or write John Howard. Able Fabricators Inc., North 1407 Elm, Spokane, Wa. 99201 (s09) 326-9427.

HOME CENTER PACIFIC NOKTFIWF-ST

Lumber, building materials, hardware. Approximately I acre, excellent location. $25,000 plus inventory. Terms. Call Rich Stewart, McMurry & Swift, Inc. (206) 581-0500.

RETAIL LUMBER and hardware company for sale. Creat location, well-established for over 6O years; family owned. So. Ca., San Rmando Valley area. Excellent oppomrnity, priced for quick sale. Reolv Box 551 c/o The Merchant Masazine.

LLTMBER YARD WHOLESALE & retail sales in the fun and sun area of San Diego, Ca. Inquire Art Schafer (619) 460-0112.

OREC'ON COASTAL lumber and building supply yard for sale. Well established, profiable business in growing community. Excellent gro*th opportunity. P.O. Box 3833. Vancouver. Wa.98662.

REPRINIS of articles from The Merchant Magazine to use as promotion pieces to incr€ase your marketing results are available from The Merchant Magazine, 4500 Campus Dr., Suite 480, Newport Beach, Ca. 9266O. Call ('714) 852-19W.

TWISTED AND WEATHERED

Douglas Fir 54S and rough, 2x4 and wider, 3x4 and wider, 4x4 and wider, 6x6 and wider and 8x8 and wider. Call Bill Hunter, Hunter Woodworks, (2r3) 7 75 -2s 4 ; (2r3) 83 s - 5 67 r.

California Lumber lnspection Service

Certified Agency L.A. (7r4) 962-9994 s.J. (408) 297-8071 Sacramento O161 965-i 413 P.O. Box 6989. San Jose. Ca. 95150

BOUGHT AND SOLD

Dick Phelps, Broker (ex-lumberman) available to assist you.

JAMES R. GARY E Co. Ltd. Realtors & Estate Agents 21747 Erwin St., Woodland Hills ' Ca.91367 (818) 703-E144 Ca. Nat. (8oo) 6r-0555 (8oo) 421'osss

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

B UVE trlS' GUIDE

- SOUTHERN CALIFORNIA LOSANGELESAREA

ornia Lumber Inspection Seruice

Redwood Assn. Casella Transportation

Crestwood Forest Products

DMK Pacific Corp.

Doors. Inc.

Floor Service Supply (San Jose)

Georgia-Pacitic Corp

Georgia-Pacific Corp. (San Jose)

Harness Timber Products

Hiqgins Lumber Co. (Monterey)

Higgins Lumber Co. (San Jose)

Higgins Lumber Co. (Union Cily)

Hiqgins Lumber Co. (Walnut Creek)

Hirt & Wood Lumber Co.

SAN FRANGISGO BAY AREA

Hllls Systems Corp.

Hub City Golden Gate Terminals

J.H. Baxter&Co.

Louisiana-Pacific Corp.

lVacBeath Hardwood (Berkeley)

NIacBeath Hardwood (San Francisco)

Pacific Lumber Co.

Panel Clip

Redwood Inspeclion Seruice

RolandoLumberCo., Inc.

Sequoia Supply (Fairfield)

Sequoia Supply (San Francisco)

SimpsonTimberCo..

Southern Pacific Trianole LumberCo

Wendng-Nathan Weyerhaeuser Co. White Brothers

NORTHERN AND CENTRAL CALIFORNIA

ARCATA/EUREKA/FORTUI{A

Eracut International

Britt Lumber Co.

Combs Lumber Co.

Cosla Truckinq, Joe Humboldt Redwood Co.

Louisiana-Pacif ic Corp.

PVI\4 Redwood Co.

Schmidbauer Lumber, Inc.

AUEURN/GRASS VALLEY

All-Coast Forest Products, Inc.

BAI(EESFIELD

Higgins Lumber Co. Pacific Wood Preserving ol Bakersfield, Corp.

CTOVERDALE

Bowman Lumber Sales

Louisiana-Pacific Corp.

Rolando Lumber (Kinton Div.)

FORT ERAGG

Georgia'Pacif ic Corp. (Redwood)

Holmes Lumber Co., Fred C.

oRANGE, R|VERS|DE&

COUNTIES

Inspection Service

Cal-Wesl Lumber & Milling Co.

Canlor U.S.A. Corp.

Caroll Mouldrng Co.

Cascade Empire Corp.

0MK-Pacilic Corp.

EIEEI Wood Products Corp.

Far Wesl Fir Sales

Fontana Wood Preserving

Fountain LumberCo., Ed

Freeman & Co.. Slephen G.

Fremonl Foresl Products

Ganahl Planing Mill

6eorgia-Pacilic Corp.

Golding Sullivan Lumber Sales

Hams Trucking Co.

Hrnes Equipment Co.

Inland Timber Co.

Johnston Hardwood Inc.

JonesWholesale LumberCo.

Koppers Co., Inc.

L-P Dislribulion Center

Lamrnaled Timber Services Inc.

Mac8eath Hardwood

Mariner's Forest Producls

Marquart-Wolle Lumber Co.

Newpon Planing Mill, Inc.

0regon Canadian Forest Producls ol Cahlornia

PacilicLumberCo.....

Pacilic Madison Lumber Co.

Patr Lumber Co.

SACBAMEI'lT0/ST0Cxloil AREA

Berger&C0...

Calif ornia Cascade Inoustries

Cantor U.S.A. Corp.

Capitol Plywood Floor Service Supply.

GabbertLumberSales .(800)521-1155

Georgia-Pacifi c Warehouse

Hedlund Lumber & l\rachrne Starning

Higgins Lumber Co

Koppers Co

Laminated Trmber Services, Inc

Lewis Co Inc Palmer G.

Louisiana-Pacilic Corp

Michigan-Calilornra Lumber Co.

M&MBuildersSupply

Nikkel Corp., The

P&MCedarProducts

Rocklin Forest Products

Simmen Lumber

Stanline, Inc. StocktonWholesale. Union Forest Producls Union Planing l\4ill. Waldron Forest Products

Wood Treating Co

Weyerhaeuser Co.

t 0s 8ANos

DMK'Pacific

IIOtLISTER

.. Lewis Co., Inc., Palmer G.

(Red Eluff). Paul Bunyan Lumber Co.

UKIAH'CAtPELIA/WIttITS

All HeartLumberCo., Inc.

Coast Wood Preservino, Inc.

Forest Products Transportation

Littlelakelndustries

Louisiana-Pacific Corp.

Penofin lVarketing Performance Coatings, Inc. (Ca.)

Redwood Coast Lumber Co.

wtLUAMS

Peterman Lumber Co., Inc

Product Sales Co.

Reel Lumber Service

Regal Custom Millwork

Reliable Wholesale Lumber Co.

Roy Foresl Products Company

San Anlonio Conslruction

Sequoia Supply 1714)261-2730

Snavely Foresl Products

South Bay Forest Producls

Southern Calilornia Lumber Sales

Sunrise Foresl Products Co

Tool & Nail Lumber Co.

Weslern International Forest Products

WeyerhaeuserCo. \714)772-5880

WolleLumberco

GREATERSAN DIEGOABEA

American Mill & Manufacturing

BakerHardwood.....

Burns LumberCo.

Fishman & Afliliates

Fountain LumberCo., Ed

FremontForestProducts

Frost Hardwood Lumber Co.

Georgia'Pacilic Corp.

MapleBros., Inc. Moulding

Peterman LumberCo., Inc.

Stanline, Inc.

Virqinia Hardwood Co.

Western Wood Preservers Institute

Weyerhaeuser Co.

PAC I FIC NORTHWEST STATES WASIIINGTON

BUVE AtS' ffiUIEE ROCKY MOUNTATNS_

SOUTHWEST ARIZONA

PHOEiIIX AREA Arizona Pacific Wood Preservin0 Co. Far West Fir Sales

Fremont Forest Products

Georgia-Pacific Corp. MallcoLumber&BuildinoMaterials......

lvlaple Bros., lnc. l\.,toulding Prime Lumber Wholesale. lnc

Sequoia Supply Snavely Forest Products.

South Bay Forest Products Southwest Hardwood Co. . . Specialty Forest Products. SpellmanHardwoods...

Stanline, Inc.

(Az.) (800) 352-9169 (602)961-0978 (602)998-4703 (602\244-0301 ...(602)264.2533 \602)272-2313

ln Az. (800) 624-540'1

1{EVADA

SPECIATIZING IN MARKETING AI{D DISIHBTMNG WESTERN FINISH SOFIWOODS lN: DOUGLAS FlR, WESTERN CEDAR, SPRUCE, REDWOOD, HEMTOCK Clears, Selecled Commons, Pollerns, Sidings, Decking, Detaits, dnd Culiings

Inventory ond Mill Direct I Wholesole Only

637-2121

@tsITUAR[trS

Kenneth John Coleman, a wholesale lumber salesman for more than 40 years and a very active member of the lumbermens fraternity Hoo-Hoo International, died of cancer on May 3, 1986, in Fallbrook. Ca. He was 62.

A native of Los Angeles, Ca. , Mr. Coleman served in the U.S. Army during World War tr in the 86th Blackhawk Division, 34lst Infantry Regiment. He then joined E.K. Wood Lumber Co. and later California Door Co. He worked for Eckstrom Plywood Corp., Los Angeles, Ca., for over 20 years until its closure in 1983.

President in I9l of the Los Angeles Hoo-Hoo Club, he also served as Deputy Supreme Nine for several years before becoming Supreme Nine of Jurisdiction 6 from l98l through 1983. He attended ll Hoo-Hoo conventions in the last 15 years in the U.S., Canada and Australia.

Mr. Coleman is survived by his widow, Dolores, two sisters, one daughter, one son and two grandchildren.

News Briefs

(Corttittued

Armstrong World Industries, Lancaster, Pa., has approved a stock purchase rights distribution plan as an anti-takeover measure

Bkck & Decker Co.. Kohler Co., Durucell USA and the Nav York Wre Co. have all won best of marketplace awards from the Point-of-Purchase Advertising Institute, Inc.

Monarch Mirror Door Co. , Chatsworth,Ca., is celebrating its 25th anniversary. .The Hardwood News is observing its first anniversary.

Watco-Dennis Corp. is constructing a new office, factory and warehouse building in Rancho Dominguez (Los Angeles), Ca.; move-in is set for midJuly. .Timco, Rancho Cucamonga, Ca., has been acquired by Boardroom Business Products for an undisclosed sum...

The Westem Wood Produas Association received a Governor's International Marketing Firm of the Year Award from Oregon Governor Vic Atiyeh for service to the wood

products industry. ..Metal building sales for lowrise commercial, industrial and institutional buildings rose 5.46% in the first quarter 1986...

General Steel, Inc., Los Angeles, Ca., has been acquiredby LeslieIncke, Inc., Atlanta, Ga. ; an immediate plant expansion is plannd...Beta Partners, a San Francisco, Ca. , investment firm, has acquired Tiiangle Pacific Corp., Dallas, Tk., for $203.3 million...

ADVtrRTISTRSO INDtrX

Jrotn ltage l8)

$50.00

Timber Facing & Sizing 4x4-10" 18/M. 4 x12-14" 22/M. 6 x 6 - 10" 22M. 6 x12- 14" 25M.

o Price on rough facing or sizing to include $35 charge/set-up

Timber Ripping 4x4-12"-$15.00 6x6-12"-$18.00

Essex Lumber Service is o new compony, focusing on custom resowing ond ploning services for lhe wholesole lumber community. Although storted in eorly'85, we hove mony yeors of lumber monufocfuring experience.

Our bosic equipment, locoled in Roseville, Coliforniq, con' sists of o 60" Klomoth Mochine ond Locomotive Works bond mill with o Solem line-bor infeed. Running '17 gouge sows, our kerl is o nef 'l/8'i This mochine is ideolly suifed lo run q lorger volume of closer toleronces thon the lighler duty mochines commonly lound in the te-mon. induslry. This copqbility helps us keep out prices low. And we con run onyf hing lrom 2x4s fo lorge fimber$ Our green choin hos9sorts per side. We hovetwo mosler lumber groders on site io ioke lumber f rom lhe resow ond/or our Newmqn 6E Plqner.

Conslruclion in-progress includes on eleven sow oir frimrner thol will trim behind the resow ond/or ploner, ond o PE.T. mochine.

To dole our services include:

! Resqwing

tr Ploning (with emphosis on potlern work)

! Ripping ! Sorfing ! Groding

Pleqse keep uiln mlnd lor qccurqtq fqsf lum'qround servlce

JodySonderc

Essex Lumber Service, Div of Greenwood Forest Products, 470 Roseville Rd. (PO. Box 430) Roseville Co' 95664

o Custom milling prices good through December 31, 1986

o Price/MBF, T&T Lots, R/L Tallies

o Incoming stock to include tallY

o Stock insurance available upon request, however, customer is responsible for insurance on own stock, unless otherwise specified.

o Terms: Net 10 days ADI

o Member Calif. Lumber lnspection Service

This is q service qnd production oriented compqny. We do not wholesqle lumber, ond lhe confidentiolity of your qccounls will be prolecled.