Merchant Magazine - June 1987

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

Editor-Publisher David Cutler

Senior Editor Juanita Lovret

Assistant Editor David Koenig

Contributing Editors Dwight Cunan, Gage McKinney, Ken Thim

Art Director Martha Emery

Staff Artist Carole Shinn

Circulation Louanna Muell

The Merchant Magazine (USPS 79656000) is published monthly at 45fi) Campus Dr:, Suite 480, Newport Beach, Ca. 92660, phone (714) E52-1990, 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

Advertising rates upon request.

From all states easl of the Rocky Mountains: Contact Jean Waggoner, national sales manager. From Arizona, Nevada and California: Contact David Cutler. Both may be reached at (714) 852-1990 or by writing4500 Campus Dr., Suite 480, Newport Beach, Ca. 92660. From Washington State, Oregon, Idaho, Wyoming, Montana, Utah, Colorado and Canada: Contact Carol Holm at (206) 3400680 or l0l8 Lloyd Building, Seattle, wa. 98101

SUBSCRIPTIONS

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

Subscription Rates-U.S.: $9-one yearl $15-two years; $2O-three years. Foreign: one vear oavable in advance in U.S. fundsbunudu'or Mexico: air-$35; surface-$301 South America: air-$55; surface-$30; Asia: air-$68; surface-$301 Europe: air-S981 surface-$30. Single copies-$21 back

when available plus shipping & handling.

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

EDITORIAL

DAVID CUTLER editor-publisher

The information is available, just ask

Il HIS BEING June, the month of school gra- I duations, we would like to be reporting to you on the many and successful industry education and training programs we encounter. But we can't. Because to be blunt about it, this industry just isn't sufficiently education minded. For all the lip service that education, lifelong learning and training receiveand for all the excellent programs already in placewe still think this industry has neither created nor maintained as many education programs as are needed.

Lack of education is analogous to the weather: everyone talks about it but no one does anything. The resistance is both active and passive. We see the former in meetings where both company and association management bypass the chance to spend money on training and education, preferring to allocate funds for something "more tangible," whatever that means. Companies prattle on about service and quality, then skimp on education. Later they wonder why their service and quality are found lacking.

It never occurs to them that education would also help them to comprehend the problem. And find a solution.

Passive resistance to education takes many forms: poor seminar attendance, day dreaming, closed mindedness. In a few cases it's a negative attitude towards anything that smacks of formal education. We've been told by professional educators and seminar sellers that- our industry responds only weakly to their messagg. Our collective under-education seems normal to some. So why change it? They must feel as if we function in the best of all possible worlds. It's incredible. No, make that discouraging, bordering on disgust.

We can all work to correct the situation. Push for more training and employee education in your company. No level should be exempt. Try for continuing, ongoing programs. Too often the initial enthusiasm for education withers quickly. The money spent will come back many times over. To doubters of that we prescribe, you guessed it, a little education.

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

ALL SOETWOOD SPNCIES . PKESSURE TREATND ruMBDK & STUD INVNNTOKY .

Nature did its best here.

We're celebrating our first year in Southern California. Though our roots are deep in the cool green forests of old-growth Douglas fir in Oregon, we live by the same standards of honesty, integrity and hard work here in California.

Nature's priority is growing strong and healthy trees. Our priority is you.

Fontana,

Introducing Weyerhaeuser n||[[il[

The first oriented strandboard to receive the American Plywood Association Struc-I rating, , Look for it soon...

Beginning in July, Weyerhaeuser Company will bring you a premier quality building panel that is produced in the West. Inquire at your nearest Weyerhaeuser Customer Service Center below:

Stop by Weyerhaeuser Company's exhibit at the Pacific Coast Builder's Conference.

See the first OSB product to receive the Struc-I rating at Weyerhaeuser Company's exhibit, numbers 1422 and '1521

HEN SOMETHING has been around as long as Plywood siding, it's easy to pigeonhole the product into the most common, routine applications. Good 'ole plywood siding. You can't beat it for tract and manufactured homes' But those time-honored uses are onlY the beginning of a long list of application possibilities. Dealers can reap the benefits of increased plywood sales if they stretch the imagination of customers looking for the right siding product.

Take, for examPle, the builder who's remodeling a house' The old, weathered siding has to go, and in its place, the homeowner wants an affordable siding that matches the updated style of his house. APA 303 Siding, perhaps in a reverse board and batten Pattern, may be just the ticket.

Or consider the Plight of the builder who is on a tight schedule to put up a new dental office down the road. The oflice is in a mixed use area, and the dentist wants the new building to blend in with houses and other small oflices in the neighborhood. Again, APA 303 PlYwood siding meets the criteria because it goes up quicklY and comes in Patterns that blend with both commercial and residential styles.

Other uses for PlYwood siding include custom homes, shoPPing centers, storefronts in enclosed shopping malls, schools, oflice buildings, exposed ceilings in covered wilkways, interior accent walls, chimney enclosures, garage doors, storage sheds and signs.

Plywood siding is adaptable to a diverse range of applications because it is available in a wide variety of patterns, textures, and face grades. Popular siding Patterns include rough sawn, APA Texture l-11, channel groove, reverse board and batten, and Medium Density Overlaid with either an embossed texture or smooth, Paintable surface.

APA plywood siding Panels are acceptable for many aPPlications because they are lightweight and easy to cut, drill and fasten. The workability of plywood siding makes it ideal for remodeling and do-ityourself projects.

Adding to the versatilitY and adaptability of plywood siding is the fact that it can be finished with a variety of paints and stains. Dealers can help ensure customer satisfac-

lmaginative ways to sell plywood siding

tion by selling the appropriate paint or stain for the siding panel selected. Find out as much as Possible about the customer's application. The more You know, the better Your ability to sell the siding face grade and finish that best meet the customer's needs. A choice of 13 face grades gives builders more flexibility in specifying a product that matches architectural intent, finishing plans' and budget constraints.

No matter which Pattern and face grade are selected, any plywood siding panel that bears the APA trademark is a quality product' manufactured only bY a member mill of the American PlYwood Association. These siding panels are manufactured according to the Provisions of U.S. Product Standard PS l-83 for Construction and Industrial PIYwood, and subject to the APA's rigid

quality supervision and testing'

To help you sell Your customers' a videotape that shows the step-bystep process of re-siding a house is available from APA. A second videotape that describes construction of a garden storage "barn" will be available later this Year' Both videotapes will be mass-marketed to distributors and retailers.

Story at a Glance

Techniques for Promoting siding in a wider range of aPPlications... ideas and aids for contractors and d-i'Yers. ways to helP customers select correct siding and finish.

Dealers can satisfy market demand with high style paneling

IrKE CINDERELLA, interior b plywood paneling is changing its image, becoming a high-style hqme fashion, moving from the lumberyard to the decorative product section of the store.

After years of being the popular product for covering walls in dens and recreation rooms, woodtone paneling began to lose market presence about l0 years ago when homes became smaller and decorative schemes began to concentrate on lighter colors. Most retailers resigned themselves to slackening sales of wood grain panels, but the manufacturers did not give up. Responding to market demand. thev

have developed within the last five years a new array ofdesigns, textures and colors, most with a wallpaper look.

Decorator panels, designer styles, florals, Victorian patterns, soft colors, children's themes and lisht woods make up the new plywjod paneling options. Still durable, versatile, inexpensive and easy to install, they have been updated to the homes and the tastes of the '80s.

"These new panels represent a commitment to offer profit opportunities to paneling retailers," Robert T. Renfro, president of the paneling division of Weyerhaeuser Co.. explains. "Every new product repre-

sents a growth area in the paneling industry which successful dealers will capitalize on to give them a superior product mix."

Story at a Glance

Fashion panels offer new profit opportunities. how to shape merchandising to a new image suggestions fordisplayad- vertising, utilizing consumer promotion materials.

Retailers, who recognize that this metamorphosis is creating a growth area in paneling products, are reaping the profits of the new look. Consumer interest in decorative panels is being stimulated by the plywood Paneling Council, a group including Davidson/PWP, Georgia-pacific, Ply*Gem, Plywood Panels Inc.. States Industries, U.S. Plywood (being acquired by G-P) and Weyerhaeuser. Decorating promotions in consumer magazines and newspapers plus TV programs such as ,,This Old House" are showing homeowners the magic they can achieve with the new colorations and designs. Words emphasize the benefits of panels, while pictures record success in covering damaged walls, coordinating remodeling or just adding a fresh accent.

The high-style panels need a different kind of merchandising. Light colors, linen-like or silky backgrounds, floral patterns, stripes and scenic panels sometimes look out of place in the lumber section. Even the pickled finish woods, scrubbed oak.

REl|0l.Ull{G display f or decorative panels allows shoppers to view a selection ol oanels manufactured by Davidson P,W.P.

bird's eye maple and birch no longer seem always compatible with dimension lumber.

The new paneling designs thrive in the decorative products section, next to the paints, wallpaper, decorative moulding, floor and window treatments. They star in vignettes dramatizing their versatility. Swatches of fabric and color bring out their best features.

The more ideas a retailer can give a customer on how to use the Product, the better it will sell. Displays are extremely important. Emphasis should be on combining various patterns to create special looks such as wainscotting or border designs.

Project selling works well with paneling. Decorative moulding is a good companion Product. A baseboard, a chair rail, crown moulding, a cornice or even pilasters accent the paneling and give it a more complete look. Moulding also can dramatize Victorian or country decor.

Panels must be disPlaYed so that the entire panel or at least enough to properly show the Pattern and texture can be seen. UPright frames work well. Pattern, manufacturer and price should be clearly indicated.

Paneling advertising works best as project advertising, showing a complete room, not just isolated panels. Color emphasizes the colors and patterns available. Selling the complete room project idea brings in other products such as floor covering, ceiling tiles, window coverings and new interior doors. Tools and products needed for successful completion of the entire job are part of project selling.

Timing of promotions is a consideration. Paneling traditionally has sold well in the fall and winter months when d-i-yers find it easier to work inside. However, it also ties in well with spring and pre-holiday selling when people are looking for a quick and easy way to refresh the interior of their homes.

Most manufacturers are introducing the new designs with comPlete dealer support programs including introductory pricing and co-op advertising. ln discussing GeorgiaPacific's debut of their newest decorator panel with a children's theme. Dick Rose, general manager

of the G-P paneling products division, said, "We've made it possible to offer a whole new lookan entirely new decorating alternativemaking use of retailers' existing displays and stock capabilities."

Homeowners are being bombarded by manufacturer's promotions as well as stories initiated bY the Plywood Paneling Council in the consumer press. But, it is uP to each retailer to make the most of the opportunity. Those who are saY it pays off. One chain reports increasing paneling sales by 700/o with an upgrade of inventory, disPlaY and advertising.

0EC0RAIIUE Danel center designed by Weyerhaeuser has been iudged outstanding by industry merchandising experts.

expanded from the wood look into wallpaper designs, juvenile themes and labric look-alikes.

For the l3th time in 16 years, San Antonio Pole Construction has been asked to build a new pole building for Big Valley Lumber Company at their sprawling Bieber, Ca., complex.

We're very proud of that record and what it says about the customer satisfaction built into every San Antonio building.

The new 25,000 square foot planing mill building shovm on this page in varioui stages of construction is notable for the vast open spaces lreated by the pole building design. Remarkably, there are only six poles inihe entire interior. A good example of how San Antoniots know how and experience can perfecdy tailor a cost effective building to a customerts needs.

Built mainly with the ffne lumber Big Valley produces at this plant, the building's height at center is over 50' and 18' at the eves. Width at the pole line is 150' x 160' not counting overhang. The handsome glue lam beamJthat support the roof weigh over 150,000 pounds.

Some of the footings that support the poles are over 8' x 8' squane. The poles themselves range from 18" to 22" atthe butt Some are over 50'long.

SanAntonio buildings already completed for Big Valley Lumber include lumber storage, green chain cover, dry kiln cooling shed, maintenance shop and garage. Whatever our customerts requirements, San Antonio can handle the job.

Big Valley Lumber Company was founded 20 years ago by Bill Main. The company continues in the capable hands of his three sons, Bruce, Jon and Andy Main and Big Valley

Solving the panel trademark mystery

AS A RETAILER. you've prob- fil ably seen and sold panels with the American Plywood Association (APA) trademark hundreds of times. But what's APA? And what's behind that trademark?

APA is a nonprofit trade association whose member mills produce approximately 800/o of the structural wood panel products manufactured in the United States. It performs numerous functions and services on behalf of panel product users, specifiers, dealers, distributors. and other key groups.

The APA trademark signifies the manufacturer is a member of the association and that the products, which are subject to the group's rigorous quality testing program, conform with strict product and performance standards.

The trademark is found on panel backs of most products. Panels with "B" or better veneer on both front and back and panels with special overlaid surfaces on both sides carry the trademark on the panel edge.

The trademark also provides important information about the characteristics of the panel, including veneer grades, panel thickness, and exposure durability classihcation. In the case of APA Performance-Rated Panels. the trademark includes a span rating, which is the recommended center-to-center spacing of supports in inches over which the panels should be placed in sheathing, flooring, and siding applications.

Some trademarks identify panels without specific end-use designations. If a particular application is not designated, the trademark provides the face and back veneer grades, such as A-C or B-D. and the species group numbbr, indicating the tree species from which the panel is manufactured. Veneer grades define veneer in terms of natural unrepaired growth characteristics and allowable number and size of repairs that may be made during manufacture. The highest grade is A; D is the

lowest grade and is used only for backs or inner plies of panels intended for interior use or for applications protected from permanent exposure to weather or moisture. Grade and species classifications, along with panel thickness, help determine strength and durability of the panel.

The number at the bottom of the trademark is the mill number. which indicates where the panel was manufactured. Many trademarks also have a "PS 1 -83 " designation if the panel conforms to U.S. Product Standard PS 1-83. Some trademarks have an "NER-108" notation, indicating the panel is approved by the National Evaluation Service. a standards service sponsored jointly by the three major model building code organizations. An FHA recognition number in the trademark indicates the panel meets the requirements of the Federal Housing Administration material use bulletin listed.

Some panels are marked "Shop Cutting PanelAll Other Marks Void." A shop cutting panel is one rejected for nonconformance with the requirements of the product or performance standard. Shop panels can often be cut to eliminate defects and used in applications not governed by building codes, such as doit-yourself projects.

And how do you show builders

The Merchant Magazlne

which APA Performance-Rated Panels are suitable for their projects?

First, ask about span ratings. APA Rated Sheathing has two span ratings separated by a slash, such as 32/16 or 48/24. The left-hand number denotes the maximum recommended spacing of supports when the panel is used for roof sheathing with the long dimension of the panel across three or more supports. The right-hand number indicates the maximum recommended spacing of support when the panel is used for subflooring with the long dimension of the panel across three or more supports. For instance, a rating of 32/16 means the panel should be placed over supports spaced a maximum of 32 inches on center in roofconstruction, and 16 inches on center for flooring.

Story at a Glance

How to interpret panel trademarks and identify specific uses... ways to show customers what is suitable for their projects tipsfor recommending companion products. Check, also, where the panel will be used, in order to recommend a proper exposure durability classification. Most sheathing will eventually be protected, and therefore can be specified Exposure 1. But, if a customer is looking for panels which will be directly exposed to the weather, propose an Exterior panel or 303 Siding for the job.

For flooring a customer has two options - a single-layer floor built with APA Rated Sturd-I-Floor, or APA Rated Sheathing with an underlayment. Sturd-I-Floor is a Performance-Rated Panel designed and manufactured specifically for residential and other light frame single-floor applications for use under carpet.

Sheathing or Sturd-I-Floor topped with sanded underlayment is recommended for glue-down vinyl floor covering. Sturd-I-Floor has Span Ratings of 16, 20, 24, and 48 inches, in thicknesses ranging from l9132 to 1-ll8 inch, and in two exposure classifications: Exterior and Exposure 1. Panels are available with either square edges or tongue-andgroove edges as specified.

For a stiffer floor and to alleviate squeaks and nail-popping, you can recommend the builder use ring shank nails and construction adhesive with the tongue-and-groove panels fastened to the joists. APA Rated Sturd-I-Floor 48 o.c., commonly called2-4-t, may also be used in heavy timber roof construction.

If your customer is looking for siding, there is a variety of choices.

(See page 9) But, as in selling other structural panel products, remember companion articles which may be sold with 303 Siding. For example, non-staining, non-corrosive nails should be suggested. Also, the builder may want to use Z Flashing for joint details. Z Flashing is a Z-shaped piece of galvanized steel, aluminum or plastic installed at horizontal joints of plywood siding to prevent water from entering the wall cavity. Plyflash is also available for Texture l-ll and 5/8" reverse board and batten patterns. Plyflash is a prefinished flashing which matches the siding pattern, disguising joints. Lumber trim is necessary for battens, joints, corner, window and door details.

Structural wood panels are often used as finishing materials for soflits. If the customer wants a closed soffit with a rustic look, he could use a 3/8" 303 Rough-Sawn. If he prefers a painted soffit, then A-C or Medium Density Overlaid (MDO) is recommended. On the other hand, should he want an open soflit, rough-sawn or Texture l-l I patterns are options. Remind your builder to buy materials for vents; you'll save plenty of headaches later!

Ways to cut panel product claims

OR MOST building products dealers, "callbacks" or "claims" are four letter words. Since the best way to avoid mentioning claims is to avoid getting them, the following outlines the most common panel problems. and how to get rid of them.

A familiar cause of panel claims goes way back to jobsite delivery. If lumber and plywood at a construction site are dumped in the mud, directly onto uneven ground, this may decrease the material's performance. Structural panels are tough, but they will perform better if they are given a little attention.

Story at a Glance

Methods that cut callbacks eliminate most problems with proper jobsite delivery reducecomplaints with application recommendations.

First, find a level area where the plywood can be dropped. Find three scrap 2x4s, and use those as stringers for your stack Put two ofthem about a foot from either end, and the third in the middle. This simple procedure will keep panels out of the mud and give them even support.

It may sound ridiculous to recommend covering panels when they could be soaked on the house before it is closed in. But before the panels are installed, it's important to keep them from collecting moisture unevenly. Cover them with a tarp; and if the tarp is made of polyethylene, leave panel sides and ends open to keep from creating a "greenhouse effect."

Perhaps you've had panel buckling complaints. As the sun sinks into the West, you gaze at a two or three month old house and instead of a smooth line silhouetted in the

sky, the roof is waving at you! After removing the shingles, the builder discovers the panels have buckled between supports.

According to the American Plywood Association, improper panel spacing is the most common cause of buckling. Wood tends to absorb moisture and expand until it reaches an equilibrium with its surroundings. Panels butted too tightly together have little room to expand in their horizontal plane, and may buckle upwards or downwards.

Panel spacing recommendations were recently revised to relieve some of the confusion about spacing at edges and ends. Formerly, panels were to be spaced l/4 inch at edges and l/8 inch at panel ends. But after comparing field performance and construction practices, APA issued a new recommendation. Panels are to be spaced l/8" at all edges and ends. You can suggest that builders use a nail to spaca all the way around the panel. That recommendation is consistent for wall sheathing, roof sheathing, siding or subflooring.

One way you can help builder customers assure good roof appearance is to recommend allowing panels to condition to a higher moisture content before the roofing is installed. A few days with air of 80 to 900/o relative humidity circulating over the entire panel surface will sufliciently condition the panels. If this approach isn't practical, suggest that the builder try to delay installation of shingles after the sheathing has been applied. Panels should be protected from direct rain exposure by applying the roofing felt as soon as possible.

Another thing the dealer should make the builder aware of when shingle ridging is discovered is to check for proper attic ventilation. The most effective attic ventilation is provided by a combination of eave

(Please turn to page 68)

New & different markets for panels

LTHOUGH interest rates have risen about two points, 1987 still promises to be another excellent year for housing. Now is the time to plan for contingencies. Remodeling, non-residential and industrial markets should be explored as alternatives to housing.

fully takes the reader through every stage of house construction, making it an indispensable tool for all phases of do-it-yourself construction and remodeling. It's not limited to panel installation, either, though that is covered thoroughly.

Re-siding a home is a great way to improve wall insulation and to update the overall look. You can give customers ideas with an APA videotape to help do-it-yourselfers get started: Show a New Face With Plywood Siding. This 30-minute tape goes through all the basics of planning a re-siding job, removing the old siding, applying new siding and finishing. The tape can be combined with a "siding center," including types, patterns and textures of siding as well as finishing techniques and products to choose from.

Nonresidential construction slowdowns tend to lag behind residential activity by one to two years, so it may pay to get involved with the nonresidential scene. Structural panel demand in the nonresidential market was 3.85 billion square feet, 3/8" basis, in 1986. A 275 million square foot increase is expected this year.

mezzanines, made with APA Rated Sturd-I-Floor or APA trademarked Underlayment, are good projects for residential builders, and their dealers, to get involved in. Of course, oflice partitions can easily be built using materials found at the retail yard. And wood roof decks are increasingly popular to replace existing decks.

Invite builders you work with to see a variety of construction photos depicting construction projects. Then offer to help with the planning for a run at a nonresidential project. APA guides on nonresidential roof decks, diaphragms, general commercial construction and others will come in handy to plan the project as well as figure which related items to stock. And don't forget concrete forming:B-B Plyform, High Density Overlay (HDO) and special Medium Density Overlay (MDO) panels are important for all types of nonresidential work.

Story at a Glance

What and how to sell remodeling, non-residential and industrial markets.. ways to expand builder business. have you met "Big Bin"?

AIIERI{AIIUE industrial markets for paneling are being developed by "Big Bin," which is made of 1-1/8" C-C Exterior plywood.

It's a proven fact that when homeowners can't afford to move, they take a second look at their present residences. Major home alterations consumed 4.1 billion square feet of structural panels, 3/8" basis, in 1986. That number is expected to hit 4.43 billion by the end of 1987.

One of the best tools you can offer your customer for remodeling projects is House Building Basr'cs, published by the American Plywood Association. This guide success-

One idea is to get residential builders involved with nonresidential activity. Shopping centers, small office buildings, churches and schools can all be built using wood frame construction techniques most commonly associated with residential construction.

Panelized roof fabricators are popping up across the country, as well. This construction process consists of fastening structural panels onto lumber framing, then lifting the panels into place and fastening them to steel or wood joists. Panelized roof deck construction saves time and labor. while delivering diaphragm strength to the roof structure.

Nonresidential remodeling can also be lucrative during periods where traditional construction activity is down. New floors or

The typical industrial customer makes products for sale ranging from furniture and hxtures to basketball hoops, as well as a myriad of materials handling products such as pallets, bins and crating. It's a specialized market, but one which may be considered.

Industrial fabricators buy full or cut-to-size panels from a variety of sources. Hardware, including pallet nails, hinges, steel angles and other pieces, is also purchased.

A new opportunity is known as "Big Bin." Big Bin is a four-foot square plywood box, with a built-in pallet base. Fitted with a plastic liner, Big Bin can ship 300 gallons of liquid. The container stacks four high safely, even when full. Furthermore, it knocks down for return shipment. Five knocked-down bins take up the space of one full bin. Food process-

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lnil[f1,[[(Q DDt]E[-@ -U Lq LVU N) D;] L] E LI N)

Georgia-Paclic is in rhe process of acquiring U.S. Pllu'ood (see p. 2l lor story) . llcl,erlneuser Clo, has acquired Americqn Hardwood Industries Redi-TaUse Hardwoods div. from Hammermill Paper Co. .

Willamette lndustries has acquired the Hampton Industriol Forest Products remanufacturine plant in Woodburn. Or." frod Hantpton Lumber.Sales Co., portland, Or.. renaming it Willamette Industries' lndustrial Wootl Protlucts Div., Perry Nydigger, mgr. .

Cornett Lumber Cb.. Central Point, Or.. has acquired a Placerville Lumbcr sawmill in Snrirh Flat. Ca. .Dennis Doolev of Dooley Forest Co.. City of Industry, Ca., has relocated and set up as Dooley Lumber Co. in Pasadena, Ca., selling reclwood, pine and clear fir.

Etergreen Pociftc Lumber Sales Int'., Kirkland, Wa., has relocated to Tampa. Fl. .Plateau Forest Produils, llc, Albuquerque, N.M., has moved to new quarters. ,Snow Mountain Pine Co.. Hines, Or.. is moving its marketing and sales office to Bend, Or.. with Bob Bretz as new lumber sales mgr. . .

Mariners Forest Products. Santa {na, Ca., is expanding. adding 7.000 sq. ft. to its mill, p-lus 4,000 sq. ft. of additional warehouse, including 4,000 sq. ft. of new offices.. .Frost Lumber Co." San Diego, Ca., is adding a iSO ft. long hardwood storage building at its Miramar yard.

Vent Vue Praducts has expanded into additional property adjacent to its long time Clover Place facility in Los Angeles, Ca.

.Reliable Hardw^ar€ Wholesalers oJ' America, Diamond Bar., Ca., has added a paint sundry divislon.

Sunc'rest Forest lndustries. lnc.. has moved to a new location in Medford. Or. Western Amerit'an Foreil Products, Citv of lndustry. Ca.. is adding two new 9,000 sq. ft. buildings. .Hantpton llliliates has sold a Toledo. Or., sawmill to llheeler Manuf'acruriirg. Portland, Or.

Zurn Induslries, Inc.. has acquired Associated Products, lnr'., Valencia, Ca. . .Keije Internationalis the new name for Ke,le Corp. ..

Atlas Lumber Co. lnc. nlans to move before Aug. I from its long time E. l4th St., Los Angeles, Ca., site to an as yet unannounced location outside the city, be- lieved to be Chino. Ca.. ...Rillenktrglt Luntber Co.. Big Bear Lake, Ca., has affiliated with Ace Hardware. .Gri.ffin Lumber, El Cerrito, Ca., is voluntarily closing after 60 years

.Ziegler Lumber Co., Spokane, Wa., has opened its 3rd store in the city and 8th in the chain. .

Build and Growis a new 24.000 sq. ft. home center in Rancho Penasquitos (San Diego County), Ca.. opened bv Bob Serr and Richard Hallett

Sutherland Lunfier is seekins a buyer lor its closed srores in City of Industry, La Mirada and Anaheim,Ca....

HomeClub 1rc. has opened a store in Colorado Springs, Co., Warren Kunish, mgr. . . .Terry Lumber Co. has added a new plywood storage building at its Ventura, Ca., facility. .Reno Lumber and Hardwarq Reno, Nv., has filed Chapter 7 bankruptcy (total liquidation) in federal bankruptcy court.

Fred Meyer added Dial One (a professional installation service) at its l7 home and garden center locations in the Portland. Or..

The Merchant Magazine

area. .Ort'lnrd ,Supply has opened its 25th California store in Vacaville's Alamo Plaza. Joe Ignaitismgr....

Lomita Lumber Co., Lomita, Ca.. is celebrating its 65th year in business. ..All American Home Center, Downey, Ca., is celebrating its 28th anniversary.

Houston Home Lumber Co., Las Vegas, Nv., reopened for business within a few davs after a $2 million fire in irs srorase yard. . ,

Noranda, Int'., Toranto, Canada, will fornr a separete company of its forest indusry holdings including half of MacMillan Bloedel Ltd. and all of Fraser Inc. and James Maclaren Industries. using the nanre .Vora ttda Forest Inc....

Proposed legislation (SB 1641) that would further restrict timber harvestirtg in California is being vigorously opposed by industr! groups; Pacilic Lumber Co. and Lott i s iana - Paci./'ic would be among flrms hardest hit if the Keene bill becomes law.

3-C Truckings (Long Beach, Ca.) 1932 Mack received 1st place for the "Best Mack" at the 4th annual antique truck show at the California School for Deaf Rehabilitation in Riverside, Ca., winning a trophy sponsored by Peterman Lumber Co., Inc.. Yontana. Ca.

Louisiana-Paci.f ic 's Oxnard, Ca., yard has been closed and the property sold to a local developer. .the L-P Home Center, Costa Mesa. Ca., has been sold to Barr Lumber Co.. which now operates it as its 3rd unit for the 84 year-old firm.

Interest rates on V.A. guaranteed mortgages rose from 9.50/o to l0o/ in May...Sales of existing homes fell l.4ol, in April (latest rePort). . :''

Housing starts declittecl 2.9a1; in April (latest figs.) lo an annual rate of 1,699,000 units. .singlefamily starts were up 2ol'.. .Multi-family starts fell 14.1%. .building permits dropped 706. .starts in the West were off 1L4olo.

Andersen is the best known window in America, but we still give our dealers every sales promotion tool we can think of.

Working model window displays.

Portable working displays. Corner sections showing materials.

Brochures, catalogs, folders.

Signs, decals for windows, trucks.

National consumer magazine ads.

Nationally run TV commercials.

Local dealer tagged TV sPots.

Cooperative radio, T! outdoor.

LaBelle cassettes, video taPes.

16mm sales aids movies.

[,ead- genera ting magazine ads.

Yellow Page trade mark advertising.

Why all this effort when Andersen is already the most PoPular window made?

Well, how do you thinkAndersen got that way?

Contact your nearby Andersen Distributor listed below and see what the best windows and the best sales promotion can do for your dealership.

ns#bero quary.

Western Red Cedar ls a natnral.

JUNE

Dubs Ltd.June 12, golf tournament, Peacock Gap Golf & Country Club, San Rafael, Ca.

Jensen-Byrd Co.June 14-15, summer show, River park Center, Spokane, Wa.

North American Wholesale Lumber AssociationJune 1420, wood marketing seminar, Oregon State University, Corvallis, Or.

Pscific Coast Builders ConferenceJune 17-20, Moscone Center, San Francisco, Ca.

National Building Material Distributors AssociationJune 26, executive committee meeting; June 27, board of directors meeting, Chicago, Il.

Western Wood Preservers Institute - June 28-30, summer meeting, Sunriver Lodge & Resort, Sunriver, Or.

JULY

Fenestration World '87 - July 8-9, window/door trade show & seminar, Hyatt Regency, Minneapolis, Mn.

Dubs Ltd. - July 18, golf, Meadow Golf & Country CIub, Fairfax, Ca.

Black Bart Hoo-Hoo Club - July 24, annual golf tournament and BBQ, Hidden Valley Lake Course, Middletown, Ca.

International Lawn, Garden & Power Equipment ExpoJuly 27-29, Kentucky Fair & Exposition Center, Louisville, Ky.

AUGUST

National Wood Window & Door Association - Aug. l-5, summer meeting, Westin Copley Plaza Hotel, Boston, Ma.

American Hardware Manufacturers Association - Aug. 9-12, Hardware Industry Week/National Hardware Show, McCormick Place, Chicago, ll.

Lumber Association of Southern California - Aug. 13, board of directors meeting, Ritz Carlton Hotel, Laguna Beach, Ca.

Los Angeles Hoo-Hoo Club - Aug. 14, golf & dinner, Costa Mesa Country Club, Costa Mesa, Ca.

Wood Moulding & Millwork Producers Association - Aug. 20-23, summer meeting, Rancho Bernardo Inn, San Diego, Ca.

HouseWorld Expo - Aug. 3l-Sept. 2, sponsored by 1'he Interface Group, international housewares industry show, Convention Center, Las Vegas, Nv.

SEPTEMBER

Lumber Association of Southern California - Sept. 9, Second Growth dinner meeting, Hyatt House, City of Commerce, Ca.

Yakima Hardware Co. - Sept. 13, market, Yakima Convention Center. Yakima. Wa.

Morse Hardware Co. - Sept. 21, market, Holiday Inn, Bellingham, Wa.

Woodmac Asia 87 - Sept. 30-Oct. 3, forestry, woodworking & furniture supplies show/conference, World Trade Centre, Singapore.

Naturaly durable. Naturally beautlftd. Naturafly popular. And, profitable, naturally!

Mrlt to Wcrtcra Rcd Ccder Lubcr f,roclrrloa.

I

I I I I

June 1 987

G-P Plans to Buy U.S. Plywood

Cieorgia-Pacific Ciorp.. Atlanta. Cja.. has agreecl to purchasc IJ.S. Pllwood. \\'ilton. (t.. for $215 nrillion in casl.r. lrencling a dcfinitiv'e agreenrent ancl rcglllatorl approval.

The acquisition covers six nranufacturing flcilities. including hardboard and particicboard planls. iinci ,14 clistribution ccnters ancl shipping lucilitics thror.rgl'rout the coLlntr)

\\'ith 1986 net sales of' $944 million. I i.S. Pllriood nrakcs industrial proclucts. sr-rch as rioocl lbr l'urniturc. and distriburcs specialrr building nratcrials. t\!o areas in which (i-l' does not lrave a strong prcsence.

('hanrpion Internalionul C'orp.. Stamford, Ct.. nhich owns aboLrt .18'I' of Il.S. Pl]'woocl, said rt will receive lbor-rt S8-{ nrillion. rvhich it plans to rrppiv torrarcls its short-terr.n debt.

\\/estcrn facilities include a Itardboard plant in Lcbanon. Or.. ancl clistnbution centcrs in Phoenir and Tucson. ..\2.: Los ,\ngeles ancl Tustin. ('a.. [)envcr. ('o.. and \lissoula. \1r.

Trus Joist Buys Dashwood

'I'rus Joist ('orp.. Boisc. Id., has pr-rrchasecl [)ushriood Industries. l.td., Canacla's largest rioocl *indow nranuf'acturer. which. togcther R itlt its nrid- 1986 acquisition of Norco \\ indou s. has r aulted I rus Joist into tlte Top lt) oJ' \ortlr \nterican u irrdow manufircturers.

Trus .loi:t cxpecls tlrc rrcquistions to pro\ icie at least ln aclditional $ 100 nrillion in annual sales

Thc conrpan-v- has entererl thc uood *'indow busincss "because ri'e sell to the same end-user. the honreo\\ ncr. lrnd the di:tribution sr stcrrr is similar. Now wc'rc able to scll nrore of thc package the honrco*ner bu1's." said president Walt \Iinnick.

Ganahl Honors Lumber Veteran (ianahl l.unrber Co.. ,,\naheim. Ca.. toasted Tcd Pa1 nc on his -59th anniversarl rvith the llrnr in a speciul cclcbration.

Now'acluvs. Pa1 ne u'orks thrcc duys a rieck in the harrlware depurtnrent. dail) lii'ing the lclage "Do not let what r-ou cannot clo interfere u'ith ri'hat vou can do."

.

o Railroad Ties

o Poles

o Posts

o Dricon Fire Retardant Treated Wood

o All Weather Wood Foundations-

o AWPB-FDN Stamped

I N rHe EARLY days of Hollywood I musicals, when money was needed to help pay for "mom's operation," the Mickey Rooney type would turn to the Judy Garland type and say, "Let's have a show." In fantasy it worked. The show was a quick cure to raise money.

In retailing, advertising is the apparent quick cure. I recently attended a management meeting where it was decided to allocate an additional ad budget for a one-storb promotion in an attempt to raise the sales volume. This is not always the best solution. I dug up a column written in l98l to highlight my view:

Advertising is the most expensive and often least productive cure for a sick store. I've been witness, and sometimes party, to increasing an ad budget in the attempt to bring the volume and margins

up to a store's projections. Alone, an increased ad budget never worked!

Many retailers look upon advertising as chicken soup, penicillin, the wonder ingredient that's going to bring in traffic and make customers buy. It won't. Advertising is the vehicle that carries a message about merchandise and services. No matter how fancy or powerful that vehicle, unless the store realistically presents those products and services, the advertising alone won't cure the ills.

During my days as director of sales promotion for a home center chain in the midwest, the fifth store we opened in town missed our first year's goals substantially. A task force moved in to uncover the problems. We found the manager was a closed-minded,ironfisted, do-it-my-way personality and the rest of the store's management team was ineffective. There was much employee dissension. Customers felt uncomfortable shopping in the store. The out-of-

stocks were at two or three times that of the other stores in the chain. Also, we were not as competitively priced as the market area demanded.

Immediately we replaced the store manger with the best "people" man we had in the bull pen. Next we instituted a special promotion program in the immediate shopping area of the store. The finest sales letter I have ever written was part of that campaign. It was a simple letter. The top was adorned with a photo of our new, smartly attired manager. Over his signature was an invitation to come in, see the changes, and shake his hand. The letter was warm, sincere and inviting. But it was also too soon! The letter was a cure for the traffic ailment, but the patient almost died.

Our campaign brought back many customers who had previously committed themselves never to shop there again. They shook the manager's hand, and then proceeded to seek out the promised changes. They couldn't find 'em. Instead they faced the same disgruntled sales staff, the same poor housekeeping and merchandising and the same non-competitive prices. Many said goodbye forever. This time we added a credibility gap to our other illnesses.

The store eventually made it. It's now doing very nicely, thank you. But it took the third time around for us to realize that it takes more than words. It takes

June 1987

action, in-store merchandising and in-

o Sign rhe displays store action.

Here are a few of the functions pulled from the in-StOre merChandiSer'S aCtion . Supervise store-wide housekeeping

o Schedule clinics and demonstrators

o Communicate price changes to selling force check list:

. maintain an in-stock condition

. Rotate aged stock

Remove expired signing

o Maintain the inventory of d-i-y instructions We learned that we had to be . Create visual displays that take the cus- and books tomer through logical price steps u oooKs specific in telling the sales force what was expected of them and how they could meet our expectations. Our ads

Y|il"l[tJ3t products in conjunction with *'"#i',l$#:?til

o police rhe price stickers ro b. g::r_.l-,Fl talked about our .,fiiendly, knowledge_

product' same ;;"r;[r herp." Too 'many times, however, our customers recognized that the guy behind the counter wasn't Create dual displays to cross-reference Shop competition the gUy who wrOte the ad. specific product categories

Communicate promotional pricing and . Create promotional signing during a sales inventory location to store personnel promotion event including part timers.

Place your classified ad now!

:l$^"'ttDA MOULDERS & GRINDERS

Land of DINEH Reputation by Product PONDEROSA

PINE

Fine Textured/ Kiln Dried

NAVA.PINE Premium Quality

Lumber

Half Pak HIL.

NAVA-PAK

Handi-cut/ Home Ctr. Brds.

Half Pak PLL. and PJ/{.

NAVATRIM Premium Mldgs. and Millwork

Bundled/Unitized/

WAYN E GARDNER eiecutive vice president

Ivnen ASSocrATroN of b

u

Southern California recently concluded a series of area meetings in the various marketing areas of the association. Results of a survey conducted earlier revealed cost control was the subject uppermost in everyone's mind. Thus, the area meeting's subject was cost control.

This was the first time a roundtable type of meeting was conducted. Each company represented was asked to discuss cost control and how they handled various aspects of it within their own organization.

It came as no surprise that inventory control was considered to be a major problem. Many ideas were discussed including the following. Trying to keep adequate inventory to handle the customers, but not excess merchandise. Having the inventory on computer was a big help. Actual usage figures can be seen and thereby the inventory can be handled more effectively. Some yards do a very effective job visually. Moulding and upper grades of plywood seemed to be items not thought about too often. One firm's representative mentioned having a fairly large amount of stock in one grade and only having sold I I sheets in a year. His feeling was that it could be dropped and he wouldn't lose any substantial amou'nt of sales. Inventory turn is the productivity of your capital. Make it turn faster. One way of doing this is to eliminate slow moving items.

Accounts receivable was also a major concern. The following were among ideas expressed. Extending credit is the riskiest part of any business. Watch the accounts, don't let any big ones get ahead of you and consider placing the small accounts that string out on a COD basis. One member said that letting someone else handle his accounts receivable rather than himself has brought the average days outstanding down and his losses to zero. Credit becomes too personalwe let our friends do us in. So think about it. Also be sure to file the preliminary notices on all jobs. It's your protection as a supplier. You jeopardize, if not lose altogether, your lien rights if no preliminary notice is filed.

costs and thus reduced profits were found to be theft, excessive phone use, insurance, equipment break downs, moving stock within the yard excessively, shipping full loads on trucks, substance abuse problems.

Suggested remedies included the following. All material going out the gate should be checked by either a checker at the gate or someone in the yard other than the person who built the load, but not the truck driver. Customers not allowed to load their own material unless someone else (an employee) checks it out. Chips installed in phones so that only calls to local areas can be placed, thus eliminating excessive long distance calls. Preventive maintenance on all equipment can be a real money saver in time and equipment costs.

Wholesalers particularly were concerned with shipping full loads, although it might mean more than one stop for the driver. One retailer was going to get another split roller truck so he could take offa 4' load from either side, making drop shipments possible to different locations.

The meetings were very productive for all who attended. The area meeting presents the opportunity for every lumber distribution member or nonmember of the association to get together and trade ideas. And that is a very real function of the association to the industry.

i:i:ilii!i!ii:ll:iJl:l:iii:li:lil:i:li;iltill:lii:itil:i:illlii:ll:iiiili:lr{l Thot's How lt Goes!

til:'i:Lfil:i:t$fiilili:!:l',,!t::.l.ililii'irilli:ltlllill:lllttli!::,'.i!lll''t

lGepyour cool wifh

HOUSEWRAP

protects your lrouses like o cobler chestkeeps cool oir in... ond hol oir out

Du Pont's TWEK Houseuyrap is specially designed to keep houses in unanrier climabs more comfortable and energy efficient.

It can be tough moving lumber and plywood profitably, especially in todays business world.

Thats why, while others may

work directly with your dealers, we at Willamette continue to devote our efforts to you, our wholesaler.

For over 80 years now, we've helped

get you competitively to market with the best in lumber and plywood products, backed by non-stop service. Real servrce.

You get personal, immediate attention from your Willamette sales professional who works nght from our mills. Using our computer network and warehouse resources, we take Your order, track it through our system and get you the products you need, on time. Every time.

To put Willamette teamwork to work for you, give us a call-in the

West at (503) 926-777I, in the South at (318) 255-6258.

Together, we'll steer a steady course to market. Profitably.

GARY L. SMITH executive vice president

half the California Insurance Commission has approved workers compensation insurance increases in excess of300/o for the most common job classifications in the retail lumber and building materials industry. Another 120/o average increase (much higher percentages in lumberyard classifications) has been requested for July 1, 1987.

You can't help having noticed, but you may also wish to take some action to deter further increases.

Fl

ef-n Winslow of pacific Home Y Improvement Center, Atascadero, was elected president of LMA at our annual meeting May l7-19, 1987.

He is joined by Neil Keefer, Hayward Lumber Co., Pacific Grove, hrst vice president, and Bob Rossi, Rossi's Building Supply, Ft. Bragg, second vice president. Newly elected to the board of directors are Jerry Plamondon, Chap's Lumber; Ken Walsh, Meeks Lumberl

Jay De Cou, De Cou Lumber; Chuck Erne, Sequoia Lumber; Mike Yeager, Yeager and Kirk; Gene Lively, Valley Distributors, and Bob Roberts, Sunnyvale Lumber. Added to the insurance trust committee were Tom Richert, Richert Lumber; Jeff Hogan, Ashby Lumber, and Brian Bock, Dixon Lumber. Breezie Cross of Truckee-Tahoe Lumber assumed the easier chair of immediate past president.

While (and before) we were in convention, our state government was laying for us again. In less than a year and a

At LMA's last trust meeting it was recommended that we prepare a sample letter for members to reproduce on their own stationery and send to their elected senators and assemblypeople.

Obviously you are invited to write your own, if you wish, but p/ease write. The response from our members has been excellent. The help of other California employers couldn't hurt. Please take a moment right now to write your elected representatives.

(l) You cannot refuse to grant employees time off to meet their weekly or annual training obligations if such time off is properly requested in advance.

CHUCK LINK executive director

THe FEDERAL Trade Commission

r has announced a modification of its ll-year-old rule requiring retailers to make product warranty information available to customers prior to a sale. Under the revisions, retailers must make the warranty text available for review by customers by either (1) displaying the warranty itself in "close proximity" to the covered product, or (2) placing a sign or signs in "prominent locations in the

store or department" advising customers of the availabilty of product warranties upon request.

The new rules stress that retailers do not actually have to give consumers copies of warranties, only the opportunity to review them prior to the sale. These rules apply to all products retailing for $15 or more.

Summel training for guardsmen and reservists can pose special problems for employers. Here are some reminders of certain provisions of the Veterans Readjustment Act of 1974 to keep in mind:

(2) You cannot require a reservist to use his or her vacation time off for the leave, but if both employer and employee voluntarily agree, the employee may take the vacation to be absent for military leave.

(3) You are not required to pay employees anything for time spent on military leave.

(4) You are entitled to expect the employee to return promptly to his job upon completion of his military training. When returning, the employee is entitled to the seniority status and rate of pay that he would have had if the military had not intervened.

Panel Nail Specs Change

Spacing and nailing recommendations for sheathing, Sturd-I-Floor and siding structural panels have been changed by the American Plywood Association to help cut callbacks linked to improper spacing and nailing.

A review of field experience has resulted in a recommendation that all panel end and edge joints be spaced l/8" unless otherwise advised by the panel manufacturer. This recommendation supercedes the 1/8" space at the ends and l/4" along the edges recommendation which has been in effect for many years.

Dealers may obtain flyers suitable for explaining the changes to their contractor customers from the APA.

Oregon Panel Output Rises

Strong resurgence in the Oregon structural panel manufacture industry has increased production by 430/o since 1982 and 9olo since 1985.

Production from 57 Oregon plywood mills in 1986 was 7.3 billion feet compared to just over 5 billion square feet 3/8" basis produced by 53 Oregon mills in 1982.

In pointing out the increase in products, William Robison, American Plywood Association president, said, "Also significant is the industry's consistent support for the APA promotion program and its steady investment in capital improvement and reforestation since 1981." Nearly $237 million has been spent on improvements in the plywood industry in the past six years with $46 million in the past year.

Reconstituted Panel Growth

Reconstituted panel products such as waferboard and oriented strand board are gaining economically and environmentally because they can use the less desirable species and less valuable portions of logs.

Waferwood, a Louisiana-Pacific product, is a good example of pioneering the production of affordable produc[5. "\{s'vs done our homework in countries that don't have vast timber resources," Harry A. Merlo, president, said, "since manufacturers in those countries have learned through necessity to get the most from each log."

In l986Waferwood accounted for ll% of L-P's sales and 2lolo of its operating profit. "Since the day we opened our first Waferwood plant seven years ago, we've been the leading U.S. manufacturer. And we've increased that lead year after year," Merlo said.

By the end of 1987 LouisianaPacific will have 13 Waferwood plants and more than two billion square feet of capacity. The company has just opened a new Waferwood plant in New Waverly, Tx., and is about to open a plant in Dawson Creek, 8.C., that will serve the West Coast by both water and rail.

L-P's range of products has given them a quality advantage over many of its competitors, Merlo said. "When we harvest timber. we have the flexibility to reserve the soundest, best quality logs for lumber and plywood and use the tops and smaller logs for reconstituted panels," he explained.

Trce Spike Iniurcs MillWod<er

A mill worker at Louisiana-Pacific, Cloverdale, Ca., was seriously injured by a saw blade which shattered upon striking a spike investigators say was intentionally placed in the tree.

The accident is thought to be the first to result from the growing problem of "tree-spiking," in which antilogging activists drive spikes into trees to keep lumber companies from cutting them down.

The saw blade struck one of two 11" nails buried in the log, sending a three foot section of the blade flying off, cutting through mill worker George Axelrod's cheek and jawbone and knocking out several teeth. He was hospitalized six days and will require extensive reconstructive surgery.

Louisiana-Pacific is offering a $20,000 reward for information leading to the conviction of the person who placed the spike.

WOOD lnc. Scholarship

W.O.O.D., Inc.'s newly formed WOOD Foundation will present its first E.W. Wotring Scholarship this summer to a graduating high school senior. The grant is made possible by a gift from Dorothy Wotring, sister of long-time Denver lumberman Wes Wotring.

Dtstrlbutorc

NORTHEAST

GEORGE MCQUESIEN CO.

Iron Horse Fa*

North Elllerica, MA 0186A (617) 663-3435

MID.STIIIE LT'MBER CO, 2OO Industrtal Parkway Bnnchbug, NJ 08876 (201) 725.{900

sounEf,sr

FURMAN LUMBER CO.

8l9l Aruu;polis Junctioo Rd. Annapolis Junction, MD 2O7Ol pot) 792-2234

EARL RAIFORD LUMBER CA. PO. tsox 5498 Asherrill€, }{C 28813 (704) 2s3-s667

EPPERSON LUMEER SALES, INC. PO. Box 1559 Siatcsville, NC 28677

vo4\a73432r

L&L LI.'MBER CO, PO. Box 3267 Hunlnlille AL 35810 (205) 533€220

I&L LUMBER CO.

2613 Arimn€y Driw Martde, GA 30062

IiIOODFORD PLNTOOD

PO. Bdr l73I Albany, GA 31703 (e12) e834e@

Branches in AJabama, C'eo{ia & Florida rrxE s'lnrEs

EMPIRS WHOTESALE PO 8ox 249 Akon, OH 44:ng (216) 4344545

iloRr$ilEsr

HUMPHREY LUMBER CO. PO. Box 99913

Tacoma, WA 98499 (206) 5e4€263

I'PPER XID WEST CTNTON LI'MBER CO. PO. Box 9328

Minneapolis, MN 5544G9328 (612) 425-l4OO

msT

Att coAsf FoREsr PRoDUcxs, n{c PO. Bor( M

Chinq CA 917@ (714) 627€ssr

HEDLUND LUMBER & MACHINE SiTAINING PO. Box 6O038

Sacriamento, CA 95860 (916) 33t€6tl

IMPERAL WHOIESAIE

PO. Box 256O5

Salt Lake City, UT 85125 (8Ol) 972-5656

CEDAR WUSr COnn PO. Box 5224

Derver, CO 80217 (303) 2e4OO77

"It Doe RollUnttl I Say It Rolls"

And it doesn't roll until it's right! When I load a truck I think about how Id like to receive il rf I were on the other end. Our product has to be as good when the customer receives it, as it is when it leaves the mill. We take pride in the CedarPro products we make. So I make sure it's loaded correctly and it goes out of here righl

It's a good deal for us. And it's a good deal for our customers.

Bill To Ease Jones Act Regs

A bill allowing lumber to be transported between U.S. ports on foreign-owned vessels has been proposed to Congress.

The exemption of forest products from the Jones Act. which requires domestic goods to travel from one U.S. port to another exclusively on U.S.-built and owned ships, would make waterborne transportation competitive with rail for moving lumber and create jobs in the timber and maritime industries, notes Oregon Representative Ron Wyden.

Wyden said there are currently virtually no U.S. ships available to transport wood products.

Spotted Owl Plan Gets Hooted

The U.S. Forest Service's plan to set aside 1.6 million acres of old growth forests in the Pacific Northwest for the spotted owl has attracted a record 41.000 written comments.

More than 900/o of the letters opposed the plan,'at least until more research can be done on the needs of the bird, which is not on the federal list of threatened or endangered species.

1.3 Million In The Mail

The Western Wood Products Association, Portland, Or., distributed more than 1.3 million pieces of literature to lumber users across the world last year.

Do-it-yourself plan sheets for outdoor uses of western lumber were most popular, with 52,500 copies of a wood bench plan sheet and 46,000 copies ofa wood deck and planter sheet requested.

About half the literature mailed consisted of plan sheets and idea books, while the other half was technical publications, such as the annual western lumber buyers guide.

Qall (2OG) 673-5237, for your western red cedar fencing requirements

TllE T|lP FIUE volume accounts for 1986 for P&M Cedar Products, Stockton, Ca., were presented with commemorative plaques by the commercial sales division during the recent Western Wood Products Association convenlion in San Francisco, Ca. Among winners present were from left: Joe Tidwell and Daryl Bond, All-Coast Forest Products, Chino, Ca., 3rd place bronze cedar award; Eric Canton. Canton Lumber Co., Minneapolis, Mn., lst place golden cedar award; Bob Wenige and Buss Scruggs, Earl Raiford Lumber Co., Asheville, NC, 5th place award ol merit.

Appliance Growth Forecast

Although the $5.6 billion U.S. electric housewares and personal care appliances market is now fairly saturated and driven by replacement demand, it is expected to continue to increase 3.306 annually to $7.5 billion by 1995. Demand for new products providing greater convenience is behind the growth.

While growth prospects for the market as a whole have diminished, increases in dual income households, growing leisure time, the popularity of home entertainment and heightened health and nutritional concerns will selectively keep the market growing.

Above average sales (over 4olt Per year) are projected for toasters, woks, food processors, shavers, heating pads, facial saunas, hand held massagers and water-pulse units. Average growth is predicted for staples such as coffee makers, slow cookers, blenders, ice crushers, can openers, carving knives, corn poppers, hair setters and irons.

The trends are expected to decrease demand for some traditional appliances, such as household fans,

broilers, ovens, roasters, waffle irons, griddles, frypans, skillets, curling irons and hair dryers.

New Home Genter Concept

A father and son team is developing a full service home improvement business center park in Indio, Ca. The project is the creation of Robert Slettedahl Sr., who during his 44 years in the lumber business has owned a number of stores in Wash-

ington State. In 1971 he moved to Palm Springs, Ca, to retire, but six years later ended up opening a local Lumbermen's.

He is now teaming with son Robert to form a 20,000 sq. ft. Lumbermen's, which will anchor the 190,000 sq. ft. Indio park. Five other buildings will be leased to diflerent home improvement businesses, although the Slettedahls are being selective about their tenants.

"Each one will have to contribute to some phase of home improvement," said Slettedahl Jr.

His father added, "This type of center makes shopping much more convenient and generates business for everyone located in the park."

Slettedahl Sr. said the center began as his dream but has developed into a need in the area, since there is nothing like this comprehensive, one-stop shopping center anywhere in this California desert region.

His son now owns the Palm Springs store and will lease the Indio Lumbermen's from father, who after the store opens - again - says he will retire.

BIG PtAl{S for a building materials business park in Indio, Ca., are displayed behind creators Robert Slettedahl Sr. (right) and his son Robert Jr.

Gan d-i-y keep the panel industry on a roll?

f\ AN the U.S. structural Panel V industrv continue to achieve record production and still find the customers to utilize the growing output of plywood and other structural panels?

The industry achieved record production for the fourth consecutive year in 1986 with a combined output of plywood and other structural panels in the region of 25.4 billion sq. ft., 3/8 inch basis, an I l% increase over 1985. Each of the major production classes reached new records with plywood at a high of over 22 billion sq. ft. and nonveneer (waferboard and oriented strand board) panels peaking in excess of 3 billion ft.

Story at a Glance

Repair & remodeling expected to be panel industry's hottest market. new program urges adding a room to the top of an existing home moredealeri distributor selling aids planned.

Considering this, can the industry expect new records in the future? Yes is the opinion of American Plywood Association president William T. Robison, who adds an important rider to his optimistic view.

"Our structural panel industry will continue to expand and diversify in the next quarter century," he said, "provided it can maintain and increase its promotional clout in a reasonable economic climate, and provided it can be assured ofa stable supply from America's abundant renewable timber resource."

The market area where the panel industry expects to achieve its most spectacular advances is right in its own back yard the over-the-

counter distribution sector, including home repair/remodeling and doit-yourself.

The over-the-counter market represents 6 billion square feet of demand currently. The association believes that with the help of dealers and distributors it can yield another 6 billion feet by 2010.

Remodeling presents the greatest opportunity, spurred by America's ever-increasing inventory of older homes. Room additions, re-siding and garage and attic conversions are primary promotional targets.

APA is planning a sharper remodeling promotion focus that will include adding a room on top of an existing home - adding up as well as adding on. The benefit for panel manufacturers and the distribution trade alike is that panels can be provided for floors, walls and roofs, at significantly larger volume than a horizontal home extension on a concrete slab.

The real key to unlocking vast new opportunities in the over-thecounter market, however, will be found most of all in the support the panel industry provides to dealers and distributors.

The basic components of this effort are APA's ongoing field services division seminar program, which trains approximately 4,000 dealer/distributor personnel annually, and the growing inventory of literature and other merchandising aids expressly developed for dealers.

"We greatly value the support and cooperation we receive from building materials dealers and their staffs," said Robison. "The continued close cooperation of the distribution network will be fundamental as we plan our further market expansion. Our services are aimed at helping the dealer move more structural panels through product knowledge, end-use knowledge and pullthrough demand."

Canadian Export Taxes Hit

Claiming Canada hasn't acted on the lumber import agreement made with the U.S. five months ago , lumber producers have rejected Canadian proposals to modify the agreement before its Parliament passes enabling legislation to impose a 15 % export tax .

"Canada's failure to pass enabling legislation has caused a breach of the agreement it signed just five months ago," said Stanley Dennison , chairman of the U.S. Coalition for Fair Lumber Imports. "Before any further discussions take place, Canada should simply do what it said it was going to do "

The coalition has passed a resolution emphasizing the need for Canada to meet its obligations under the agreement. The resolution asks the U.S. government to "do everything possible to insure that Canada promptly lives up to its obligations "

"By failing to pass the necessary enabling legislation," the resolution charges, "Canada has not collected the tax Instead, it has sought and obtained voluntary contributions of substantial but diminishing amounts. Collections are less than they would have been had the Canadian legislature acted."

The resolution notes that the number of Canadian companies filing lumber tax returns in February declined by more than 15 % from January. Canada has provided no explanation for the drop in firms filing or the low collection level.

that it would be wond e rful if everything was under the same roof," said partner Sandy Leigh.

Leasing of shops officially began May 1, with construction to start late in the summer.

Nonresidential Wood Use Up

Nonresidential construction is using more and more wood products reports a study coordinated for the Wood Products Promotion Council by Robert G. Anderson, director of

market research and economic services for the American Plywood Association .

" The primary goal of this effort is to aid industry in establishing wood market penetration levels by type of building activity and region as a measure of promotional effectiveness," Anderson said. "It also provides an indicator of market opportunity."

Dealers can use the information in "Wood Used In Nonresidential Construction " to develop new markets and customers. The report is available from AP A for $25

Builders' Ma ll in Sa crame nto

A new concept expected to challenge the two HomeClub and nine Lumberjack Building Materials retail warehouses in the Sacramento , Ca . , area, a $12 million, 82,000 sq. ft building materials mall, is planned for a spring 1988 opening.

Showcase Square will feature two levels of retail shops averaging 1,000 sq. ft. each, surrounding a 6,000 sq ft. court, equipped for product shows , demonstrations and entertainment events. Also planned are conference facilities and The Showcase of Homes, an information center on the local housing market.

The idea for the mall is credited to partner John Ulyatt, who noticed "people r \!n all over town to match things up. He to the conclusion

OPERATING

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

ACOUPLE of months ago this column was dedicated to reducing operating costs so that available sales could be made at a profit. Your letters and calls have asked for more thoughts on the bottom line One area that should have more universal appeal is the buying of inventory, certainly everyone's largest cash outlay annually.

Recent years have seen major changes in marketing thrusts as hardware stores and lumber yards have redirected themselves as home centers in an attempt to capture an ever larger part of the lucrative consumer market. Wholesalers, seldom lacking for energy , have positioned themselves to participate in kind by expanding their activities to include support programs and products for this retailing concept.

Some of these same wholesalers have

responded by expanding their direct sales to contractors. If you ask a wholesaler or buying group how the retailer has taken to the effort, you will get some surprising answers.

Whatever you call it, the economic purpose behind a wholesaler or buying group is to reduce the purchased and landed cost of inventory at an acceptable turnover rate for the retailer. "Ace by the case" has been changed. Commodities as well as hard lines a re available through many structured wholesalers . New warehouse locations and expansions occur yearly, along with sophisticated pass through programs.

With all this activity to serve and to facilitate with broader support, most of these suppliers will tell you that purchasing participation by their members or customers runs between 40 % and 45 % of all purchases made by the retailer and averages around 42%. Over the years

one buying group has successfully returned to its members at a minimum their original participation contribution each year. One structured wholesaler has made annual rebates approximating 10% of the member purchases each year in either credits or equity for man y years. Most agree that a good rule of thumb on advantages and benefits of collective purchasing is around I 0%. Why then such a low participation?

This is not about the pros and cons on multiple tier distribution , but about the numbers involved and how to improve the bottom line Buying habits change very slowly. Even under the best of conditions, no one source of supply could be all things to any retailer.

Some simple numbers suggest that there is reason to examine your purchases to at least part of this extent. Let's say you have $1,000,000 in gross margin at 24.2% maintained Then if 42 % of your purchases yield a 30% margin , the other 58% will generate an aggregate 20 % margin The 10% difference being made from collective buying of some sort. If the $580 ,00 0, or 58 %, could be made through lower landed costs to yield 30% margins , it means $58 , 000 more bottom line dollars.

Take a look at your 58 % Maybe you can cut it in half or three quarters. It 's like finding money you didn't know you had

HUGE SIA]IDS O $PglTED ilEARI.A.AI

This is just what you've been looking for.

A reliable, high-quantity source of prime Northwest Douglas fir standing tall in your own backyard. Planted right where you need it by Pope & Talbot. In Southern California, you can head to the Pope & Talbot c:rgo reload facility at Pt. Hueneme. Over 4 million board feet of lumber is readv to roll.

Up north, Pope & Talbot's Redwood Crty reload facility has a constant stocking inventory of up to 5 million board feet. It's the only one of its kind in the Bay area.

At both sites you get competitive prices on a full range of grades, including i MSR. Sizes from 2x3to2xl4.I

All dimension is red end-painted and cargo-stencilled for easy identification. I

DOUGFIR )sAlt tRAItCtSCO

Take a close look at what it all neans for you: No more costly delays in supply, no more long hauls to mills, far fewer empty backhauls.

You can send your trucks around to lhe nearest Pope & Talbot reload facility and pick up what you need, when you need it. Just like that, you've cut the cost of stocking excess inventory.

Lnoks pretty good from here.

PERSONALS

Don Cherosvsky, Wisconsin-California Forest Products, Redding, Ca., plans a Pittsburgh, Pa., sales trip in July.

John Helela has been promoted to the sales dept. at Georgia-Pacific Corp., Fort Bragg, Ca.

Richard R. Colwell has been named mgr. of production services, roohng systems div., at Manville Corp., Denver, Co., according to Roger H. Bengtson, v.p. and gen. mgr. John F. Schroeder is regional business mgr. and R. Allen Paddock, mgr., quality assurance.

Dave Fuhriman has joined the sales staff at DAW Forest Products Co., Lake Oswego, Or., according to William W. Ford, gen. sales mgr.

Craig Newton is the new district mgr. in No. Ca. and No. Nv. for Minwax Co.

Steve Patterson is the mgr. of the new Home Depot in Cerritos, Ca.

Sal Gastelo is now mgr. of 84 Lumber Co., El Centro, Ca. Mike Jimenez is co-mgr.

Dan Krieger has retired as sales mgr. of Vancouver Plywood, Vancouver, Wa.

Bob Bratton has joined the sales team at Lance Forest Products, Redding, Ca. Burgy Church is new to sales at The Murphy Co., Milwaukie, Or.

Craig A. Fletcher is now v.p. and gen. mgr. of TreeSource, Inc., Portland, Or.

Ron Adkins is the new lumber sales mgr. at South Coast Lumber Co., Brookings, Or. Tim Beckley is now in sales.

Wally Hicks is now a sales consultant with C&D Lumber Co.. Riddle. Or.

Gayle Watt is new to the trading team at Cascade Empire Corp., Hillsboro, Or. Scott Watson is now exec. v.p. of Coastland Forest Products Co.. Corona. Ca. Ray MacDonald is a West Coast div. buyer.

Carl Poyner, Fremont Forest Products, San Diego, Ca., has retired after 5l years in the industry. Doug Gregg is now export sales mgr. in Eugene, Or. John Davidson, Colonial Cedar, Kent, Wa., and his wife, Carol, are the proud parents of 8 lb., I I oz. Parker Davidson, born April 19, 1987, in Bellevue, Wa.

Jim Murray has been named gen. sales mgr. of Snider Lumber Products, Turlock, Ca.

Ian Donald, pres. and c.e.o., Crown Forest Industries, Inc., Vancouver, B.C., will serve as c.e.o. of British Columbia Forest Products. Ltd.. Vancouver.

The Merchant Magazine

Bruce Kelly has joined the wholesale div. of Fremont Forest Products, Whittier, Ca., according to Pete Speek.

Todd Reed has been named regional sales mgr. at Louisiana-Pacific Corp.'s new structural panel sales office, Mission Viejo, Ca., according to Cindy Rapp, inside sales mgr. Linda Sabrowski is sales asst.

Roderick M. Steele, pres. and c'o.o., Potlatch Corp., San Francisco, Ca., will retire July l, 1987, after 24 years with the co., according to Richard B. Madden, chairman and c.e.o. John M. Richards has been named exec. v.p., finance and administration. L. Pendleton Siegel succeeds him as senior v.p. and c.f.o.

Don Bratcher is the mgr. of the new home center div. recently established by Thunderbolt Sales, Inc., Modesto, Ca. New to div. sales are Terry RYan and Steve Page.

Felix M. Hammack is the new vice chairman of Willamette Industries, Inc.. Portland. Or.

Mary Ignatowicz-Callahan was named May Employee of the Month at Lumbermen's. Redmond, Wa.

Rick Anfinson is back at Anfinson Lumber Sales, Pomona, Ca., after a three week vacation to Australia, New Zealand and Hawaii.

Terry Little is mgr. of the new Payless Building Supply, Anderson, Ca.

Richard H. Ayers has been elected pres. and c.e.o. of The Stanley Works, succeeding Donald W. Davis, who continues as chairman. R. Alan Hunter is now v.p., finance, and c.f.o., replacing J. Spencer Gould, who was elected a v.p.

Mondo Chavez and Rich Grove are new sales reps at Bear Forest Products, Rialto, Ca., according to Linda Schneider.

Mark Carlson has won the outstanding sales achievement award, composite products div., for Weyerhaeuser Co.

Ken Womack has been promoted to sales mgr. at Sequoia Supply, Fairfield, Ca. Greg Christie succeeds him in the San FranciscoAVest Bay territory, and Al Lucero is now covering Oakland/East Bay inside sales, per Bob Riggs, gen. mgr.

Jim Plucker is now marketing communications mgr. at Marvin Windows, Minneapolis, Mn.

Ray Croll and Tom Day, Grove Lumber Co., Ontario, Ca., won 3rd place in the Mint 500, Las Vegas, Nv., one of the biggest U.S. off-road races.

Jim Lewman has joined the sales/management staff of North Bay Forest Products, Inc. Healdsburg, Ca., according to Ronald L. Lewman, pres.

Bob Bretz has been named lumber sales mgr. of Snow Mountain Pine Co., Hines, Or.

Chuck Lauber has retired after 24 years with Palmer G. Lewis Co., Auburn, Wa. Chuck and his wife, "Gerry," plan to do "a little traveling and a lot of relaxing."

Jay Spaulding is the new c.o.o. for the National Housewares Manufacturers Association, reports Thomas K. Manning, pres.

Rich Viola and Greg Smith, Furman Lumber Co., Boston, Ma., were recent business visitors to So. Ca.

Ted Hewitt has joined the sales force at Rocklin Lumber & Millwork. Inc.. Sacramento, Ca.

Joseph W. Nussbaum, Triangle Pacific Corp., Dallas, Tx., has been elected pres. of the National Kitchen Cabinet Association. Also named were v.p. A.F. Kimmel, Quaker Maid; treas. H.J. Scheirich. III. H.J. Scheirich Co., and immediate past pres. Gilbert D. Verkamp, Aristokraft.

Joe Shipman, Navajo Forest Products Industries, Navajo, N.M., and his wife, Shirley, have returned after a two-week vacation in Spain.

William J. Covert is now covering Or. and Wa. accounts for Herbert O. Crane & Associates, manufacturers' representatives, Portland, Or., and Seattle, Wa.

Al W. Dymock, co-founder and v.p. of manufacturing, Tehama Wood Products, Corning, Ca., has retired.

Hank Neeley is the new gen. mgr. of the Gregory Forest Products distribution center in Fontana, Ca.

Mike Sampson is the new director of marketing for the Fibreboard Div. of Louisiana-Pacific Corp.

William J. White Jr. exec. v.p., USG Corp., is now pres. and c.e.o. of its subsidiary United States Gypsum Co. Eugene B. Connolly is exec. v.p., USG Corp., and pres. and c.e.o. of subsidiary USG Interiors, lnc., and Anthony J. Falvo, pres. and c.e.o. of subsidiary Masonite Corp., is also v.p., USG Corp. Promoted within USG Corp. are Stanton T. Hadley, senior v.p., staff services; Edwin L. Wade, corporate sec., and Brian W. Burrows, v.p., research.

George E. Murphy is now exec. v.p. and c.o.o. of U.S. Gypsum Co. John R. Haarlander is director, corp. operating services, of parent co. USG Corp.

Howard Steinberg, pres., Ply*Gem Manufacturing, was presented the lst annual Chairman's Award by Ply*Gem Industries chairman Jeffrey S. Silverman.

Nick Steichen has joined Pueblo Lumber, Tempe, Az.

Phil O. Dendron is new to the lawn and garden dept. at Mungus-Fungus Forest Products, Climax, Nv., report owners Hugh Mungus and Freddy Fungus.

Veneer-Backed Cedar

A veneer-backed cedar panel designed to eliminate expensive backing costs in over-solid-sheathing applications has been introduced by Shakertown Corp.

NEW PRODUGTS and

selected sales aids

Cedar Shingle Set-Up

New decorator shingle siding panels from Cedar Valley are said to apply four times as fast as individual shingles without requiring special labor.

The three-course real cedar shingles go up 60 at a time and cover more than l4 sq. ft. per panel, needing l4 nails per panel.

A slip-in shingle at the panel end creates a weathertight interlocking vertical joint to prevent water penetration.

The 98" x 21" panels can be sawn to fit gables, round top windows and corners because all shingles are secured by staples and full-width gluing to 5/16" plywood

The baked-on finish eliminates sanding, staining and varnishing, resists common household stains. and

The panelized cedar shingle siding system is now available with 7" exposure on 8 ft. panels permanently bonded to a l/10" veneer backing.

Classic Hardwood Flooring

Reunion Plank from Bruce Hardwood Floors combines the beauty of linear strip oak planks with the latest in construction and finishing technology.

The 3/8" thick laminated boards come ready to install over most subfloors, including concrete. The 3" wide planks glue down, with their square edges lending a custom handsanded look.

won't contribute to the spread of flames. The back of each plank is sealed to reduce moisture penetration.

The lightweight panels are easy to install, with tongue-and-groove edging and end-matching ensuring an accurate fit.

They are packaged in random lengths in shrink-wrapped 8 ft. cartons.

sheathing. Standard patterns are round and fishscale, hand cut of l00o/o No. I grade all heart clear vertical grain western red cedar tapered shingles.

Oyster Oak Plank

Oyster Oak, a 3/8" solid plank paneling with a contemporary soft white finish, has been introduced by Townsend Paneling, a division of Potlatch Corp.

Panels For Kids

Decorator panels designed for children's rooms are new from Georgia-Pacific Corp.

Available in three patterns, the line offers the design appeal of wallpaper and the advantages of prefinished paneling combined into one easy-to-install product.

Four colors are offered, ranging from light to dark.

June 1987

Weather Wlthstanding Wood

A medium density overlay exter- ior plywood panel offering the strength, stiffness and screw-holding advantages of plywood plus a superior paint surface has been introduced by ITT Rayonier.

WeatherPly is covered with a resin-impregnated fiber overlay that provides a smooth surface for fast, even paint application which reportedly will not check, crack, peel or blister under the toughest weather conditions.

It is available in all popular grooved styles and thicknesses including 3/8, l/2, 3/4 and 5/8 in. lengths up to l0 ft.

Pressure Treated Plywood

Pressure treated plywood designed for outdoor applications such as subfloors, woodsheds, playhouses, fences and doghouses has been introduced by Hoover Treated Wood Products.

furring strips. The system protects the wood from nail holes, hammer dents and wood splits and allows it to move to combat natural shrinkage and swelling.

The panels come in full and random length 8 ft. packages.

Prefinished Peg-Board

Peg-Board perforated hardboard paneling from Masonite Corp. is now available in a prefinished wood-grain textured version.

The 4' x 8' panels are prefinished in hazelnut and chestnut designs and feature narrow grooving.

The woods used include knotty pine, western red cedar, Douglas fir, Mt. St. Helens hemlock and knotty cedar.

Easy On Curves

Flexible wall panels which conform to almost any curve to create arched windows and walls, curved stairwells, rounded corners, "S" walls, columns and pillars are new from Domtar Industries Inc.

Fiberglass Tile Backing

A fiberglass-faced gypsum board for backing ceramic tile is new from Georgia-Pacific Corp.

Providing a smooth base for tile while serving as a vapor retarder, Dens-Shield reportedly won't swell, soften, decay, delaminate, decompose or disintegrate. lt is said to be highly moisture resistant and easy to handle.

Approved by the American Wood Preservers Bureau for groqnd contact use, the CCA Outside Ply*Wood requires no protective finish because it reportedly is permanently protected against rot and termites.

The panels are also kiln-dried after treatment to maintain strength.

A comprehensive marketing program featuring literature, in-store displays and do-it-yourself Project Plans are also offered for the maintenance-free product.

Paneling Protection

A solid wood tongue-and-groove ceiling and wall paneling system from Ostermann & Scheiwe USA employs special galvanized clips to avoid nailing into the panels.

The Profilewood clips are inserted over the bottom lip of the groove and then glued, nailed or stapled to

The | /4" Curvall fiberboard panel requires no scoring, soaking or wetting. Its smooth, water-resistant drywall liner matches regular drywall surfaces, making it totally compatible with regular gypsum drywall.

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

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

Fiberglass mats, front and back, over a patented gypsum core eliminate the need for peeling paper and provide a better bond for tile. No special tools are required for cutting or drilling the board which can be scored or snapped similar to conventional gypsum board and held in place with conventional fasteners.

Long Arm Nailer

The Slide Shooter, a nail driver for inaccessible areas, is new from Benda Industries.

Fabricated from cold rolled steel, the tool drives 6 through 16 penny common or duplex nails. Its rod and guide tube are zinc plated for rust resistance and appearance. The 2.5 lb. handle is wrapped with a durable vinyl closure for a comfortable grip.

Replacing lava rock and eliminating messy lava rock grease fires, the plates are said to vaporize the fats and juices that drip from cooking food, creating a savory vapor thal surrounds the food and gives it a barbecued taste.

{!hp

Uses include nailing forms through rebar, doing termite work, and installing cabinets, shut offs, block outs and sleeves. The tool is available in two lengths, 28.5 in. and 38 in.

BBQ Smoker Plates

Aluminum smoker plates which provide added barbecue flavor and control flare-ups on gas barbecue grills are now available from Bartex Manufacturing Inc.

Break-offgrooves allow the plates to be sized to fit most grills.

Heavy Duty Door Bolt

A new home security device that secures doors with a band of steel designed to withstand one half ton of force is new from Exxcel Coro. Featuring all steel construction with plastic knob and escutcheon, Saf-T-Mate uses a heavy duty Z-bar to replace fragile chain locks in the "caution" position.

The device. which also dead bolts and easily opens from the inside, comes in an antique brass finish.

The Merchant Magazine

Skylights For Thick Roofs

Insulated glass skylights that are curb-mountable allowing installation on a roof covered with thick shingles, wood shakes or tiles have been introduced by Wasco Products. Designed to be mounted on wood curbs l-ll2" or 4" thick. the Skvwindow framework of theimoplastic is formed with integral seamless weather gaskets, condensation gutters and insulating air chambers.

The sides are fused at the corners for an airtight/watertight seal, and the frame is capped with a protective aluminum retainer with bronze baked enamel finish.

Glean Up At The Pool

A new technique in controlling algae and bacteria in pools has been developed by JL Moon & Co.

time, and make the water safer to swim in.

It includes a low voltage power supply, ion control unit, ion chamber, copper/silver anodes, copper test kit and complete installation instructions.

New Style Tile

"Gridmark" is a new pattern in Armstrong's Premier Solarian line of no-wax floor tiles.

Available in natural, gray or shell/ blue gray, the 12" x 12" tiles feature an easy-to-clean surface with a longlasting built-in shine.

Hit The Geiling, Jack

A new ceiling fixture jack from The Wiremold Co. makes fixture installation fast, safe and easy.

Pool Master Ion Cleaning System consists of an electronic device that releases a controlled amount of copper and silver ions into the water, the copper to attract and destroy algae in the water and on walls and the silver for bacteria.

The system is said to be non-polluting to the environment, eliminate the need for daily testing of chlorine levels and the storing and handling of dangerous chemicals, reduce operation costs and maintenance

The self-sticking tiles have adhesive already applied to their backs for fast, easy installation.

The two-piece Wire Light system consists of a mounting plate, which attaches to the ceiling box, and a jack, which attaches to the fixture. They are simply pushed together, creating the electrical connection.

Untwisting the components results in easy removal for cleaning, painting, redecorating and maintenance of the ceiling and fixture.

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 Building 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 Lsv,"*

* C.B.S. has a state-of-the-art internal commun-

* As you buy more the cost to belong goes down- ication system with participating members -not up

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

* C.B.S. has a Ceneral Building Materials Dept.

* C.B.S. has a program with the Blue Grass Tool

* C.B.S. Rebates are paid to the members in cash

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

* C.B.S. operates as a non-profit company

* 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

*C.B.S. was featured in the December, 1986 edition of The Merchant Magazine

HPddquurler\ .l ttr I h.,

Allied Building Centers

FOREST PRODIICTS/

Adjustable Scaffolding

A fast, simple adjustable scaffolding set is new from The Wag Co. EZ Scafcan be adjusted to various heights by moving the brace leg in or out. The device is easy to move and folds up for storage.

The Merchant Magazine

gray and thicknesses from 3/8" to 3/4", they fit most copper, galvanized and plastic pipe diameters.

Rating Radon Gas

A radon gas detection kit for measuring levels of the colorless, odorless, tasteless gas present in one's home is now available from Key Technology.

Allegedly a major cause of lung cancer, radon gas can seep into a home through dirt floors, cracks in concrete floors and walls, floor drains, sump pits, joints, tiny cracks or pores in hollow-block basement walls, or travel through a home's water system.

Pipe Jacket

Voltek's foam pipe insulation for hot water, air conditioning, refrigeration and solar systems reportedly reduces heat loss from hot water pipes by more than 500/0, keeps cold water cold, prevents pipes from freezing and eliminates pipe sweating due to condensation build-up.

The kit includes three canisters, which are opened and left in home living areas for three days. They are then resealed and mailed to the laboratory for testing.

Quick Brick

A standard-size hollow brick combining the traditional beauty of common brick with the strength, convenience and improved load bearing capacity of hollow brick is new from Higgins Brick Co.

The brick is said to be highly hre retardant and provide sound insulation and earthquake resistance with minimum material weight and low maintenance cost.

Eslon pipe insulation features a uniform closed-cell structure which functions over a wide -1 10" to 180' F temperature range with low moisture absorption, safe flame and smoke ratings and ultraviolet radiation resistance.

Semi-slit, easy-opening guidelines slip over pipes and retain their fit, requiring no clips, bands or zippers for installation.

Available in 3 ft. lengths in tan or

It comes in a earth colors.

variety of natural

Using the adjustable walk board, it spans up to 20 feet.

KFY'$$SS.XtT

June 1987

Four Jet Tub

A new whirlpool bathtub introduced by Swan Corp. features a 3.4 h.p. pump.

The tub displaces 36 gallons of water per minute through four adjustable jets. Air passage of the water is regulated through an independent flow control valve. The complete system is activated with a pneumatic on/off switch.

Made from an exclusive fiberglass molding compound, the tub is manufactured with a heavily-ribbed underside construction that makes it rigid and "non-giving." lt accepts all

RESII{-BASE0 patching compound kit, Miracle Putty, from Anacon Co. is mixed to repair rotted wood, crumbling concrete, cracked fiberglass or metal rust.

Fingertip Phone File

A handy mini-file which provides instant reference to important telephone numbers has been introduced by Memory Mate.

The device consists of a plastic case containing a spring-loaded scroll that rolls out to reveal a sheet capable of holding over 100 numbers. A hold-lock mechanism keeps the scroll extended at any length, until the release button is pressed to wind it back into the case.

Hammer Display With Punch

A hammer display with a threedimensional header that makes the hammer illustration look as if it can be taken off to drive nails has been introduced by CooperTools.

Holding l6 Plumb hammers, the 3 ft. x 2 ft. merchandiser features

--.?

standard tub fittings and features a standard 5 ft. length, full l6 in. height and 1/12 water retention flange to insure waterproof mountlng.

Numbers and information can be changed in seconds. Also included are double-sided tape for securing the case to the side of the phone and extra reference sheets.

The unit can also be used as a promotional tool, with company logos printed on the case and reference sheets.

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

Pacific Wood Preserving of Bakersfield produces vi rtually all pressure treated wood products. And, with computerized inventory control, Pacific Wood Preserving of Bakersfield offers accurate and complete service. A single phone call can put this complete capability to work for you. Call today:

Steve Ryan, General Manager

In California (800) 582-3950

Outside Cal iforn ia (805) 833-0429

eight adjustable hooks for varying its look.

It comes with eight different hammers, ranging from a premium fiberglass curved claw tool to a hickory-handled ripping claw model.

Fi re Retardant-Treated Wood U.L. Approved

HEAVY OIL PENTA

WATERBORNE PENTA CREOSOTE

AWPB-FDN STAMPED for Quality Control

m'Pressu re-Treated Lumber

-"''' 'The forests of Louisiarn-Pacific are closer than you think Thanks toL-PWesL

L-P West is ournewly elpanded sbructual panel dehvery networlc A network of six Western field reps, a los Angeles sales/service office, and major

reload centers, one in Northern and one in Southern California. All working togetherto deliver the products you need.

Roducts your customers want.

Trouble-firee L-P Inner-Seal@ sidings and lrurer-Seal T&G flooring. krcredible building nnterials

which actually repel waterfronr the inside out.

Dependabh supp$ You bet L-P West defuers L-P Inner-Seal siding and flooring and Darson Creek Gold@ sheathingftrom 5 mills. So you ann get tlre quantity youneed WhenyouneediL

On The Cutting Edge

A ncw knifc sharpcner that honcs anil aligrrs knif'e eciges for a Iongcr lasting sharpness has becn introcluccil by [)ianrond I\lachining 'l'cchnologl'. Inc.

late on the inside and crutsicle are neu' Iionr CJM Proclucts.

Doublc air circulation means double qLrick clrling. with clothing draping natLrralll and clrying smooth.

The Merchant Magazine

Wallcover In Small Doses

A u allcovering finishing ancl touch-up s1'ringe kit for dispensing glue and adhesives with controlled precision is new from Bio-Pak Associates.

The l/2 oz. syringes are ideal lor touching up curled corners on wallcovering or injecting glue into bubblcs to smooth it out.

M* ffie*'j

Made fiom poll'propylenc. onc size fits small, mediunr uncl large. Folding flat for storagc. thc peach-colored hangcrs won't rust or stal n.

-l'hc I)ilrnrorrcl Stccl's rocl is coatccl with nrillions of nricronsizcrl cliunroncls cntbcdded in clectrolrlatccl nickel. their sharp points ilctLlally honing ar',a1 me1ul to rccLlt the knif-e eclge. \\'ith light l)rcssurc arrd just a fcrv strokcs. it :rlso rrlig.ns.tnd strlriglrterts tlre ctlge

The.l/8-in. thick rocl uncl cluruble piastic handle are both non-porous fbr rcsislance to baclcria.,,\ large plastic guard kccps hurrrls sirf'c and a metal ring cnublcs thc shrrrpener to be lrung out ot thc wiri,.

I{ods are ar lilablc in 10. I I ancl 1,1-in. lengths

Hung Around To Dry

Round drip-dri hangcrs which hold e krthins ol)en s{r rrlp g sp altau-

Guide to Safe Nailing

,\ nail starting hanrnrcr attacl-rnrcnt f or inscrting arrl' sizc nail without Itar'ing to holcl it in place with one's hirncl is ncri fionr l-anrar Hamnrcr. Ir.rc.

The kit includes two plastic s1'ringes with see-through barrels. a needle-tip lor injectrng light udhesives behind bubbles and rt trrIe1qr.1-,i'] f'or injecting herrvier doses behind corners and along scant s.

Vinyl Wall Fabrics

,,\ rrcw vin-v"l wullcovcring r"ith a lirbric-likc tcxtLlrc has been aclclcd to Ill:( iooclrich's Koroseal line.

l:spcrc' f'cutures a 4-5'nnglg weave rrnil is uvuilublc in l6 shades.

Sure llit is clesi-unccl with tuo finger-like prongs whiclr lbcure the nail against thc hunrnrct''s striking face.

It ulso lras bccn treated to emit a lrlnllcss vupor llrat lriggers ionization snrokc detectors at lenrpcr.rture\ l{'\\cr llriln tlre ignition point of' nrosl conrnton roonr nraterials.

South Bay Forest Products, a very special manufacturer ol specialty lumber products, has a winning combination tor you.

'ealing with the professionals at the Hampton Lumber Sales Company means you'll save yourself time, money and aggravation when making your lumber purchases.

We offer a complete selection of forest products, plus expert advice on availability, price and shipping to make ordering fast and convenient.

Quality framing lumber from controlled production is available in most lengths and in volume. We're happy to reload/ redistribute your order, and we can take care ofyour special cutting needs at our own plant.

Our dimension lumber service features a complete range of softwood stock in all grades to meet even your most specialized requirements.

inside knowledge. We can give you firm

delivered price and shipping commitments, including transportation at our favorable contract rates.

500 million board feet of quality forest products every year. Call us and discover a new dimension in customer satisfaction.

Hampton Lumber Sales Company Portland. OR. EAX #5031297-3188

Andwith Hamptonyou're dealingwith an established company that sells over 503t2e7-76er 6

lnsulation Support Panel

A high quality insulation support panel that is said to improve insulation in vaulted ceilings, flat roofs, attics and walls has been introduced by Insul-Tray Inc.

chipping, scoring or acid treating the existing surface. It also bonds new gypsum, cement base paint and acoustical or Portland cement plaster to unpainted concrete block, cinder block, concrete slabs, beams, columns and gypsum drywall.

As an additive for patching or resurfacing concrete floors, it replaces part of the water in apre-mixed sand or topping blend.

tribution of the cooling mist and water filtration. Easy to use automatic thermostats are also included to regulate the desired temperature.

English Porcelain Trim

Authentic English porcelain door and furniture trim is now available in a variety of patterns and handpainted designs from Christensen Hardware Corp.

The water resistant, corrugated cardboard panels are manufactured in 4 ft. lengths and sized to fit any construction widths. They can be stapled and nailed to building framing members to provide a permanent, positive and controllable cavity for containment of blown insulation.

The product is available in standard, fire resistant and radiant barrier panels.

Bonded Concretely

A concrete bonding glue that can be brushed directly onto surfaces or added to cement mixtures to add resiliency, toughness and superior strength is new from W.R. Bonsal Co.

An acrylic water-based resin, Sure-Fix Concrete Bonding Glue is available in resealable quart and gallon containers.

As an adhesive, it adheres new concrete to old concrete without

For more information on New Products write The Merchont Magazine,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!

Cool Weather Machine

An outdoor cooling system designed to air condition the outdoors by lowering temperatures up to 30o in minutes has been introduced by California Outdoor Cooling Systems.

Reportedly costing about 200 per hour to operate and using one to two gallons of water per minute, the MISTeT system treats and filters the water and pumps it into 600 lbs. of pressure per sq. in. The water is forced through al/2in. pipe to a tiny nozzle with a hole the size of a pinhead which releases billions of minute mist particles which "flash evaporate," instantly cooling surrounding hot air.

Regulating devices control pressure levels to ensure uniform dis-

The line is imported from England's leading manufacturer under an exclusive agreement and is designed to meet standard American hardware specifications.

Lifetime Cabinet Warranty

The first lifetime consumer guarantee on kitchen and bath cabinets is now being offered by Beaver Industries, Inc.

If a fully frameless, European styled Ameripean cabinet should prove defective for any reason, the dealer can make the necessary repairs or replacements and be reimbursed bv the manufacturer.

Digital Shower Temp

A single control faucet featuring a liquid crystal display giving the temperature of the water passing through it has been introduced by American Standard.

The Ceramix Electronix line includes faucets for both 4 in. center and single hole lavatories, one hole over-rim bidets, wall mounted showers and combined bath-andshower and kitchen faucets with or without spray.

Included are advanced technology ceramic disc valves, housed in easily removable cartridges and solid brass construction.

The line is available in six finishes: chrome, polished brass, bone, white, white with a gold trim line and gold.

Relax Outdoors

An Adirondack chair modeled after the popular garden seat of the early 1900s is now available from Calder Manufacturing Co.

Constructed of pine with pressure-treated legs to resist rot and attack by insects, the chair is finished with one coat of white paint.

It comes ready to assemble, in four sections which easily attach with six bolts and two screws.

Avoid The Gutter

A scientifically-designed alternative to conventional rain gutters,

The Merchant Magazine

down spouts and leaders has been introduced by JRW Sales/Service Corp.

Weather-All comes in 5 ft. sections of aluminum foils, held in brackets that are mounted on the fascia, about 7 in. below the roof edge. As rain water flows over the roof edge, it falls onto the foils with enough gravitational force to break into tiny droplets, which fall harmlessly to the ground in a gentle spray, avoiding trenching, erosion, splashing and runoff.

Clogged, unsightly gutters which require cleaning are solved as leaves, twigs and foreign matter are said to generally blow away. Ice build-up is avoided since the unit can't collect water.

Wholesalers' huge convention

ll ARKING one of the best lUl attended North American Wholesale Lumber Association conventions in decades, 758 registered wholesalers converged in the Arizona desert for NAWLA's 95th annual.

Business at the meeting included the passage of a resolution urging the placement of "a high priority on pro-

viding raw material (from the National Forests) for lumber, panel and fiber products to meet the market demands of the future."

The action noted that current federal forest operating plans could lead to shortages equal to enough wood to build more than 400,000 single-family homes each year.

John Weston, Far West Fir Sales

Co., Huntington Beach, Ca., presided over the convention and became NAWLA's immediate past president as he handed over the gavel to newly-elected president Bill Sheathelm, president of Schultz, Snyder & Steele Lumber Co., Lansing, Mi.

Other elected officers are first v.p. Henry Poler, Lawrence R. McCoy &

t{AWLl business day over, some relaxing was in order: lll Lloyd & Hazel Brown, Dick & Ellie Davis, Virginia & Gene Walters. 12l Hank & Lucille Sandstrom, NAWLA exec. v.p.

Pete Niebling. l3l Jon Reed, Chris Snavely, Teresa & Charlie Moss. l4l Tom & Nancy McHugh. l5l Rita Hardy, Jon Friesen. l6l

John & Cheryl Diederich, Barbara & John Ferguson. l7l Pete Reyneke, Fifi Ingham. l8l Larry Hood, Greg Cutler.

Co.. Worcester, Ma.; second v.P. Larry Humphrey, HumPhreY Lumber Co.. Tacoma, Wa., and reelected treasurer Robert R. Scholl, Scholl Lumber Co.. Bethlehem, Pa.

New directors are Dwight Curran, DMK Pacihc Corp., Fremont, Ca.; Jim Epperson, Jr., Epperson Lumber Sales, Statesville, N.C.; ChiP Hess, The Forest Products GrouP, Columbus, Oh.; Peter Leon, Peter Angus Forest Products, Rexdale, Ontario. Canada: James M. O'Brien, Nutmeg Forest Products, Fairfield, Ct.; Steve Snavely, Snavely Forest

Products, Chandler, Az., and Tim Thompson, Slaughter Brothers Inc., Dallas, Tx.

The annual John J. MulrooneY Memorial Award, recognizing individuals for exemplary service to the forest products industrY and the community at large, was Presented to Lester E. Anderson, President of Random Lengths, Eugene, Or. Anderson's kaleidoscopic career has included graduating from the University of Oregon; serving in World War II in Europe, where he (Continued on next Page)

WHlt0Pll{G it up western style: lll Ted & Mvrna Pollard, Norma & Bill Sheathelm, the new NAWLA Dresident, Joan Banks. l2l Jack McCraken, John Weston, immediate past oresident, Jim Fenton. l3l Karen & Eric Canton, Larry Hood. l4l Larry & Natalie Humphrey, Jeff & Sherry Loth. l5l John & Jean Rae Gaskin. 16l Ginny & Ted Mathews, Bob & Judy Shannon. l7l Jo & Daryl Bond. l8l Terri, Chris & Peggy Snavely. 19l Barbara & Al Caldwell. ll0l Kathi & Mike Parli. llll Petter Svenkerud, Steve Snavely, Rich Bilby, Duncan Hossack. ll2l Dan Naughton, Carl Force. llSl Dennis & Sue Richardson, Dawn & Bob Walton. ll4l Tim & Susan Neff, Linda & Mike Couey. ll5l Mike Young, Bill & Laurie Herman. ll6lTom Ingham, Wayne Holm.

WHOLESALERS' MEETING

(Continued from previous page)

received the Silver Star, Bronze Star and Purple Heart; mountaineering around the world; making endless contributions to his community, including Mayor of

Eugene for eight years, and running Random Lengths since 1964.

Speaker Sanford Mevorah followed the presentation with an address on negotiating. He stressed making each a prepared, personal exchange, avoiding reducing "the process or the concept of negotiation to an equation, a recipe or a formula."

Wayne Quasha, Merrifield Consulting Group, read the "white papers" he developed on valueadded services from wholesaler-distributors and improving marketing strategies.

The well attended manufacturer/ service supplier/wholesaler contact session featured 126 tables, a new record.

NAWLA, the oldest and largest organization of its kind in the forest products industry, has recently undergone remarkable growth. Its U.S. and Canadian membership

now tops 600 and is comprised of 362 independent wholesale firms.

EilOUnlilG a little heckling while being photographed are (top picture) Mark Lofland and Jim Ramsey. Below: Joyce Baker, Greg and Mary Kay Lambert.

los Anderson

192 associate mill members and 55 service affiliates. These totals represent the largest membership since 1927.

Innisbrook Resort, Tarpon Springs, Fl., was selected as the site of the April 1988 convention. This year's meet was held at the Camelback Inn Resort & Golf Club, Scottsdale, Az., April 26-29.

Nontoxic Termite Pesticide

A wood additive which exterminates termites yet is said to be safe for people and animals may soon be available.

Being developed by the biotechnology company Agracetus, Middleton. Wi.. the chemical molybdenum has for years been safely used as a legume crop growth supplement.

Termites need the small amounts of molybdenum contained in wood to produce proteins. But when wood contains heavy amounts of the chemical, the termites become glutted and die for as yet unknown reasons.

Treated Wood Guidelines

Despite its durability, pressure treated lumber needs some care in handling.

Jeffrey L. Reith, southwest area supervisor for Timber Products Inspection, lists the following basic guidelines to be followed when dealing with treated wood.

The most obvious is to handle it with enough care to keep from breaking through the treated shell. The use of sharp or pointed tools such as cant hooks, pikes and picks should be avoided. When material is being banded, corner protectors should be used to keep the edges from crushing and exposing the untreated wood. Throwing and general rough handling can cause breaks and deep gouges that will break through the treated shell.

Treated wood stored for long periods should be covered for protection from sun and weather. Repeated exposure to wet and dry conditions will cause deep checking to occur and possible leaching of some preservatives. The ultraviolet light from the sun will also cause the weathering that changes the color of

the wood, although the chromium containing preservatives reduce this effect.

With waterborne preservatives, material should be dried after treatment if it is to be used in an application where shrinkage is undesirable. This type of treatment puts large amounts of water into the wood and shrinkage will occur as drying takes place.

illttl0l{ F00I Club honors 0o t0 Abe Willis (left) and Leona Willis from'simoson Timber Co.'s Mike Couey for selling over a million feet ol redwood in 1986 for the second consecutive year at each of their locations, Charley's Fence, Baldwin, Ca., and Mission Fence, Arcata, Ca.

PGL Party Thanks Suppliers

Suppliers were guests of honor at a "Supplier Appreciation" evening hosted by product managers and executives from PGL Building Products, Auburn, Wa., at the Sea Tac Red Lion Inn.

Over a buffet of hors d'oeuvres and cocktails, suppliers had an opportunity to meet and visit with key employees from PGL Building Products. Special appreciation was expressed to nine of the suppliers represented at the April 3 event.

Trimac Paneling, Armstrong Ceilings and Tree Island Steel were recogni4ed for outstanding growth in sales and prohts. Sequentia, Inc., Simpson Strong Tie and Magic Seal Corp. were cited for outstanding promotional support. Schooner Sales, USG Industries, Inc. and Owens Corning received special thanks for outstanding field support and training.

lYhen sending in o change o/'address please include zip code on both old and new otldrisses and eithet the old label or the inlormation from il. Thanks!

H0ST Jim B. Edens, (top left) president, PGL Building Products, and his wife, Barbara, with Jim Appel, general manager, Western Insulfoam. 0thers (top right, left to right) Dugan Baker, sales rep, Trimac Panels, and Bill Johnson, regional sales manager, PGL-

Auburn. At lower left: John Shackelford, sales rep,Onduline USA; Jim Lang, industrial manager, PGL-Auburn; Wayne Larson, regional manager, Onduline USA. Lower right: Bud Johnson, branch manager, PGLSookane.

June 1987

Tools For Panel Education

Dealers know that familiarity makes a product easier to sell. That axiom is especially true where structural wood panels are concerned.

Several programs to help dealers better sell structural panel products are available from the American Plywood Association.

. A 22 minute videotape covers panel manufacturing, trademark terminology, storage and handling and much more as a basic panel primer. The tape may be borrowed free for 14 days or purchased for $35.

a Panel Basic Correspondence Course, a 64-page booklet, explains product and performance standards, panel grade, span ratings, exposure durability classifications, installation recommendations and other key panel topics for employee training. Cost per package is $10 with orders of 25 or more cut to $7.50 each.

o APA Dealer Reference Binder is an ideal singfe source reference tool to keep behind the counter or in the yard. Each binder costs $7.50 plus shipping.

. APA Build A Better Home portfolio is a collection of 20 stylish, costeffective, energy-efficient home plans with working drawings available by order for your do-it-yourself and contractor customers.

c Handy Plans covering more than 50 projects for do-it-yourselfers

are listed in the Handy Plan Catalog, Form Y630. Catalog cost is 400 with plans ordered in quantity costing 300.

o Handy Plan Project Book has 28 pages with nine best-selling plans for d-i-y projects such as tables and play equipment. lt may be ordered at $75 per 100.

o APA Panel Selector Guide, awall poster including descriptions of the

most commonly used construction and do-it-yourself panel grades with large facsimiles of panel trademarks and explanations of trademark terminology, is $l each.

o APA field representatives are available to conduct seminars for large groups of employees or to provide intensive training for designated customer service specialists. The focus of the training may be tailored according to the needs ofthe dealer.

WE SPECIALIZE IN PRE-STAINING "YOUR MATERIAL" IN ALL OLYMPIC COLORS, COATING ALL 4 SIDES OF EXIERIOR SIDING AND DIMENSIONALTRIM. PLUS ,I COAT APPLICATION ON ALL SIZES OF PLYWOOD. ENCLOSED WAREHOUSE FACI LIry,

Plywood Paneling On TV

Retailers may expect an increased interest in pre-flrnished plywood wall paneling after it makes its debut in a vacation house on the public television series "This Old House" and in the July issue of l00l Home ldeas.

Plywood paneling, provided by the Plywood Paneling Council, was used extensively in the project. It is one of only two homes completely constructed from the foundation up on "This Old House." Previously, the program had focused only on remodeling projects in existing homes.

The remodeling experts from the program wanted to use sturdy, easy care wall treatments for this full construction job. Norm Abram, master carpenter for the series, noted that "since plywood wall paneling is durable and requires little attention, it is a perfect wall treatment for this type of home."

Five styles of real wood veneer and decorator patterned plywood paneling were used in the home. An unfinished beaded and grooved oak veneer paneling in the living

room between exposed posts and beams and in the dining room as wainscotting tied in with the real wood used in the two-story space. A patterned plywood panel was used in the kitchen, a striped paneling in the master bedroom and an embossed floral paneling in a child's bedroom. Light woodgrained panels were used horizontally on an upstairs sitting room.

More than 8.5 million people are expected to view the segment on the "This Old House" series which reaches an audience larger than any other weekly public television show.

Merchandise On The Move

Traveling merchandisers which carry a store's products to the consumer were demonstrated at Euroshop '87, a February trade show in West Germany.

The self-contained "mobile shop" units are predicted to have a strong effect on the retail merchandising industry.

The Merchant Magazlne Built-in Appliance Sales Up

The high end segment of the built-in major appliance business is capturing an increasingly larger share of its volume and could account for more than 500/o of built-in sales by 1990.

Ed Smith of Modern Maid, forecasts that the built-in category will account for about l1-120lo of the total major appliance industry sales this year, up slightly from 1986.

More Conrpetition For Dealers

Retailers interested in expanding sales of power tools to contractor customers can pick up some new ideas from a contractor tool center recently opened in Santa Fe Springs, Ca.

Fas'N'Go, opened by Active Sales, showcases 120 different models of nailers, staplers and bradders as well as 1500 different fastener sizes and accessories. A tool repair center and a demonstration area where contractors can test equipment are part of the operation.

Hardwood Promotion Ghanges

Industrial and commercial consumers of hardwood products will be targets as the Hardwood Institute takes a new direction in its promotional efforts.

Approved by the National Hardwood Lumber Association, the new $200,000 program will focus on architects and interior designers who specify and recommend hardwoods for architectural interiors, flooring, paneling, doors and other millwork in commercial and residential construction. A budget of $125,000 per year has traditionally been allotted to promotion programs conducted by the Hardwood Institute.

The Daphne Furniture Award program will be phased out at the end of the current year.

Retail Concepts Show

Is the no-frills look of the home improvement warehouses waning inpopularity? Will the clean, upscale store environment continue to grow? What hardlines departments can benefit most from a remerchandising job?

Attendees can get the answers to these and other store layout and design questions at the Retail Concepts Center during this year's Hardware Industry Week, held in conjunction with the National Hardware Show Aug. 9-12 at the McCormick Place Exposition Complex, Chicago.

"Unlike most exhibits that display products, the Retail Concepts Center is filled with ideas. lt's a place where hardlines merchants can view tried and tested strategies and get assistance from industry store planning experts," said William P. Farrell, executive director of the American Hardware Manufacturers Association (AHMA).

The special exposition, now in its fourth year, was developed through the combined efforts of AHMA, the National Retail Hardware Association (NRHA) and the Home Center Institute (HCI). Sponsored by AHMA, the Retail Concepts Center is staffed by NRHA and HCI store planning professionals.

The Retail Concepts Center is one of three major industry expositions featured as part of the programs, activities and events that

comprise the Hardware Industry Week service program. The new product exposition and the packaging exposition are the two other showcase displays conducted.

Hardware Industry Week, held in conjunction with the National Hardware Show, is sponsored and conducted by AHMA.

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

Can be used under Fiber Glass!

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

IEA0ERS Ray Stephenson (right),1987 president of Black Bart Hoo-Hoo Club, and John Blanchford, 2nd v.p,, were among those attending the chapte/s board meeting at Joe Mayfield's cabin in Lake Tahoe, Ca.

Housing Starts Ott 3o/o In 1st Ouarter

Total residential building eased 3olo in the first quarter of 1987 as apartment construction continued its retreat from the 1985/86 "tax shelter" boom, according to F. W. Dodge.

"Strong demand for single family homes supported a generally high level of total housing starts through 1987's first quarter, even though the rental building market softened," said George A. Christie, chief economist for Dodge.

He cautioned, however, that "the recent surge of mortgage rates could reduce this year's potential for owner-occupied housing by as many as 100,000 units. With apartment building already inhibited by tax reform, April's surge of flrxed rate mortgages back into the l0 to I I percent range requires a lowering of our total housing start forecast for 1987 to 1.65 million units. a decline of nearly 100/o from last year."

Los Angeles/Long Beach and Washington DC led the nation in housing starts. Los Angeles, with l3,l7l housing units, declined 60lo from the year-ago period. Residential building in Washington totaled 11,398 units, an increase of 9o/0.

The rest of the nation's top ten hogsing areas in the first quarter were: Atlanta, 11,203 units, down 2lo/o; Riverside/San Bernardino, 10,971 units, down 4olo; San Diego, 7,810 units, up l2o/o; Phoenix, 7,202 units, down 560/o; Detroit, 6,730 units, up 420/o; Tampa/St. Petersburg/Clearwater, 6,684 units, down 36%; Chicago,6,537 units, up 230lo; and West Palm Beach/Boca Raton/ Delray Beach, 5,622 units, up l4o/0.

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

FUll mixed liberally with product information kept over 200 customers happy at the Fresno, Ca., Weyerhaeuser Customer Service Center's 4th annual vendors fair May 7. lll Mel Hurst, Doug Lundy. l2l TV winner Harry McNerney (left), Max

Whitworth, Jim

Wenger. l3l Danny Wallace. l4l Gary Long, Mike Hatf ield. l5l Steve Slumberger is blacked out by his friend. l6f Las Vegas prize winner Tom Martin. (71 Hawaii trip grand prize winner Mike Lewis. l8l Tim Todd, Harry

McNerney, Gary Cook. l9l Seamus O'Reilly talks product with two guests. ll0l Joe Gill, Linda D. Giorno, Eleanor Dowling, Robin Young. llll Keith 0liver (background), John Amos, Tim Todd.

sot? ht.ff LsnDer

Ways To Gut Claims

(Continued from page l3)

and ridge vents. Bath and kitchen exhaust fans should be vented through the roof to outside air.

Improper, and usually insufficient, fastening of panels sometimes causes claims. Panels should be nailed every 6 inches at all support edges, and l2 inches at all intermediate supports for roofand wall sheathing, siding and subflooring. Where

Hoo-Hoo Meetlng In Seattle

Hoo-Hoo International, the lumberman's fraternity, will hold its international convention at the Seattle Sheraton Hotel & Towers, Seattle, Wa., Sept. l3-17, with the Seattle club as host.

The Centennial Convention of the organization will be held in Hot Springs National Park, Ar., in Sept. 1992.

Details for these two meetings plus additional business including landscaping plans for the Hoo-Hoo

supports are 48" o.c., panels should be nailed 6" apart at all supports.

Thin underlayment recommended under vinyl and other sheet goods must be nailed differently, just as it must be spaced differently. Panels should be nailed 6" o.c. along panel edges and 8" o.c. each way throughout the remainder of the panel. Staples should be spaced 3" o.c. at panel edges and 6" o.c. each way.

Underlayment panels should be

International and Forestry Museum in Gurdon, Ar., policy changes and revisions of the operations manual were reviewed at a mid-year board of directors meeting in G_urdon.

Among those attending were:Al Meier, Tacoma, Wa., chairman of the board; Bill Patterson, Klamath Falls, Or.; Jimmy Jones, Vallejo, Ca.: Phil Cocks. Orlando. Fl.: Bernard B. Barber Jr., Fresno, Ca.; Brent Crosby, Walnut Creek, Ca.; Eddie Z. Hunt, Dallas, Tx., and Frank Gray, Ocoee, Fla.

Doug. Fir, Hem-Fir Spruce & Pine

The Merchant Magazlne

acclimatized by standing them individually on edge in the house for as long as possible before installation. Spacing then needs only to be l/32" at edges and ends. Panels should be butted to a close, but not tight fit.

Of course, proper panel handling and installation may not solve every problem. If you have a question about your APA trademarked panels, contact the American Plywood Association, P.O. Box I 1700, Tacoma, Wa., 98411, for assistance.

NEW PANEL MARKETS

(Continued from page l6)

ing and the adhesives/paints industries are potential users.

Variations on Big Bin can be used to ship parts from plant to plant, or to store materials for later processing. For more information on the Big Bin industrial application, APA has published a brochure, Meet Big Bin, along with hardware and liner source lists.

Ghana's hardwoods: Gonclusion

fl NE of the most popular exports V not onlv in Ghana but in all of West Africa is afrormosi a (Pericopsis elata). Yellow to warm brown, its pattern ranges from straight grain to some mottle, resembling teak. Perfect for wall paneling, furniture and decks, its use is limited by its high price tag.

Sapele (Entandrophragma cylindricum) has long been another of Ghana's most popular exports. Dark red-brown in color, it features a stripe and bee's wing pattern and considerable variation in the grain. lt works fairly well with hand and machine tools, though tougher, harder and heavier than African mahogany. Readily available, sapele is used as veneer for furniture. cabinet work and interior decoration.

Resembling rich, red-brown sapele, yet somewhat deeper in color and without sapele's cedar-like scent is utile (Dawe sprague). The very large trees are of medium hardness and weight, with medium texture and superior strength. Durability is moderate since the sapwood is liable to attack by powder-post beetles.

The timber works fairly easily, although it may chip in planing and char in boring. lts uses are also like sapele's, but it is less suitable for decorative work and is valuable as a rotary-cut utility plywood. lt is mainly designed for interior furniture, ships' interiors, door frames, interior joinery and fittings.

Makore (Tieghmella hackelli), like utile, is one of the largest trees of the forest, rising up to 200 ft. high and reaching widths of 30 ft. The clear bole may reach 100 ft., though it is peculiarly prone to be completely shattered or badly split in felling. Colors vary from pale pinkish-brown to a rich red-brown. The wood is moderately hard and of medium weight and strength.

Makore is one of the most durable of local timbers. lt saws with some difficulty, but cuts cleanly and logs are markedly free from defects. And it works easily, despite rapid blunting of cutting edges. The wood screws and glues well, but tends to split in nailing. It is used for general construction, furniture, cabinet work, decorative panels and veneers, exterior doors, turnery and flooring.

Story at a Glance

Ghana exports wide range of hardwoods.. each has individual strengths and weaknesses... current promotion may mean more recognition African mahogany is its best known export. ..

Another durable hardwood, resistant to decay, termites and marine borers, is opepe (Naulcea diderrichii). A forest tree growing up to 180 ft. in height and 16 ft. in girth, its wood is hard, medium heavy and exceptionally strong.

The timber works with moderate ease despite its hardness. lt takes

screws well and glues well, but must be bored before nailing to avoid splitting. Best uses are for harbor work, such as piles, fenders and wallings, and other types of heavy structural construction.

Similar heavy duty structural building, like fenders, wallings, bridge building and decking, is also accomplished using ekki (Lophira alata).lt also grows up to 180 ft., being even harder and heavier, weighing between 59 and 69 lbs. per cu. ft. The wood has an interlocking grain, low luster, coarse and uneven texture.

The durable material is moderately difficult to work with hand tools but can be worked by machines with less trouble. Preboring is necessary in screwing and nailing but strong glue joints are readily produced.

Mansonia (Mansonia altissima) is also being shipped out in increasing quantities. The wood is often labeled African black walnut, but this title is misleading. While it is somewhat similar to walnut in darker varieties, featuring whitish sapwood and yellowish-brown to greyish and purplish-brown heartwood, its color varies considerably and it is not related to the walnut familY.

It is usually straight-grained, smooth and fine textured, harder than American walnut, but similar in strength and other categories. Its heartwood is decay-resistant, and it works easily, glues well and finishes excellently. lts uses include veneer, interior fittings, joinery and flooring.

Ghana has always had the wood. And now, with its active promotional efforts. its timber and wood products industry promises to become better known.

This is the conclusion of a two-part article on the hardwoods of Ghanaed.

Illll(lll BRII|GES built with pressure treated wood cost less and take less time to install than bridges of other materials.Once they are installed, savings continue because pressure treated wood can withstand severe weather conditions. Their natural appearance compliments their surroundings in any situation.

Polyurethane in European Building

Building materials utilizing polyurethane structural foams are being used in an ever increasing number in the European building industry.

Applications include spiral staircases, handrails, utility windows, residential windows, drainage grilles for flat roofs, domelight frames, roof ventilators and skylight windows. Improvement in reaction injection molding (RIM) materials allied with advances in processing technology makes the new advances possible.

Dr. Ulrich Knipp of Bayer AG in West Germany, described the new technology and its applications in a presentation in Denver, Co., in April, citing Velux skylight windows as an example. Advantages of the polyurethane moldings, according to Dr. Knipp, include good thermal insulation, design freedom, light weight, long service life, stability and the ability to combine with other materials.

[[iilH ASPEN

This fine and uniform-textured hardwood contains no resin, has good toughness and exceptional stiffness for its light weight, shows a high resistance to splitting in nailing, and is soft and easy to work with either hand or machine tools. Aspen has good gluing and paint-holding qualities. Stability is one of its outstanding qualities.

Try our WP-4 "Panel Grade" ASPEN !

ll01{0REl| for sales by Kaibab Industries, Denver, Co., of over a million feet of redwood in 1986, Kaibab assistant manager Dick Mill (left) and general manager Joe Kerschen (right) accept the Simpson Timber Co. Redwood Million Foot Club Award master plaque from Michael Couey, Simpson redwood marketing manager.

500 Silver Spur Rd., Strite l@ Palos Verdes Peninsuh, Ca. s'274

RPvs)

Norfield Industries Reorganizes

Norfreld Industries, Chico, Ca., has reorganized, splitting its prehung door machinery and woodworking tool businesses into separate divisions, according to Bruce Norlie, president.

Harold Schooler is general manager of Norfield Manufacturing, Noel Clifton is general manager of Norfield Tools & Supplies, and Chuck Knighten will be director of technical development, heading an

acquistion program seeking companies that could become new divisions.

Record Home Building Value

More than l.l million single family homes will be built this year for a combined value of $89.5 billion, a record high. In contrast, multifamily housing, hit hard by the loss of tax-shelter status, will plummet 180/o to $25.2 billion. Total

Computerizing The Lumber Industry

Complete, independent consulting and implementation. Accounting, inventory, quoting, shipping, estimating, communications ano forecasting. Mills, wholesalers and retailers.

Let state-of-the-art systems and thirty years' lumber industry experience increase your productivity.

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The Merchant Magazlne

1987 housing starts are forecast at 1,715,000 a decline of 60/o, McGraw-Hill Information Systems Co. economists predict.

Home Center Productivity Up

Inflation-adjusted sales per man hour worked in home centers in 1986 increased almost 500/o from 1972 figures, according to a retail wage and productivity trends study recently completed by Economic Perspectives, Inc. Only auto dealers, family clothing and furniture stores achieved higher results.

New Address For WWPA

The Western Wood Products Association has moved its offices within the Yeon Building in Portland, Or., to the fourth and fifth floors. The telephone number remains the same, but the post office is requiring that mail addressed to them now carry the street address. The correct address: Western Wood Products Association, Yeon Building, 522 S.W. 5th Ave., Portland. Or.97204-2122.

superior line of

Redwood WarrantY RePort

Information on a l0 Year warranty covering rotting and defects in clear heart redwood shafts is free from Hartmann-Sanders Co., 4340 Bankers Circle, Atlanta, Ga. 30360, or bv calling (800) 241-4303.

Cypress Leaflet

Information on cypress for interior and exterior construction uses is 50S from Southern Cypress Manufacturers Association, 805 Sterick Building, Mem' phis, Tn. 38103.

Reflections On Your Pool

"What Color is Your Swimming Pool?: The Guide to Trouble-Free Pool Maintenance " is $9.95 plus $2 shipping from Storey Publishing, Schoolhouse Rd., Pownal, Vt. 05261'

Bright ldeas

A 4-p. architectural and decorative lighting brochure is free from Sylvan Designs, Inc., 8921 Quartz Ave., Northridge, Ca. 91324.

Support In The Closet

A 2-p. brochure on a two-piece economy shelf and closet rod support is fre^e from Stanley Hardware, P'O. Box 7000' New Britain, Ct. 06050.

Cedar Mill Roster

An updated western red cedar mill directory is free from the Western Red Cedar Lumber Association, Dept. ,4-6' Yeon Building, Portland, Or. 97204'

Shed ShoPPer

"storage Building Buyer's Guide & Installation Tips" is available from Arrow, 100 Alexander Ave', PomPton Plains, N.J. 07444.

For all New Literature offerings write directlY to the name and address shown in each item. Please mention that You saw it in The Merchant Mogazine' ManY thanksl

Low and Outside

A 44-p. low voltage outdoor lighting book is $1.75 from Intermatic, Intermatic Plaza, Spring Grove, Il. 60081'

Thin Windows

A 6-p. slim-profile roof window flyer is free irom Roto Frank of America, Research Park, P.O. Box 599' Chester, ct.06412.

Hardwoods Who's Who

"A Guide for BuYers of QualitY Hardwoods," a directory of Hardwood Manufacturers Association members, is free from HMA, 805 Sterick Building' Memphis, Tn. 38103.

Aluminum UP Front

For a 4-p. aluminum siding brochure' send self-addressed stamped envelope to the American Architectural Manufacturers Association, 2700 River Rd.' Suite 118, Dept. RSPR, Des Plaines' Il. 600 I 8.

tnternational Dialogue

A 136-p. transcription ofall business meetings and sessionsat the International Hardwood Products Association 1987 convention is $50 for convention delesates. $75 for IHPA members and $125 ior others from IHPA, P.O. Box 1308' Alexandria. Ya' 22313.

Training TaPe

"New Employee Orientation"' a .201 min. videotape training program, is $55 for National Lumber & Building Material Dealers Association members or $99 for non-members from NLBMDA, 40 Ivy St., S.E., Washington, D.C. 20003'

Gonstruction Law

"lntroduction to Construction Law," a 345-p. hardbound reference manual, is $S0 (or $65 until Julv 3l) plus $3'75 shipping from ALI-AB A,4025 Chestnut St.. Philadelphia, Pa. 19104.

Storage Diagrams

Garden storage shed build-it-yourself plansheets are 50c each in quantities irom the American PlYwood Association, P.O. Box 11700, Tacoma, Wa' 9841 l.

Urethane Insulation

"Urethane Insulation in Residential Building: A General Introduction"' a 20-p. booklet, is free from Mobay Corp'' Mobay Rd., Pittsburgh, Pa' 15205.

Pressure Checks

A pressure treated wood quality control inspection manual is available from the American Wood Preservers Bureau, P.O. Box 5283, Springfield, Va. 22150'

On Awnings

A 6-p. patio awning, window awning and door hood brochure is free from Alcan Building Products, 2401 Parkman Rd., NW, Warren, Oh. 44485.

Big Book of Building ltems

A 198-p. catalog covering over 7000 SKUs of home imProvement items is available from The Butter Co', 14800 W' Commerce Dr., Menomonee Falls, Wi' 5305 L

G[ASSIFIED ADVERTISEMENTS

LUMBER TRADER

HAVE A STRONG CUSTOMER BASE? TIRED OF SMOG

AND TRAFFIC?

WE HAVE A POSITION FOR YOU!

An innovative lumber wholesale operation in Northern Calif. is interested in traders who would like to relocate to a small community with affordable housing near lakes and mountains, excellent schools and a Cal. State university. Salary * commission/ benefits. Send resume to Box 56J c/o The Merchant Magazine.

PLANT MANAGER. Southwest wood treating plant seeks full charge manager with wood treating, engineering experience. Reply in confidence to Box 564 c/o The Merchant Magazine.

SALES MANAGER

For growing wholesale company in a beauti- ful No., Calif. city. Aggressive manager sought for l0 traders. Knowledge of Catif. and Oregon mills and Ca., Az., and N.M. markets a must. Reply in confidence to Box 562 c/o The Merchant Magazine for details.

Twenty-five (25) words for $19. Each additional word 650. phone number counts as one word. Address counts as six words. He^adlines and centered copy ea. line: $5. Box numben anJ special borders: g5 ea. col. inch rate: 940 camera ready, $a5 if we set the type. Names of adveitisers using a box number cannot be released. Addresi replies to box number shown in ad in care of The,Merdrant Magazine, 45fi) campus Dn, suiie rrg0, Ir,rervport Beach, ca. 926f0. Make checks payable to The Merchant Magazine. Mail copy to above address or call (714) g52-1990. Deadline for copy is the 22nd of the monrh. pAyME-Nr MUST ACcoMpANi copy untess you have established credit with us.

wholesale and remanufacturing co. for moti_ vated individual. Excellent commission and benefits. Inquiries held strictly confidential. Please call Mark Sparso at Agwood Mill & Lumber, Ukiah, Ca. 007) 468-5496

SOUTHERN California wholesaler seeks ex-

perienced outside salesperson with following. Salary, commission, car allowance plus benefits. Call Carla at (213) 941-i575.

CONTRACTOR/COUNTER sales. Award winning So. Ca. lumber co. is seeking an experienced contractor counter salespeison. Excellent opportunity and benefits. please call Louisa Sheldon (714) 522-2864.

ASST. MGR._RETAIL LUMBER CO.

We are looking for a person with good Iumber experience for position as asst. mgr. Fisher Lumber Co., a Weyerhaeuser Co. Send resume to: Mr. Eric Jorgensborg, p.O. Box 765. Santa Monica. Ca. 90406

Place your classified ad now!

TIMBERS

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.

HYSTER FORKLIFT No.165. Good running condition. Hunter Woodworks, 2103g S. Wilmington Ave., Carson, Ca. 90749 el3) 775-2544

LOOK! EXOTIC WOOD PENS-Six species-Classy gifts for your best customers. An inexpensive way to put your company name in lheir order wriline hand every day! Introductory special foi lumber industry. Buy direct, call (916) 442-2485 or wrire Quesr Pen Co., Inc. 106 "K" St., Suite 3.10, Sacramenro. Ca. 95814

YATES C-88 moulder/sticker. 8" wide, completely rebuilt. Priced to move. (805) 543-5533, Pacific Access Lumber. p.O. Box 1098, San Luis Obispo, Ca. 93406.

REPRINTS of hardwood articles from The Merchant Magazine. Excellent for reference or training. Domestic Hardwoods, $t0: Southeasr Asian Hardwoods, $5; South American Hardwoods, 94; all three, gl6. Send your check today including name and address to Hardwood Reprints c/o The Mer_ chant Magazine, 4500 Campus Dr., suire 4g0. Newport Beach. Ca. 92660.

TWISTBD AND WEATHERED

Douglas Fir S4S and rough, 3x4 and wider and 4x4 and wider. Call Bill Hunter. Hunter Woodworks. (213) 77 5-2544; (2 I 3) 83 5_567 1.

COPELAND LUMBER WISHES TO BUY Lumber Yards in the Western States. Contact Copeland Lumber yards Inc.. 90t N.E. Glisan, Porrland, Or. 97232, Attention John Matschiner, Real Estate Manager. (503) 232-7t81 All inquiries kept confidential.

OREGON COASTAL lumber and building supply yard for sale. Well established, profiable businesi in growing community. Excel lent grorvth opportunity. PO. Box 3833, Vancouver, Wa. 98662.

SMALL CUSTOM door and window busi_ ness _with clients/reputation/complete shop. Excellent market, large potential growtir. Reasonably priced. (415) 654-6333.

LUMBER AND HARDWARE yard, Northern Ca., fast growing El Dorado i-lills: Busi- nell land, equipmenr, upswing potential, Jouu thousand. l-or complete portfolio call Gary, Agt. (91O 962-326d.

Order Blank

COMPUTER SYSTEMS AND PROGRAMS

MULTI.USER/PCD(T/AT/M INI

Company Name (if any)

Address State Phone ( COPY

SALES/M (No fees on personal property)

Ca,/dnlnl

Dick Phelps, Broker (former lumberman James R. Gary & Co. Ltd. 21747 Erwin St., Woodland Hills, Ca. 9136 (818) 703-81,14

A (800) 431-0555 NAT. (800) 42

LOCAL LUMBER hauling Southern California roller bed truck and trailers and bobtails radio dispatched. Rail car unloading at our spur in Long Beach. 3C Trucking (213) 4X24/.26.

California Lumber Inspection Service

Certified Agency L.A. (714) 962-9994

s.J. (408) 24t-2960

Sacramento (916) 965-741 3

P.O. Box 6989. San Jose. Ca. 95150

CHARGES: $19.00 (25wordminimum) .....$19.00

.65 each additional word

.65 Phone number{' 3.90 address*.

5.00 centered copy, per line 5.00 headline

5.00 box number

Consu/tants fo Management Since 1979

PEO PLE

ADVERTISING INVENTORY DI S PLAY

P.O. 8ox 741623 o 9750 Trevor Orive Dallas, Texas 75243 (214) 690-6600

When sending in a change ofaddress please include zip code on both old and new addr?sses and eilhet rhe old label or the inlbrmation from it. Thanks!

5.00 special border

PRINTYOURTOTALHERE $ ,l.Phone number and address can be part of 25 word minimum.

A $40 per column inch rate applies to camera ready copy; $45 if we set the type.

! Assign a box number and mail my replies daily. TO RUN: TIMES TILL FORBIDDEN

-SOUTIIERN CATIFORNIALOSANGELESAREA

BUVE N]S'

SAN FRANCISCO BAY AREA

Beaver Lumber Co.

B€rger & Co.

Calilornia Forest Products

California Lumber lnspection Seruice

Calilornia Redwood Assn.

Casella Transportalion

Crestwood Foresl Products

DMK Pacilic Corp.

Doors, Inc.

Floor Seruice Supply (San Jose)

Goorgia-Pacific Corp.

Georoia-Pacific Corp. (San Jose)

Harness Timber Products

Higoins Lumber Co. (Monterey)

Higgins Lumber Co. (San Jose)

Higgins Lumber Co. (Union City)

Hi00ins Lumber Co. (Walnul Creek)

Hirt & Wood Lumber Co.

HMS Systoms Corp.

Hub City Golden Gate Terminals

tnctTt/EUnE[t/F0nIUilt

Elue Lake Forest Products

Bracut International

Britt Lumber Co.

Costa Truckino, Joe

Eureka Southern Railroad Co.

Louisiana-Pacilic CorD. .......

PVM Redwood Co.

Schmidbauer Lumber, Inc .....

tuSuRlt/0Rtss YttLtY

All-Coasl Forest Products. Inc.

8t[EnsFtEt0 HioginsLumberCo....... (805)834-0632

Pacilic Wood Preserving ol Bakerslield, Corp. .....,. (805) 582-3950 (805) 833-0429

ct0vEn0ttE

Eowman Lumber Sales

Louisiana-Pacific

oRAl{GE, B|VERS!DE

tsUVE F.]S' ffiUIDE

PACIFIC NORTHWEST STATES

WASI{INGTON

MOUNTAINS

souTHwEsT ARIZOilA

@tsNTqARNtrS

Parks E. Miller, 38, a minor partner in Alamo Forest Products Co.. Walnut Creek. Ca.. committed suicide May 23,1987.

Mr. Miller had worked for Western Pine Supply, Kelleher Lumber Co. and Sunol Forest Products before joining Alamo, where he worked in sales as well as holding the position of office manager.

A memorial education fund has been established for his daughter, Sibyl, by Alamo Forest Products. Details about contributions can be obtained from the company.

Mr. Miller is survived by his widow, Angelina, his mother, one sister, and his daughter.

Evans Mclean Sr., co-founder of Mclean Lumber Co.. Portland, Or., died April30, 1987, in Portland He was 91.

A native of Victoria. B.C., Canada, he worked for Sullivan Lumber Co., Portland, before opening his own company in 1925. He led the firm until his retirement in 1980.

Mr. Mclean is survived by his widow, Marie, one son, three daughters, two sisters, 26 grandchildren and 34 great-grandchildren.

Henry M. Alsaker, a cut stock salesman with Whittaker Forest Products, Chico, Ca., died April 15, 1987, in Chico. He was 62.

Born in Bergen, Norway, Mr. Alsaker started in the lumber industry in 1946 with L. J. Carr, Sacramento, Ca. He then joined Paine Lumber, Oshkosh, Wi., and later State Box, Sacramento, before forming his own company, California Forest Products, El Dorado, Ca., in 1962.

After selling the firm due to lack of materials, he worked for Lifetime Door, Sacramento; Jessup Door, Chico, and Whittaker.

Mr. Alsaker is survived by his widow, Verna, a sister, two sons, and two daughters.

Morton "Mort" Traeger, a veteran salesman with Carroll Moulding Co., Huntington Beach, Ca., died April 24, 1987, in Placentia, Ca., following a heart attack. He was 54.

Born in Brooklyn, N.Y., he served in the Korean War. After moving to Los Angeles, Ca., in 1961, he began his 26-year career with Carroll Moulding.

Mr. Traeger is survived by his widow, Phyllis, one son and one daughter.

Chuck Lewis, retired Northern California lumber buyer and salesman, died April 23, 1987, in Hayward, Ca. He was 67.

A lumber veteran of more than 35 years, he worked for such companies as Annapolis Billing Co., Annapolis, Ca.; Coastal Wholesale Lumber, Hayward; Twin Harbors, Palo Alto, Ca.; PSF, Sacramento, Ca.; Eugene Willamette, Hayward, and until last year at D&M Wholesale, Hayward.

Mr. Lewis is survived by his widow, Betty, and one son.

Jerry Jones, a lumber salesman for North Bay Forest Products, Inc., Healdsburg, Ca., died May I l, 1987, in Santa Rosa, Ca. He was 52.

Born in Garden Grove, Ca.. he entered the lumber business in the early 1970s. After l0 years with South Bay Forest Products, in Orange and Healdsburg, Ca., he joined North Bay in 1983.

Mr. Jones is survived by his widow, Sam, a brother, a sister, l0 children and l6 grandchildren.

Mgr. Gharged With Embezzling

The former general manager of Peterman Lumber Co.. Fontana. Ca., is being held in Wisconsin by officials of that state after being charged with embezzling some $646,000 from Milfab, Inc., a lumber related Wisconsin firm where he was previously employed. Gary W. Homberg is also under investigation by Wisconsin authorities for the 1983 disappearance of his wife.

Homberg had been employed by Peterman from last December until his arrest on the 48 counts of embezzlement in late April. Due to tight internal controls, according to "Pete" Peterman, president of Peterman Lumber Co., there was no opportunity for Homberg to be engaged in any criminalactivities on the job while employed by Peterman Lumber. Peterman said he is currently overseeing managerial duties until a new general manager can be hired.

ADVtrRTISTRSO NNDtrX

Allwood Industrials, Inc. ... ...........37

American Hardwood Co. ...........46

Andersen Corp., A.W, .........19

Anlinson Lumber Sales , .61

Arizona Pacilic Wood Preserving .......21

Bear Forest Products ..........54

Berger & Co. ... .,....43

Beverly Manufacturing Co. ............65

Blevins Sawmills. J.H. ,.. ,....22

Blue Lake Forest Products .....,,,,... .66

Bowman Lumber Sales .. ......62

Bracutlnternational.. ........74

Cal Coast Wholesale Lumber. Inc. ..56

..........3 3C Trucking ..........28 Central Builders Supplies Co. ,.,. ......41

Coatings ....,60 Dooley Lumber Co. ., ..........20 Duke City Lumber Co. .....11

Fontana Wholesale Lumber, Inc. .64 Fountain LumberCo., Ed .,.....5

Fremont Forest Products ...... .........57

Furman Lumber Inc. ... .......17

Golding Sullivan Lumber Sales ..........6 Gregory Forest Products ...........7

HamptonLumberSales . ......53

Hedlund Lumber & Machine Staining .63 Holmes

WHOLESALE I-,UMBEBOO. SPECINLIZNGN

ffi ROUGH DF

PULLED TO LENGTH ORDERS _ ANY QUANTITY DIRECT MILL SHIPMENT ON MIXED LOADS

COMPLETE LINE OF TIIE FOLI.OWING:

CONSTRUCTION HEART ROUGH

O, 2x12, 2x'l4

3x6, 3x8, 3x10, 3x12

4x6, 4x8, 4x1 0 , 4x12 , 4x14

ACA CHEMONITE lumberjoundation grade 2x4 &2x6 plywood toundation grade Vz &3/qCDX #3 DF lagging LP-22 3x12 Rough

RAILROAD TIES

CORRUGATED GALV. STEEL

CLEAR DF

TErPOiAiY POWti POLIT