Merchant Magazine - June 1988

ierving the lumber and home center markets in 13 Western SfatesSince 1922

KEEPrcUROv|

If you re using plywood roof sheathing, the fear of expensive call-backs is always hanging over your head.

But now there's a roof sheathing that doesn t delami. nate or swell like other sheathing products The way you put it down is the wav it stavs If s LP Inner-Seal@ OSB Sheathing from Louisiana-Pacific. No other sheathing is so predictably stable.

The secret is our revolutionary non-phenolic Inner-Seal

binder that keeps moisturecaused problems to a minimum during and after construction With LP Inner-Seal, you control linear expansion, thickness swell, buckling joints, and telegraphing even under the thinnest shingles. It s edge-seale4 too, for extra moisture resistance. And we built LP Inner-Seal OSB Sheathing to be tough. Ifs available in a complete range of APA span ratings In addition to rated sheathing, Struc-I panels

are also available, so you can meet even the most demanding engineered applications Use it for wall sheathing, too - it performs just as well

Now just wait until your framer works with it There are no hidden knots or voids, splits or checks - it s solid, consistent, and strong, through and througtr. So nailing, stapling, and cutting are easy. And while yodre up on the roof, you ll appreciate that ifs solid underfoot, with a skid-

Rl|ruD .

proof textured surface.

So keep on top of your roofing problems. Use new L-P Inner-Seal OSB Sheathing.

The L-P Inner-Seal product line also includes lap and panel siding, T&G flooring, flooring underlar.menl and concrete forn

For more information, specifications, and samples, call us at (714) 582-0977.

Seruing 13 Western Sfates

Edltor-Publlsher David Cutler

Senlor Edltor Juanita Lovret

Asslstent Edltor David Koenig

Contrlbutlng Edltors Dwight Curran, Gage McKinney, Ken Thim

Art Dlrector Martha Emery

Strlf Aillst Carmen Wollerman

Chculrtion Lynnette A. Perkins

The Merchant Magazine (USPS 79656000) is published monthly at 45fi) CarnpN h., Suite 4E0, I{ewport Beadr, Ca. 92560, phone (714) E52-1990, byThe Merchant Magazine, Inc. Second-class postage rates paid at Newport Beach, Ca., and additional offices, POSTMASTER: Send address changes to The l\Grchant Magazine, 4500 Campus Dr., Suite 480, Newport Beach, Ca. 92660.

ADVERTISING OFFICES

Advertising rates upon request.

From all states east of the Rocky Mountains: Contact Jean Waggoner Gogerty, national sales manager. From Arizona, Nevada and California: Contact David Cutler. Both may be reached at (714) 852-1990 or by writing 4500 Campus Dr., Suite 480, Newport Beach, Ca. 92660.

From Washington State, Oregon, ldaho, Wyoming. Montana, Utah, Colorado, Northern California and Canada: Contact Carole Holm at (206) 774-3773 or 21819 77th Place West. Edmonds. Wa. 98020.

Change of Address-Send subscription orders and address changes to Circulation

Dept., The Nlerchant Magazine, 4500 Campus Dr., Suite 480, Newport Beach, Ca. 9266O. Include address label from recent issue ifpossible, new address and zip code.

Subscription Rates-U.S.: $11-one year; $17two years; $22-three years. Foreign: one year payable in advance in U.S. funds-Canada or Mexico: air-$35; surface-$30; South America: air-$55; surface-$30; Asia: air-$68; surface$30; Europe: air-$98; surface-$30. Single copies-$3; back copies-$4.50 when available plus shipping & handling.

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

EDITORIAL

Put the Plzzaz in Paneling

O CUSTOMERS walk by your paneling displays without giving them a second look? If your answer is yes, it's probably because too many paneling displays lack the visual excitement to attract the average customer. Some are puzzling, others just boring.

What a shame, because paneling can and should be one of the top attractions in any retail store. It also can be one of the most profitable items for the retailer, what with the tremendous opportunities for tie-in sales.

It's a good idea to have your paneling displayed adjacent to mouldings and other decorative items. Get it up front, don't leave it stacked in the yard. Make sure that the vignettes have a professional look, no matter who actually creates them. They should be bright, fresh and appealing. Excitement is what a good display communicates to the customer. The best displays get the shoppers so involved that they begin mentally to see how those panels will look in their homes.

Electronics can add a measure of show busi-

DAVID CUTLER editor-publisher

ness: Flood lamps in various colors can be rigged to come on when a customer approaches. The same is true of a recorded message. Some even have background music to heighten the effect. As with any discretionary product, it helps to romance paneling.

One interesting fact that we discovered in our research for this issue is that for every dollar of paneling sold, an additional 75 cents in sales is generated in related purchases such as nails, moulding, glues, paints, tools, saw blades, etc. Creating effective displays takes an artistic sense. Keep this in mind when assigning the responsibility. Remember the basics, too. Paneling displays must be clean, dusted, and correctly located on the store floor. Make sure the information about the product is current and complete. Reposition and refurbish displays when they begin to look dated.

Don't plan to keep paneling displays too long no matter how good they are. Remember that the customers get as tired of them as you do.

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

plqlqp'"

A traditional narrow lap siding designed for today's builders.

Are \lbu Buying Genuine CedqrPro Siding?

Or ore you getting something else in disguise.

Look ogoin ond don't be fooled, There ore o lot of cedor look-olikes out there. And there ore o lot of cedor sidings thot would like to be colled CedorProP

CedorPro@ is genuine incense cedor siding monufoctured exclusively by P&M Cedor Producls in ifs own sowmills. Thot's importont to know becouse P&M odds feotures to its oroducis thot oren'f oresent in other cedor sidinos,

For exomple; We believe thof o grode rule is just o grode rule unless it defines whot it tokes lo sotisfy o cusfomer. We visit the people thot use our products ond listen to find out whot thev need. These needs become the groding stcndords used in the monufocturing of CedorProg

The resulf: CedorPro@ Sidings ore groded for their inlended use for befter performonce with less wosle.

CedorPro@ is meeting the customer's needs where it counts,,,on the job.

Moke sure you're getting genuine CedorPro@ Siding. You don't hove to settle for onything less,

Corporote Office: Stockton. Colifornio 209t9s7-6360

CedorPro' Sldlngs ore ovoitobte in ploin Bevel. Rcsbbeted Bevel, Tongue ono Groove. ChonnelRus/ic, Shosto Cove ". Deck, ond S,\S2E Boord pollerns

Making a proiect out of selling paneling

Dlstrlbutors

NORTHEAST

GEORGE MCQUESTEN CO.

Iron Horse Park

North Billerica, MA 01862

(617)663-3435

MID-STATE LUMBER CO.

20O Industrial Parkway

Branchbug, NJ 08876

(2Ot) 725-49ffi

SOUTHEAST

FURMAN LUMBER CO.

8960 Henkels Ln.

Annapolis Junction, MD 20701

(3Ot\ 792-2234

EARL RAIFORD LUMBER CO,

PO. Box 5498

Asheville, NC 28813

(7O4) 253-5667

EPPERSON LUMBER SALES. INC.

PO. Box 1559

Statesville, NC 28677

(7O4) 873-4321

WOODFORD PLYWOOD

PO. Box l73l

Albany, GA 31703

(912) 883-49OO

Branches in Alabama, Georgia & Florida

LAKE STATES

EMPIRE WHOLESALE

PO. Box 249

Akron, OH 44309

(2t6) 434-4s45

DETROIT FOREST PRODUCTS

35135 Glendale

Livonia, MI 48150

(313) s22-0610

NORTHWEST HUMPHREY LUMBER CO.

PO. Box 99943

Tacoma, WA 98499

(206) 584-6263

UPPER MID WEST

CANTON LUMBER CO.

PO. Box 9328

Minneapolis, MN 55440-9328

(6t2) 425-t40o

WEST

ALL-COAST FOREST PRODUCTS. INC.

PO. Box M

Chino, CA 917O8

(7t4\ 627-8551

CEDAR WEST CORP

P.O. Box 5224

Denver, CO 80217

(3O3) 294-9lOl

EANUT BUTTER and jelly. Milk and cookies. Strawberries and cream. Paneling and -.

Dealers able to fill in the blank, adding on related products to paneling sales, have found project selling to be their bread and butter. Their competitors, on the other hand, are bypassing a silver and golden opportunity.

A recent survey of home centers revealed that for every dollar consumers spent on paneling, they would spend an additional 750 on related items. In other words, only 570 of every paneling sales dollar actually goes for the product itself. Since the average paneling sale is about $150, accessories account for $65 of the total despite weak advertising and promotional efforts.

Some manufacturers also offer suggestive displays to retailers. Other dealers can easily put together their own. "Stand two panels up at a 90' angle to make a corner," says Dick Passaglia, vice president of marketing for Sequoia Supply, Irvine, Ca. "Perhaps lay a board across the top as a drop ceiling. Then furnish the corner with accessories - finish, mouldings, maybe a mahogany stereo cabinet. A local appliance shop might even supply the stereo for a plug in the display."

Story at a Glance

Add-on sales come easier when paneling is sold as a project. location, displays, room settings and literature are factors. project selling especially productive in advertisements.

Passaglia continues: "Nearby, put a ladder with adhesive, nails. a saw for cutting the panels, a keyhole saw for cutting around fixtures. Make it a focal point with the accessories around it."

"People are looking for ideas," says Passaglia. "If they just look at the panel, they don't see anything."

Every panel purchase could also include mouldings, millwork, nails, adhesive, coving, a saw or other tools.

An inherent aid - or detrimentto add-on sales is the location of the paneling in the store. Positioning the paneling next to mouldings and other decorative items catches the panel shopper's eye and saves sales people from running halfway across the store to show an accessorv.

A fully furnished room, or pictures of one, can also put complementary mouldings, floor coverings, ceiling tiles, window coverings, doors. tools and other add-ons alongside the panels on the sales ticket.

In advertising, project selling not only introduces companion products, but also sells the paneling itself better. An ad displaying single, isolated panels will probably catch only the attention of pre-sold readers. A complete, colorful room setting will interest new buyers, who can see what paneling can do for them and their homes.

Vo Paneling 57Vo

Vo Other Products 437o

ROJECT SELLING of plank paneling can be made easier by using the packaging developed by many plank paneling and moulding manufacturers.

Shrink wrapped or boxed, the paneling unit contains enough plank material to cover a specified area of wall or wainscot. The material is normally precut to the proper length for wall or wainscot application, prefinished and ready to apply.

Some manufacturers are packing the trim necessary to complete the project along with the planking. For example, one kit contains planking plus chair and base moulding. The moulding has been rabbeted and cut to a 6 ft. length in preparation for a di-yer inserting the pre-cut 3 ft. lengths of tongue and groove planking. The quantity is enough to complete 6 ft. of wainscot.

Manufacturers who do not in-

Plank paneling packaging produces profit

clude the trim with the planks usually package it separately. Prefrnished moulding is color keyed to the plank paneling in both natural wood and pastel shades. Unfinished trim comes sanded and ready for paint or stain.

Pre-packaged panels can be a boon to retailers. "Research shows that pre-packaged plank paneling's performance and growth are markedly different from that of other wood products," explains Charles Berolzheimer, retail sales manager for P&M Cedar Products. "By merchandising it as commodity lumber and selling it by the foot rather than by the package, retailers are sacrificing a good deal of plank paneling's profit potential as a branded, decorator item."

Colorful package graphics give suggestions for using the plank paneling, often with application photos. Labels are informative, including detailed installationinstructions and lists of additional materials needed to complete the project. This allows for easy cross merchandising of moulding, stains, adhesives, saws, nails and finishes.

Packages are designed for the customer to take to the cashier and carry home. Light in weight, ranging from l0 to 14 pounds, they will fit into a car. The protective shrink wrap or box makes them easy to handle with no danger of snagging clothes.

Since the packaging allows the planks to stand on end, good looking displays are possible. The colorful packages with bright greens, reds and blues attract the eye. Information labeling enables the shopper to easily identify the product benefits.

Most manufacturers have designed display racks especially for their products. Headers emphasize benehts and literature holders provide information for the shopper to take home. Industry research reveals

that the average buyer ofsolid wood plank paneling shops carefully, often coming to look as many as three times before completing the purchase.

Story at a Glance

Ways to sell pre-packaged plank paneling, kits, trim and moulding...display recommendations... how to get your share ol a 255o/o sales increase.

Because the displays are fashionable and attractive, they appeal to women who frequently buy the packaged planks and trim or instigate the purchase. Marketing experts recommend that they be located in the decorative products section near the wall coverings. Wainscot, especially, is often used with wall paper or designer paneling. Mouldings, too, belong in this section since they are frequently combined with paneling or decorative wall coverings.

"By taking a product like plank paneling out of the background and spotlighting it as a pre-packaged decorator item with proper in-store and advertising support, the home center retailer can be assured ofa big increase in sales, turns and profits," Berolzheimer notes.

Sales figures point out that interior plank paneling is a growth segment of the d-i-y industry. P&M documents pre-packaged plank paneling growth from 1982 through 1986 at 2550/o as compared to d-i-y growth of 1510/0. "That growth has been sustained, not sporadic," adds Berolzheimer. "While the industry was experiencing average annual growth of l1o/0, our product was exploding at 31.60/o growth each year.tt

HERE is decorative paneling best displayedwith lumber or near wallpaper and paint?

Although the debate is not settled, most shoppers expect the newly-developed wallpaper and decorative print paneling to be merchandised as a home decorating product. Stacking it in a corner ofthe lumber department will no longer suffice.

Consumers participating in a series of focus groups were strong in their demand for displays which group decorative paneling products in special areas. Although they indicated they were willing to preview selections in sample books, they wanted to see full sheets of paneling before making a final decision. Flip rack displays were considered helpful.

They also wanted to see mini room displays with related products such as windows, shades and kitchen cabinets as a source of decorating ideas. They thought video tapes of rooms using decorative panels would help them in their selection. The consensus was that ideas of how and where to use decorative panels would encourage their use of the product in their own home.

Story at a Glance

ldeas for better marketing of decorative paneling. -. focus groups and dealer survey generate suggestions for effective displays, increased profits, ways to meet customer expec' tations.

Decorative paneling displays that work ;

mation produced in the consumer focus groups, researchers concluded that paneling is a viable product with the potential to build volume at retail outlets.

paneling, researchers were able to classify them in three categories.

The traditional user was primarily a do-it-yourselfer who liked the warm, rustic feeling of wood paneling in kitchen, dining room, basement, living room, hallway, bathroom and as a cover for damaged walls. The decorator user, also a d-iyer, liked its economy and low maintenance and used it in the same rooms, but in more stylish and creative ways. The non-users thought wood paneling belonged in the den, family room and basement, preferring wallpaper for other rooms.

"We're convinced that excellent growth potential exists today for decorator paneling," Robert Renfro, president of the Weyerhaeuser Paneling Division, commented. "Based on the study's conclusions, we're moving swiftly to our next objective, focusing on sales leadership."

On the whole, those participating in the focus groups favored locating decorative paneling close to other wall coverings. Some participants reasoned that this would allow them to readily compare paneling with available wallpapers and paints. Price as well as style and quality comparison would be possible.

Four consumer focus groups conducted in Toledo, Oh., and Tampa, Fl., by an independent marketing group were part of a paneling market survey commissioned by the paneling division of the Weyerhaeuser Co. Based on participant's perceptions and attitudes toward traditional wood

A telephone survey of 78 top retail lumber and building products dealers was conducted in conjunction with the focus groups to determine how they promoted and merchandised decorative paneling. Researchers found that while paneling accounts for less than 40/o of retail selling floor space in the typical outlet, it generates slightly more than 100/o of the sales for wall covering products. For comparison, paint, which occupies slightly more space, and wallpaper, which occupies slight ly less space than paneling, account for almost 220/o of wall covering sales.

Decorator paneling represents slightly more than a quarter of all paneling sales. Retailers in the south tend to sell less than retailers in the west and northeast. Retailers consider ease of installation the dominant selling feature. Selection, appearance and price are other important purchasing considerations.

Approximately 500/o of the retailers surveyed said their paneling business had increased over the last three years. Coupling this with infor-

In their conclusions, the study team emphasized indications that a shift in merchandising is needed. Low consumer awareness, relatively high new product acceptance, higher perceived value, the desire for more education and greater visibility, and the opportunity for increased margins point to some rethinking about how to merchandise decorator paneling.

Recommendations suggest merchandising decorator paneling so that it competes head-to-head with all wall coverings. Specific suggestions for accomplishing this goal include using vertical displays, attractive point-of-sale designs and room settings in addition to positioning decorative paneling closer to wallpaper and paint displays.

This strategy aims at accomplishing three goals. The first is converting those who have used paneling to decorative paneling. The second is solidifying the existing base of those who would use it for decorative purposes. The third is to convert nonusers to decorator paneling.

The linal conclusion of the marketing study is that paneling is an exceptional product which, positioned directly against other wall coverings and promoted with specific messages to each buyer group, has the potential to transform wall covering departments into dramatic profrt centers.

CASE HISTORY: selling structural panels for shelving

I ET'S face facts- Americans like to move. A lot. L And every migration creates more need for shelving and an opportunity to sell material for it.

An estimated 200 million sq. ft. of residential shelving is built in new homes or added to existing houses each year. But whether it's the pantry, the closets or the garage, Americans agree: There's never enough shelving to solve the storage space shortage.

APA trademarked structural wood panels are becoming one of the most popular and practical shelving materials. You can recommend them without hesitation because their tremendous inherent strength allows them to resist sagging and warping when supporting heavy loads. They're easy to work with, and they can be afford-

EASILY assembled and disassembled, this shelving system uses l/2 in. APA Rated Sheathing supported by seven frames of 2x4s. The same Droduct in 3/4 in. supported by 1x2 ledgers is used in pantry shelves. Dealers can encourage sales of structural oanels to do-it-yourselfers by telling how other customers have used it to successfully solve storage problems.

ably and conveniently adapted to various shelving applications, as a Tacoma, Wa., dealer explains.

To illustrate his point, he tells this story: Before moving into their "dream home," Rick and Bev would have to move twice and live in a temporary residence. Like most mobile young couples, they had packed many of their possessions in boxes. They wanted convenient access to these "once a year" items, but didn't want to unpack after each move.

With the store's help the problem was solved. The solution? A portable three-tier shelving system Rick designed and built himself with three sheets of plywood, a few pieces of lumber and some nails.

Story at a Glance

How a dealer helped a customer and then used the incident to sell more structural paneling for shelves . ways to build sales with personal approach.

To construct the original shelving unit, Rick made seven frames of 2x4s placed 32 inches apart. Horizontal beams nailed between the vertical members held the framing together. He then cut three 4x8 sheets of l/2inch APA Rated Sheathing into 2x8 sections and laid them on the three levels of the rack, with a two-foot clearance between shelves. When completed, the unit was 16 feet long, 6 feet high and 2 feet deep. Counting the room between the first shelf and the floor as well as the space above the top shelf, some 256 cu. ft. of actual storage area was created.

The guys in the lumber department love to tell people who are shopping for shelving about this project. In fact, they're thinking about drawing a rough plan for building it.

For customers who want to put something together that is simple and inexpensive, yet sturdy enough to hold a lot of stuff, easy to tear down, and quick to reassemble somewhere else, they estimate the total cost of the shelving at less than $50. They also quote Rick who claims, "And the beauty of this unit is that I've been able to modify it. In my permanent home, I didn't have room for shelving 16 feet long, so I rebuilt the frames 24 inches on center, instead of 32 inches, reduced the plywood accordingly, and shortened the system by 4 feet. It's made the moves much easier."

The bottom line for the store is that by telling how Rick built a unique shelving system and was able to reuse the material several times, sales people are creating a d-i-y market for structual panels.

I,ET'S TALK BASICS

Poles are the heart of our buildings. So we take great care to ensure that they fully meet specifications. And then some.

All of the structural poles San Antonio uses are professionally pressure treated to resist rot, decay and termites. Each is individually selected to provide excellent service under the toughest condi. tions.

San Antonio anchors its poles with cement in a hole three feet in diameter

and more than ten feet deep. If severe wind load conditions exist, w€ c€ment the poles twelve feet into the ground.

Roof trusses are then firmly secured to the poles by steel bolts that

are one inch in diameter and from nine to twenty inches long.

Poles are basic to our business. After all Rigid Pole is our middle name.

Mike Esposito, mgr.

l28O

ttnit F-l

\\t'st Lantbt'n Rd.

Rrcar. Cat. 926.21

(2r3) 694-a361

(7t4',t 529-7790-

f).( ). R()x l:16

Grir-ncs. Car. 95950

(9161 437-2303

The Terry Lumber Co., ,Simi, Ca.

llEC0RATIUE paneling with wallpaper, textured or scenic designs is bringing a new look to the paneling scene. Consumers are discovering the new generation of paneling can be used differently than the familiar wood grain paneling products.

How to keep up with product changes

ANEL PRODUCTS are changing as are your customers who buy them. Although carpenters and decorating professionals may know that panel refers to exterior use and paneling to interior applications, the doit-yourself usually doesn't. Any large, thin piece of wood (and sometimes other material) is a panel or paneling to him.

Now that wallpaper and decorator prints are replacing the familiar woodgrain finishes on some paneling and tileboard is substituting for ceramic tile, the situation is even more complex for the buyer. Terms such as faced, prehung, simulated, veneered and Melamine surface add to his confusion.

In addition, new manufacturing technologies and the development of better test standards have resulted in a much broader range of structural wood panel products on the market. Familiar terms such as plywood, hardwood and particleboard have been joined by composite, waferboard and oriented strand board. The American Plywood Association has also categorized panels as to structural use and APA Performance-Rated.

No wonder the average d-i-yer is bewildered. To help you better serve him, we have compiled a simple glossary of panel and paneling terms. Use it to educate both your customers and new salespeople.

PANEL PRODUCTS: Any of a variety of wood products such as plywood, particleboard, hardboard and waferboard sold in sheets or panels. Although sizes vary, a standard size for most panel products is 4x8 feet.

PANELING: The material used to cover an interior wall. Paneling may be made from a 4/4 select milled to a pattern, either hardwood or softwood plywood, often prefinished or overlaid with a decorative finish, or hardboard, usually prefinished.

STRUCTURAL WOOD PANEL PRODUCTS: Panels manufactured in a variety of ways as plywood, composites or non-veneer panels including waferboard, oriented strand board and certain specific classes of particleboard.

APA PERFORMANCE RATED PANELS: Panels including APA Rated Sheathing, APA Rated Sturd-IFloor and APA Rated Siding, all designed for residential and other light-frame construction applications.

HARDWOOD VENEERED PLYWOOD PANEL. ING: Paneling has a face of real hardwood either prefinished with a durable factory finish or ready to be finished.

SOFTWOOD VENEERED PLYWOOD PANELING: Paneling has a face of real softwood either prefinished with a durable factory finish or ready to be finished.

SIMULATED WOODGRAIN FINISH PLYWOOD PANELING: Paneling with a paper overlay or direct print of simulated woodgrain.

Story at a Glance

Definitions to help you help your customers choose the right paneling for their project. glossary can be used to educate sales staff as well as customers . . . product differences made clear.

PRE.HUNG WALLPAPER ON PLYWOOD PANELING: Paneling covered with wallpaper and a protective topcoat.

PANELING SYSTEMS: Prefinished solid wood planks in hardwoods or softwoods such as cypress and cedar ready to cover walls or be used as wainscoting. Usually

Oak Holds Gabinet Popularity

Oak is definitely in the lead for kitchen cabinets with cherry coming up fast. Birch, maple and alder are close behind with hickory/pecan and pine trailing.

Arnold B. Curtis, president of Northwest Hardwoods. a division of Weyerhaeuser Co., Portland, Or., found oak dominating 43.20/o of the showroom space at the spring kitchen and bath show in Washington D.C.. more than at the earlier Dallas and San Francisco shows, but less than a year ago. Cherry in one year grew from 3.40/o to 14.40/0.

Birch and maple accounted for 9.20/o; alder, 3.60/o; hickory/pecan, 4.40/0, and pine 2.00/0. European plastic and painted kitchens were 20.80/0.

Kitchen styles continued the trend to the raised panel in square (American) and cathedral or provincial insets. Raised panel doors accounted for 61.5%. Contemporary styles at 30% were down from a year ago.

Honey/tan colors ranked at 21.60/o; blond/frosted, 16.4%; fruitwood (including cherry), 13.50/o; natural medium oak, 10.0%; dark oak/ walnut, 7 .40/o; painted/plastic, 21.30/0.

sold in packages or kits, the planks may be applied in patterns.

SIMULATED WOODGRAIN OR DECORATOR FINISH ON WOOD FIBER SUBSTRATE: Paneling with a woodgrain or decorator finish such as beaded board, color wash or wallpaper look applied as a paper overlay or wet print with protective top coating.

MELAMINE SURFACE HARDBOARD PANEL. ING: An alternative to tile in areas of high moisture, this paneling, which is also known as tileboard, is water resistant and available in a variety of patterns with scored (to resemble tiles) or flat surface.

WOODGRAIN AND DECORATIVE PANELS ON HARDBOARD: Paneling with a simulated woodgrain finish applied to hardboard.

PREDECORATED GYPSUM PANELING: Paneling with drywall, wallpaper and finish combined in l/2" and 5/16" thicknesses.

MISCELLANEOUS PANf,L PRODUCTS: Although technically not panels or paneling, lattice (cedar, redwood and PVC), fiberglass and masonry sheets simulating brick or stonework are often referred to as panels by consumers. Some fence sections also are called panels.

els are then bonded with a marine-grade, liquid phenolic resin that resists moisture. Manufacturing facilities for the product are located in Elkin, N.C., and Grayling, Mi.

"Structurwood is signihcantly stiffer. flatter and more durable than other structural panels," says Bill Lund, director of marketing communication for engineered strand products.

Engineered Panel Demo House

Engineered panel products have many uses as "the house that Structurwood built," a Weyerhaeuser project, readily shows.

Designed to demonstrate the unique properties and technical applications of the engineered strand product, the replica of the rough structural frame of a house used Structurwood in everything from the flooring system and walls to the roof and supporting beams.

Structurwood panels are produced by fabricating thin, precisely machined strands which are oriented cross-directionallv. Pan-

Tests performed by Weyerhaeuser's R&D team proved that unlike plywood, it will not warp, buckle or delaminate, even under extreme weather conditions. The product is uniform in consistency, 1000/o usable and free of conventional flaws such as core voids and knot holes.

Structurwood products used in the demonstration house included the flooring system of l/4" underlayment and Sturd-I-Floor; medium density overlay; sanded Structurwood; fire retardant Structurwood; performance rated sheathing, hardboard faced; cedar classic; foam sandwich panel; Ibeams, and garage liner.

lgnoring OSHA safety standards can be hazardous to your health

R'HfJiif,

ilff nl

understand the Occupational Safety and Health Act (OSHA) and how it can affect their operation.

with the design and construction specifications.

For most applications, OSHA requires a load backrest and overhead guard on lift trucks. In particular,

converted to a liquified petroleum gas (LPG) system, OSHA requires that all conversion parts comply with Underwriter's Laboratories (UL) or Factory Mutual Research Corp. (FM) standards. The complete conversion must result in a truck equipped with features specified in the approved agency standards for LPG designated trucks.

OSHA requires that users examine all trucks daily before each work shift. If any adverse conditions that could affect the safety of the vehicle appear, such as inadequate tire pressure or malfunctioning brakes, OSHA strictly prohibits operation until the problem has been corrected.

When truck maintenance requires replacement parts, OSHA states that only those equivalent to the originals, in terms of safety, may be used.

OSHA, coupled with the Occupational Safety and Health Standards (OSH), requires that employers meet the minimum safety standards relating to lift trucks established by them back in 1970, Ifthere is an accident, or even a complaint, the yard or store may be investigated. Operations will be carefully reviewed to ensure complete compliance with all of the safety provisions of the Act.

Ignorance is not a defense for non-compliance. Therefore, it is extremely important that management know and understand the regulations detailed in OSHA. OSHA places design and construction restrictions on all powered industrial trucks acquired by a company after Feb. 15, 1972. Trucks manufactured before this date need not necessarily comply

trucks must be equipped with a load backrest if the load being handled presents ahazard of falling. Furthermore, the Act requires that high-lift rider trucks be equipped with an overhead guard unless operating conditions prevent its use. For example, an enclosed area which the truck could not enter with an overhead guard could be an exception. Standards state "modifications and additions which affect capacity and safe operation shall not be performed by the owner or user (of the lift truck) without prior written approval." Concurrently, all capacity, operation and maintenance instruction plates, tags or decals must be changed to reflect any modifications. When a lift truck equipped with an approved gasoline fuel system is

Just as truck design, construction and maintenance are important to safety, so is proper operation. Therefore, OSHA requires that all lift truck operators be trained on the proper operation of powered industrial trucks. OSHA regulations vary from one application to another. It is important for managers to gain a full understanding of the requirements for their specific application. Equipped with this information, managers can tailor their safety programs to meet their specific needs according to OSHA, providing safety to both their employees and customers exposed to lift trucks.

Story at a Glance

Ways to avoid lift truck violations and OSHA investigations managers responsible for safety of employees and customers exposed to equipment ... daily inspections required.

The .lrizona Lumber & Builders Strpply .,lssociation board of directors has voted to liquidate the 67 year oid group (see page 2l for story)

llaywarcl Lumber Co., Claremont, Ca.. has a tentative agreement with an unnamed buyer to sell its 7 yards from the former Hontesread chain: Yucca Valley, Big Bear, Twenty Nine Palms, Joshua Tree, Apple Valley, Victorville and Needles, Ca.; Hayward is currently working with the Credit Managers Association of California to pay its creditors .

Lyle llendren, president of Blueher Lurnber, Albuquerque, N.M., has acquired the A.C. Houston Lunber store in Rio Rancho, N.M.. and will move his company from the Seven Bar Flying Hanger to the Houston Lumberfacility...

HomeClub, Inc. will open a 103,909 sq. ft store with a 9,880 sq. ft. nursery in Lancaster, Ca.. on June 30, their lTth warehouse in Southern California

Mead Clark Home Center, Santa Rosar, Ca., has a new 21.348 sq. ft. retail center

Healdsburg Lumber and Wagner Bros. Cabiriets, Healdsburg, Ca., have formed Healdsburs ()abinet and Millw,ork Co. with a 5,000 sq. ft. shop located at Healdsburg Lumber, Dan Kettman, mgr. . .

Payless Cashways lrc. has approved a warrant dividend program designed to prevent a hostile takeover . Lumber City, Van Nuys, Ca., is celebrating its 40thanniversary...

Ace Hardware, St. Helena, Or., is doubling its size, utilizing property next door ... Lumbermen's, Palm Springs. Ca., has

opened a second store in Home Improvemenl Park, a one-stop home improvement shopping area being developed in Indio, Ca., by Lumbermen's president, RobertSlettedahl ...

Acquisition of Anrcrican Forest Products Co., Portland, Or., by Georgia-Paci/ic Corp.. Atlanta, Cia., has been completed for approximately $228 million

Wit'kes Cos., Santa Monica. Ca,, has completed the sale of its Iilickes Lumber unit to Wickes Lumber Co., a company formed by the unit's managers, for $306.8 million Arcata Corp, will receive $518.8 million for redwood timberlands taken by thegovt....

Lew MacDonald has sold his interest in Golden State Moulding, White City. Or., to partners Phil Shugart and Doug Seeley and is now at River City Moulding, Sacramento, Ca., joining Dave Seeger and Rich Sabbagh as a partner

Setzer Forest Products, Sacramento, Ca., is adding a 12.000 sq. ft. lumber storage building plus a 6000 sq. [t. addition to its mill bldg. . . . Lane Stantan Vance Lumber Co., City of Industry, Ca., is adding a partially enclosed 50'x110' lumber storage bldg. for finishedproducts...

Weslern Trading Co. is a new company started by Western For' est Products, a div. of The Hofl' Companies. all in Boise, Id.; Bob Anno manages the trading co. .

.Straigltt Edge .Stevedore Service, Pomona, Ca., has changed its name to Straight Edge Lumber ,Service Lumber Inventory Service.s, a tallying and inventory business, has been opened in Eugene, Or., by Lish Wilson

The Merchant Magazine

Potlatch Corp. is adding a fourth turbine generator to its Lewiston, Id., mfg. complex in a $21.4 million project ... Gregory Forest Producrs has added new equipment at its Klamath Falls, Or., veneer plant and expanded the off rce space .

Pope & Talbot. Portland, Or., has been selected by Fortune magazine as a star contender to make its prestigious "Fortune 500" fist next year DMK-Pacific Corp., Fremont, Ca., celebrated its 1Oth birthday recently . .

Medlord Corp. purchased 58,800 acres of Jackson County (Oregon) timberland {rom Tim' ber Products (b., Medford, Or.. fbr $10.5 million to become the largest timberland owner in the area. .

Beade.r Manu.lacturing Co. has opened a new 8,800 sq. ft. distribution warehouse in Tualatin (Portland), Or., to serve Or., so. Wa.. western Id. and no. Ca. . . . Carev-McFall Corp. has opened new mfg. and assembly facilities at Sparks, Nv. . .

Despite USG Corp., Chicago, Il., winning its proxy battle with Desert Partners LP, the investor group vows to continue pursuing its $2.2 billion hostile buyout

Prices for Koppers Co. stock fell as the attempted $l;7 billion hostile takeover by BNS Inc. (Beazer P/r', Cireat Britain) faced a May 3i hearing to determine violation of federal financing rules by the suitor

Zircon International /rc. is now in production at its new highvolume, just-in-time production facility in Campbell, Ca.; a warehouse no longer needed under the new system is being converted to mfg. . .

Housing starts in April (latest figs.) climbcd 0.5% to an annual rate of 1,561,000; single family starts dropp ed 6.90/a; multifamily starts leaped 23.30/0... building permits were down 4.1% ... {Please runl to Page 66}

RufmwreH"

Air Inliltration Barrier . .A Better Housewrap

ECONOMICAI. FON HOMEBITYERS, PROFITABI.E FOR DEATERS!

I Reduces cdr lntrltrcrtlon

I l,mproves lnsulqllon's perlormcnceprotec'ts lls R-value

I Enhqnces lndoor comlorl

I Peduces hectlng cnd coollng costsscnres money yecr'round

I Stronger tean reelstqnce lor ecder lnstallcrfton

I Increases yow home vqlue

MICNOPENFONATIOIfS

MAE TIIE DTT'FENEXiICE!

Mlcroperlorcrled Ptrlcoffiqp qllowt molsture mlgrctlon by conholllng cdr Itow tluough ouier wcllr. Thlr letr Rulccwrcrp breclhe, prevenilng rotllng qnd mlldew.

DISTRIBIITED BY:

Independent Lumber & Supply Missoulc, Mf

(8OO) 332-6425 (Mr)

(8OO) 548-3205

Hcrringrton & Co. Sclt Lqke City, UT (8Ol) 92-313r

Dlshlbulor tnqulr!il Welcome raoo-in?-2E36

MAMEINI" industries, inc

Sierra Supply, Inc Sparks, Nevada QO2> 359-7255

r<4 @4"Jq q'

milfi 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" ASPEI!!

DUTE GIIY

TUMBER COMPAIIY,

(50s)

GALENDAR

JUNE

North American Wholesale Lumber AssociationJune 1218, wood marketing seminar, Oregon State University, Corvallis, Or.

Dubs Ltd.June 17, golf tournament, Chardonnay Country Club, Napa, Ca.

Jensen-Byrd Co.June 19-20, summer show, River Park Convention Center, Spokane, Wa.

Forest Products Research SocietyJune 19-22, annual meeting, Hilton International Hotel, Quebec City, Quebec, Canada.

Outdoor Power Equipment InstituteJune 19-22, annual meeting/show, Silverado Country Club, Napa Valley, Ca.

Mountain States Lumber & Building Material Dealers AssociationJune 22, golf tournament, Meadow Parks Golf Course, Park City, Ut.

JULY

Home Restoration & Remodeling Show - July E-10, Kingdome, Seattle, Wa.

National Housewares Manufacturers Associatlon - July 10-14, international housewares exposition, McCormick Place, Chicago, Il.

Fenestration World - July 12-13, annual convention, Hyatt Regency Hotel, Chicago, Il.

International Hardwood Products Association - July 13-31, Southgmerican Industry Mission, Brazil, Chile & Ecuador.

Inland Empire Hoo-Hoo Club - July 15, dinner meeting, El Prado Golf Course, Chino, Ca.

Woodwork Institute of California - July 15, board of directors meeting, Los Angeles, Ca.

National Association of Wholesaler-Distributors - July 1722, wholesale distribution executive management course, Stanford University, Stanford, Ca.

Black Bart Hoo-Hoo Club - Jnly 22, golf tournament & barbecue, Hidden Valley Lake, Lake County, Ca.

Western Building Material Association - Ju'ly 23-26, midyear board meeting, Olympia, Wa.

Los Angeles Hardwood Lumberman's Club - July 25-29, hardwood lumber grading short course, Ramada Inn, Carson, Ca.; Johnston Hardwood, Inc., Long Beach, Ca.

Dubs Ltd. - July 29, golf tournament, Green Valley Country Club, Suisun City, Ca.

San Joaquin Valley Hoo-Hoo Club - July 29, Coast Frolic, Nipomo Golf Course, Nipomo, Ca.; Shore Cliff, Pismo Beach, Ca.

National Wood Window & Door Association - July 30-Aug. 3, mid-summer meeting, Hilton International Hotel, Quebec City, Quebec, Canada.

AUGUST

Lumber Association of Southern California - Aug. 4, general membership/board meeting, La Jolla, Ca.

Wood Moulding & Millwork Producers Association - Aug. 10-13, summer meeting, North Shore Resort Hotel, Coeur d'Alene, Id.

ALBSA Liquidating

In a surprise move, the board of directors of the Arizona Lumber & Builders Supply Association voted to disincorporate the 67 year old dealer and wholesaler organization.

At an emergency meeting May 19. the board considered a number of alternative courses of action. similar to those voiced at the annual meeting ALBSA held May 13 and 14 at the Crescent Hotel in Phoenix. These included affiliating with other industry organizations, hiring a professional manager, or operating with volunteer industry help. In April the board had terminated the employment of E.J. Johnson, the former executive vice president, and his assistant Charlotte M. Forshen.

There were two main reasons behind the final decision according

to informed sources present at the meeting. One was the loss of support of several key members. Their dues amounted to a sizable percent of the income of ALBSA. The other was existing and potential financial liability. This included a potential total of $21,000 owed to the landlord of the offrce the group had leased as well as the possibility of Internal Revenue Service penalties connected with some tax frlings.

Of the 20 man board, 19 attended as well as a half dozen other interested parties. Seven key members reported at the meeting. They were Michael O'Malley, Stephen Snavely, Sherry Gaylor, Tony Padilla and David Runyon, current ALBSA president. Padilla and Snavely are v.p.s and Gaylor, the treasurer. Additionally, Tim O'Malley and David

Mason, members at large, also reported to the board.

Initially, the members present were inclined to keep the ALBSA in operation, but the loss of support and the possible financial burdens tipped the scales to a decision "to dissolve the Arizona Lumber & Builders Supply Association in an orderly fashion." It is anticipated an attorney will be retained to assist in the wind down.

The Young Lumbermens Association, an under-40 years ofage group within ALBSA, is attempting to continue its existence in some form. Alternatives include a takeover of the ALBSA, forming a new and separate non-profit corporation or an

(Please turn to page 63)

Western Machinery Sales (714) 261-8895

17100 Gillette Ave. Irvine, Ca.92714

G"eCon

N/C optimizing cut-oftsaws & Finger Joint Lines

NEWMAN WHITNEY Award Winning Flish Speed Plire16,/Matchcrs & Multiple Trimers

MEREEN-JOHNSON

Straight line

Multi-Rip Saws & Select Rip Saws

3""

Mid-Oregon Industries

Mrterial handling systems for the mill and moulding industries. Maximize output on your machinery.

Jenkins: Double End / Single End Machining Centers.

Cerro: Wide Belt Sandsr & Boring Machines.

Montgomery: Hogs

. Unitronics: Resaws

. Venjakob: Finishing Lines for mouldings

HOME GENTER MERGTTANT

BILL FISHMAN

Bill Fishman & Affiliates

11650 lberia Place

San Diego, Ca.92128 TUNNEL VISION

Qons & ENDS:

INEXPENSIVE NON-CEILING

As seen at the Words & Music bookstore in San Diego. the raw ceiling, pipes and duct work were painted black. At drop ceiling height, laundry line (rope) was strung in both directions to simulate a dropped ceiling grid system. Most of their customers never know that they are not looking ata24" x 24" ceiling tile pattern.

BALCONIES NOT FOR SELLING

The question: "What items should I display on the balcony?" My reply: "Anything you don't want to sell." Merchandise on a balcony level will move at many more times the current rate if moved to the street level.

High profile stores are adding to the shoppers comfort by lowering the gondola height on every other fixture. This removes the tunnel effect created by tall racking and narrow aisles.

OVER KILL

Beware of huge graphics in smaller stores. While giant graphics work well in large size home centers, big photographs, signing and pricing overwhelm shoppers in smaller units. Let the merchandise be the message.

ADD-ON SALES

While a self-service operation is a great payroll saver, it also allows customers to leave the store without ever talking to anyone except the cashier. Before the cart of lumber, builders hardware or building materials reaches the cash register, retailers can increase their sales

The Merchant Magazine

per customer by asking, "How are you going to use this material?"

AND CHEAPER TOO

It's now less expensive for me to send a two-page FAX cross town than to mail a letter at 250 postage.

SELF-DEFEATING

Companies who use those clever four-letter words in place of telephone numbers, ie: dial 555-TOOL are making it difficult for their potential customers to reach them. It's much easier to find the large numbers on the push buttons than to locate the tiny letters bunched in threes.

GOODBYE DABBLERS

Notice that as the warehouse operations proliferate, the "dabblers" are getting out of home center product categories. There are now fewer drug chains and mass merchandisers featuring home improvement products.

THIS CUSTOMER BUYS BIG

Check the Commerce Business Daily to see if the U.S. Government is a potential large customer for you in your market. You may have to cut through some initial red tape, but it can put some big numbers on the bottom line.

oing businesswith Hampton gives you all the benefits of dealing with one of

-

onebillionboardr'eetoiquality *a** ^

the Pacific Northwest's f,flflif,f,f,f13* leading wholesale lumber ^^mnrnid. ^hd+h,1c6r.^.,"- llllE companies-one that seils over -

forest products every year. You have our professional traders' market knowledge working on your behalfto get you the best deal on availability, price and shipping. And you can be

sure of fast, accurate order execution as well as firm delivery commitments at our contract shipping rates. You also have selection. Hampton features a complete range ofquality softwood grades in all species, including KD Hem-Fir and F&L, green Douglas Fir, Cedar and Ponderosa Pine. Our quality framing lumber includes captive production from several long established Northwest mills:

WHEETER MANUFACTURING _ SPECIFIED HEAW CUTTINGS UP TO 4O'.

TILLAJUOOK LUMBER _ KD HEMLOCK UP TO 26'.

WITUI]TTINA TUMBER - DOUGLAS FIR FRAMING UP TO 28'.

EDWARDS INDUSTRIES _ PINE, KD HEM-FIR KD F&1, CEDAR.

ST. JOHNS DOUGLAS FIR STUDS.

VAN LOO _ GREEN DOUGLAS FIR FRAMING,

From our reloads we offer reciprocal switching on the SB UP and BN; and we have monthly barge loadings from Newport, Oregon. For a complete range of lumber products, fast and convenient ordering and dependable professional service, Hamptor r Hampton Lumber Sales Company is the name to call. 5031297-7691 @ portland-, oR FAx # s03t2s7-3r88. relex ee0848

VERY business, no matter how small, should establish an advertis-

NORTHWEST MOUNTAINJ

'r'l I ing budget to promote sales.

A problem business owners often face is determining just how much of their sales revenue to set aside. Advertising expenditures for lumber retailers, based on data compiled by Panosophic

STIATES

FRED CARUSO executive secretary

EALERS who attended the BuildUing Materials Buying Show in Salt Lake City, Ut., answered "Yes" when asked if they would come to the show again next year.

Dealers went to the show April l4 to solve problems, the biggest being what products to cover and how to sell them in a poor economy. Dealers reported finding commodities and new product information from the major suppliers in the Intermountain market.

The total combined sales volume of the building materials companies attending the show is estimated at $140 mil-

Systems, Inc., are 2.870 of sales or 9.20/o of gross profit. This may be a useful yardstick for your business. To get a more specific handle on an advertising budget for your business and to measure the effectiveness ofyour advertising expenditures, it is suggested that your CPA may provide helpful projections and analysis.

How recently have you examined your real estate taxes to determine whether you are overpaying? The problem is particularly acute when it comes to business properties, which, according to

lion. Show attendance was 128 individuals representing 59 companies. The show featured 58 booths .at the Salt Palace Center. Top managers and buyers made up 820/o of the attendees.

"The leading wholesalers and manulacturers made a substantial commitment to this first time show," said MSLBMDA president Steve Olson. "Efforts by the association and exhibitors were successful in creating a comfortable atmosphere in which to do business."

Olson commended the exhibitors on their well-done displays and for the number of manufacturers represented. The exhibit hall was fully carpeted and a catered buffet was offered during the entire show.

experts, are overasscssed .10 i1, of' the time.

To cleternrine rlhether )our contpan), is paying too much:

( I ) l{ccalculate thc ta.\ bl dcterntining whcther the ftrtc lncl the percentagc o1' r'aluc on ri'hich thc asscssnlent is nradc havc been correctll figurcd.

(2) (ict an ob.jectir c irppraisal o1- thc propcrt\''s Vlluc.

(3) I:xanrine lpprlisals r.rscd fbr sinrilar propcrtics rrnd thc mcthod u\cd b\ lhc lrppr,riscr tn .trri\c .ll the assessmcnt ligure.

(,1) [)etcrnrine whether the assessor's treatment of Iour propertl differs significanth.

\,\'hether to pursue the ntatter further will depend on the slze of the property' and amount of taxes involved. In general. if a propert!' is overassessed at least l0'[,. it may make sense to meet with your local assessor.

No business o\\ner wants to make a wrong credit decision. Still. credit will invariably bc extcnded to ir customer who gcts into flnancial difllcultr'. Too olicn thc creclit grantor tukcs an cxtrenre position (acccpts cncllcss clclals or forces the debtor into a corncr) that dcteats the mlin objecti\,ccollcction of the debt. An ell-ectivc collcction poli* in these circunrstanccs is to:

( 1 ) ,,\sscss thc clebtor's pat ment cullrcitl

(2) Let the debtor knou that 1ou want to n'ork things out and that !'ou want cooperation rathcr than conllict.

(3) I)evelop a reasonable pa)ment schedulc.

(4) Obtain additional security for the debt, if possible.

(5) Require the debtor to strictly maintain the agreed-upon pa)ment schedule.

-l'o obtain professional assistancc and Irvoitl entotionirl \'onl-ronlirtion. nlrnv dcbtor ancl creclitor llrms ask their ( PA to negotiatc workouts that are mutually' satisluctorl.

Anticipating Drought Products

Anticipating customers' needs and planning ahead can pay off for retailers. Iior exa-,rple. Frank Kesler, in-store supervisor for Lumberjack Building Materials. Sacramento, Ca., has ordered backup inventory for residential drip irrigation systems in anticipation of expected drought conditions this summer.

.

. Landscape Timbers

o Railroad Ties

r Poles

o Posts

r Dricon Fire Retardant

Treated Wood

. All Weather Wood Foundations-

r AWPB-FDN Stamped

For informatian on quick service call the treating experts!

TIHE SOUTHLANDffi

WAYNE GARDNER executive vice president

I N fHe April issue, this column conI tained a typographical error. We call it to your attention now, albeit a month or so late.

The column said, "lf Construction grade 2 x 4 is specified, stud grade is now an adequate substitute." It should have read "lf Construction grade 2 x 4 is specified, Stud grade is not an adequate substitute." The typo gremlin got us. We apologize for any inconvenience this may have caused to anyone. Some calls

Huttig To Acquire PGL Go.

Huttig Sash & Door Co., St. Louis, Mo., a subsidiary of Crane Co., plans to acquire all the outstanding stock of Palmer G. Lewis Co.. Inc., Auburn, Wa., in a tender offer.

Under a joint agreement, Huttig is tendering a cash offer for all outstanding PGL common stock at $ll per share, subject to the condition that Huttig acquires at least 2.3 million shares, or approximately 670/o of the stock on a fully-diluted basis. Any shares not acquired will be

were received by this office about it, so it's encouraging to know that occasionally someone reads this material.

June, the month of graduations and weddings. These are big events in anyone's life. With graduation, there will be a number of people looking for employment. Perhaps only part time, or just for the summer. But what a gold mine that can be for the employer.

The part time or temporary help is available just when the full time help wants to take a vacation. With a little training, some of these people new to the work force can be excellent em-

ployees. Perhaps they will want to go back to school in the fall, but they still might be available for weekends and evenings.

A lot of the material published about the late '80s and into the '90s predicts that in-house training will be necessary to have good people. Those with skills applicable to the lumber and building material business will be difficult to find. Because offewer people being available, they will stay in a position longer and be paid better. This summer then may be the time to start a training program, so that the benefits of your efforts will be received next year and in years to come.

There are various aids available to each of you, should you choose to start training this summer. Call the association oflice for help.

The program chairman for the Palm Springs Management Conference has selected "People Make The Difference" as the Conference theme. The programs will be developed around those things which can help you and your people.

acquired in a subsequent merger.

In view of the offer. the PGL board of directors cancelled the annual meeting of stockholders scheduled for May 19 in Seattle, Wa. The merger agreement provides that John N. Anderson, chairman, and Jim Ben Edens, president, will stay in their present capacities in PGL which has 22 distribution centers located from Alaska to Arizona.

Huttig Sash & Door Co. is the largest national distributor of doors, windows and millwork with 43 distribution centers nationwide.

It's interesting to note that in sales, I 5% of the talent needed relates to product knowledge. The other 850/o relates to people skills. How to relate to people, how to work with people, how to deal with diflerent personalities. lf we can believe the l5-85 theory, and we should, since it's been proven, it would behoove us to look for potential employees in classes other than woodshop and the building trades. Training about lumber and building materials should be easier if we have individuals who already have a leaning toward being people oriented. Wherever the people come from, a training program in house is a wise move to make now. Call the association. We can offer assistance. But whether you use the association or not, now is the time to start.

Columbia Harbor Lumber Co.

Custom Remanufacture

Resawing:

r 54" Bandmill

r Comouterized Line Bar Setworks

r Rough Double-end Trim

r Sorting Chain - 150 ft

Drying:

r Steam Drv Kilns - 2,000,000 Bd. Fl Capacity Per Month

r Drv Storaoe

Planing:

r Patterns - Splitterhead - Rougherhead

r WCLIB Grading

I Finish Double-end Trim

r Vinyl or Paper Wrap

Shipping:

r 15 Acres Paved Yard

r RailSiding BN & UP

r l-5 Direct Access

Simpson To Buy Arcata Corp.

Simpson Timber Co., Seattle, Wa., has signed a letter of intent to purchase Arcata Corp.'s timberlands and related manufacturing operations.

Subject to final approval, the deal would include Arcata's remanufacturing facility in Brainard, sawmill in Orick, Ca., and 78,000 acres of land in Del Norte, Humboldt and Trinity counties, which predominantly contains sgcond growth redwood and Douglas fir. Arcata also has a large facility in Arcata, Ca.

"Arcata's lands are in close proximity or, in many cases, adjoin Simpson's existing holdings," said Simpson president Tom Ingham. "With common ownership, we can provide more effective long term management of the combined resource base."

In California, Simpson currently owns 300,000 acres of timberlands, two sawmills, two remanufacturing facilities and a nurserv. all on the North Coast.

All-Coast Buys Rolando

An impressive program to improve and expand its newly-purchased Rolando Lumber Co. subsidiary has been revealed by AllCoast Forest Products, which is headquartered in Chino, Ca.

All-Coast purchased the operating assets of Rolando Lumber Co. on April 29, 1988, for an undisclosed amount of money. Included in the purchase of the 60 year old Northern California lumber distributor is Rolando's 93 acre facility in Cloverdale, Ca., and a headquarters building in San Leandro. The Cloverdale site includes a full remanufacturing facility, four dry kilns and extensive storage.

According to All-Coast president Daryl Bond, new trucks and additional inventory will allow them to greatly increase their service in the Northern California, Northern Nevada and Southern Oregon areas. This territory now dovetails with AllCoast's traditional areas of Southern California, Southern Nevada and Arizona. He said they are weighing the possiblity of reviving dry kiln activity at Cloverdale, along with a repair and replacement program for

(Please turn to page 29)

about and

therebaname b_rpeople likeyou...

Industrial Wood Products.

A new division of Willamette Industries that remanufactures all kinds of building materials. Like decking, flooring, sidings, paneling and fascia. Plus special order items like wood gutters and paneling patterns. We deliver quality goods on time and in the quantities you need. Which really isn t difficult for us. We already have over 80 years of manufacturing experience. So for a name you can count on, call us.

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

llf HPN you learn to fly an airplane, lU both you and the instructor know the right time for you to solo, when you can make the airplane do what you want it to do. The wonderful thing about airplanes is that they know how to fly with or without an automatic pilot. The catch is that one must understand how they fly in order to make them do that for which they were built.

Unfortunately, computers are like airplanes. They've been around a long time. They understand and are capable of all sorts of computation, but they can only respond to what they are told to do.

They function for hours without pause and only cease operation when given the word to stop. They produce

reams of information at the touch of a button.

The lack of fundamental knowledge of the basic concepts and skills by people earning their livings in the retail business is unbelievable. Granted we see only a minute percentage of those involved, but somewhere the manual know-how has been bypassed. This creates and perpetuates an unused information oasis. The illiteracy goes on and profits dwindle.

The computer manufacturer can not insure that every user of his product comprehends the information sought or generated. Only local management can do this. lf you think your company might have unused information because the data is not understood, answer these questions. Then ask your key people to answer them.

(1) What is gross margin return on investment (GMROI); what does it mean and how do you compute it?

(2) What is gross margin and how is it figured?

(3) What is turn over; how is it computed and what can it mean to profits?

(4) What's your open to buy right now; how is it developed and what purpose does it serve?

(5) How often do you place re-orders and how do you determine this?

(6) How many classes of merchandise do you handle and what are the sales and gross margin contributions of each?

(7) What is the best selling item in each class in dollars and/or units?

The computer, like the airplane, knows how to do its thing. See if your people do, because there will always be a job for the ones who know howworking for the ones who know why!

All-Goast/Rolando

(Continued Jiom page 27)

some of the production machinery at the site.

Additionally, All-Coast announced two important new personnel changes. Phil Dodson, former executive sales manager, has been promoted to vice president and director of marketing. Kent Bond, former assistant executive sales manager, has moved up to vice president and general manager of the new Rolando division

Niebling Leaves NAWLA

Immediately following the convention, it was announced that H. M. "Pete" Niebling, executive vice president and secretary of NAWLA, is resigning.

According to Henry S. Poler, president, the reasons for his resignation have to do with "family considerations that must now be his highest priority. This necessitates a geographical move on his part. "

Niebling will continue to be actively involved in NAWLA for several months. The effective date of his departure has not been set to allow him to be available to the association to complete the transition to a new staff executive.

"Pete has made an enviable contribution to our association over many, many years," Poler said. "He has become an outstanding spokesman and leader for the wholesale industry. Pete plans to remain in the industry in some capacity, so his future path will certainly cross ours, both individually and collectively. I am sure all of you join me in wishing him continued success."

Home Depot Opens 3 At Once

Home Depot celebrated a triple grand opening, as it unveiled three new Southern California retail warehouses on three consecutive days in early May.

The first, a 120,000 sq. ft. store in San Fernando, will be managed by Dave Hamilton with assistant Steve Olvey. The 100,000 sq. ft. Pico Rivera outlet is operated by manager Steve Eberly and assistant manager Jason Martin, while the 110,000 sq. ft. Van Nuys location is headed by Axel Born.

REDWOOD

CONSTRUCTION HEART ROUGH

1x4,1x6,1x8,1x12

2x4,2x6,2x8,2x1 2

3x6,3x8,3x1 2

4x4,4x6,4x8,4x1 2

DF MUDSILL. AIYPA C-2

ROUGH DOUSLAg FIR

3/a, 1 /2, 5/8, 3/ 4, 1 " AC plywood

FIRE RETARDANT PARTICLEBOARD

#1 DF ilUDSILL - CZC

school iobg

2x4,2xts

COPPERNATE "25O" TREATING SOLUTION

DIAMOND, ROSEBURG & SIERRA STOCK

C & BTR Sugar Pine: 1x6, 1x8, 1x1 2

#2 T & G: 1x6, 1x8

#3 Shiplap: 1x6, 1x8

Pattern #792:: 1xl2 WP 2 & 4

*2 Qom S4S: 1 x4 thru 1 x1 2, 2xl 2

#3 Com Sugar Pine S4S 1 x4 thru 1 xl 2

*4 Com S4S 1xl2

OIRECT IIXED TITAER LOADS

Snavely Builds New Denver DG

Snavely Forest Products, Inc., is building a new forest products distribution center in Denver, Co., with expectations of occupying it by July.

The new facility is located on 68th Avenue just off the York exit of Route 270, about five miles from Stapleton International Airport. The six acre site on the D&RGW Railroad is adjacent to the existing Denver facility which Snavely has leased for over five years.

The area to be served includes most of Colorado and small parts of Wyoming and Kansas. "This commitment (the new building) definitely shows management's confidence for the future of the Colorado econofly," C. M. Snavely stressed.

William R. Baugh, vice president of Snavely Forest Products, Inc., is general manager of the Denver operation. At present the company employs 14 people and services approximately 250 retail dealers.

The 5,000 sq. ft. oflice building is a unique design of wood and glass with an All-Weather Wood Foundation including a basement. Both the office and the 47,000 sq. ft. warehouse buildings will feature specialty

products that the company distributes such as Douglas fir glu-laminated beams, stile and rail doors, pine and hemlock moldings.

Snavely operates other distribution yard facilities in Pittsburgh, Pa.; Dallas, Tx.; Chandler, Az., and Ontario, Ca., with additional sales offices in San Francisco, Ca., and Medford, Or. Headquarters is in Pittsburgh, Pa.

Universal Far West Expands

When Universal Far West Co.'s new wholesale oflices, lumber remanufacturing and regional distribution center in Stockton. Ca.. are completed this month, the company will relocate its Modesto. Ca.. sales oflice.

Incorporated in the l0 acre site facility, according to Gary Adamson, vice president, Universal Far West, are a custom cutting millroom, a manufactured housing truss shop, a warehouse and storage sheds.

Bill Currie, president of the parent company, Universal Forest Products, Inc., Grand Rapids, Mi., reports that the center will serve a growing northern California market.

The Merchant Magazlne

Universal Far West Co. (formerly Far West Fir Sales) has distribution/ manufacturing centers in Huntington Beach and Moreno Valley, Ca., and Chandler, Az., plus Pacific coast barge operations in San Diego and Long Beach.

Universal plants nationwide build more than 4 million trusses annually. A leading wholesale supplier of softwood and related building supplies to do-it-yourself centers and manufactured housing, Universal Forest Products operates remanufacturing/ distribution companies in 1l states east of the Rockies.

L-P Opens Paneling DC

Louisiana-Pacific Corp. has opened a new distribution center in Chino, Ca., specializing in a wide range of structural panel products and siding.

Replacing L-P's shuttered Corona, Ca., DC, the new facility is served by the Southern Pacific Railroad and stocks Inner-Seal sheathing and siding products and other panels produced in the Northwest and Southern states.

keordffs.

Anyone can take orders over the phone.

But when it comes to fiUins orders for wood products, that's where Willamette breaks rank.

Our salespeople know their way around the mill because they go there often. They check the quality of the

lumber and plywood first-hand, to make sure you're getting exactly what you've ordered.

Besides knowing their products, theyalso know your market. And when it's time to fill orders for your customers, the products you need are at yourcommand.

So if you're looking for a few good men and women to do business with, call Willamette.

After all, if we only took orders, we might as well sell fast food.

Instead of wood.

OlflJltrlflL:,nc

Lumber & Plywood Divisions

Western Lumber and Plywood

Albany, OR (503) 926-7771

Southern Lumber and Plywood

Ruston, LA (318) 255-6258

Atlantic Plywood RockHill, SC (803) 328-3U4

Mike Huycke, Western Lumber Sales

Evelyn and Nelson Sembach, All-Coast Forest Products, Chino, Ca., recently celebrated their 40th wedding anniversary.

John J. Thompson, mgr., Sequoia Supply, San Francisco, Ca., has retired after 39 years in the business, according to Hal Huff. Bill Elidge succeeds him.

Bill Comer has joined Rocklin Lumber & Millwork, Roseville, Ca., in sales & production quality control, according to Bob Dirham, pres.

Paul W. Ward, Ward Forest Products, Morgan Hill, Ca., is back after a trip to Hong Kong and China with his wife, Anne. On the way back, they stopped in Maui, Hi., where he ran into Bill Carter, Carter Forest Products, Ukiah, Ca., on the sands of Kihei.

Judy Lane is the new bookkeeper at Copeland Lumber Yard, Everson, Wa. She replaces Shirley Mulka, who was transferred to Ferndale, Wa.

George Herndon is now covering sales in Az., Co., N.M., Ut. and Wy. for BiWood Flooring.

Henry Galbraith, v.p./district mgr., Foxworth-Galbraith Lumber Co., Mesa, Az., married Alma Zimmer, a friend since 1931, on April 30 and honeymooned in the Orient.

Don Taylor has joined the No. Ca. sales staff of James Hardie Gypsum Co., Los Angeles, Ca., according to Ken Thim. Todd Thomas is new to So. Ca. sales.

Gwen Cornell is now director of sales for Lumbermen's Home Improvement & Exhibit Center, Indio, Ca.

Jim "Dietz" Oetzel is new to Beadex Manufacturing Co., Renton, Wa., working with customers of Beadex's new Tualatin, Or., distribution warehouse.

Henry Large, H. R. Large & Associates, has been appointed pres. of the new San Diego, Ca., chapter of the Architectural Woodwork Institute. Other chapter officers are Fred Maxwell, La Mesa Planing Mill, v.p.; Roger Edgington, Surface Interiors, treas.; Carl Snelling, Snelling Wood Specialties, sec., and George Stamm, asst. to the pres.

John D. LeFors has been elected v.p. of Willamette Industries. He's based in Albany, Or.

Marydell Marson, Marson & Marson Lumber Co., Leavenworth, Wa., is traveling throughout the Northwest as goodwill ambassador to promote the local Autumn Leaf Festival.

f,d Fountain, Sr., Ed Fountain Lumber Co., Los Angeles, Ca., celebrated his 85th birthday on April 26, by heading off to Europe for a three week tour.

Skip Motta and Jon Dickey, PanelTex, City of Industry, Ca., are coaching a pony league youth baseball team in West Covina, Ca.

Richard Crabtree has joined SCR, Inc., Lake Oswego, Or., as a trader trainee, according to Tom Cnbtree.

Ron DeWitt is now sales mgr. of Crane Mills, Corning, Ca.

Richard T. Gruber has been named v.p./controller/chief accounting officer for Ernst Home & Nursery, Seattle, Wa. Mack H. DuBose has been promoted to v.p., real estate planning & development.

Marie Hansen, Willamette Industries, Albany, Or., has returned from visiting Disneyland with her two granddaughters. Marie liked Bear Country best.

Hank Wrolson has joined GeorgiaPacific's trading center in Eugene, Or.

Bob Siltanen has been named sales mgr. of Pacific Basin Forest Products, Portland, Or. Gayle Watt and Fred Flora are new to the co.

Mike O'Neil is a new trader at Fremont Forest Products, Eugene, Or.

Michael Momb, pres., M&W Building Supply Co., Canby, Or., has been appointed to the Society of Agricultural Engineers Board.

' Dave Ponts .John Souza .Jim Blevins

Betty Brinson, credit mgr., Ganahl Lumber Co., Garden Grove, Ca., won $1,000 in the California lottery.

Bill Hayes is now specializing in cedar at Pacific Western Lumber, Tacoma, Wa.

Brad Parr is a new sales coordinator for the KorPine div. of Willamette Industries. Bend. Or.

Calvin Mukumoto is now with The Timber Exchange, Portland, Or.

Steve Forrester is a new lumber buyer at Bend Millwork Systems, Bend, Or.

Rob Becker is new to the softwood dept. of Autumn Enterprises, Boise, Id.

Dennis Reinwald has formed Pacific Coast Trading Co., Eugene, Or. Linda Prefontaine, Marjorie Reffstrup and Ed Reiman are on staff.

Steve Wilcox has joined the sales team at Olympic Cascade Corp., Eugene, Or.

New Home Center Gonsullant

The Westmark Group, a sales and marketing management consulting firm specializing in working with manufacturers and wholesalers in the western home center industry, has been formed.

The company was opened to help suppliers keep up with technicallyadvancing retailers by John Bates, former president and partner in

John Snead has joined California Cascade Industries, Sacramento, Ca., in sales and promotion of treated lumber products.

Mark Peppito has been named mgr. of National Lumber, Mira Mesa, Ca. Ed Mc{lain is asst. mgr., and Ray Deaton, floor mgr.

Ed Feduniw, H&M Wholesale Lumber, Etiwanda, Ca., is on a two-week tour of Russia with his wife, Betty, and son. Chris.

Charles Goodman, pres., Goodman Lumber, San Francisco, Ca., has been elected to the Ross Town Council, Ross, Ca.

Dick O'Brien, Dick O'Brien Machinery Sales, Stockton, Ca., is in Chile on a business trip.

Gordon L. Anderson is new to the Seattle, Wa., oflice of Herbert O. Crane & Associates. Portland. Or.

Westmark & Associates. a manufacturer's rep agency. Larry Baugh, the new president of Westmark & Associates, and a former partner of Bates, described the parting after 17 years as completely amicable.

Whereas a few years ago manufacturers could almost dictate purchases, Bates says, "today the retailers are in the driver's seat, and it is the supply side that must catch up by

Richard F. Baldwin, pres. and c.e.o. of the newly formed Marysville Forest Products Co., Marysville, Ca., has purchased Erickson Lumber Co., Marysville, including sawmill, planer and cutstock plant. Erickson Lumber's former owner John Erickson will serve on the Marysville board and operations mgr. Mel Farmer and sales mgr. John Maple will continue with the new co. John de Saint Phalle is chairman.

A. Kim Cutsforth has joined Fremont Wood Products, San Francisco, Ca., specializing in Southeast Asian hardwood.

Chip N. Dale has joined the RTA furniture dept. at Mungus-Fungus Forest Products, Climax, Nv., according to Hugh Mungus and Freddy Fungus.

providing better products, better prices and better services."

"In the face of rough competition, producers must reduce costs and still meet the current service requirements of faster ship cycles, optimum order quantities, 1000/o hll rates, on time deliveries, and so on," says the head of the new Dana Point, Ca., firm.

VOG Regulatkns Cladfied

California's new limit on volatile organic content (VOC)the level of solvent content found in architectural coatings and many consumer productshas major implications for the nation's entire coatings industry, from the manufacturer to the end-user.

The new regulations have given manufacturers some breathing space, but have raised many questions in the retail community both inside and outside of California. It has become particularly difficult for the retailer to decide which products are still legal.

To sum up the situation, California's air quality management districts (AQMDs) have mandated gradual reduction of VOC in architectural coatings for sale in California on a timetable that started in 1984.

Limits have been reduced in stages and vary depending on the product category. The recently implemented standards for specialty coatings apply to products manufactured after September l, 1987, for sale in the San Francisco Bay Area and South Bay AQMDs, and apply to all products, regardless of date of

manufacture, sold in the San Diego AQMD since February 17, 1988.

A key consideration is that the new regulations apply only to largevolume packaging (l liter or greater) sold by retailers in California. They do not apply to the smaller volumes and aerosols most frequently sold in the home center and d-i-y categories.

To meet the new standards, coating manufacturers have two choices: create one formulation for California and one for the rest of the country, or bring all products into compliance.

The alternative, pulling out of the California market, will only buy a little time. since other districts around the country with pollution levels above current limits are facing the same pressure to tighten solvent emission standards.

Wickes Lumber Buy Out

Wickes Lumber Co., the former Wickes Lumber division of Wickes Companies, Inc., will continue to use the Wickes name as well as the "flying W" logo.

Purchased by a management

The terchant ilagazlne

group for more than $300 million, the company has 223 retail stores in 34 states, l0 manufacturing plants, three area offices and 7.000 employees. Sales in 1987 were more than $l billion.

Les L. Hagen will be chairman and ceo; William A. Hensler, senior executive vice president; Merv Benjet, vice president, chieffinancial officer; Ric Morphet, vice president, administration; and Dick Buck, Lee Pawluk and Frank Chambers, vice presidents of operations.

Kitchen & Bath Month In Oct.

Retailers can reinforce an image of kitchen specialists by joining in National Kitchen & Bath Month in October.

Materials available include a free point-of-purchase kit with posters, banners, a planning outline and ideas for retail activities, a how-to-book for $25 and specially imprinted promotion items suitable for in-store giveways.

More information is available from the National Kitchen & Bath Association, at 124 Main St., Hackettstown, N.J. 07840.

BUIIDI]IO YOUR BOITOT UTIE

COMPLY Lop Siding con moke the difference between o project coming in under budget, or going over budget.

HOW?

BY CUilITG EXTTRIOR STUD REQUIRENEilIS BY IO"/", BY E1ITIilAIIIIG SHEATHITG, AXD BY REDUCI]IG TABOR COSTS.

The APA oworded COMPLY Lop Siding o 24 inch spon roting, the highest roting ever for on oll wood siding. Thot could sove you o bundle over oiher lop sidings thot require 16" centers.

COMPLY Lop Siding's tongue ond groove milling meons thot it doesn't need to hit on o stud, which fronslotes into less woste, quicker instollotion ond higher profits.

COMPLY Lop Siding requires no sheothing, only o vopor borrier. So you'll eliminote sheothing costs. We've engineered COMPLY Lop Siding to be self-oligning so there! hordly ony room for worker errors-we help you build it right the first time.

For more informotion on using COMPLY Lop Siding to reduce your costs ond build profits into your bottom line. coll l-800-533-3374.

NEW PRODUGTS

and selected sales aids

Hardboard's On Your Side

New styles of hardboard siding manufactured entirely from wood chips to exceed standards for hardness, weatherability and resistance to nail and fastener pull-through have been introduced by Georgia-Pacific.

A Really New Swinger

Rock-N-Swing, heavy duty outdoor furniture which easily converts into a rocker, swinger, glider or bench, has been introduced by Nu-Lines, Inc.

Sturdily constructed of l00o/o Wolmanized treated wood, it is guaranteed for 30 years against structural damage by termites or decay. Features include handselected wood materials, smooth surfaces, rounded edges, predrilled nail and screw holes, and heavy duty plated lgalvanized hardware.

The product can be stained, varnished, painted or left natural, and may be personalized before or after purchase.

Similar 4-in-l chairs, a matching table and a convertible bench are also available. The bench can be folded into a work bench. bench with attached picnic/card table, chaise lounge, multi-purpose display unit, or flat for carrylng.

The furniture is offered to home centers and lumber dealers at a sizeable discount.

Hallway Of Walls

The Decor Wall Center, a highstyle merchandising system for decorative wall paneling, has been introduced by Weyerhaeuser Co.

With its modular components, the center can be set up as an island, in a straight configuration as a feature wall, or as an end cap for an aisle.

In addition to showcasing full size samples of panels, the display also stocks a variety ofrelated brochures.

Summerwood is a lap siding with a rustic hand-sawn look. It can be installed with traditional square edge down or beaded edge down. Fairfax, multi-lap siding with an embossed woodgrain texture; StayStrate, rigid sidewalls about 140/o thicker than ordinary siding: Wind Ridge, panels with the look of weathered planks and a random-width effect, and Yorktown, woodgrain textured lap siding with a "colonial" beaded drip edge to create deep shadow lines, also are new to the line.

Butt joint connectors are available.

Colorful Curves

Flexible paneling from The Marlite Organization is now available in four solid colors in addition to three wood grain designs.

Tambour planks bring wipe-clean durability to curved walls, pillars and surfaces. They are 16" wide x 96" high x l/8" thick, reportedly easier to handle than 4' x 8' panels.

Prefinished with a baked-on melamine topcoat, the planks are comprised of fiberboard with a flexible backing. Outside edges are beveled.

Ref lective Surroundings

Lightweight, easy-to-install mirrored wall panels are now available from Mechanical Mirror Works.

The panels feature a rigid foam backing for lighter weight and easier installation. ln a 3/4" thickness. they

pound and paint.

Arch sizes are 2'8" ,3', 4', 5' and 6' with half arches in a 2'8" size.

Red Cedar Mailbox

An aromatic red cedar mailbox and accessory collection has been introduced by The Cedar Works.

The Address of Distinction collection includes three different mailbox posts, a chalet mailbox, cedar-wrapped mailbox, mailbox cover kit, newspaper box, post planter, address numbers, plastic

Brand Planking New

A versatile plank for creating hardwood floors, ceilings, walls and wainscoting has been introduced by BiWood Flooring.

Master Plank features a durable no-wax easy care urethane finish, all

reportedly offer up to six times the strength of conventional wall mirrors.

Each mirror is finished with four coats of 1000/o pure silver, two coats of pure copper and a protective baked-on epoxy finish. A special lamination process is said to make them shatterproof. Five styles are offered.

Building The Arch

A new method of achieving truer arches in drywall construction has been devised by Beadex Manufacturing Co.

mailbox tray, mounting board and clear wood finish.

The combination of moisture and sunlight gradually changes the cedar from a rich red to a light gray color. Brushing on the finish is said to maintain the original red look.

Floor Boards

Hardwood flooring with a new Dura-satin wax finish so durable that only vacuuming or sweeping is regularly needed is now available from Bruce Hardwood Floors.

hardwood laminated construction, tongue and groove configuration, and easy application with mastic.

Packaged 24 panels (measuring 5/16" x 3" x 48") per carton, the plank can be displayed and inventoried on the same gondola unit. Easy-to-carry cartons weigh 30 lbs. each and have handy perforated "windows" which consumers can lift to see the wood color.

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

Stone Up Front

Manufactured building products providing the appeal of brick and stone at a fraction of the cost and weight are now available from Stucco Stone Products.

Manufactured from corrosion resistant, hot-dipped galvanized metal, Easy Arch features a durable satin finish which provides an ideal surface for adhesion of drvwall com-

Hampton Plank is cut to 3" x 48" with milled tongue and groove construction that locks together. Two parquet styles, Jackson and Hartford tiles, are 12" x12" x5/16" solid oak.

Glue-down or self-stick versions are offered.

Do-it-yourselfers can install the thin brick and stone over any new or structurally sound surface, including wood. wallboard. block. brick. concrete and metal.

Cultured Brick offers colorfast, noncombustible durability in four colors with matching 90' corners.

Over 40 colors and textures of Cultured Stone in flat and corner pieces are available.

Now you can find out -- with a customized no-obligation COMPUTER COST AND PAYBACKANALYSIS of your business from the experts at Convergent.

It's free. It takes just about ten minutes of your time. And a customized Convergent Analysis will tell you...

The exact cost of buying and operating a computer system for your business.

All hardware, software and support requirements. How a computer can cut your inventory and receivables while increasing sales and margins.

When the system will pay for itself and how it will affect your bottom-line.

Get the facts from the leading supplier of computer systems to independent businesses. For a FREE Convergent Computer Cost And Payback Analysis for your business, call our marketing department toll free at 1-800-243'4745.

Junior Outdoor Dinette

An easy-to-assemble kid's picnic table is new from Handv Home Products.

Made of l-1/16" thick western red cedar, the 46" long by 35" wide by 25" high table can accommodate four to six children.

All parts are included, pre-cut and pre-drilled for easy alignment. Only screwdriver and pliers are needed.

After assembly, it can be finished with clear wood preserver or stain, or painted with an exterior paint.

Extra Edge

Hard maple counter tops from John Boos & Co. are now offered with an extra l" counter edge.

Carpet Display Garton

A carpeting display holding forty 18" x 2T" samples and one 27" x 36" cover sample in an easy-to-see, easyto-shop-from arrangement is now available from Armstrong.

The Anything Goes! Stainmaster Selling Center also features four-color performance storyboards, p-o-p signage and a literature holder.

Stainmaster carpets are guaranteed against matting and crushing due to twist loss for ten years and against staining from common household food and beverage spills for five years.

Taped In A Corner

Flexible drywall corner bead from Beadex Manufacturing Co. allows quick, easy finishing of all angles of inside and outside corners.

Combining the flexibility and compound adhesion compatiblity of paper tape with the reinforcing strength and angle integrity of steel, it folds to fit any angle of a drywall corner. The material can be readily cut with heavy duty household scissors.

The windowed package contains d-i-y instructions and a 2" wide roll of corner bead 8' or 25' lone.

Providing longer counter top material at no additional charge, the styling allows cutting of longer lengths into usable sizes, maximizes inventory and eliminates waste.

New sizes are 9'7" , 109" , 121", 133" and 145". Standard width is 25".

Lay lt On The Line

An on-floor cord protector that covers unsightly, hazardous cables is new from Wiremold Co.

Corduct can be cut to length with a utility knife with the cord inserted into its pre-slit channel. Accommodating any electrical line up to l4/3 line cord, it lays flat at l/2" high.

The product is offered in 5 ft. lengths and 50 ft. reels in beige and brown.

Chime In Prism

A door chime with a slender mirrored prism design has been introduced by NuTone.

Each vertical prism features four beveled surfaces to reflect multiple images and color. An oak base backing is finished in a light to medium tone.

The chime sounds two notes for a front door and one note for a rear door. It measures 6-l/4" wide x 12" high x 3" deep.

Wood Wash

Weathered-gray wood can be given a clean, fresh look with Osmose Wood Brite.

Containing no chlorine, acids or phosphates, the product removes mold, mildew and dirt.

It can also be used before painting or staining for better coating adhesion and cleaner, brighter color results.

One l3 oz. packet mixed with two gallons of water will cover 250 to 300 sq. ft.

& ODfiNPTC" INACHINE ST4INING

PRE.STAINING.

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 PLWVOOD. ENCLOSED WAREHOUSE FACI LITY.

19161331-66t14

H€DLUND

LUMBER & MACHINE STAINING

5550 Roseville

Rood, Norlh Highlonds (Socfo), Colif. 95860

Le Bath

A bath ensemble recalling the powder rooms of l8th century French palaces has been introduced by Kohler Co.

The Alouette ensemble includes lavatory, cistern, sconces, towel ring and tissue holder. Each piece is fired decorated earthenware in the style created after 1740 in La Rochelle, France.

The handpainted pieces, which feature delicate floral patterns in blue, green and red on a white background, have been adapted slightly to accommodate modern bath needs. Faucet, fittings and accents are of polished brass finish.

Tie A Truckload

A small, durable adapter which fits into pickup truck stake holes to provide a rugged loop for tying down loads is new from Universal Marketers of America.

When squeezed, the Mighty Tie can be inserted into holes on opposite side walls of the pickup bed. When released, the tie locks itself into place.

roncenfrofes onry on monurocfurins

THE HIGHEST EUATITY PTYWOOD PRODUCTS

Fourply produces: High Density. Medium Density Overloys, Concrete Form, Morine Grode, Sonded, Sheothing ond offers mixed ponel shipments by roil or TrucK,

Member of Americon Plywood Associotion

(5O3) 479-3301 o SALES (5O3) 479.3456

Toll-free outside oregon: l-800-547-5991 FAX 503 479-7206 PO. BOX 89O . GRANTS PASS. OREGON 97526

...,GOWITHTHE PPOFfSSTOTAIS FOP o/UAUryCONTROIIED

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

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

Steve Ryan, General Manager

In California (800) 582-3950

Outside California (805)833-0429

Frr*'t

Fi re Retardant-Treated Wood U.L. Approved

CREOSOTE

AWPB-FDN STAMPED for Quality Control

m'Pressu re-Treated Lumber

Garden Grub

Two new plant food cartridgesone for "beautiful blooms" and one for drip irrigation systems - are now available from Ross Daniels.

The Merchant Magazlne topped with a bright red, white and blue header with products-in-use art. It holds 30 items, including five each of the l-l/2" flexible putty knife, 2-in-1 painter tool, 5-in-l painter tool, l-l/2" four edge scraper, razor scraper (with five blades) and mini paint/trim guide.

The 0-10-10 formulation for blooms discourages excessive leafy growth while promoting longer-last- ing, fuller blossoms. The nonitrogen formula is also designed for fall-feeding and "winterizing" of plants in cold regions. It is used with the Ross Root Feeder and Sprinkle Feeder.

The l5-25-10 formula can be used in the filter screen of most drip systems, where it is said to dissolve completely without leaving a residue.

Paint Gan Sell

A new paint can merchandiser from Hyde Tools sits right on a gallon can to create the perfect crown for any paint display.

The compact wire carousel, 27l/2" high and 14" in diameter, is

To ensure easy set up, the display is shipped fully assembled, with all accessones.

The Prime Solution

A durable wood primer blended of oil and resin to provide a protective base for solid stains and paint is new from Cabot.

Problem Solver Primer reportedly protects against discoloration caused by extractive bleeding in redwood, cedar and Douglas fir; prevents warping, swelling and splitting, and fights against dull, discoloring surface bloom caused by mildew.

3ED C. HOLMES,-,*;.:-

LUMBER CO., a diy.r.sr,-og

June 1988

7 Day Forecast

A seven-day electronic programmable thermostat in a modern new design has been introduced by Honeywell.

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

more popular items on a wallmounted rack.

The streamlined-looking device allows for up to six different settings per each of the seven days of the week, including both a heating and a cooling temperature.

It uses a five year, 9-volt alkaline battery and is designed for gas or oil heat and central air-conditioning.

The display panel, visible even when the access door is closed, features a large continuous display of the current room temperature and programmed temperature. While programming, it shows the day, time and programmed temperature range.

Garage Door Hardware

Two garage door hardware merchandisers are available from Caldern Manufacturing Co.

The full hardware center features 2l items with gondola. The mini hardware center displays l l of the

The replacement hardware line includes 30 garage door items, each packed on individual cards. Items include springs, rollers, sheaves, locks, hinges and cables.

Computer Cost Breakthrough

Convergent Building Material Systems has just announced a new low cost computer system for home centers and lumber yards that is expected to give its competition fits as well as spreading computerization to new segments of this industry.

With the S/80, CBMS adds a low price (under $20,000) computer to their family of advanced "S" series supermicro computers. It is designed specifically for small to medium sized businesses. According to CBMS president Mike Murray, the new S/80 represents a breakthrough in both price and performance for multi user systems.

CBMS, part of Convergent Technologies, a half-billion dollar a year company, was formerly known as Dataline and for almost 20 years has provided computer systems and services to larger lumber yards and home centers throughout North America.

Notes CBMS's Murray, "The S/80, with its low entry price, combined with tailored leasing programs, opens the door for thousands of smaller building material dealers to enjoy the benefits of strong software

solutions, as well as our training programs, financing, hardware maintenance, and computer supplies. For the cost conscious dealer, the S/80 represents the best value in today's market."

by parent company Convergent Technologies and use standard microprocessors and the UNIX computer operating system.

Convergent claims that their system provides great protection from obsolescence and significantly improves the overall integrity of the system. They offer a wide variety of computer solutions designed to improve profitability through automated accounting, inventory control and point of sale management, among other areas.

The S/80, the smallest member of their advanced computer system family is designed to accommodate two to sixteen users. The line includes four other models. The top of the line 5/640 accommodates up to 120 users. All are manufactured

Corner more drywall sales and profits.

o Quick and easy to apply.

o Provides flexibility of tape with strength of steel reinforcement.

o Tape affords excellent adhesion of joint compound and paint.

o Cuts with heavy duty scissors.

o Do-it-yourself appeal.

o Step-by-step instructions incl uded.

Cornering all the angles in drywall.

Additionally, CBMS has formed a Major Systems Group to focus on business which does not fit into their traditional turnkey philosophy. According to senior v.p., field operations Bill Simmeth. "one of the most ignored segments of the building material business is the group of larger single location or multi location home centers and lumber yards which could not find a solution with unmodified software. At the same time they had trouble finding a main frame vendor who understood their business well enough to meet their needs. With our new hardware coupled with our move to a standard operating system, CBMS is now in the unique position of helping larger dealers solve their complex automation problems."

Two of the most experienced and knowledgeable people in the organization have been named to head the new group: in the East, Dan Waters, and in the West, Dinny Waters, Simmeth said.

Convergent has operations in two major computer business segments. One, Convergent Technologies develops and manufactures innovative computer systems. The other, Convergent Business Systems provides business-automation systems and services keyed to specific industries. These two strategically linked operations position the firm to supply and support independent businesses.

Oregon Braced For Flres

After four straight years of drought, southern Oregon forests are facing their greatest threat offire in 70 years.

"We're looking at a very extreme potential (for disaster)," said fire official Frank Lehto, recalling parallels to a 1914-1918 drought which resulted in l9l8's record acreage burn.

l{EW Convergent S/80 server

l{AWLl in Florida: lll Bill Sheathetm, Robert Scholl, Larry Humphrey. l2l Ben Stimpson, William Goyne, Jim Kehl, Larry Hanson. l3l Ron Strickland, Ronnie Edwards, Jack Stevens, Rod Black. l4l John Stephens, Thomas Richards. l5l Paul Brvan. (61 Thomas Buell. (71 Mark Schaefer. l8l Chuck Harris,

Jim Ramsey. (91 CinOy, Jim & Virginia McGinnis, Jim Stuckey, James E. McGinnis, Jesse Brown. ll0l Clarence Young, Kurt Nelson. llll Mot Wood, Carlos Furtado. ll2l Clayton Barns. ll3l Jesse Brown, Charley Snyder. ll4l Bill Wood, Mot Wood, Kathy McKinnon, Dinty Moore. llSl Mark Lofland,

Marjorie Weston, Mike Parli, Ann & Fagan Cox, John Weston. Jim & Svlvia Frodsham. ll6l Sue & Larry Landman. lizl eill Stevens, Jean Gogerty. [ttl Uary & Barney Blondal, Ted Gilbert. ll9l Tom Laoinski.

Big NAWLA convention

ll ORE THAN 720 registered lUl members and guestsa near record - traveled to a resort in Florida to roll up their sleeves and get down to business at the North American Wholesale Lumber Association's 96th annual convention.

Some speakers thought the industry was growing complacent in at least one area: not standing its

ground in the face ofrising pressures by environmentalists. "The voice of responsible resource management is missing," Thomas Richards, president and c.e.o., Idaho Forest Industries, Coeur d'Alene, Id., told a morning session. Although lumber production and consumption continuer to climb, Richards noted a "huge drop in the amount of money

spent to tell our story.

Also on the breakfast panel, which covered topics from promotional efforts to Canadiantariffs, were John J. Stephens, Roseburg Forest Products Co., Roseburg, Or.; Thomas A. Buell, Weldwood of Canada Ltd., Vancouver, B.C., and Paul Bryan Jr., Metcalf Lumber Co., Thomasville. Ga.

Bill Sheathelm, Schultz, Snyder & Steele Lumber Co., Lansing, Mi., presided over the convention, which he closed by passing the gavel to his successor as NAWLA president, Henry Poler, Lawrence R. McCoy & Co.. Worcester. Ma.

Story at a Glance

Wholesalers urged to resist environmentalist demands.

Henry Poler elected president ex-Federal Reserve chief Paul Volcker receives Mulrooney Award 1989 convention: APril 1&19, Tucson, Az.

Also elected at the meeting were lst v.p. Larry Humphrey, Humphrey Lumber Co., Tacoma, Wa.; 2nd v.p. Barney Blondal, Tyee Timber Products Ltd., Langley, B.C.; treas. Robert Scholl, Scholl Lumber Co., Bethlehem, Pa., and sec. H.M. Niebling.

John Weston, Far West Fir Sales, Huntington Beach, Ca., presented the slate of new directors: Daryl Bond, All-Coast Forest Products, Chino, Ca.; Larry Landman, L&L Lumber Co., Huntsville, Al.; Tom Rice, Vaughan & Sons, San Antonio, Tx.; Dave Schaller, Schaller Forest Products, Redding, Ca.; Milan Stoyanov, Forest City Trading Group, Portland, Or., and William E. Tufts, Plunkett-Webster, Inc., New Rochelle, N.Y.

Newly re-elected directors included John Barrett, Steve Boyd, Eric Canton, Don Grantham, Larry Humphrey, Dick Mansfield, Tim Neff, Robert Owens, Henry Poler, Ted Pollard and Charles Snyder.

Former Federal Reserve Board chairman Paul A. Volcker. credited with helping to curb the runaway inflation and high interest rates of the 1970s, received the annual John J. Mulrooney Memorial Award. The prestigious honor recognizes individuals for exemplary service to the forest products industry and the community at large.

Other convention highlights included addresses bv economist

Michael Evans and from PBS-TV

The McLaughlin Group's lohn Mclaughlin, an employee review panel discussion, and a computer review program with panelists Daryl Bond, All-Coast Forest Products; Ted Haringa, Lawrence R. McCoy & Co., and Virgil Miller, Tumac Lumber Co., Portland, Or.

This year's meeting was held April l8-20 at the Innisbrook Resort, Tarpon Springs, Fl. Next year NAWLA will gather at the El Conquistador Resort, Tucson, Az., April l6-19.

NAWLA past president and nominating committee chairman

tll0llEY illAll Paul A. Volcker (left), the former Federal Reserve Board chairman, accepts the 1988 Mulrooney Award lrom NAWLA president William Sheathelm.

flELAXll{G: lll Frank & Jane Whittaker, Gene Walters, Floyd Vike. l2l Tim Goodrich, Mike Carlson. [3] Debbie & Bob Knight, Jane & Hank Hill. l4l Lee Rov Jordan, David Steele.

l5l Tom Talbot, Gayle Woodson. 16l Clarence Young, Phil Abernathy, Wanda Brown. l7l John Ricard, Henrv Poler. l8l Alan Holmes, Paul Arlins. l9l tion Grantham. ll0l Emil

Romero, Jim Po0e. ll ll Dave Walton, Ronnie Elmore. ll2l Don Grate and Pete Niebling, NAWLA's retiring exec. v.p.

Hardwood association hits 65

l/\( )\ I l{ \ \ll \ f irrre rlc're nr.e in 19,na (rl\et rlt{rlt {)t Lttutr nltstttcssc\ llus rr licclucnllr voicecl c()nccrn irl nrcctings hclcl cluring thc 6-5th annual conr.cr.rtion of' the Pacitlc ( oast \\'holcsale I larcl* ood I)rstributors .\ssociation. \{ln1 f-elt the problenr has u'orscned in recent l ears.

The association colers both the ,\nrerican \\'est and the Clanadian \\ est rrnd generrrllr hegins its program each l car u ith a scrics of'membcr reports on conclitions in thcir lurcas. 'l'his vclr thcsc Scctional Reports \\crc bcgun br (ircg Ligtrtheart, P.J. ilarduoods. [.tcl.. \'ancouvcr.

ll.('.. who obscrvecl that while bLrsincss was stror.rg. it was ofT slightlr, liorl last _v-ear. I'hc ne\\ North .\nrcrican tracle pact has causecl ('an-

Story at a Glance

Government interference in business is called an increasing problem. economy good in some areas, not in others profit margin squeeze. Bruce Frost elected president. South

aclian concern rcgarding hardwood shipnrcnts. he said.

llal Kcrrl'. 13rady International. reported lhat cnvironnrentalists were pressuring government on wood dust regulations. The Seattle/Taconra econom!' was described as better than I 98 7 with industrial business strong. The Oregon situation was reprised by'Jim Price, Emerson llardwood. who said they had enjoyed steadi' growth amidst general short ternt optimism. but that grade nrircs have begun to appear.

The Northern ('alifornia scene rras sunrnred up by Joe Long, Iliggins I Iardwood. as one of- increasing

intrusion by government upon business. He averred that "we've only seen the start of it." Long said some labor concessions have been made and that 1989 will be weaker than the "good business" of 1988. Substance abuse is an on going problem, he noted.

Orange and Riverside County business was reckoned by Shirley Reel, Reel Lumber Service, to be

good despite lower profit margins. She said customers have complained about increased prices and decreased quality.

Lynn Monthaven, Lane Stanton Vance Lumber, sketched a Los Angeles County business picture that was good, with oak still the number one furniture wood. Credit is a problem and some large furniture manufacturers have gone out

of business.

The San Diego situation was called generally good by Bruce Frost, Frost Hardwood. He said that OSHA was still pressuring on the amount of formaldehyde in plywood and that "the issue is not going to go away. As an industry, we're in for it." He forecast that the next labor contract

(Please turn to page 55)

HAR0W000 chatter included NHLA's lll Bill White, with Clint Bower and Tim Spellman. l2l Butch Pope. l3l Harry Anthony, John Mullen. l4l Snirley Reel, Greg Lightheart, Gordon Reimer. l5l Manuel Lavrador, Joe Cortese. 16l Hal Kerry. l7l Bruce Frost. l8l Laurence Sauder, Jim Frost, Jim Price. l0l Pat Ahern, Carl Patterson, Lyn Monthaven. ll0l Toni Kincaid, Joe & Sally Long. llll Brent Mullen, Craig Kincaid. (l2l Henry Jones. ll3l Bud & Betzy Baker, Judy & Brent Mullen. ll4l Jack & Maxine Havens, Fritzie McClintock, Clint Bower. llSl Francoise Kerry, Marilyn Pope. (l6l Sue Spellman, Jim, Kim & Cathy Frost. [l7l Dorothy & Don Reel.

HARDWOOD WHOLESALERS (Continued from pase 53)

negotiations would be tougher than the last talks.

Concluding the Sectional Reports, Brent Mullen, Southwest Hardwood, described Arizona building as off sharply; commercial construction, for example, is off 360/0, multis are down 560/0. Like other firms, his has been making Material Data Safety Sheet (MSDS) mailings to customers to comply with exacting new federal regulations.

First of the guest speakers at the April 10-12 meeting was S. Carroll "Bill" White, executive v.p., National Hardwood Lumber Association, who described the changeover in NHLA's Hardwood Institute to emphasizing hardwood in construction, rather than furniture, as in the past. White presented his audience with the first copies off the press of an impressive new brochure. NHLA's 44p. "lmagination Within" brochure highlights hardwood usage in a variety of interior and exterior applications.

The next speaker, David Cutler, editor publisher of The Merchant Magazine, described studies that forecast far fewer workers entering the labor force in the 1990s. He suggested some ways to attract and motivate a diminishing supply of new workers.

Final speaker Henry Jones, the new owner of The Hardwood Market Report, told how he is building on the integrity and historical importance ofthe venerable price reporter. He said they have expanded their sources and are presenting prices that reflect a wider scope of the market than ever before.

Resolutions honored two recently deceased members: C.R. Taenzer, American Hardwood, for his 64 years of attendance and participationhe was a founding member in 1921and K.E. "Mac" MacBeath, MacBeath Hardwood, an industry sage whose acumen was honored with the Perpetual "Mac" MacBeath Poker Trophy.

Elected new president was Bruce Frost; lst v.p., Jack Butson; 2nd v.p., Butch Pope; sec.-treasurer,

Brent Mullen, and treasurer-elect, Pete Bower.

This year's annual was held at the new Inn at Spanish Bay, Pebble Beach, Ca. The next gathering is tentatively set for April, 1989, at the Hotel Palmilla, Los Cabos, Baja California, Mexico.

ilARl(ETlllG Executive ol the Year award was oresented to Herb Winward, v.p., sales & marketing, lor Weyerhaeuser's Western Region, at the fourth annual National Home Center Industry Advertising & Marketing Awards ceremony held in conjunction with the National Home Center Show in Chicago.

This 1935 Pierce Arrow Tuelw uas the ,atest uord in ruurg the gear Bonnington Lumber was Founded.

Ways Golorado Yards Survive

What can a lumber dealer do to combat the rough times of weak residential and commercial construction? Colorado firms are retrenching and reacting decisively to new market trends in order to survive.

Old time lumber firms, many of which have been run by the same families for generations, are emphasizing customer service and concentrating on certain market niches.

"lt's become much tougher to compete with Hugh M. Woods and Builder's Square," notes Hast Lumber Co.'s Herb Hast Jr.

The advertising clout of the chains is particularly troublesome to the Commerce City firm started by Hast's father in 1944. Although the company's sales are off400/o from the 1984 peak, Hast said his firm will survive because it did not overleverage itself in good times. "There are still a lot of people who are looking for quality products and service," he added.

Barnett Co.. a full-service lumber company in Denver, has been around since 1919. Promotion of what it says is the area's largest selec-

tion of pressure treated lumber is the company's primary way of coping. In addition, they are concentrating on service.

"I believe the key to any business is service," said Mike Goldberg, Barnett's v.p. "We're all selling the same or similar products at competitive prices."

Barnett recently began to accept bank credit cards from do-it-yourself customers. Although their business is about 900/o contractor, they have done this to encourage more retail trade.

"ln the old days, we did not want to pay the bank card companies the 3ol0," Goldberg said.

Nearly 820/o of the lumber yard sales in Colorado last year were on credit, according to the Mountain States Lumber & Building Material Dealers Association.

"Our No. I nemesis is accounts receivables," observes M. L. Strait, who recently retired as president of Strait Lumber Co., Aurora, allowing his son Mark to take over. "Business is awfully slow. We're keeping costs down as much as possible to keep the wheels turning."

The Merchant Magazine

Goldberg agrees with the need to cut back. The work force at Barnett has been cut in halfin the past year. "When sales were good and we were making money, we tended to get fat," he explained. "The question is, when times get good again, will we stay that way."

Centennial Wood Co., Denver, specializes in hardwoods such as red oak, walnut, cherry, ash and maple. This allows them to broaden the customer base to include cabinetmakers and shops that make countertops, display cases and fixtures for commercial use.

"We've been fairly busy," said Bob Bajorek, head ofthe 13 year old firm. "We've had no layoffs. We're real fortunate."

Although they have held on to I I fulltimers and two part time employees, they have made some changes. Deliveries have been expanded, thus expanding sales territory throughout the state.

Fred Caruso, executive vice president at the MSLBMDA, recommends that retailers align with a good remodeling contractor to provide labor along with materials. He

also recommends seeking out remodeling trade. Last year about $44.6 billion was spent on remodeling homes in the U.S. "There are 68 million homes in America over 14 years old and 300/o will have some remodeling done in the next l7 months," he said. "Another 380/o will have some remodeling done 17 months to 24 months from now."

New Fire Salvage Plan

Amassive, immediate salvageand-reforestation plan for Northwest forests burned by fire last fall is being promoted by timber industry leaders.

But their proposal far surpasses a U.S. Forest Service plan. Both are criticized by environmentalists.

The industry is preparing a campaign in Oregon to promote their plan and to collect funds to reforest and rehabilitate the scorched timberlands.

But time is not on their side, as the timber could be dead within months. "We need to get in there and salvage those logs," says Roger Cornett, president of Cornett Lum-

ber Co., Central Point, Or., and the Southern Oregon Timber Industries Association.

About 43,000 acres of thick stands of centuries-old timber were scorched in a remote, roadless area. The Forest Service plan calls for 20.5 miles of road to be built to log

146 million of the estimated 270 million board feet of burned timber. Logging advocates' "Operation Silver Forest," modeled after aggressive measures taken following fires in the 1930s and 1940s, suggests 30 miles of new road to harvest between 200 and 240 million board feet.

f-5?TPr-l-;)ai

VOC EMISSIONS ALERT

There is a serious crisis facing the Southern California woodworking industry and its suppliers.

The crisis revolves around the rewrite of Rule I136 by the Southern California Air Quality Management District (SCAQMD). This rule change "would force California furniture manufacturers to reduce V.O.C. emissions by 900/o before June l, 1989.

This 900/o reduction is "technically and financially impossible" according to both Gary Stafford, chairman of the California Furniture Manufacturers Association, and Phil Gray, chairman of the Association of Western Furniture Suppliers.

Obviously, if the proposed rule change is allowed to go into effect it could devastate the Southern California furniture industry and its suppliers.

You can get involved by contacting the cFMA Rule I136 Committee at 433

S. Spring St., No. 1014, Los Angeles, Ca. 90013. (213) 864-2191.

You may also voice your concerns as to how this will affect you and your industry by contacting Dr. James Lents, South Coast Air Quality Management District, 9150 Flare Dr., El Monte, Ca. 91733, and Monte Price, Rules Engineer at SCAQMD, same address.

Larry W. Knox President

L.A. Hardwood Lumbermen's Club

100 E. Third St. Santa Ana, Ca.92701

BEL-AIR LIVES!

Although the assets of Alhambra Metal Products, Inc. have been purchased by North Star Co., Bel-Air Door Co. an associated company, is remaining in business, and will continue using the fine products that Bel-Air Door Co. has developed, in their normal production and distribution.

Bel-Air Door Co. was incorporated in 1946, and has a stunning record in the combination door business, and is known as the leader ofthis type ofproduct throughout the entire United States. We did not want the business community in our particular trade to get the

idea that we were no longer in this busiNESS.

Samuel Fineman President

Alhambra Metal Products. Inc.

Bel-Air Door Co.

322 So. Date Ave. Alhambra, Ca. 91802

AN OLD FRIEND WRITES

It has been a number of years since we have communicated or put ads in your periodical for the old Central Valley Box & Lumber Co., but we still enjoy The Merchant which our son, Fred L. Passmore, receives through Forest Products Marketing, Inc.

After 22 years, Forest Products Marketing, Inc. has moved from its original location to ofTices a few blocks away in Oroville, Ca. Fred has gone with Georgia-Pacific after 22 years as owner and turned over 500/o of the stock to my grandson, Greg Passmore. Fred worked for our company, Central Valley Box & Lumber Co., and was manager before forming his Forest Products Marketing, Inc. The Passmores have around 100 years of experience in the timber, lum-

(Please turn to page 60)

l]|0 ilills

ca||$ rTill| l||0

FAMOWOOD

is the PR(}FESS|0llAl,'S Att PURP0SE PLASTIC 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! &tu

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. afi

Available in 16 metching wood colors and white.

geillnlWtallunleLurrrbp,r

Hem-Fir Hemlock Douglas Fir

GREEN or DRY . DIRECT MILL

SHIPMENTS r LCL o CARGO .

RAIL . TRUCK & TRAILER o

PRESSURE TREATED LUMBER

Bt0 PR0r[$!

L-P OKs Fibreboard Spinoff

Approval of a spinoff of its Fibreboard Corp. unit to shareholders has been given by Louisiana-Pacific.

One share of Fibreboard common stock will be distributed for every l0 shares of Louisiana-Pacific common on an unspecified date to holders of record June 27. Fibreboard shares will be traded on over-the-counter markets following the spinoff. L-P has 38.3 million common shares outstanding.

Headquartered in Concord. Ca.. Fibreboard operates I I lumber, plywood and insulation plants as well as a ski resort just outside Lake Tahoe on the California-Nevada line.

The spinoffof the unit, which had 1987 sales of $163.8 million, aims to "relieve Louisiana-Pacific's management of the time commitment necessary to deal with Fibreboard's complex involvement with asbestosrelated litigation," said Harry A. Merlo, chairman and president.

Fibreboard is a defendant in numerous product liability suits tied into insulation products with asbes-

tos which they manufactured prior to 1972.

Jurgens Retires From WWPI

Western Wood Preservers Institute will honor Kenneth Jurgens, senior district engineer for WWPI, on his retirement at their annual meeting in Coeur d'Alene, Id.. June l2-14.

Jurgens joined the association in 1964, after retiring as a colonel with the U.S. Army. He was awarded the Legion of Merit at that time.

While with the WWPI, Jurgens was elected a Fellow of the American Society of Civil Engineers in recognition of his outstanding contributions to the field.

Jurgens worked closely with a number of professional societies including the Construction Specifications Institute, the International Conference of Building Officials, and the American Wood Preservers Association, and was a member of these organizations.

Assistance on pressure treating

uses will now be handled by John Culp, WWPI District Engineer, in Vancouver, Wa.

LETTERS

(Continued from page 58)

ber, forest products remanufacturing and merchandising business as well as specializing in moulding and millwork manufacture and merchandising.

For the past 22 years, I have been buying and selling timberlands, timber, logs, sawmills, moulding & millwork, sash & door plants, cattle ranches and mines through the Central Valley Realty Corp. and LP Land & Timber Co., which we have owned since 1946. At the present time we are writing a book on these industries and lumber men connected with them.

We are so very proud of our family in this industry and especially the 52 years that we have been in this business, working with and meeting very fine people.

Leslie G. Passmore

P.O. Box 2072 Oroville, Ca. 95965-2072

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.

Charting L-P's Redwoods

"The Redwood Forests of LouisianaPacific," a 20-p. booklet on the western softwood, is available from Mike Parli, L-P, Box 158, Samoa, Ca. 95564.

Paper: Rout

Projects for the Router is $9.95 from Sterling Publishing Co., 2 Park Ave., New York, N.Y. 10016.

West African Hardwoods

Brochures on exotic, exceptionally strong, fire- and insect-resistant West African hardwoods are free from HWH, Box 549, Montgomeryville, Pa. 18936.

Carpenter's Textbook

Carpentry, a d-i-y paperback used to train master carpenters, is $18.95 from Sterling Publishing Co., 2 Park Ave., New York, N.Y. 10016.

Storefront Face Lift

A 475-p. technical manual of storefronts and entrances is free from Amarlite Architectural Products. Box 1719. Atlanta, Ga. 30301.

Do A Jig

Two Hundred Original Shop Aids & Jigs for lAoodworkers is $14.95 from Sterling Publishing Co., 2 Park Ave., New York, N.Y. 10016.

Shopper's Guide

The 1988 RandomLenglhs Buyers' & Sellers' Guide is $130 from Random Lengths, Box 867, Eugene, Or.97440.

ln A Mesh

Information on galvanized stucco reinforcing mesh is free from Keystone Steel & Wire Co., by calling (800) 4476444.

Details On Decks

A series of deck tip folders is free from Simpson Timber Co., Box 1169, Arcata. Ca. 95521.

Panel People

"APA Field Services Division: Organization & Address List," a brochure (L800B) on the American Plywood Association's field representatives, is free from APA, Box 11700, Tacoma, Wa. 9841 l.

True Southern Wood Panellng

"The Real Thing," a brochure on cypress, pecky cypress, knotty yellow pine and red oak solid wood paneling, is free from Landmark Lumber, by calling (800) 445-6488.

Siding

Guide

An 8-p. performance-rated siding product guide (form M515) is free from the American Plywood Association, Box 11700. Tacoma. Wa. 98411.

Panel Specs & Grades

A wood panel grades & specifications guide is free from American Plywood Association, Box 11700, Tacoma, Wa. 9841 1.

Refinishing Furniture

All About Furniture Repair & RefinishinSl retails at $6.95 from Ortho Information Services, by calling (415) 842-5537.

Gorgeous Hardwood Inslde

"Imagination Within," a 44-p. brochure of hardwood interiors, is $3 from the National Hardwood Lumber Association, Box 34518, Memphis, Tn. 38184.

Safety Centers

Information on four different safety centers to display OSHA-required materials is free from Toronado Enterprises, Box 723, Elk Grove Village, Il. 60009.

All The Fixin's

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 Magazine. Many thanks!

Tools To The Finish

A 44-p. handcrafted finishing tools catalog is free from Kraft Tool Co., 619 E. l9th St., Kansas City, Mo. 64108.

Roofing Video

A 9-min. videotape on concealedfastener metal roofing products is available from ASC Paciftc, by calling (206) 838-4821.

Advice To Help You Grow

Peter Chan's Magical Landscape: Transforming Any Small Space into a Place of Beautyis $10.95 paperback and $21.95 hardcover plus $2 shipping from Garden Way Publishing, by calling (800) 4415700.

The 512-p. Home Improvement Encydopedia, and A to Z guide to over 120 projects, is $24.95 from Ortho, by calling (4t5) 842-5537.

Long Lines

A 106-p. catalog of electrical, hardline, specialties, plumbing and bath products is free from Design House Products, by calling (800) 333-9450.

High Lights

A guide to custom, one-of-a-kind skylights is free from Cadillac Plastic, 530 Stephenson Hwy., Troy, Mi. 48007.

Floral Walls

"FlowerScapes," a soft floral wallcovering book, is available from Decorative Coverings, 142 Elm St., Hatfield, Ma. 01038.

Power Lines

An outdoor power cord catalog is free from Royal Electric, 95 Grand Ave., Pawtucket, R.I. 02862.

GIASS[F[ED ADVERTISEMENTS

WANTED: MANUFACTURERS REPRESENTATMS for millwork seiler;:Ol]) 4749670.

SALESPER.SON

Small and well-established wholesale lumber firm in the southem California, Inland Empire area, looking for experienoed softwood trader. Need a self motivator who is ag8fessive and has a southem California following. Exoellent commission and gowth potcntial. Send resume to Box 579, c/o The Merchant Magazine,

YAND M ANAGEN,/DISPATCHER wantcd for Northwest Arizona contractor/retail lumberyard. Must have experience in handling men & building materials, abilig to dispatch our trucks, knowledge of both gas & dieselequipment, and ability to minimize falldown and rotat€ inventory. All applicants will be kept oonfidential. Send resume to Tri-State BuiKittg Materials, P.O. Box &427,FortMoyve, A2.86427.

OUTSTDE SALESI

Small well-established wholesale lumber/ specidty firm located in No. Ca. needs selfmotivated outside sales person. Send resume to Box 583, clo Tbe Merchant Magazine.

HIRING! Federal government jobs in your area and overc€as. Many immediate openings without waiting list or test. 015,000 - t68,000. Phone call refundable. (502) 838-8885. Ext. 8959.

'Ilventy-five (25) words for $19. Each additional word 659. Ptpne number counts as one word. Mdr€ss counts as six words, Headlines and centercd copy ea. line: $5. Box numbers and special borders: $5 ea. Col. inch rate: $40 camem rcady, $45 if we set drc type. Names of advertisers using a box number cannot be rcleased. Ad&ess rcplies to box number shown in ad in care of The Merthant Magodne, t1500 Campus Dr., Suite 'lfl), lYerport Beach, Ca. y2ffi. Maxr' checks payable to Th€ M€rttant wtagaane. Mail copy to above address or call (714) 852-l99o. Deadline for copy is the 22nd of the month. PAYMENT MUST AC@MPAI{Y @PY unless you have established crcdit with us.

FOR SALE: Primary corner with highway frontage. Fast growing Arimm town. Established home oenter - building with real estat€. Oryner will carry - terms. C.D. Holt & Associates (ffiD 557 -3456.

Solid Wood Mouldings

Wholesale Man u facturer Follis Millwork Inc.

Located in North San Diego County, 1555 La Mirada Dr., San Marcos, Ca, (619) 744-47OO

COPELAND LIJMBER W IITHES TO BUY Lumber Yards in the Western States. Contact Copcland Lumber Yards Inc., $l N.E. Glisan, Portland,Or.97212, Attention John Matschiner, Real Estate Manager. (503) 232-7lEl All inquiries kept confidential.

LOCAL LUMEEI hauling Southern Cdifornia rollcr bcd truck and trailcrs and bobtails radio dispatchcd. Rail car unloading et our spur in Long Bcach. 3C Trucking (213) 422426.

COMPUTER SYSTEMS AND PROGRAMS i,ULTI.USER/PCYXT/AT/M IN I

LUMBER MILLING wholesale/retail business. Su@essful & growing. Owner will stay to train. Flexible terms. Write to Perry Dichtos, 7707 South Elm, Fresno, Ca. 93706. Q@) 445-1782.

LOOKING FOR PONDEROSA PINE WDE BOARDS?

WE HAVE THEM AVAILABLE FROM 14'TO 47 IN 414 & 5/4 THICKNESS, LENGTHS AVAILABLE IN 6716'ON 1'MULTS OR CUT. TGLENGTH, SHRINK-WRAP AND POINT OF PURCHASE INSERTS ARE AVAILABLE.

TREE PRODUCTS ENTERPRISES

aclory. Call brtn bFctm

MACHINER.Y WANTED

RAYTHERM edge gluer, 9 ft. platen, TAYLOR clamp wheel, 3-l/2 in. jaws.

FORKLIFT 6000 to 8000 lbs., lpg pneumatic. HOG, 50 to 75 hp with conveyor, All must be in exoellent condition. Call Jeff Isakson. AllWoods Laminating, (213) 269-7555.

TWISTED AND WEATHERED

Douglas Fir S4S and rough, 3x4 and wider and 4x4 and wider. Call Bill Hunter Hunter Woodworks. (213) 77 5-2544i(2 I 3) 835-56?l.

COMPUTEH sOLUTION5

Computer solutions for the lumber industry. Wholesale, retail, manufacturing and freight managemenl. Call or wrile Penberthy Micro Systems, 39 Wiflowgrove, lrvine, Ca. 92714. Phone: (7141857-2207.

We staff industry leaders with professionals in manufacturing, engineering & sales. Salaries range from $25,000 to $100,000*. Cal

CLASSI FIED ADVERTISING Order Blank

Solvent-Based Goatlng Ban

Although "this year" is the closest they are to a target date, California dealers should be aware that 23 0f the 4l Air Pollution control and Air Quality Management Districts in that state will be setting compliance dates for restrictions on solvent-based architectural coating.

Lacquers, wood preservatives, primers and sealers are among the substances to be restricted in both manufacturing and selling. Bay Area, Butte, El Dorado, Fresno, Imperial, Kern, Kings, Madera, Merced, Monterey Bay, Placer, Sacramento, San Bernardino, San Diego, San Joaquin, Santa Barbara, South Coast, Stanislaus, Sutter, Tulare, Ventura, Yolo-Solano and Yuba counties will support the ban.

The restrictions apply to all products containing more than a specified per-liter limit of volatile organic compounds (VOC), otherwise known as solvents. These compounds are reported to emit carbon into the atmosphere during the application or subsequent drying of coatings. The United States Environmental Agency (EPA) is also retaining the option of enforcing the ban within the constraints of the Clean Air Act.

CHARGES: $19.00 (25wordminimum). ..-.$19.00 .65 each additional word .65 phonenumber*... 3.90 addressr. 5.00 cenlered copy, Per line 5.00 headline 5.00 box number 5.00 special border

PRINTYOURTOTALHERE $

rPhone number and address can be part ol 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

Manufacturers of architectural coatings will be required to display maximum VOC content and the date of manufacture on all labels of their products sold in the restricted districts. Containers will also carry a statement of the manufacturer's recommendations for thinning of the product, except for those coatings to be thinned with water.

While the final date for compliance with the restrictions has yet to be set, some manufacturers are already marketing new products to meet Air Resources Board's specifications. Although California is the first state to institute a ban against solvent-based products, it appears that a national extension of the ban may be instituted within the next few years.

(Continued from page 21)

informal arrangement of infrequent gatherings.

In the next issue of The Merchant Magazine we'll update this story as well as present complete coverage of the ALBSA'S recent convention in Phoenix.

-SOUTIIERN CATIFORNIALOSANGELESAREA

ts UYE RS' GUIDE

SAN FRANCISCO BAYAREA-

All Coast Forsst Products

Amorican Hardwgod Co.

Anfinson Lumb€r Salss

Boar Forest Products

Burns Lumbor Co.

Cal Stalo Forost Products

Calllornla Lumbsr Insoectlon Soryics

Canfor U.S.A. Corp.

Caoilal Lumbd Co,

Carroll Moulding Co.

Cascado Emoiro C0......,....

Csrtitlod Coalings (714) 943-2818

El&El Wmd Prcducts Coro.

Far Wost Fir Sales

Fmlana Whdffile Lumber

Founlain Lumbor Co., Ed

Freeman & Co., SteDhen G.

Fremont Forest Prcducts

Ganahl Planino Mill

Georgia-Pacif ic Corp. (Anaheim)

Gor0ia Pacilic (Mira Loma)

Georgia Pacilic (Riverside)

Golding Sullivan Lumb€I Sales

Hosp€ria Wholesale Lumber

Hi0gins Lumber Co.

Induslrial Forsst Products

Inland Timbcr Co.

Inlemalimal For€st Pmducts .........

Johnstof, Hardwood Inc.

Jones Lumb€r Co., Stu ..

Jooes wholssale Lumber Co.

Kelleher CorD.

Koop€rs Co., Inc.

L-P 0istilbutim Cenler

L-P Wafervood/lnner-s|

Laminated Timb€r S€ruicss Inc.

Macgealh Hardx,ood

Marinor's Focst Products

Marouarl-Wolf€ Lumber Co.

Mesa Forost Producls

Nawport Planin0 Mill, Inc.

oregon Canadian Forosl

NORTHERI{ AND CEI{TRAL CATIFOR

Foresl Products

Lumber Co.

Trucking, Joe............

Southern Railroad Co.

Corp.

IIUEY

Lumb€r Salr Louisiana-Pacific Coro.

Lumber (Kinton oiv.) F0nT tntc8

Pacific Cory. (Redwood)

Lumber Co., Fred C.

Plyilood

Lumbor Sales (800)

Warehous€ .........,

Lumhr & Machine Staining

Corp.

Co.

Laco Lumbsr Co. (Woodland)

Laminated Timber S0ryi6s, Inc.

Louisiana-Pacific Com. .............

Michigan-Califomia Lumber Co.

M & M Builders Supply .........,..

Nikkel CorD., The

P & M Codar Products

PGL Buildino Products....

Stanlino, Inc.

Slockton Wholosals

Union Forost Prcducts

Union Planino Mill

Waldmn F0r6st Producls ............

Wostorn Wmd Troatin0 Co.

woyorhaousor Co. ...,.... (800)

Wolfe Lumbsr Co.

stl{Tt tAn0tnl Tomac Inc.

GREATERSAN DIEGOAREA

BUVEN]S' ffiUIDE

wYortilc

Les Kjos, founder and president of Western Building Centers, Kalispell, Mt., died of a heart attack April27,1988, in Kalispell. He was 70.

Born in Frazer, Mt., he opened the first Western Building Center in 1946 in Kalispell, eventually expanding the chain to five locations.

Mr. Kjos is survived by his widow, Arlene, a son, two daughters, and eight grandchildren.

James G. Barron. assistant manager of Hammond Lumber Co., Bellflower, Ca., died of a suspected heart attack May 13, 1988, in Santa Ana, Ca. He was 60.

Born in lthaca, N.Y., he served in the Navy during WWII on the battleship New Jersey, and was later graduated from the Rochester Business Institute. He worked for six vears as manager of the accounting office at Cornell University.

In 1959. he moved to California and joined Frank Curran Lumber Co., San Juan Capistrano, Ca. He

moved to Hammond in 1975.

Mr. Barron is survived by his widow, Katherine, a daughter, three sons, and two grandchildren.

News Briefs

(Continued from page I8)

Housing starts sunk to the lowest level in six years in the first quarter, dropping l60/o housing permits are projected to fall 130/o to 1.33 million this year by F.W. Dodge shipments of manufoctured homes are expected to drop for the 6th year...

Majestic Tool Corp. has opened a Vernon, Ca., warehouse . Lorenz Housewares Co.. Newbury Park, Ca., has been acquired by Empire Brushes Inc., Greenville. N.C. ... Williams Holdings, Inc., a subsidiary of I4tilliams Holdings Plc., has acquired Kwal-Howells Inc. from Standard Brands Point Co., Torrance,Ca....

U.S.-size lumber has been OK'd for all types of timber

frame wall construction in West Germany...

Sluggish retail sales growth including building materials, hardware and garden supply dealers is forecast for most U.S. metro areas this year by Meretrends McCulloch Corp. will relocate its Los Angeles, Ca., Hq. to Tucson, Az., when a mfg. facility there is completed.

Utility Tautliners.

Everything you've always wanted in Lvan

utiliry Tauttiner vans and truck bodies have

And leSS'

Non-rwenue miles are reduced, and iust about werything you could ask for in a piece of transportation equipment. Icgendary Utility quality, versatility, durability, and engineering innovation that pays offmile after mile, year after year.

But the best thing about aUtilityTautliner is whatit's missing. Walls. Permanent, rigid van side-walls thnt permtnently stop you from taking full advmtzge of a trailer's firll capabilities. Instead, Utility Tautliner trailers and truck bodies feature load-bearing side curtains that slide open in a coupleof minutes.

Which is about how long it tahes to load and unload. Because only a Utility Tautliner gives you access from the rear and both sides. Simultaneously. Plus, first-on last-off loading, planning, and routing are eliminated once and for all. Saving you time. And saving you money.

However, while saving money is fine, making money is a lot better. And a Utility Tautliner does it a lot better than any other trailer on the road. Since its uses are practically unlimited, so are your profits.

productivity is increased.

The seclet is in Utility's unique, gatented curtains. llade of strong, ripstop, cross-linked, polyvinyl chloride-coared polyester, they are toally weather-proof, yet flexible enough to allow loading to the full width. So when you spec 102 " \f,idth, you get 102 ." And those exha square inches add up to a lot of round numbers Prccdd by a dollar sign, of course.

And that's backed up in writing, with the most comprehensive trailer warranty in the industry, the Utility 5yearwarrutty.

So whether you are hauling lumber, down pillows, heravy machinery or beer, even all of them at onoe, no other trailer ortruckbody in the worldcan giveyou more than a Utility lbutliner.

Call 1-80G82+45r4 in California 1-80G2 28-6018

For the nearest Utility lhutliner Trailerffruck Body Dealer near you.

Building thebest. .since 1914