Merchant Magazine - June 1989

Serving the lumber and homecenter markets in 13 Western SfatesSince 1922

GOING. O 'UP!

No two San Antonio buildings are ever exactly the same.Because our customers' requirements are never exactly the same.

Whatever your building needs, we have the experience, flexibility and versatility to erect the structure best fitted to your location.

San Antonio's versatility is illustrated by the above trio: repair garage, mill building and storage

building. Our decades of experience have taught us the know-how to best advise our customers from initial planning, through construction to the finished product. Working in hundreds of varied situations and locations

has taught us the flexibil. ity needed to anticipate our customerst needs. When you want to add, modify or expand, San Antonio Construction has what it takes to get the job done theway you want it done.

TOP LEFT: Small mill building. TOP RIGHT: 80'x120'x20' lumber and plywood storage building. LOWER RIGHT: Truck repair garage.

4rcadio Lumber Co., LaVerne, Ca.

A lull House Of Stock

.Huge inventory and scheduled delivery gives youwhatyou need, when you need it. We have your backup stock. 'High fill rate eliminates lost sales. .33 warehouses nationwide.

Edltor-Publisher David Cutler

Senior Edltor Juanita Lovret

Assistrnt Edltor David Koenig Contrlbutlng Edltors Dwight Curran, Gage McKinney, Ken Thim

Art Director Martha Emery Strff Artist Eric Kruske

Circulation Lynnette A. Perkins

The Merchant Magazine (USPS 79656000) is published monthly at 4500 Campus Dr.. Suite 480. lriewport Beach, Ca. 92.660. phone (714) E52-1990, by The Merchant Magazine, Inc. Second-class postage rates paid at Newport Beach, Ca., and additional offices, POSTMASTER: Send address changes to The Merchant Magazine, 4500 Campus Dr., Suite 480, Newport Beach, Ca. 92660.

ADVERTISING OFFICES

Advertising rates upon request.

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

I"rom Washington State, Oregon, ldaho, Wyoming, Montana, Utah, Colorado, Northern California and Canada: Contact Carole Holm at (206) 174-3773 or 21819 77th Place West. Edmonds. Wa. 98020.

Change of Address-Send subscription orders and address chanses to Ciiculation Dept., The Merchant M{azine, 4500 Campus Dr., Suite ,180, Newport Beach, Ca. 92660. Include address label from recent issue ifpossible, new address and zip code.

Subscription Rates-U.S.: $l 1-one year; $17-two years; $22-three years. Foreign: one year payable in advance in U.S. funds-Canada or Mexico: air-$35; surface-$30; South America: air-$551 surface$30: Asia: air-$68: surface-$30; Europe: air-$981 surface-$30. Single copies-$31 back copies-$4.50 when available plus shipping & handling.

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

We need a united voice now, not later EECENT victories by environmental and I lpreservationist groups have brought into sharp focus the wood products industry's pressing need to more effectively tell its story.

As the lumber industry once again scrambles with last minute measures to limit the damages from environmental onslaughts, those very groups continue their well financed and professionally organized campaigns, scoring victory after victory.

It's not as if industry lacked a valid message. Quite the contrary. Our arguments stand on solid ground. Yet the emotion, distortions and, yes, outright lies of the environmental faction have carried the day. Their enthusiasm, money and professional, full time organizations made the difference.

What the lumber and wood products industry needs is a true umbrella group to coordinate efforts to ensure our interests are well served and

articulated. We call on the leaders of every area of wood products to come forward and take the steps needed to have an all-industry organization with the muscle to ensure that the United States has a rational timber supply program. Not a one issue organization, but one that will be in place for decades so that both the public and government hear the real facts in matters affecting both industry and the public good.

While several groups and organizations have made commendable efforts to this end, we think it is too little and, probably, too late. To be heard in today's noisy world of communication and government, you need lots of money and lots of management.

If this great industry is ever to survive in its present form, now is the time for its top people to provide the leadership that will finally turn us from perpetual defense to positive offense.

Serving

wewontlequeyou outoncrlimftt.

We know what yo u reallywantlrcm your sottwood

lumber and panel products supplier: a consistent supply of products, up-to-the-minute market information, and competitive pricing. At Furman Lumber and Slaughter Brothers, accurate, reliable service has been the number-one priority for over 30 years. We now meet the diverse needs of more than 6000 satistied customers, and we'll supply them with more than one billion board feet of lumber this year.

Our national network of 14 sales offices, 12 distribution centers, 7 coastal distribution centers, 1 remanufacturing facility, and 7 reload distribution centers guarantees that our entire line of products will always

Right now is the best time ever to make the seasoned traders at Furman Lumber and Slaughter Brothers your working partners in the forest products industry. ll you're looking for a dependable source call us today tolljree at 1-800-547-1942 or (503) 636-0320. And watch yoqr profits grow.

llVe make markets in all sottwoodspecles.

Softwood Lumber . Panel Products Wood SDecialties

How to bake a,tree. Andwhy

he tougher your woodproduct application, the more you rely on the properties of properly seasoned wood-its lighter weight, resistance to decay, improved machinability, enhanced dimensional stability, and uniform acceptance of paints and stains. Chances are, you take these qualities for granted.ltrThether you know it or not, drying green lumber to perfection takes some pretty sophisticated cookware, the right recipe, and a gourmet touch.

Kilns a la Carte.

The historical menu of wood-seasoning recipes is quite extensive. The first and simplest method, uncontrolled air drying, proved to be a slow, uneven process-often resulting in excessive waste due to splitting, checking, and warping of the wood.

Early attempts to dry wood with hot air were imaginative, but a bit disappointing. Lumber was placed in a room through which was passed the smoke of a roaring fire. The wood dried quickly, but also checked, warped, and charred. Early lumbermen believed that having plenty of seasoned wood on hand outweighed their losses due to "overcooking."

Oven-like kilns were patented around the time of the Civil \Var. These units incorporated vents to discharge the moisture released from the wood, and inlets to allow fresh air to enter and circulate around the lumber. These basic design elements can still be found in todav's forced-air. controlledhumidity dry kilns.

"Pans is parts." Or are they?

Even with today's automated kilns, seasoning lumber is far from foolproof. As you might expect, there's a slightly differ ent drying "recipe" to accommodate the different moisture characteristics of each wood species. That's the easy part. Because even within a species, no two logs have identical moisture characteristics. And the wood within a single tree will have pockets of greater and lesser moisture

O 1989 P&M Cedar Products, Inc.

Each charge of green lumber to be dried is basically unlike any other It must be analyzed before going into the kiln, and monitored while it is drying. With all these variables to consider, it's no surprise that serving-up an excellent end result is a matter of knowledge and experlence.

P&M's Gourmet Touch. For more than two decades, P&M has specialized in producing premium Incense Cedar products for commercial applications. And over those years, P&M has been continually upgrading and refining its seasoning process to ensure top on-the-job performance and Certified CedarPro Quality from every unit shipped.

Every kiln load of premium CedarPro lumber is dried to the exact moisture level required for precision machining. A moisture level which guarantees dimensional stability, decay resistance, and years oflasting beauty.

Dig in!

Precise wood seasoning is just one of the many advantages of CedarPro premium siding and decking products. For a complete menu of benefits, contact your CedarPro retailer or distributor. Or call P&M Cedar Products today ar2O91957-636O.

Distributors

National paneling month in October

NORTHEAST

GEORGE MCQUESTEN CO.

Iron Horse Park

North Billerica. MA 01862

(617) 663-343s

MID.STATE LUMBER CO.

2OO Industrial Parkwav

Branchbug, NJ 08876

(2Ot\72549no

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) 2s3-5667

EPPERSON LUMBER SALES. INC.

PO. Box 1559

Statesville. NC 28677

(7O4) 8734321

WOODFORD PLYWOOD

PO. Box 1731

Albany, GA 317O3

(912) 88349OO

Branches in Alabama, Georgia & Florida

LAKE STAIES

zuPIRE WHOLESALE

P.O. Box 249

Akron, OH 443O9

(2t6) 434-4s45

DETROIT FOREST PRODUCTS

35135 Glendale

Livonia, MI 48150

(313) 522-0610

BOEHM.MADISEN

Nl6 W22l0O Jericho Dr.

Waukesha, WI 53186

(4t4) il4-4ffi

I'PPER MID WEST

CANTON LUMBER CO.

PO. Box 9328

Minneapolis, MN 55440-9328

(612) 425-t4@

WEST

ALL{OAST FOREST PRODUCIS. INC.

PO. Box M

Chinq C.4 917O8

(7t4) 627-8s51

ALL{OAST FOREST PRODUCTS. INC.

End of Railroad Ave.

PO. Box 9

Clwerdale. CA 95425-0@9

(7O7) 894428r

CEDAR WEST CORP

P.O.Br:'x5224

Denver, CO 8O217

(303) 294-9lol

n CTOBER has been designated \, "Panelins Makes Perfect Month" by the Plywood Paneling Council with retailers across the country being urged to join this national promotion.

"Retailers can take advantage of this consolidated and focused promotional period to spotlight plywood paneling to do-it-yourselfers," said Diane Montoya, States Industries, chairman of the Plywood Paneling Council (PPC). "They can use the promotion to increase excitement, volume and dollar sales."

Story at a Glance

Advertising promotion kitfor retailers. opportunity to join in nationwide media promotion free merchandising aids including paneling booklet for customer handout.

The paneling department has been the mainstay of steady profits for many leading retailers, according to PPC research. "Day after day, year after year, plywood paneling is a product that attracts do-it-yourselfers to the store and results in multiple sales," Ms. Montoya explained.

Figures compiled by the PPC show that the average room of l2xl6 feet requires 14 panels. For each panel purchased, they estimated an additional 750 spent on direct add-on purchases. Moulding, window treatments and other products bought to complete a remodeling with paneling project continue to multiply the dollars generated by the original paneling purchase, the council notes.

"October, the height of the all important fall home improvement period, is the perfect time for this promotion," PPC chairman Gene Nelson, Georgia-Pacific, points out. "Dealers can take advantage of this

Merchandising Aids Available

Paneling Month logo

Advertising/promotion idea kit " New Wall Styles"booklet

Tie In Promotions

National consumer magazine editorial with colored photos on paneling applications including woodgrain looks, real wood veneers and decorator panels in treatments such as wainscoting, full wall, decorative ceilings. Illustrated stories in I 1,000 newspapers.

Video news releases and a three part radio series highlighting basement and attic conversions as well as use ofpaneling throughout the house.

Home center and remodeling trade magazine articles aimed at helping the dealer to sell more paneling.

Where To Get lnformation

Plywood Paneling Council 1633 Broadway New York, N.Y. 10019 (212) 887-801 I

Send a stamped, self-addressed No. l0 envelopefor "New lMall Styles. "

national promotion, joining other industry leaders and their suppliers."

Retailers will be receiving information shortly on the October promotion. A kit designed specifically for store use will contain camera ready art including a "Paneling Makes Perfect Month" logo, for use in advertising and promotions. Kit material offers suggestions for promotional themes and ideas. "New Wall Styles" a 20 page booklet, will be available to dealers from PPC members. This can be used as a customer handout promotion.

Ways to put more zing

and profit in paneling sales

PESPONDING to rapidly multitlplying consumer promotions and customer interest, many stores are beefing up the decorator portion of their paneling inventory. A product mix of 30-500/o is becoming common with good reason, since gross margins average 300/o to 4Ao/o* average add on sales of$25 per panel transaction.

The headache for some dealers comes with displaying designer panels. Paneling customers, usually women, expect a fashion flair and pizazz in paneling presentations. They also want displays that are well organized, neat and complete with no awkward empty gaps.

Guy Martineau at Diamond Hill Plywood recommends building vignettes. A free standing X will allow

creation of four mini rooms. When each is paneled with a decorator design, accented with moulding and wainscotting, accessorized with fl oor covering, several small pieces of furniture, lamps, a plant or bouquet, the shopper is able to visualize what the paneling will do for her home. A few strategically placed spotlights will give the paneling added dimension and beauty.

Using a multi wing paneling display is another solution suggested by Martineau. This type of merchandiser allows a dealer to display his most popular panels back to back on hinged panels. The customer can leaf through them like the pages of a book, getting optimum decorator impact from the full size 4x8 panels.

Martin€au suggests the back wall of

Do

(1) Make your paneling department more visable with signage like banners and ceiling hangers.

(2) Open up your paneling area as much as possible with plenty of space and light.

(3) Display panels against painted, not paneled, walls. Use a vibrant floor color to emphasize paneling. Avoid red, yellow and orange tones.

(4) Display related products like mouldings, nails, adhesives and paint in the paneling area.

(5)If there is space, set up a table and chairs to make customers more comfortable.

(6) Use incandescent lights to highlight panels or color corrected fluorescent bulbs. Cool white fluorescent bulbs tend to gray out panel tones.

Don't

(1) Offer too broad a product line. Order to suit the tastes of your customers.

(2) Use guesswork in ordering.

(3) Let out of date or misleading price information turn customers away.

(4) Underestimate the power of a good display.

(5) Let merchandising aids run low.

(6) Allow empty displays, messy floors, outdated signage.

(7) Underplay your paneling department - prominence is profitable.

Story at a Glance

(7) Display a good mix of patterns, colors, grades and species. Place contrasting wood tones side by side.

(8) Use truckload sales, clinics, tent sales and similar events to boost sales, supporting the promotions with advertising and point of purchase materials.

(9) Pull slow movers and add new styles and designs regularly. Put the high-end panels in prime traffic areas where they will be seen first.

(10) Solve space problems with sample caddies, modular or wing displays.

(11) Show prices clearly and attractively on each panel.

(12) Use videotapes to show customers how to install panels. Offer free tapes for weekend use with panel.

How to increase sales with effective displays... different types of merchandisers . . profit oriented ideas you can use to sell panels.

the paneling department as a good location for this display. It also comes in corner and free standing models.

A panel caddy used in coqiunction with a wing display can hold an additional 80 to 90 16x24 inch samples. This free standing unit allows samples to be pulled for customers to take home to match to other materials.

Free standing A-frame displays can be used on one or both sides to display several panels. Martineau points out that a Savannah, Ga., chain, Builderama, uses as many as 20 of these in their newer stores.

Placed at the ends of aisles, they create a walkway of decorative paneling. Builderama has five stores in Georgia and five stores in South Carolina.

Tall, slender rotating units with four wings can be uied to display 16 decorative panels. "Some designers are using these very effectively, particularly for lovely wallpaper designs," Martineau explains. "They are easy to handle and work with." Another display that works well is

a free standing rack or enclbsurg holding panels upright in a staggered arrangement to show off the pattern of each. Used as a free standing island in the middle of a wide aisle, this type of unit can display panrlls on both sides with the stock in the middle. Since no warehouse space is necessary, this is a good display for stores with limited space.

Many manufacturers of decorative paneling offer merchandisers as part of their marketing programs.

These are usually adaptations of the types described. All displays can be made more effective with the addition of color photos or graphics and good signs.

With any merchandiser, it is important that the dealer dramatize the presentation with good lighting, good housekeeping; a prime location adjacent to other decorative materials and cross merchandising. "The dealer who does all this will definitely be in the paneling business."

How to make money

I\ECORATIVE paneling can be a l/ profit maker for a dealer who knows how to make the most of the sale opportunities it offers.

Displays, promotions, advertising and visual merchandising are important, but you have to have the right product and the right prices to be successful. R. D. Passaglia, vice president, marketing, Sequoia Supply, advises building an assortment of the different categories of prefinished paneling.

These, as he lists them, are wood grain, decorative, tileboard and real wood planking and panels. In addition, he recommends having a full selection of the different backings or substrates (mende, lauan and hardboard) as well as veneer, print, vinyl and paper overlay faces.

"The blend will depend upon the market you're trying to reach," Passaglia explains. Once considered a product to only "cover the wall," prefinished panels are now decorator items. They have also expanded into

the bathroom and kitchen with moisture resistant patterns of tileboard. Despite being perceived as more style conscious and higher end, panels are still fast and easy to install with great effects, he points out.

The market is tending towards the high end "real wood" panels, according to Passaglia. He attributes this to the same force as the growing preference for cotton, wool and other natural fabrics.

Pricing, Passaglia said, should be based on categories of good, better, best value. He recommends l0o/o to 200/o of inventory in the good category with a few panels priced for promotion. The better, or popular price, panels should be about 500/o of the inventory with the best at a 250/o to 300/o level. If over time, the best move better, he advises increasing that percentage.

Each pricing category should have a balance of color, style and design with an emphasis on the most popular selling. Examples of current best sellers are double beaded groove and real wood veneer faces.

Retailers can expect a margin of 170/o to 200/o on the lower end of his price assortment; 220/o to 270/o on the better, and28o/o to 35% on the best of the line, according to Passaglia. He recommends that a dealer encourage sales of the best category or higher priced panels by using them in vignette and room setting presentations. Signing to point out the superior features and spotlights to accent the quality appearance will help to sell do-it-yourselfers.

Panels should be emphasized in advertising with print ads showing

finished applications. A nice looking room makes customers want to make their room look just like it, Passaglia points out. "Sell the sizzle, stir the imagination, create a need."

He suggests alternating ads showing an assortment of good, better, best with ads featuring only the best but always with a line emphasizing "Other styles as low as -." These ads should run ahead of the season. At the height of the season, the retailer should "bang popular prices."

Panel sales divide into fall and spring seasons. September, October, November and March and April are peak selling months with the fall months coming in first. The second half of the year normally accounts for 55% of the annual sales as compared to 450/oin the spring, Passaglia noted.

There are fewer sales fluctuations in states with warm climates, he said. Regardless of geography and weather, June, July and August are the slowest months in panel sales.

Dealers who hesitate to order heavily on real wood and "fancies" in the designer line can special order, Passaglia pointed out. By using his distributor for inventory, a dealer can cut back on space and investment demands.

Story at a Glance

Marketing v.p. reveals secrets for success... identifying best sellers...settang margins... advertising and promotions.

Paneling viewed from the top

The prefinished wall paneling market remains vital, showing more than a 150/o increase in total shipments over the last six years. The ups and downs of the

,'4:, various types within the overall category of prefinished paneling, reflect the high level of activity among manufacturers as they develop new and more contemporary panels.

Now, more than ever, the industry, along with the Plywood Paneling

Council, is working to produce and promote higher quality and higher style products to consumers. The long term health of the industry depends on our ability to produce attractive products that represent high value as well as low cost.

As an industry, I believe we are doing a credible job of this, and it will get even better. New patterns, colors, textures and wood species are steadily coming into the market making this an exciting time to be a part of the industry.

Diane Montoya President States Industries. Inc.

The biggest thing we've been seeing is the increased demand for beaded paneling. Our beaded hardboard products that replicate a country-style look have been Proving very popular in the past six months.

Don Grimm Director of Marketing Building Products Hardboard Group Masonite

Broader product selection and improved dealer services are the focus of manufacturers and wholesalers distributing prefinished panel products. More light woodgrains, more specialty decorator woodgrains, and more textured non-woodgrain decorators have been introduced. We're emphasizing the full spec-

trum of prefinished plywood backed panels with new low end woodgrains, and proven mid-range selections. We feel a lot of pressure to work more effectively in the areas of training, point of purchase and promotions in conjunction with our distributors. Today's consumers have many decorating options. We have to keep the category in front ofthem all the time.

Jerry T. Hood Marketing Executive Plywood Panels Inc.

The paneling industry, always a favorite with do-it-yourselfers, has gone through some positive changes in the last few years. Traditionally, paneling for the home took the form of woodgrains and was primarily installed in finished basements and family rooms/dens. Today the emphasis has shifted to decorative "designer" inspired panels. These panels combine the ease of installation of the typical 4' x 8' sheet of plywood with the look and feel of wallpaper. Increasingly, paneling is moving out of the basement and into living rooms, bedrooms and, in fact, to every room in the house.

Decorative wall panels now are a significant portion of the paneling selection offered by most home centers. This shift has excited retailers because they now have a brighter, more fashion-oriented paneling department. They also have a new story to tell their customers because paneling is now perfect for every room in the home.

Howard Steinberg President Ply*Gem Manufacturing

Many of our paneling retailers are seeing sales growth of 7o/o to 390/o over previous years, including both large retail chains and independents in the South, Central and the Northeast. All are realizing both sales growth and profit returns due to greater advertising, promotion, broader selection and display efforts. The most successful are those who merchandise wall paneling yearround and those who sell the entire decorating project. This includes everything from molding to nails to ceiling tiles. Everything that the consumer needs to complete a decorating project.

Other keys to maximizing profit potential and growth in paneling

include the need for the retailer to be perceived by d-i-y and contractor customers as the place to buy decorative wall products in the trading area. having a broad selection and being dominant in the paneling product category. A broad product selection aimed to appeal to the women shoppers is important. The trend is definitely toward softer pastels and related colors, the use of lighter colors to brighten and open up spaces. Textures are also a favorite. There is definitely an underlying desire for quality paneling products like hardwood veneer wall panels. Everyone is upgrading in all their decorating projects. Half wall treatments are in. Wainscotting with wallpaper-type paneling on the top and beaded paneling on the bottom is still growing in popularity.

Robert T. Renfro President Weyerhaeuser Paneling Division

The overall interior paneling market for the past three years has been relatively stable. Total shipments of paneling have been just under 3 billion feet, varying up and down by 2o/o and 3o/0. Within the market we're seeing an increase in the usage of tileboard decorative overlay panels but less interest in woodgrain panels.

Lou Wasko General Product Manaser Abitibi Price

We expect the popularity of light colors in paneling to continue. Consumers are also enjoying not only the variety of grooving patterns manufacturers are offering, like the oldfashioned Victorian beaded look, but also the selections available for upscale housing, from a bleached look to a deep walnut or cherry panel.

Dick Rose General Manager Paneling Division Georgia-Pacific

Story at a Glance

Where paneling is headed. .. what's selling, what's not. how paneling manufacturing execs see their product and its future. why retailers can profit from changes.

Gut callbacks & claims with proper panel handling

CTORE them right; handle them rilwell. Dealers who follow those two simple rules can decrease claims involving structural wood panels. Preventing damage to panels in the yard or on delivery to the jobsite is, literally, no problem.

First, store panels under cover whenever possible. If they may be exposed to rain, high humidity or other conditions which might cause moisture absorption, cut the steel banding on the bundles. This will prevent damage to edges and to the top and bottom panels in each stack.

Handle panels carefully at all times, and especially avoid dropping or bumping them on edge, which may splinter or chip corners. This

Story at a Glance

Tips to prevent panel damage in yarding and delivery.. instructions for stacking, covering .procedures that eliminate claims and callbacks.

type of damage won't affect a panel's structural performance, but it can add to in-place repair costs and make a dealer's product look inferior. It's especially important to protect the edges of tongue-and-groove panels, since edge damage can make it a problem to fit these panels together. When delivering panels to the jobsite, never dump them directly onto the ground. Uneven terrain, mud and moisture can play havoc with panels, leading to warping, delamination and other problems. Find a high, dry, level area for storage.

Experts provide answers to paneling questions

6URING the last few years. types lland tastes of panel products produced for interior, exterior and structural uses have changed at a lightning pace. Here, a group of paneling manufacturers, wholesalers and retailers answer l0 questions on what products are going up, what's down and out, and what dealers can do about it.

What's currently hot in interior panelin[

Dyer Vann, general merchandise manager, lumber & building materials, Builder's Square, San Antonio, Tx.: The decorator panels are selling really well right now. This winter we underwent a major change in our paneling departments, expanding to 40 SKUs with decorator panels going from eight to 15 of the 40. We experimented with a dark blue wallpaper design, flowers, animals, and everything's selling well. They have taken some market share away from the woodgrain panels.

Story at a Glance

Panelists discuss the current tops and flops in interior, exterior and structural panel products. .. the future of paneling improved merchandising techniques.

Dick Wegner, sales manager, Trimac, Portland, Or.: More popular is the higher end woodgrain, with more fidelity and realism about them. There's been a general upgrade in the type of materials used. People are looking for products that are not the old traditional random plank paneling look of l5 to 20 years ago.

Will these current trends continue?

Vann: Like any general trend, decorator panels will have their ups and downs. We're on the uphill side right now. Within a couple of years it should slow down.

Wegner: Paneling will continue to grow, albeit slowly, as a specialty item. Instead of the old volume days, when people looked for the most economical thing, they'Il be using it because they absolutely have to have it. Especially in the West, where there aren't as many basements, attics and beat-up,walls.

Manufacturers will have to offer innovative kinds of faces and looks that people want to buy, and retailers will have to ofler that kind of selection,

How is the exterior paneling

Larry Korey, sales manager, Wholesale Wood Products, Dothan, Al.: With the slow housing start situation right now, everything is slow for the specialty lumber wholesaler. For example, beveled cedar siding is off a bit, not capturing the piece of the pie it once was. Masonite and vinyl sidings are very hot. They have the affordability and maintenance advantages.

Katherine Upton, marketing director. Laco Lumber, Woodland, Ca.:

Then lay down at least three 4x4 stringers to create a platform. Place one about a foot from either end. and the third midway between them. Other types of blocking may be used, as long as they keep the panels away from direct contact with the ground and support the load evenly.

Panels perform best when the stack

is loosely covered with plastic sheets or tarps to protect against weather. This step may seem strange, since the panels are likely to.get soaked on the building anyway before it is closed in. But what's important here is to protect against uneven exposure to moisture. Covering loosely is the key. The top of the stack should be fullv covered. but

the covering should be held slightly away from the sides and bottom to allow air circulation. Tight coverings, when exposed to sunlight, create a greenhouse effect which encourages mold formation.

Proper storage and handling will go a long way toward eliminating claims and callbacks.

The lap siding market is very strong in wood and vinyl. It gives a more traditional look to a house as an upgrade. Especially as an upgrade on a stucco home, it gives it an instant facelift. That market's really strong now, but everything goes in cycles.

What's in thepanEIinEf- future for exterior

Upton: Right now Douglas fir is our strongest market. But we've started to introduce southern yellow pine to the West Coast and while there is some initial resistance, I can see a day when, because of its price advantage, SYP will have a nice share of the market. At the same thickness, including all shipping costs, SYP costs 250lo less than fir.

Our particular product is middle of the road between hardboard and lumber, being not solid wood but an upgrade over hardboard. We've also designed it in shorter lengths so one person can put it up. Although new home construction remains the primary market, you have to start appealing to do-it-yourselfers.

What's happening today with stru@

Dave Weston, panel products sales, SCR Inc., Lake Oswego, Or.: There's been a move to more com-

posite products, such as waferboard or layered boardminute pieces of lumber layered to oriented strand board. They don't require peeling veneers. They use wood chip shavings, flat pieces, slivers, compressed into a panel.

Also, previously plywood panels and sheathing were not rated. Now federal laws and commercially approved grades are determining different standards for different uses. You see this in underlayment, for roofs, side walls and other stuctural panel uses. Woods now must be engineered to varying criteria.

We'll see less access to better quality. Exotics will be used solely for interior and decorative purposes. And less importance will be placed on the solid wood products.

Are dealers happy with the response paneling has reieiveit in thE marketp_lacd

Wegner: Retailers who take an interest in their inventories and are stocking reasonable SKUs, are doing well and reporting sales are up since a low point ofthree or four years ago. The ones who aren't doing this, aren't happy and in some cases are considering eliminating or reducing paneling inventory. The ones doing a goodjob offer a great selection, take a personal interest in it, and are advertising and merchandising it well.

have any suggestions to improve their

Wegner: You've got to show a real big piece of the product. The best way to display paneling is to show the full face of the panel in an A-frame format. On the other end of the spectrum, the worst way is to have the panels flat-stacked horizontally. You have to pull the panels out to see them and this is difficult, especially in 6-foot high displays. Women, in particular, who are shopping for the decorative items. can't do that.

Are retailers taking this advice?

Vann: The way our stores are set up, we're pretty limited in how we can display paneling. Due to space, panels are lying in racks. It's certainly not the best way to display it. Frankly, it's not very good at all. Manufacturers and wholesalers are constantly giving us ideas how to better merchandise paneling, but we have yet to see one that actually works well in the warehouse-type concept. Due to our help situation, we need displays with very low maintenance. The horizontal racks allow us to load a whole pallet of panels and walk away from it. Other displays might take three or four people to stock.

Build platform of cull panel and scrap lumber 4x4's for stacking panels.

Stretch plastic film over platform to block

Nail film to top panel and drape over ends for protection against driving rain. Weight lower end with 2x4. passage of ground moisture.

Lay two 2x4's on top of stack.

Stretch film over stack and secure to tie-down stakes.

Gommitment to style gives paneling department an edge

LEGANT, upscale, subtle coloration, texture, real wood. richness, warmth, decorative and flexible are the buzz words for decorative paneling trends this year.

The industry, which includes wall planks, reports a retail sales market close to $800 million with dealers averaging six to seven turns a year at a 27-300/o margin. Shoppers are favoring the high end products, with natural wood finishes in the"library" or "country French" look selling well.

In addition to hardwood veneers, softwood and hardwood planks are being used for entire rooms as well as wainscoting and accent walls. Both light and dark woodgrains are good sellers with whitewash and pickle finishes as well as furniture quality pecan, walnut, cherry and oak in vogue.

Story at a Glance

What's hot and what's not in decorative paneling. .. how you can take advantage of trends and price points to achieve 6 to 7 turns at27-30o/o margin.

Double beaded groove patterns are hot for the country or Victorian look while the wide or random planks harmonize with both formal and casual rooms. Grooves and texture finishes are available to harmonize with almost any decorative theme.

Tileboard was exciting news at the National Home Center Show earlier this year as several manufacturers introduced new decorative patterns. Available in both marblized and the traditional tile finishes, with or without a design, the hardboard panels surfaced with melamine fill a d-i-y need for easy to apply, water resistant bath, kitchen and laundry wall coverings.

Designer patterns and color describe this category which has developed in a variety of price points. Patterns to please almost every taste and colors ranging from muted to brilliant with prices suited to a broad range of budgets make this a category to be in.

Scenic designs are among the latest trends for patterned panels. Aimed at the outdoor sports enthusiasts, nature lovers and country look fans, they concentrate on

a consumer segment considered by some to be the backbone of the paneling business.

John Redding, vice president and general manager at Weyerhaeuser Paneling, points out that the printed scenic panel which they introduced in 1975 was the paneling industry's top selling decorator product for many years.

Satin, silk, pearl, linen, grasscloth and tweed are trendy background textures for designer panels. Stripes, dots, florals, fruit, geometric, and scenic mini prints are found in almost every manufacturer's collection. The once popular earthtones have returned although blue, rose, green, peach and mauve pastels still predominate. Color variants such as butterscotch, putty beige, carmel and arctic grey appeal to the avant-garde. Southwestern shades are still current.

A design newcomer is the simulated wood inlay. Done in a large repeat pattern of bouquets in dark and light woodtones against a light woodgrain background, the concept is gaining acceptance from the shoppers looking for something different.

Thanks to manufacturing technology, laser printing, etching, embossing and innovative inks keep improving the appearance of the designer paneling. Literally hundreds of attractive, durable, easy to install panels are on the market in a wide price point range. A single 4' x 8' panel will cover about 32 sq. ft., virtually the same area as a roll of wallpaper. Prices from around $5 to nearly $50 a panel make paneling competitive with wallpaper and paint. For those with generous decorating budgets, the natural wood "library" panels sell for as much as $150 a panel.

This price range plus the innovative marketing programs offered by manufacturers and distributors help maximize the profit potential for every retailer who works at making his paneling department attractive to customers. Promotional materials, how-to literature and videos, merchandisers, signage and lots of promotion and advertising in the consumer press all help him to achieve success.

In discussing the sales potential of the high fashion styles such as Georgia-Pacific's Gloria Vanderbilt line, Dick Rose, general manager of the G-P paneling products division, said, " retailers can add some real excitement to their paneling program. This is an opportunity to offer customers something new and innovative at a fair price while enhancing the bottom line."

stands or panel

Decorative Panels: A panel of hardwood or softwood plywood, wood fiber substrate, hardboard or gypsum with a real wood face, a paper overlay, direct print, wood print, wallpaper or melamine finish.

Extruded Particleboard: A particleboard made by extrusion through a die.

Fiberboard: A general term that refers to any ofvarious panel products such as particleboard, hardboard, chipboard or other type formed by bonding wood fibers by heat and pressure.

Hardboard: An engineered wood product made from natural wood fibers bonded together into dense panels by lignin, wood's own natural binder.

High Density Overlay: Exterior type plywood finished with a resin-impregnated fiber overlay.

Mat-Formed Particleboard: A particleboard in which the coated particles are formed into a mat before being hot pressed.

(Plcase turn to pagc 4 I )

Aggregate-Coated Panel: A panel coated with stone chips imbedded in a resin coating.

APA Performance-Rated Panels: Panel products developed by the American Plywood Association such as APA Rated Sheathing, APA Rated Sturd-l-Floor and APA Rated Siding.

Composite Panel: A veneer-faced panel with reconstituted wood core.

Story at a Glance

Definitions every counter person needs to know. removable for posting on bulletin board... what makes one panel differ from another.

As an independent building materials dealer, you must remain competitive. You can't afford to pay too much. Nor do you have a good reason to.

Central Builders Supplies Company is a dealer-owned, non-profit buying corporation that has helped independents remain competitive for over 50 years.

Central Builders Supplies offers buying power t0 its 500-plus dealer membership to insure the best possible price. And all discounts, rebates, datings and advertising funds are passed back to members.

Call Central Builders Supplies. Learn more about our unique system that helps you to remain competitive. And profitable.

JuEWSS ERIE,ES

HomeClub, Inc. will open warehouse stores in Salt Lake City, Ut., and Moreno Valley, Ca., this month ... National Lumber will open an Alta Murriela, Ca., unit early next year

Home Depot has leased a 144,500 sq. ft. bldg. on 10.9 acres in Thousand Oaks, Ca., for a fall opening . Foxworth-Galbraith plans to open new stores in Nogales and Yuma, Az. . .

Harbert Lumber Co.. Grand Junction, Co., is planning a fall opening for a 10,000 sq. ft. replacement store at its present location Builders Emporiumheld grand reopenings for remodeled stores in El Toro and Orange, Ca....

Floyd's Ace Hardware, Pahrump. Nv., has added 7500 sq. it. for lumber and building sup- plies. Carl's Building Supply, Hadlock, Wa., has added a garden center . l4tickes Lumber has sold its retail unit in Modesto. Ca., to BMC West and its Salinas. Ca.. store to San Lorenzo Lumber Co., Bill Hughl mgr.

Village Lumber Co., Cambria, Ca., is refixturing to add space for a plumbing dept... Bill Self has sold Hometown Hardware. Myrtle Point,Or., to Don and Ana Marie Phillips Grass Valley Hordware, a Grass Valley. Ca., business founded in 1854, has closed due to the illness of owner Gary McCoy . .

Beaumont Hardware & Lumber Co., Beaumont, Ca., hosted its first annual Country Show and sale . . Spenard Builders Supply, Anchorage, Ak., won two home center industry Gold Awards

Power Townsend Co., Helena, Mt., won a Silver Award

Weyerhoeuser is liquidating the inventory at its Cerritos, Ca., door & millwork facility; this closure and the 1988 closing of the San Jose. Ca.. door and window unit have no effect on the Weyerhaeuser Customer Service Cenlers...

K & M Lumber & Millworkbas been formed in Crants Pass, Or., by Sam Kellam and Ron Knight Paci.fic Hardwoods is renting the Mayr Bros. Sorting Yordinthe Port oi Willapa (Raymond), Wa....

SCR Inc. has moved to new ofTices in Lake Oswego, Or. . Hordwoods, Inc., Orange, Ca., is opening a new office and warehouse in Chula Vista, Ca., this month PaciJic Madison Lumber Co., Downey, Ca., has moved its Riverside, Ca., operation to Sun City, Ca. . .

Higgins Lumber Co. has moved its San Bernardino, Ca., operations to a new. larger site in Riverside, Ca.; the San Bernardino facility is for sale . . . CalState Lumber Sales 1nc. has relocated its corporate offices and load-reload cenler to National City, Ca. ...

Spring/ield Farest Products lnc., John de Saint Phalle. chairman. and Richard Baldwin. pres., has formed to negotiate the purchase of the Georgia-Pacifc plywood mill in Springfield, Or....

Pope & Talbot Inc.is selling its Oakridge, Or., sawmill and veneer plant to Bald Knob Land &

Timber Co. for an undisclosed amouni . .. Wood International Corp., Porlland, Or., is now handling sales for Peacock Lumber Co.. Alicel. Or...

Idaho Timber (lorp., Boise, Id., is celebrating its lOth anniversary with a party at each location

Hampton Tree Farms, Inc., Portland, Or., is acquiring approximately 300 million feet of timber in Western Oregon from the Times Mirror Land and Timber Co. for an undisclosed amount. .

Western I4tholesale Moulding, Inc., Glendale (Phoenix), Az., has opened a 7,500 sq. fi. moulding and millwork distribution facility in Anaheim, Ca., serving Los Angeles and San Diego areas

Sierra PaciJic, Terra Bella, Ca., is adding a 52 bin sorter and stacker ... Sequoia forest lndustries, Dinuba, Ca., dedicated a mobil interpretive exhibit of a Miocene Era petrified Sequoia slab to the Smithsonian Instituti)n . .

The Durafloke Div. of L4/illamette Indusrrles, Albany, Or., is modernizing its particleboard plant. . . Schuler Corp., Salem, Or., has closed two distribution centers in a co. restructuring

Gatewav Forest Products i:s a new Wilmington, (Los Angeles) Ca., wholesale firm opened by Vince Cunningham and Bill Tracey

Harwood Products, Branscomb, Ca., has lost a hard fought city council battle to build a plant in Willits, Ca., that would have generated electricity from wood wastes . .

Housing starts {or April (latest figs.) were down 2.70/o to a seasonally adjusted annual rate of 1.04 million . . single family unit starts increased 5.10/a building permits increased 7.2olt

Canadian Plywood Fight

The U.S. plywood industry would lose $125 million in revenue and countless jobs if Canada is permitted to maintain nontariff barriers while gaining tariff-free access to U.S. markets under the Fair Trade Agreement, warned the plywood industry.

In Congressional testimony, the American Plywood Association targeted Canada's prescriptive product standards, said to bar 80% of U.S. plywood from use in Canada. Unlike American standards, which are based on strength and durability, Canadian standards are said to set physical characteristic requirements.

"U.S. plywood has been accepted in every country where applications have been filed - except Canada," said APA director Robert Anderson.

Under the trade agreement, the 200/o U.S. and 15% Canadian tariffs would be eliminated over a l0 year period. The APA urged the acceptance of "harmonized performance standards" before the tariffs can be lowered.

Loggerc Bdng Frght To Ca;ritol

Lumbermen brought their battle against environmentalists to Sacramento, Ca., recently, staging a parade of logging trucks and a public conference from the steps of the Capitol.

Bill Dennison, president of the Timber Association of California, and assemblyman Stan Statham (RRedding, Ca.) addressed a gathering of sympathizers April 28, warning of the "grave impacts" of the U.S. Fish & Wildlife Service's desire to place the spotted owl on the Endangered Species List.

During the last two years, the U.S. Forest Service has prohibited logging on 440,000 acres in California to protect the owl, said Statham. Loggers have accused environmentalists of using the owl as a ploy to stop old-growth harvests in California and Northwest forests. Current proposals to protect the owl would ban logging in vast areas closing dozens of mills and laying off thousands of workers, they say.

High Cost of Memos

The average employee annually uses $409 worth of oflice supplies, says the National Office Products Association.

Quality Contrcl Starts at a Very Early Stage at Pacific Southeast 'D

Forcst Prcducts Whatever fffiA"il"d tE .*.?

Dennis Johnson of Metropolitan Lumber Co.

Johnson joined forces with Metropolitan in 1956 and was instrumental in making the Chicago based wholesaler one of the most respected firms in the industry. About 60% of the lumber bought by Metropolitan in the '60s and'7Os came from the West Coast. Sennis was responsible for buying a good deal of this material and was a very familiar name in Western sawmill circles.

What is Johnson doing now? He's doing the same thing that he did 30 years ago - buying lumber for Metropolitan. Yhe only difference is the lumber that he purchases comes from Louisiana and Mississippi instead of Oregon and California. The West Coast's share of Metropolitan's purchases has dropped from 60% to 47% since the mid-seventies.

We asked Dennis what difference, if any, he sees in dealing with lumber mills in the South vs. mills out West. He replied that th6 people on the Pacific Coast talk kind of funny, but other than that there is little difference.

On The Soap 8oxWhat is This Madness Owl About?

Our Orange County, California, informant, Eileen Wright, tells us that the reas6n Jane F6nda and Tom Hayden are splittinf up is that Tomt many idiosyncracies were beginning to hanoi'Jane ind'she left. Wright also reports that the divorce settlement is bound to be an expensive one forJane. As California residents, the couple are subject to the commie{munity) property laws there. Hayden will get half and the state will set what's left. Wrieht?

Speaking.oT radical activists, d"o you know what Animal Rights Activists and Environmental Activists have in common? Both groups place more importance on animals than people. Makes you wo-ndei if the Animal Rights folks would prefer experiments aimed at curing cancer and other dread diseases be performed on people rather than animals.

The latest Environmental Madness has to do with a 30 square mib preserve in Southern California set aside for the preservation of the "Stevens Kangaroo Rat," an endangered species. $350 million dollars has been devoted to this project. Plans for a housing development on this land have been stopfed'due to the possibiliry 6f iniury to one or more of the rats.

Has any thought been given to breaking the endangered species list down into three grou-ps: worthy, woithless, and ioo coitly in terms of human sacrifice and/or dollars to save?

Y(XIN E IT!

JUNE

Jensen Byrd Co. - June 1l-12, summer show, River Park Convention Center, Spokane, Wa.

Coast to CoastJune l1-14, fall & winter merchandise mart, Salt Palace, Salt Lake City, Ut.

Prcific Coast Builders ConferenceJune Convention Center, San Francisco, Ca.

Spokane Hoo-Hoo ClubJune 15, day

Spokane, Wa.

14-17, Moscone at the races,

Dub's Ltd.June 16, golf tournament, Fountain Grove Golf Course, Santa Rosa, Ca.

Society of Wood Science & TechnologyJune 20-24, annual meeting, Bally's, Reno, Nv.

Mountain States Lumber & Building Material Dealers AssociationJune 21, Utah golf tournament, Park Meadows Country Club, Park City, Ut.

San Diego Hoo-Hoo ClubJune 22, speaker night, Stardust Hotel, Mission Valley, Ca.

Phoenix Hoo-Hoo ClubJune 23, Marvin Setzer Memorial Golf Tournament, Prescott, Az.

Forest Products Research SocietyJune 25-28, annual meeting, Bally's, Reno, Nv.

Oakland Hoo-Hoo Club - June 26, Oakland A's baseball game & tailgate party, Oakland Coliseum, Oakland, Ca.

JULY

San Diego Hoo-Hoo Club - July 8, fishing tournament, San Diego, Ca.

National Housewares Manufacturers Association - July 912, mid-year show, McCormick Place, Chicago, Il.

Building lndustry Credit Association - July 13, credit management seminar, Hanalei Hotel, San Diego, Ca.

Underground Storage Tank Requirements Seminar - July 14, sponsored by the Environmental Resource Center, Denver, Co.

Spokane Hoo-Hoo Club - July 20, calendar planning meeting, Spokane, Wa.

Black Bart Hoo-Hoo Club - July 21, annual bbq & golf tournament, Ukiah Golf Course, Ukiah, Ca.

Dub's Ltd. - July 21, eolf tournament, Bodega Harbor Golf course, Bodega Bay, Ca.

lnland Empire Hoo-Hoo Club - July 21, dinner/speaker meeting, El Rancho Verde, Rialto, Ca.

Mountain States Lumber & Building Material Dealers Association - July 21, Idaho golf tournament, ldaho Falls Country Club, Idaho Falls, Id.

National Retail Hardware Association - July 23-27, annual convention, Sheraton Centre, Toronto, Ontario, Canada.

National Hardwood Lumber Association - July 24-28, hardwood lumber grading short course, Ramada Inn, Carson, Ca.; Johnston Hardwood, Long Beach, Ca.

San Joaquin Hoo-Hoo Club - July 28, Coast Frolic golf tournament & dinner, Black Lake Country Club, Nipomo, Ca.; Shorecliff Resort, Pismo Beach, Ca.

International Lawn, Garden & Power Equipment ExpoJuly 3l-Aug. 2, Kentucky Fair & Exposition Center, Louisville, Ky.

Hem-Fir Hemlock Douglas Fir

goillinl W Inlprnla Lurnbpl, Pine Redwood Cedar

Yard & Offices: End of Alrport Rd. P.O. Box 723, Uklah, Ca.95482

Coos Head takes pride in its service to its r Shakes, shingles, hip & ridge (sales rep for customers and invites all inquiries, rnclud- West Forest Wood Products) ing the difficult- and hard-to-find items. r Cedar

r CCA Dressure treated lumber- dimension r Green DF S4S lumber 1x2 - 6xl6 r CCA pressure treated posts

HOME GENTER MERGHANT

BILL FISHMAN

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

f HIS MONTH the theme through! out the home center industry has been CUSTOMER SERVICE. I'm all for customer service. As a consumer I think it's great! As a marketer I know "service" is a terrific image to project. But, to face reality, service is only one small part of the "store wars" being fought among home centers and building material dealers.

Stand outside the exit of any large chain warehouse store and watch the shopping carts and the lumber carts roll by. Take notice of the shoppers. Maybe these do-it-yourselfers and project installers have switched their "fashion" purchases from the May Co., Buffums, Broadway, etc. to Nordstrom because of their superior service, but it is the big bucks that they save (or perceive they save) that brings them to the warehouse store.

Service alone is not enough! The lumber and building material dealers, the independent and small chain home center operators need to sharpen merchandising skills to compete with the giants.

Look at it from the shopper's point of view. The warehouse chain offers a greater selection than the neighborhood store. Their back-up inventories are larger. The shopper reasons he stands a good chance of getting everything he needs in one trip. What's more, on a $200 purchase he thinks he can probably buy it for $20 to $80 less. He'll put up with a lot of mediocre service for that kind of savings.

Superior service alone is not enough. To be a power in the market today the independent must learn to out-buy, outprice, out-merchandise, out-display, out-service and out-advertise all the competition. Impossible? To some maybe. But it ,s being done by a few in-

dependents. They are the budding giants of tomorrow.

Programmed buying is the key to outpricing the competition. Negotiate shrewdly and fairly with suppliers. They'll help. Suppliers are not interested in seeing the giants get more powerful. Approach suppliers with concepts that will help them move more of their products off your shelves and they will offer lots of support.

The independent is in a position to exercise greater control and flexibility in merchandising. The multi-store chain is hampered by communication links. The independent can turn on a dime.

So what? So the independents can more easily merchandise the local weather, unseasonal trends, national fads and local governmental and environmental regulations. It is easier for the independent to attract local shoppers.

Hang tough. If the store war gets nasty. get nasty. Use special buys to counteract the competition's claim of overall lower prices. Learn how to promote price sensitive items as loss leaders and make up the lost margins on accessories.

Be sure that the advantages of shopping your showroom are not the best

(Please turn to page 24)

WAYNE GARDNER executive vice president

AF-EW years ago the American Socil{ety of Association Executives suggested to its members that legislative activity would become one of the most important benefits that associations could provide to their members.

Not all members of ASAE were sure it would be the case. We were watchful, but not apprehensive, interested but not zealous in our efforts.

And then came the "spotted owl." Out of nowhere came injunctions against timber sales, affecting millions of board feet of lumber and countless thousands of jobs in Oregon, Washington and Northern California. As a part of the lumber industry in these Western United States, your job may be next. This hulabaloo isn't going to be restricted to the virgin forests of the Northwest. It's going to be felt throughout the industry.

In a series of meetings throughout

Southern California, members of LASC were given pieces of information on the timber supply issue and urged to take action. Action in the form of letters to your congressman in Washington, D.C. The association has written, has sent material, will write more and will make some personal calls. But it is more important and more meaningful for you, as a member of the lumber industry, to write or call your congressman and tell him how this "spotted owl" issue is affecting you, a voter, personally.

In addition you need to get other people from your company interested in writing letters to their congressmen. It may be the same one you have. So much the better. If each member of the House of Representatives gets one to a dozen letters on the same issue from voters, they are going to take notice. And they may put you on a list for donations later on, so that's not all bad either.

At the state level some 5000 separate bills are introduced at the beginning of the legislative season. Many of these could have an effect on the lumber and

Wbuilding material business. Western Building Material Dealers Association, of which LASC is a part, reviews all these bills and takes a position on each bill relative to the industry. We are presently opposing, among others, a bill by Assemblyman Sher having to do with clear cutting in California. This is just one ofa couple ofhundred we have positioned ourselves on, all on behalf of the lumber industry.

Nationally, NLBMDA has a legislative advocate in Washington, D.C. This person constantly feeds information to LASC on legislation. NLBMDA has become a part of the American Forest Resource Alliance, which is a group of lumber oriented groups in Washington. Timber availability is their main concern and they will be walking the hallowed halls ofCongress to get the issues settled so that timber is available and jobs are maintained.

You can be a part of this by writing to your congressman now and suggesting that fellow employees do the same. Your efforts along with the American Forest Resource Alliance will keep us all operating.

Legislation will be a big part of all of activities, associations as well as individuals. Thanks to the democratic process we have this opportunity. Avail yourself of it. Speak up now. Write that letter. Show an interest and get better legislation. You deserve it.

NORTHWEST

CHUCK LINK ive director

Fl AYROLL taxes which finance unF employment compensation are headed downward in the Pacific Northwest, thanks to the strength ofthe economy. The taxes have already come down in Washington and Montana, and Idaho is in the process of lowering them. Oregon and Washington should have

lower rates next year, unless a recession intervenes. Washington and Montana will likely whittle rates further next year.

The funds have come 180 degrees from the early 1980s, when Washington and Montana were forced to borrow from the federal government to finance benefit payments. The recession soon after triggered higher taxes. But strong growth during the last four years has replenished the trust funds.

Three factors in your safety record determine your Experience Rating Modification for worker's compensation: number of accidents, cost of accidents and size ofyour business.

The number of accidents weighs more heavily than their dollar cost since frequency reflects the relative safety of your operation. Business size acts as a stabilizer so small employers are not penalized unduly for a single high-cost claim.

A new tax law includes revised COBRA penalties for employers, taxing $100 per day per violation ($200 per day for family plans) and up to $15,000 for violations discovered during an IRS audit. A 30-day grace period is granted to employers who failed to comply due to reasonable cause and not willful neslect.

commentaries are based on historic data. The objective is to allow each firm to make business decisions based on the best industry information available in the context of local conditions.

FRED CARUSO executive secretary

II AY was Profit Awareness Month lU! for the retail lumber industry in the Mountain States.

Roger Wulf, MSLBMDA president and general manager of BMC West, Aspen, with the board of directors passed the resolution in a move to improve industry conditions through education and information. The promotion aimed primarily at middle management and front line employees.

Wulf said the industry is entering its peak period of sales activity. Now is the most critical time in the vear for everv-

one to be aware of the need for profitability and the factors that contribute to it.

Profit Awareness Month activities included the issuance of profit tip sheets and reports, and the development of a profit education program for employees. Since the association, which serves the states of Arizona, Colorado, Idaho, New Mexico, Utah and Wyoming, is a central gathering place for statistics and research studies. much of the information was compiled from existing research.

Wulf said that the MSLBMDA is sensitive to prohibitions against discussion of prices and the setting of profit indexes. All information, research and

Home Center Merchant (Continued from Page 22)

kept secrets in town. Tell your story boldly in your advertising. Talk about your buying abilities, merchandising skills, low price guarantees, ample parking, friendly help, how-to-do-it classes, easy-to-shop store, convenient hours, delivery policies, satisfaction guarantee and other shopping benefits. Tell it and show it. Back it with outstanding advertised specials.

And, after you tell it to your do-ityourself customers, tell it to your contractor, commercial and industrial accounts and keep those pickup trucks out of your competitor's parking lot.

Gor,uNG Sul,r,rvAN Lurvrgnn SaLES

pressure treated and stud inventory

golding sulilvan lumber sales p.o. box 916 (14824 goldenwest st.) westminster, ca. 92684-0916 fax 7l4-B9B-3816

55OO Gre€nwood Plaa Blvd., Sulte 1 1 0, Englswood, Co. 8Ol I 1

bill sullivan robert golding dale dickinson bill young

You insist on the best. You've builtyour reputation on ttrat fact. And Snrdi-\food@ gives youthe 24 carat qr.rulity that has set you apart from the rest.

Sturdi-Vood has set the newstandard bywtrich all otherT&G flooring materials are measured. Itb free of core voids, knotholes, warping, veneer defects and glue failure. And because Sturdi-\flood will not delaminate, youwon't be troubled bv dissatisfied customers u,ith costly callbad<s and refairs.

Because Sturdi-Wood is stiffer, and lies flaner, it means that it is easier to instdl than anyT&G flooring product onthe market. \Ve guararrtee it.

Plus it comes in *re full range ofAPASturd-I-Floor standard sizes.

So don'tbe surprised if the Sturdi-Wood you order is delivered to the site by armed guards. Thats how valuable our T& G flooring can be to you.

To place an order, call your local'sfeyerhaeuser Customer Service Center.

OPERANNG OPPORTUNITIES

WALLY LYNCH

Paid Associates

PO. Box 741623 Dallas. Tx.75243

THg number one question continues

I to be: when evervone has the same merchandise at the same price, how do you compete?

It isn't easy, but there are a lot ofpeople getting it done. Here are some possibilities.

There are six retailing variables used in planning to develop a positioning strategy within the market place. The variables listed can be manipulated to make a difference.

PRODUCT If possible, be part of a structured buying group. Either way, understand GMROI thoroughly, utilize and manage it. One additional inventory turn can be equal to as much as l0 margin points. The days of four turns won't cut it. Six is norm these days and l0 to l2 is doable. Be sure that your product mix stands for something. Make it easy

for customers to know why they want to buy from your company.

PRICE Matrix pricing will provide a structure whereby you can compete apples to apples. It generally takes eight prices to do it. Cash and carry, charge and carry, cash and deliver and charge and deliver with consumer and contractor pricing. Some call it compensatory pricing. There are other variables depending upon your situation. Such pricing removes doubts in the customer's mind and generally locates cracks in a competitor's armor.

PRESENTATION Physical facilities continually take a rap and are ineflectual in attracting all customers if they're dirty, unkempt or otherwise unattractive. Everyone goes back to the place where they are made to feel comfortable and welcome. No competitor can have your location, but it's what you do with it that counts.

PROMOTION This implies com-

munication, talking to your customers about why they should buy from you, telling them about your company and its products, establishing rapport. How many friends do you have and hold if you never speak or write to them?

PERSONAL SELLING Go into your competitor's store as a customer and see how long it takes before someone tries to take your money. See if you can get someone out from behind the leaning station so that you can give that person some money. Have a friend do it in your store. People do things they feel good about in places where they are made to feel good. Salespeople trained in personal selling are barely visible in our industry.

CUSTOMER SERVICES What customer services make you feel good when you make retail purchases? Have every employee make a list. You'll be amazed at the possibilities you'll uncover to generate customer satisfaction.

Sounds like apple pie and motherhood, but it is this back-to-basics approach that makes a difference in the bottom lines.

Check out our Calendar on page 20 for information on upcoming ) conventions, meetings and trade shows in your region.

For its natural beauty and enduring qualities, therds never been a better decking lumber than redwood And until now therds never been a redwood decking so affordable to so many. Louisiana-Pacific presents LP Desert Dry Redwood, in construction heart and construction common grades

With tight knots and natural variations of color and pattern, Desert Dry Redwood is easily distinguished from cedar and pressure treated lumber. Ifs a prestigious look And you can supply it so economicallv.

LP Desert Dry Redwood is kiln-dried so you can offer economy and performance every step of the way. By taking the moisture content down to 19 percent or lesg the load is lightened and you get more board feet on every truck Desert Dry Redwood loses nothing but water in the process

On the job, joints stay tight and shrinkage is controlled It also maintains a superior resistance to decay and insects Dried, trimmed, and surfaced so sizes are true, ifs paper wrapped for protectionin2" x4", 2" x6",2" x8" - 12" dimgnsions

and lengths up to 20 feet.

-For mbre information about Desert Dry Redwood or any of our other grades of redwood, call Bob Mosbv. Redwood Sales Manager, at 7 67 -443-7 5ll.

L-P Desert Drv Redwood. Go first class. But pay boach.

Select Knotty: A Tight Knot Redwood Sldlng lrom Simpson

With Simpson "Tight Knot" Select Ifuotty Siding, natural redwood beauty that meets the eye is matched by equally remarkable natural properties:

I Exceptional dimensional stability; resistance to warping, twisting, and checking.

I lmpressive insulation against both heat and cold.

I Unequald ability to take and hold a variety of finish options.

Simpson "Tight Knot" Select Knotty Siding is available seasoned and saw textured in V-Joint Tongue and Groove, Shiplap, and bold lV+'Tltick Butt Bevd Siding patterns, offering a wide range of apptcations.

The competitive edge is all yours, naturally.

I Member of the California Redwood Association

For immediate information on availability and the name of your nearest source of supply call:

Toll-Free Select Knotty Hot fine, l-E00-637:7W7. Simpson Timber Company, Redwood Division, P.O. Box 1169, Arcata, CA 95521-1169

Select Knotty Redwood

Chann€l V Shlplap V-Jolnt Tongue & Groove Thick Buit

Simpson RabbetodBevel

PenPly Sold To K-Ply lnc.

Peninsula Plywood, a division of ITT Rayonier Inc., in Port Angeles, Wa., has been sold to K-Ply Inc., a subsidiary of Klukwan Forest Products. Juneau. Ak.

No price was disclosed for the sale. K-Ply plans to make modifications to the cedar siding and specialty plywood products plant during a brief shutdown. Production will be resumed within a few weeks.

Spenard Expands In Alaska

After three years of consolidating by closing stores, Spenard Builders Supply, Anchorage, Ak., is finally expanding one of its nine locations.

The 4,500 sq. ft. Wasilla, Ak., unit is gaining an additional 3,100 sq. ft. of floor space to accommodate a kitchen center, floor covering center, window and door displays, and expanded paint, hardwood and hardware departments.

This is Spenard's first expansion since it added its Sitka. Ak.. unit in 1986. Since then. a severe economic recession has pounded the state's construction industry and forced the chain to close several stores.

The expansion was caused by the need to upgrade an undersized, 12year-old store and a perceived change in customer confidence. "A lot of people have seen their houses lose so much equity, they can't get rid of them," says operations manager Mike Buza. "So if they're going to live in them, they're going to add rooms and change carpets or appliances."

Freres Elected WGLIB Pres.

Ted Freres has been elected president of the West Coast Lumber Inspection Bureau for 1989-90. He is with Freres Lumber Co. in Lyons, Or.

Carl Allison, Sun Studs, Inc., Roseburg, Or., is vice president, and Harlan Friesen, Friesen Lumber Co., St. Helens, Or., is secretary/ treasurer.

The West Coast Lumber Inspection Bureau is a non-profit lumber grading agency serving member mills west of the summit region of the Cascades in Washington and Oregon, and in all of California. WCLIB is one of the three major rules-writing agencies for lumber grading in the United States.

Hawaii Hoo-Hoo Convention

Honolulu Hoo-Hoo Club will host the 1989 Hoo-Hoo International convention, Sept. 8-14 in Waikiki on the Island of Oahu, Hawaii.

This is the third time the Honolulu group has hosted the international convention of the lumbermen's fraternity, according to Philip A. Cocks, president. Other annual meetings were in 1971 and 1979. The Sheraton-Waikiki Hotel, Honolulu, will be the official convention hotel. Travel arrangements are being coordinated by USA Hosts-Hawaii which has toll free lines for the use of Hoo-Hoo members seeking information.

Hardwood Cabinets Popular

Over 700/o of the remodeled kitchens in the U.S. have hardwood cabinets made of oak, ash, maple, cherry, hickory or alder. These sales are part of $8.7 billion spent annually on kitchen remodeling.

Sacramento, Ca.

Ponderosa Pine, Sugar Pine White.Fir, Douglas Fir, Cedar, S-P-F

James A. Haas, gen. mgr.

Richard H. Mills

Mouldings, Millwork, Cut Stock, Plywood, Lumber, Particleboard

Sales Agents for:

Duramold Wood Products. El Paso. Tx.

W&W Moulding Co., Loomis, Ca.

P.O. Box 255546, Sacramento, Ca. 95825

u.s. WATS (800)624-5319

cA. WATS (800)32r-1278

(9161972-7282

FAX 916-972-7290

San Francisco, Ca.

Mahogany, Meranti, Keruing, Ramin, Nyatoh

Franklin O. Billings

FAX

Glulams Build Reputatftrns

Dealers can establish a reputation for dependability by assuring builders a consistent source of supply with a consistent inventory of quality building components at a consistent price.

Glulam beams fit into this category by being consistently available, as well as strong and stable in construction. Because it is an engineered product and not a commodity, a glulam's price is stable.

Glulam performance depends on the use of machine stress rated (MSR) lumber. Each piece of lumber in a glulam is machine tested to determine the amount of weight it can hold. It is then placed in the beam so that the resulting glulam is consistently strong and reliable.

The use of kiln dried lumber and exterior waterproof glue means that glulams will not shrink like green timbers. Glulams do not check, warp or twist, but remain dimensionally stable when exposed to normal construction conditions.

In discussing the benefits of glulams for dealers, Karen Mahoney, marketing communications manager

at Weyerhaeuser Co., a large producer of glulam beams, stressed that glulams, because they are manufactured, do not depend on the variable width and length of today's timbers. "Glulams are produced in depths of 6 to 24 inches, in lt/z inch increments," she explained, "and in a wide range of widths."

Glulams can be produced in lengths up to 60 feet and delivered to retailers in specified lengths. Waste is never a problem because every

(Please turn to page 35)

GLUllil beams can help a dealer service his builder customers better with consistent quality, supply and price.

WHOTESA TUMBEBC s tB )o.

SPECTALIZINC IN A

COMPLETE LINE OF THE FOLLOWING:

TREATED LUMBER & PLYWOOD

Meets specilications: AWPA C-27 -84 & C20-84, ASTM E-84, MIL-L-1 91 40 Type 1, FR-S. Meets UBC standard 42-1. D-BLAZE is a clear fir€ retardant treatm€nt.

D-BLAZE FIRE TREATMENT

retardant lumber - UL label

D.BLAZE FIRE RETARDANT PLYWOOD

/2,5/8,3/4 & 1'

AC COX plywood 5/16, 1 /2, & 3/4

ccx - 3/8, 1/2,5/4,3/4 1-1/82-4-1 T&G - NCX T-1-11 -5l8

CZCLP.2 DF TIUDSILL. AWPA C.2 lumber - above ground

iili iiE, iii' iiilJ,6}:;ri'i.:,,':'

2,8x8

CHEMONITE - AWPA - C-14 & c-l8

lumber-foundation grad€ - in ground

2x4 &2xe plywood foundation grade 1 /2 & 3/4 CDX STR I

*3 DF lagging LP-22

3xl 2 Rough

#1 DF MUDSILL . CZC school jobs

2x4,2xo

COPPERNATE "2SO''

DIAIIOND, ROSEBURG & SIERRA STOCK

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

#2 T & G: 1x6, 1x8

13 Shiplap: I x6, 1x8

*2 Com S4S: 1 x4 lhtu 1x12,2x12

*3 Com Sugar Pine S4S I x4 thru 1 xl 2

REDWOOD

CONSTRUCTION HEART ROUGH

I L L cA L L" OR DELIVERY

E@ ffi

CLEAR DOUGLAS FIR

CLEAR VG DOUG FIR S4S KD

1 x4, 1x6, 1 x8, 1 x1 0, 1xl 2 1x4T&GFlooring

5/4x12Stopping

2x4, 2x6, 2x8, 2x1 O, 2x1 2 4x4,8/4xl2rough

3x3-3xl 2. 4x4-4x l 2, 6x6

ROUGH DOUGLAS FIR

#1 DOUG FIR ROUGH AND S4S

4x4,

8x8,

4x6, 4x8, 4x1O,4x12,4x1 4

6x8, 6x1 0, 6x l 2, 6x1 4

#2 & #3 rough Douglas flr timbers also avallable

+eclfrcatlons. Gontact Charlb Batnos

(213) 562-rsol (714) s42-e557 FAX (213) 564-5842 JONES WHOLESALE LUMBER COMPANY - 10761 So. Alameda, Lynwood, CA 90262 o Larry Bolllnger o Steye Th.urgood o Charlle Barnes Speclatireated oriers salos Mgr' Mlll Directs 7:OO a.m. - 5:OO p.m. Monday through Friday o Curtls Brown Simpson Strong-Tl€

THE PROBTEM

Tick, tick, tick, tick, tick ...

Some fire retardant lumber can be a time bomb in your yard.

It's happened to too many dealers. They were selling fire retardant lumber that breaks down structurally because of a chemical reaction to high humidity and high ambient temperature. Dricon@ FRTW has a superior formulation that didn't degenerate ... and didn't get its dealers involved in allthe financial andlegal problems. The other producers have been changing

their formulas and hope the chemical problem is behind them.

The leader

across the boardl"

Fire Retardant Treated Wood

They're now saying they're finally as good as Dricon wood. But we've heard that before. Check yourinventory. lf you've been stocking wood that's'Just as good as Dricon wood," listen for a ticking sound. And call one of the Driconwood producers on the right hand page.

E SoruTl0ll

These producers deliver Dricon@ FRTW. The safe choice.

Pacific Northwest EXTERIOR WOOD

ALASKA

205-835-8551

WASHINGTON

800-552-8044

OREGON

503-224-8330

IDAHO

800-543-8462

Northern California

EXTERIOR WOOD

800-543-8462

KOPPERS CO.

9r6-s33-7814

Southern California

EXTERIOR WOOD

800-543-8462

KOPPERS CO.

7t4-39r-157r

PACIFIC WOOD PRESERVING

805-833-0429

Arizona/Nevada

ARIZONA PACIFIC wooD

602-466-780r

EXTERIOR WOOD

800-543-8452

Utah Colorado

UTAH WOOD PRESERVING

800-666-2467

Redwood Award Winners

KOPPERS CO., INC.

303-29s-2823

RE0W00D Million Foot Club Award winner for the second year, Pacific Forest Products, represented by Bill Barr and Ted Mathews. Pete Cadenasso, Bill Broderick and Shel Sussman (l to d show off the Alamo Forest Products trophy as newcomers to the Million Foot Club. Redwood Empire, Dan Naughton and Len Viale, received the honor for the eighth year. Martin Forest Products also earned one of the awards presented by Simpson Timber Co. in recognition of the sale of over a million feet of their product during a year

CIPITAL Lumber Co. received the Redwood Million Foot Club award for the 14th consecutive time. Marty 0lhiser (left) at the Healdsburg, Ca., facility and Mark Lofland, Chino, Ca., oflices, share credit for sales of over a million leet of Simpson redwood.

Boise Cascade Stock Plan

Boise Cascade Corp., Boise, Id., has established a $300 million employee stock ownership plan, partly designed to offset an anticipated decrease in medical coverage for salaried employees.

Under the ESOP. about 15% of Boise Cascade's 45 million common shares outstanding would be repurchased and allotted to salaried workers over time. Employees could not sell the shares until they retired or left the company.

D\ro

Standard isn tyour tlpical milltown. It's not even on most maps. Some folls probablywouldn t call it a town at all.

Butwelike to thinkof itas awonderfrrlmixof the very best of bottr the old and the new.

We ve got a zip code, but no post office. Cattle grze on our property, right alongside our state-of-the-art hardwood plywood facility. And the people who work here would iust as soon spend a weekend fishing or panning for gold on the T\rolumne as theywould driving the 150 miles west to see the pro team play in San Francisco.

After all,we've got the Curtis CreekMustangs. Right here in Standard.

You see, there's a special brand ofpride in this small California town that we doubt you'll find anywtere else in the country.

Mainly, because we like wtrat we do.

Ve think that you'll sense that the momentyou begin working wittr our people and our product.

"I think our quality is the best in the business. Even if we were to charge more for our product, I don t thinkwe d lose but a customer or two. And I bet they'd be back before too long.

"We just have more pride, take more care, prepare our wood bette! stand by our rules. Even where you can't see it.

Because we know that wtren the end-user cuts open thatwood for cabinets orufiatever, there better not be anyholes in it.

Armando Fregoso, Quality Control, l! years

Glulams And Dealers

(Continued from page 30)

section of a glulam is as stable and usable as the next.

Because of the higher structural values, glulams can extend farther without as many supports as solid sawn or dimension lumber. This makes them a good recommendation for floor and wall supports, girders and joists and garage door and window headers, according to Mahoney.

Tualatin Valley Builder Supply carries glulams at each of its four locations in Oregon. Cheri Kaufman, a company spokesperson, agrees with the advantages cited by Mahoney, adding "We can always count on Weyerhaeuser's glulams for quality and good service."

Increase In 2nd Homes

An increase in the number of vacation or second homes was responsible for the U. S. housing inventory growing 260/o to 100 million units from mid 1970 to mid 1980 while population gained only 110/0, accord-

ing to the Census Bureau. Spending for home improvements more than tripled in the same period, rising to $91 billion in 1986. Expenditures doubled from 1982 to 1986, the largest five year increase since housing expenditure surveys were begun by the Census Bureau in 1962.

Owner occupants of single family homes spent nearly $1,000 each for improvements in 1985. About one third of all home improvements were done in the south.

Happy To Be On Hold

Peterman Lumber, Fontana, Ca., has discovered a new way to sell to its customers, while they're on hold. Phone callers placed on hold hear customized commercials, created for Peterman by advertising agency Evans Enterprises. An hour-long tape of music and messages features a series of minute-long pitches.

"We have a new tape made every 30 to 60 days," says Peterman's Donna James. "It costs about $2.000 a year, but it's well worth it."

Mariners Forest Products, Santa Ana. Ca,, also uses the service.

Goleman Gup Set For Oct. 13

The third annual Coleman Cup golf tournament and the naming of the Mr. Hoo-Hoo of the Year award will be held Oct. 13, according to the sponsoring group, the Los Angeles Hoo-Hoo Club.

The lumber fraternity will hold the event at the Costa Mesa Country Club. Costa Mesa. Ca. Members and non-members are invited.

A charity drive to raise funds to combat children's cancer is also a part of club activities. The group has already donated all of its local 1988 and 1989 dues and intends to allocate $1 for each of the tickets sold for their recent Angels Baseball Night program to the Children's Hospital of Orange County.

This will raise approximately $750 towards a goal of$2,500. The funds will be presented at the Oct. l3th meeting in the name of the lumber industry of Southern California. Those interested in donating or obtaining further information are invited to contact chairman David Bufe'at 1lq 241-7001. One hundred percent of all donations received will go to the chairty, Bufe' noted.

Stolle To Acquire Caradco lnc.

Stolle Corp., a subsidiary of Alcoa, has agreed to acquire Kusan, Inc.

Divisions included in the proposed sale are Caradco, Rantoul, Il.; Special Products of Oregon, Phoenix, Or.; Mastic, South Bend, In.: Dayton Extruded Plastics, Inc., Springboro, Oh., and Southeastern Kusan, Gaffney, S.C. All manufacture residential building products.

No terms were disclosed. The divisions will become part of Stolle's Alcoa Building Products Division, Sidnev. Oh.

G-P Shuffles Executives

Georgia-Pacific Corp., Atlanta, Ga., has realigned l0 top executive positions, paving the way for a smoother management transition into the 1990s.

Ronald P. Hogan has been named president and c.o.o., succeeding Harold L. Airington, who is now chairman. Davis K. Mortensen replaces Hogan as head of the building products division.

Other promotions: Donald L. Glass is now senior v.p., building products mfg.; Michael A. Vidan, v.p., gypsum & roofing; George A. MacConnell, senior v.p., distribution & specialty operations; Willie L. Duke, group v.p., wood products mfg.; John F. Rasor, v.p., Eastern Wood Products Mfg. Div., Atlanta; William B. Nagle, v.p., Mid-Continent Wood Products Mfg. Div., Crossett, Ar., and William D. Rose, v.p., millwork & specialties.

Wolman Wood Ok For Animals

U.S. Food and Drug Administration Approval has been given to Wolmanized wood for use in the construction of containers storing animal silage, grain, feed and water.

There are no requirements for coating or sealing the Wolmanized wood for these applications. Over four years of extensive testing and government review revealed virtually no migration of the Wolman chromated copper arsenate (CCA) preservative used in the pressure treated wood products, according to Thomas Kosiba at Hickson Corp., owners of the Wolmanized trademark.

Mark E. O'Malley has been named the new president and ceo of The O'Malley Lumber Co., Phoenix, Az. E. V. O'Malley, Robert E. O'Malley and Larry Powers have retired from active participation.

Gary Malfatti, Martin Forest Industries, Healdsburg, Ca., recently visited his family in Italy on a business/pleasure trip.

Jim Summerlin, Sumwood, Inc., Palos Verdes Peninsula, Ca., and his wife, Dawn, have completed a business swing through the Caribbean and Central America.

L. James Weeks has been elected exec. v.p. of Maywood-Anderson Forest Products, Eugene, Or., and Woodland, Ca.

Dwight Curran, DMK-Pacific, Fremont, Ca., has been on a So. Or. business trip. Bob Mendes has joined the firm's sales staff, according to Curran.

Brett Spellman, salesman, Terry Lumber Co., Camarillo, Ca., won the chain's slogan contest with his entry "A Cut Above!"

Rich Bilby, Mallco Lumber & Building Materials. Phoenix, Az., has been elected pres. of the Phoenix Hoo-Hoo club.

Jack Adkins has been named v.p. of finance/administration for Idaho Timber Corp., Boise, Id., according to pres. Larry Williams. Norris Wheeler has joined the sales team in Weiser, Id.

Denise Hershkowitz, Logan Lumber Co.. Reno, Nv., has been elected pres. of the local chapter of the National Association of Credit Managers.

Ted Gilbert, Product Sales Co., Orange, Ca., and his wife, Rosie, are back from a two-week sailing cruise in the Caribbean.

Steve Small has been named mgr. of 84 Lumber, Steamboat, Nv. Co-mgr. C. J. Pecson was recently named 'the store's Superstar of the Year for his 1988 sales performance.

Spence Groshong is the new Particleboard sales mgr. at Roseburg Forest Products, Roseburg, Or. T.R. Cauthorn is new to plywood commodities sales and Dave Adams is plywood commodities & specialties sales mgr.

Wayne Gardner, exec. v.p., Lumber Association of Southern California, City of Industry, Ca., and his wife, Katie, enjoyed a l0-day trip to London, Switzerland and Portugal.

Don Swenson is back at DAW Forest Products, Lake Oswego, Or., after five years in private business.

Bill Pearson hasjoined the sales team at Guitteau-Newland Lumber Co., Eugene, Or.

Charlie Reynold is new to sales at Consolidated Lumber Co., Eugene, Or.

Dan Taylor is the new gen. mgr. of Snavely Forest Products' Phoenix, Az., distribution yard. Mark Spargo assumes Taylor's Az. sales territory. Tim Spellman has joined the international div., San Francisco, Ca., working out of Phoenix, selling domestic & imported hardwoods and radiata pine. George Snively is now c.f.o.

Kevin Brean, Snavely Forest Products, San Francisco. Ca.. married Clara Dale Peacock May 5, 1989, in Palos Verdes, Ca., followed by a New Zealand honeymoon.

Greg Koehn is new to softwood plywood sales at Timber Products Sales Co., Springfield, Or.

Scott Hill is now sales mgr. at Plateau Forest Products, Albuquerque, N.M.

John Reger and Steve Brown are new to the softwood div. ofJohnson International, Portland, Or., according to mgr. Dave Miller.

(Please turn to page 38)

Michael K. Yoshida has been named pres. and c.o.o. of MidPac Lumber Co., Honolulu, Hi., succeeding Wallace J. D. Lai, who continues as chairman and ceo. Dennis K. Hironaka is now v.p. of finance; Wayne K. Lincoln, exec. v.p. of marketing; Harris H. Hasegawa, v.p., melal & glass div., and Wyman W. C. Lai, sec./treas.

Peter Ganahl, Ganahl Lumber Co., Anaheim, Ca., recently hit a hole in one at the Yorba Linda Country Club, witnessed and vertified by Ganahl architectural mill gen. mgr. Bob Salas and hardwood store gen. mgr. Brent Bouslog.

Sean F. Lee has resigned as president and ceo of HomeClub, Fullerton, Ca. Herb Zarkin is acting pres.

Wayne Smathers has joined Willamette Industries, Albany, Or., as credit mgr. of the building materials group. He succeeds John Zalman, who has resigned, according to v.p. Floyd Vike.

Douglas T. Grover, Lanoga Corp., Seattle, Wa., is now gen. mgr. of the western div., overseeing Lumbermen's and Spenard Builders Supply. Robert Welsh is the new divisional merchandise mgr. for Spenard.

Mike Mensinger is the new president of American Lumber Co., Modesto, Ca., replacing Merle Mensinger, who has left the co. "to pursue other opportunities." Merle is the current NLBMDA pres. Mike had been v.p. John B. Mensinger moves up to v.p., treas.

Rick Suchecki is now specializing in mill sales for Wood International Corp., Portland, Or.

Rob Welch has opened a Salt Lake City, Ut., sales oflice for Broadview Lumber & Supply.

Brian Johnson is now in sales with Bohemia Inc., Eugene, Or.

Sam Rogoway, 9-year-old son of a cousin of David Rogoway, American Plywood Association, Tacoma, Wa., has his own weekly radio show, "Little Ricky Rocko's Rockin' Report," in Portland, Or.

Gary Swaner, Swaner Hardwood, Burbank, Ca., is in Paris, France, combining sightseeing with calls on mill customers.

Craig Wagner has been transferred to Larkin's Lumber & Building Supply, Waldport, Or., as mgr., according to owner Larkin Kaliher.

John M. Richards is the new pres. and coo of Potlatch Corp., Boise, Id.

John Roach, exec. v.p., Manville Corp., Denver, Co., has been named pres. of Manville Sales Corp.

Ken Edwards is now sawmill div. sales mgr. at Taylor Lumber & Treating, Inc., Beaverton. Or.

KyIe Morrison has joined the trading staffat Forestglen Lumber Co., Medford, Or.

Jerry A. Parsons has been named exec. v.p., cfo, sec. and treas. of Willamette Industries, Albany, Or., succeeding C.W. "Bill" Knodell. who continues on the board of directors. Ronald Stover is now v.p. ofthe paper group and will head the Business Forms Div. when exec. v.p. Kenneth L. Hopkins retires July l. Additionally, Michael R. Onustock is now exec. v.p., pulp & fine paper mktg.; Duane C. McDougall, v.p./controller, and Audrey M. Clark, asst. sec./treas.

George Badnoch has joined Oregon Canadian Forest Products, Orange, Ca., according to Dennis Richardson.

Mike Mackin, sales mgr., Hanel Lumber Co., Hood River, Or., organized an April 26 rally in Portland, Or., to unify efforts supporting adequate timber harvest levels in national forests.

Joe Koller is the new sales mgr. at Pan Pacific, Lake Oswego, Or.

Janet Oriole has been assigned additional duties in the maintenance dept. at Mungus-Fungus Forest Products, Climax, Nv., according to owners Hugh Mungus and Freddy Fungus.

If youneed strength andbeauty PALCO makes the grade . . .

Redwood structural grades.

PAICO makes the grades with the strength of the NGR grades and the beauty of redwood. PAICO makes 2x8,2xLO and 2x12 No. 2Heart

Structural and No. 2 Structural using the high-quality appearance standards of redwood and the shength standards set by the American llmber Standards Committee For deck joists, ledgers and stringers, PAICO makes the grades demanded by architects and engineers.

P stands for panel

(Continued front page l7)

Medium Density Fiberboard (MDF): A dry-formed panel product manufactured from wood fibers combined with a synthetic iesin or other suitable binder and com-

pressed to a density offrom 31 to 50 pounds per cubic foot in a hot press.

Medium Density Overlay: Exterior type plywood finished with an opaque resin-treated fiber overlay to provide a smooth surface ideal as a paint base.

Oriented Strand Board (OSB): Structural wood panels manufactured from reconstituted, mechanically oriented wood strands bonded with resins under heat and pressure.

Oriented Waferboard: Structural wood panels manufactured from reconstituted mechanically oriented wafers bonded with resins under heat and pressure.

Overlaid Plywood: Plywood panels with factory applied resin-treated fiber faces on one or both sides.

Particleboard: Nonveneer panels manufactured from reconstituted wood particles as opposed to wafers or strands, bonded with resins under heat and pressure.

Plywood: All veneer panels consisting of an odd number of cross-laminated layers, each consisting of one or more plies.

Structural Particleboard: Panels comprised of small particles usually arranged in layers by particle size, but not usually oriented.

Waferboard: Nonveneer panels manufactured from reconstituted wood wafers, as opposed to particles or strands, bonded with resins under heat and pressure.

These de.finitions are based on moterials provided by the American Hardboard Association, the American Plywood Association and the Particleboard/Medium Density Fiberboard Institute -Ed.

Over

leadingwholesale lumber companies. Our 16 professional traders do much more than buy and sell lumber. Each is a specialist in his field, his job is to personally represent his customers and meet their special needs. Half of the billion board feetwe market annually comes from nine well established Pacific Northwest captive mills which provide a broad range of species and grades:

Wheeler Manufacturing - Specified heaug cuttings up to 40'.

You get firm delivery commitments from Hampton on our contract rates. For safel faster, more reliable service we now have a new fleet of 73-foot center partition flat cars. From our reloads we offer reciprocal switching on the SB UP and BN; and we have monthly barge loadings from Newport, Oregon. For selection and service, for quality and quantity, Hampton is the name to remember for your lumber needs.

R00nlilG FEIE: Jeff Hamar (left), president, Galleher Hardwood Co., Santa Fe Springs, Ca., accepts the 1988 Tarkett C0-Distributor of the Year Award from Tarkett sales & marketing v.p. Thomas H. Reese Jr. It was Galleher's first full year as a Tarkett distributor.

up to 26'.

a billion board feet of top quality forest products are sold by Hampton's lumber traders every year. Hampton is one of the industry's

NEW PRODUGTS and selected

sales aids

Credit's The Key

Emergency spare keys resembling credit cards are now available from Cole Consumer Products.

CreditCard Keys are key blanks formed from a resilient plastic reinforced with hardened steel within a slim card-shaped housing. At purchase, the key blank is cut into an exact duplicate of the primary key. Keys bend out of the housing on a flexible hinge when needed.

Counter-top and add-on rack displays are also available.

Fire Arm

A propane torch holder which allows a lit torch to hang securely or rest safely on its side without rolling is new from Lumark International.

Reportedly eliminating the danger of fire and burns, Torch Grip also enables torches to swivel freely.

web strap. It hangs on 2" joists or similar surfaces and holds standard 14.1 oz. propane cylinders.

Eurowall Paneling

A new Eurowall paneling system has been introduced bv Outwater Plastic/Industrie's.

Utility Panels

Weather resistant, noncorrosive Tuf-Shield vinyl corrugated panels have been designed by Georgia-Pacific for most fencing, utility roofing and enclosure projects.

It is constructed of corrosionresistant, zinc-plated steel and nylon

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

The system uses lightweight, precision-milled interlocking planks 8' long, 6" wide and 3/8" thick. In most installations, the panels are said to be l00o/o usable, eliminating waste.

The pre-sanded planks can be stained or painted. They come in genuine red oak, walnut and cherry veneers.

Each carton contains six planks, covering 24 sq. ft.

The panels can be easily cut with tin snips, an abrasive disc blade or a fine-tooth blade with no set.

They are made of smooth fiberless PVC that reportedly resists cracking, chipping or flaking during storage, transport or installation.

The panels are available in five colors in 8', l0'and 12'lengths.

Cedarlook Siding

A new line of vinyl siding featuring the look of cedar has been introduced by Mastic.

Said not to corrode. rust or dent. the siding is available in silver cedar, autumn cedar or weathered cedar in a double 5" configuration.

Solar Panels

A new series of solar electric power modules tested against extreme temperatures, humidity,wind, hail showers, UV exposure and salt water

immersion is now available from Atlantic Solar Products.

The panels are oflered in seven power ratings, from 5 to 25 watts.

In-Wall Toaster

A built-in wall toaster is new from Iron-A-Way.

Designed to fit any wall between standard 16" on center studs, the four-slice toaster features a chrome finish, a pair of two-slice sections each with its own browning and popup controls, a safety disconnect switch, and a slide-out crumb tray.

Pre-Stained Panels

A pre-stained, plain sliced, clear wood veneer laid up on MDF core is now available from Mt. Baker Plywood.

Every panel is identical in color. Since scratches can be easily removed by sanding, restaining is said to never be necessary.

Four basic colors are offered for the 4'x8' panels, with thicknesses of 3/8", 7/2", 5/8" and 3/4".

Matching edge banding is also available.

Wallcovering Calculator

The Wallcovering Calculator from Greenbow Press can instantly calculate wallcovering requirements.

Clean Machine

An improved high pressure washer for home use has been introduced by K.E.W. Cleaning System. Changes to the all-purpose, maintenance-free, portable electric cleaner include higher cleaning power. lighter weight, an upright cabinet,

Stay Cool

A new through-the-ceiling venting device said to revolutionize evaporative home cooling is now available from Mission Manufacturing. The Up-dux system eliminates the need to open windows or doors

higher water temperature, an easily attached foam sprayer and a more convenient on/off switch size and location.

Among the accessories is a variety of nozzles, brushes, extension hoses and tubes, drain and pipe cleaners, and wet sandblasting equipment.

won't show scratches or scrapes, rot, peel, flake or blister. Airborne dirt, dust and grime can be rinsed away.

Made of durable plastic, the pocket-sized tool calculates figures in American, European and 54" wide rolls.

for cooler drafting and improves air circulation.

The vent utilizes a galvanized metal box with a grille on the bottom and an aluminum, spring-balanced barometric lid on top.

Pick A Slde

Vinyl siding featuring an authentic woodgrain embossed texture without the common high gloss shine is new from Alcan Building Products.

Signature siding is said to require virtually no maintenance since it

The siding comes in eight colors in a double 4" panel, a double 5" panel for the traditional clapboard look, or a new double 5" Dutch colonial style.

Plethora of Panels

New lines of hardboard, particleboard and lauan plywood paneling have been introduced by Holland Southwest International.

The hardboard series includes birch and pecan frnishes. The particleboard series, walnut, hickory, birch and pine. The lauan plywood series offers oak and hickory.

All panels are prefinished on 4' x 8' sheets with clean-cut v-grooves.

Kitty Caddy

i\ disposable kitry lirrer kit is ncw fionr Koos. Inc.

Thc starter kit includes -i-lbs. of' litter in a heavy dutl,corruguted bor coated with a waxed. leak-proof lining.

A rcuseable plastic collar holds open the bor. until rhe box wirh soiled litter is to be thi'own awav.

Filing Family

A linc of colorlirl new homc/of'ficc orgarrizers that can be assentbled in minutes is now av'ailable fiont Fclloil'es.

The I:rcestl'le Eclitron includes a portable lile urth hrnging flles and totc hancllcs. an activc file with llve tiered contplirtntcnts. u ntodular ntagazinc holclcr. lrling brtres. a drawer file uith lrundle. and a clesktop sorter w,ith cight indit'iclual compartments.

I)isplals lbr inclividual proclucts or lhe entire linc are ulso oflered.

Shower 'n Suds

A new shower acccssor! that adds liquicl soap to the $atcr flowing oirt of thc shower head is now available fionr llennctt \larrufacturins.

The Shoil'cr Soaper includes shower head. brass valvc ntechunisnr. soap intakc tube and a chronte holcler for a bottlc of'liquicl soap.

Floor Samples

The introduction of a new spacesaving merchandiser for hardwood flooring completes BiWood Flooring's trio of displays: The BiWood Profit Center.

ring. For surface applications, it mounts directly to 4" square or octagon boxes and concrete octagon rings.

The Plate Show

A solid wood plate rack for displaying dinner, cookware and craft items has been introduced by Lundia.

The streamlined unit showcases the entire product line while taking up only a small portion of floor space. It measures 78" x 54-l/2" x 24-1/2" with 18" x 20" sample boards.

The other displays feature a larger sample size and a "hand carry" design.

Trim The Bark

A dog collar said to discourage pets from barking without harming them is new from Relco Industries.

Fred Holmes 347O lowa City Rd., Marysville , Ca. 959O1 (916\ 743-3269

P.O. Box 800, Fort Br^gg, C^.95437 (7o7> 964-6377

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

The PeaceMaker collar quickly senses excessive barking and emits an irritating high-frequency sound wave which only dogs can hear.

Juice For Four

Quadplex, an easy-to-wire four outlet receptacle that eliminates the need for covers and wall plates, is new from Bryant Electric.

Constructed of lightweight, rugged Lexan, the outlets fit a variety of commonly used boxes. Only three terminations (line, neutral and ground) are required to energize all four outlets.

The unit's receptacle and adapter plate can be used for flush mounting to l- and 2-gang device boxes or 4" square boxes with or without plater

The components are available in eight colors.

The merchandiser is the latest in a series of retail displays for gift and houseware products.

Sensible Fencing

A colored composite, weather resistant fence system is new from All Weather Fence Inc.

The system uses an inner-channel, reinforced 2" x 6" rail and a 5 ft. hieh heavy-walled square post. Three aid four-rail designs are offered.

flange to see how the skylight is fastened to the roof by 10 screwdown metal brackets, while the unit rests completely on the roof deck.

Its vinyl core is co-extruded with a capstock layer of a weatherable, impact-resistant engineering plastic. The fence reportedly also is impervious to moisture. requires no painting, and will not rust, rot or splinter.

The fencing is ideal for equine and agricultural uses.

Reach For The Sky

A new display that encourages hands-on inspection of factory-assembled, self-flashing skylights is now available from Wasco Products.

The elite Skywindow display shows how the product's flexible, co-extruded flashing system hugs a roof deck for a watertight seal and routes water away from the unit through multiple systems of built-in water diverter channels.

Customers can lift the intesral

The 87" high x 48" wide x 18" deep merchandiser features a partially-shingled appearance. signage and two literature holders.

Moisture Meter

An electronic moisture detector with soft rubber pads on its base to prevent scratching or damaging the tested surface is new from Tramex.

The compact device has three scales of sensitivity calibrated for moisture detection in most buildins materials, including timber, plasterl sheetrock, brick and tile.

On Guard

A point of purchase display is now available for Palm Beach Plastic's line of high impact, non-yellowing polycarbonate plastic corner guards. The merchandiser showcases 36 heavy duty 0/4" x 3/4") , 36 self-adhesive (3/4" x 3/4") and 12 commercial (l-ll8" x l-1l8") corner guards.

Shelf Centered Brackets to build durable freestanding shelves that can be dismantled for moving and easily reassembled into a wide range of configurations are new from RC Co.

The high impact plastic brackets screw or nail into l " dimension lumber or 3/4" pressboard, plywood or

chipboard. Three bracket designs ("L", "T" and cross) can be combined to create different square or rectangular shelving units. Brackets can also be painted or stained to complement any decor.

Each Build-lt-Square package contains brackets and screws to build an up to five-compartment unit.

Efectronic Message: ZAPI

Scat Mat, a low voltage electronic mat designed to keep cats offthe car, pets off the furniture or even raccoons away from the garbage, is new from Contech Electronics.

The 54" x 20" flexible vinyl mat

has a small electronic control box mounted in one corner. When sup- plied with 9-12 volts, the box directs quick electrical pulses over the mat's conductive surface.

Animals coming in contact with the mat will experience an unpleasant yet harmless sensation.

Glear Cutting

RedMax has begun packaging goggles with all trimmers and brushcutters. both commercial and homeowner, to promote eye protection.

Rack Backers

Information-packed vinyl backers to make set-up, inventory checks and reordering simple are now avail-

able for Stanley Hardware's new UniRack Plus merchandising system. Each non-tear, non-fade backer contains a full product image, complete reorder information and a UPC scannable bar code.

Portable Purifier

A new take-it-with-you drinking water filter from Ametek reportedly snaps on and off almost any kitchen faucet to remove up to 980/o of dissolved lead, sediment, salts and minerals.

Producing up to three gallons of quality water per day, the compact filtration system is easily installed using no tools.

High TechLockset

A series of electronic locksets from Yale Security provides keyless entry in interior and protected exterior environments.

is entered, the lockset unlocks for an adjustable period of time, ranging from four to 16 seconds.

The locksets are offered in six mortise lock configurations, with features such as a l" deadbolt, internal thumbturn and key override. Six knob styles, eight lever handle styles and eight architectural finishes are available.

Super Bowls

Vanity lavatories are now available in a range of neutral, soft tone solid colors and rugged aggregate colors from Swanstone.

The Double Switch

A computerized ceiling fan and light control eliminating the need for separate switches and rewiring has been introduced by Transworld Products.

The locksets are microprocessor controlled, operating from a selfcontained, internal battery pack. Entry is achieved by entering a sixdigit memorized number on the keypad. When the correct combination

Carrying a 25-year warranty against cracking, the lavatories come in a variety of single bowl, double bowl and offset bowl sizes.

The l" x 2"x 2" Flip-A-Switch allows operation of all fan and light functions separately or together. It is easily installed in-line between any ordinary wall switch and ceiling fan, placed inside the fan canopy or within the ceiling outlet box.

Sure Footing

Scotch brand anti-slip tape from 3M provides safer footing indoors and outdoors.

Available in three grades, the rug- ged yet decorative tape features an adhesive backing that conforms to almost any surface.

The tape comes in l "-, 2" - and 4"wide rolls, 48'long.

Back-Helping Tool Belt

A revolutionary new tool belt from Alta Industries is said to help prevent lower back strain and inJUnes.

WThe Lighten Up tool belt's conical shape reportedly prevents slippage, allowing it to be worn much loosEr, permitting normal blood circulation. Full padding and contoured fit distribute weight and provide maximum comfort.

Sink Trap Door

A revolutionary J trap eliminating the worry of dropping valuables and other objects down the sink drain has been introduced by View-Eze Co.

Constructed ofspace age, durable copolymer plastic, transparent Katchtrap allows continuous flow of water while catching objects in its detachable bottom bowl.

The heavy duty tape comes in clear or black for steps, ramps, equipment or trucks, with a durable mineral surface for protection even when exposed to water, grease or oil. Medium duty is in gray or black for stairs, RVs, ladders, boat decks and docks. Light duty is available in clear or white for tubs, showers, around pools and other barefoot areas.

The belt is made of an advanced nylon fabric said to outlast leather. withstand punclures without fraying, and feel comfortable immediatelv. with no break-in.

A selection of versatile pouches and accessories is also offered.

Available in 7-l/2" or 1-l /4" sizes, the trap, which reportedly is leakproof and will not corrode, includes all fittings and washers.

Attic Entry Insulation

An economical solution to insulate self-storing attic stairways while still providing easy access to attic storage areas has been introduced by Azco, Inc.

Installed over the opening of the attic stairway, the Attic Zipper folds open and self-stores at the back of the stairs and easily pulls forward to close.

YOUR BEST SIDING DECISION @ ilw

Five wood veneer layers give PLYLAP outstanding stability and performance.

Plus PLYLAP does not swell or warp like imitation molded fiber sidings, or split and curl like lumber sidings!

It is made of expanded polystyrene insulation encapsulated in a sturdy woodgrained corrugated cardboard outer lamination. All major components are pre-assembled and require no cutting or fitting.

The insulation capsule is said to reduce attic noise, dust and drafts and keep homes warmer in the winter and cooler in the summer by preventing hot attic air from infiltrating into living areas.

ll|0 ililI0

ca]|$ t{ill| ll|0

il0 PR0r[$!

F.AMOWOOD is the PR(lFESSI0l{AL'S Att PURP0SE PIASTIC

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

Can be used under Fiber Glass!

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

Ayailable in 16 matching wood colors and white. BEVERTY

PLYLAP is available in 45 siding choices of Douglas Fir, Redwood, Cedar, or MDO PlYwoods.

LACO LUDIBER,INC.

1500 Case Place / PO Box 1130 woodland. Calrlornra 95695 (916t 66r-0812

Manufacturers of PlYlaPo $idiPg

Earth -To- Emst Cornmunirntinns

Ernst Home & Nursery, Seattle, Wa., has installed satellite dishes atop most of its 73 stores, providing a chainwide communications system.

Leasing 8-ft. dishes, receivers, VCRs and television monitors from Broadcast International. Midvale. Ut., Ernst has standardized in-store musical broadcasts and unified communications from the corporate office, including video conferencing, telemail and employee training.

In addition to the set music. the

public address system will also broadcast commercials for Ernst and its vendors.

Ernst is currently trying to gain local permission to equip the few remaining dish-less stores, says Ernst's Carol Best.

NAWLA Hardwood Program

The North American Wholesale Lumber Association plans to survey members for hardwood program ideas and interest, put together a

The Merchant Magazine

roster of regional hardwood associations to promote networking and develop cooperative educational programming with hardwood organizations.

Bob Owens, president of Owens Forest Products, chaired an initial meeting of 20 wholesalers and mill representatives at the NAWLA convention in Tucson, Az., April 18. Hardwood manufacturing, distribution and potential service programs were discussed. NAWLA includes 140 wholesaler firms and 20 member mills involved in the hardwood industry.

SUlLllll{G Materials Show, Salt Lake City, Ut.: lll Don Jordan, Boise Cascade Wholesale, Salt Lake City; Lynn Anderson, Fishlake Lumber, Beaver, Ut. l2l Denny Kenyon, Pioneer Wholesale, Salt Lake City; Dan Burton, Burton Lumber & Hardware, Salt Lake City. (31 Jack Cairns, Build-Rite Lumber & Subply, Rawlings, Wy.; Mike Morrison, Peachtree Windows. l4l Fred Hale, Colonial Buildinq Supply, Bountiful, Ut.; Doug Gordon, Titan Wholesal-e, Orem, Ut. [5] Bob Lindquist, Boise Cascade Wholesale, Salt Lake City; Herb Else, Harbert Lumber Co., Grand Junction, Co. (61 Ed Botkin, Dave Stratton, Mountain West Wholesale, Best Booth award winners. l7l Brent Petersen, Acropolis Wholesale, Salt Lake City; John Lindsey, Big John's Building Centdr, Glenwood Springs, Co. l8l Wavne Cantwell, Cantwell Brothers Lumber, Smiffrtietd. Ut.: Tom Brooks, Dimensions, Salt Lake City. More than 1 00 people from 53 retail yards in {ive states (Utah, ldaho, Colorado,-Wyoming, and Nevada) attended the Mountain States Lumber & Building Materials Dealers Associati0n sponsored show, March 23-24.

Wood Marketing Seminar

The 16th and lTth North American Wholesale Lumber Association wood marketing seminars will be held Aug. 13-19 at the University of British Columbia, Vancouver, B.C., and Oct. 22-28 at the University of Georgia, Athens, Ga.

The intensive educational Programs are designed to accelerate the development of sales and key administrative personnel at the wholesaler and mill levels. Wholesalers, mill sales managers and industry consultant instructors focus on subjects not found in other educational programs. The more than 32 hours of classroom instruction are reinforced through homework assignments, case studies, exams, role PlaYing demonstrations and field triPs.

97th Wholesaler annual

I\ESPITE relatively good business Uconditions lately, many of those attending the North American Wholesale Lumber Association convention expressed concern about the increasingly serious timber supply

shortages caused by environmentalists' actions.

Speaker Daniel Goldy, an industry expert on the environmentalist problem, called the "outlook forboding, the prospects dire" in

describing the current situation. He accused the environmentalists of seeking a total ban on logging in the United States, adding that their concern over so-called endangered species in the forests was nothing but "a hoax" to achieve their aims.

Goldy called for the industry at all levels to rally behind the newlyformed American Forest Resources Alliance.

Attendance at the 97th annual was 675, some 50 below last year, which was one of the highest on record. The convention was held April l6-19 at the Sheraton El Conquistador Resort, Tucson, Az.

Story at a Glance

Convention concern over dwindlingtimbersupply. L-P'sHarry A. Merlo honored with Mulrooney award... Larry Humphrey elected new president ... Jasper Park, Canada, June 12-15, for 1990 convention.

The prestigious Mulrooney Award was presented to Harry A. Merlo, chairman and president of LouisianaPacific. In a gracious acceptance, Merlo credited his mother with instilling in him the concepts of pride and hard work during his first lumber industry job: stacking boards for the old Diamond Match Company at age 16.

He called reconstituted wood products "the future of this industry," saying that "the owls and the preservationists have taken the big trees away from us." Merlo foresees the long

(Please turn to page 62)

WESTEBI{EBS: lll Dottie & Cart A[ison. l2l Darrell Hungerford, Ted Mick. l3f Bill Stevens, Carolyn Holmes. (41 Dave Bagdy, Dick Passaglia. lll fattry McKinnon, Dinly Moore, Hawk Furman. 16l Lanny & Pam Owens. lll Kathie & Rick Williams, Terrv & Teresa Hancock. (81 Jack Chase. (91 lon f. Marshall.

tlULR00tlEY AWARD winner [ll L-P's Harry A. Merlo (left) with Bill Wood and NAWLA president Henry Poler. l2l Lowell Ambrosini, Jim Ramsey, Allan Homes. l3l Bill Scott, Dave Kaney, Eric Canton. l4l Bill Herman, Ed Fountain Jr. l5l Gene Walters, Dick Davis, A. Richard Kasper. l0l Barbara Caldwell, Lee Roy Jordan. l7l Myrna & Ted Pollard, Nancy

& Bill Sullivan. l8l Ken Biggs, Ted Matthews. {91 John Samuels, Julie Wright, Keith Kersell. Il0l Clare Fongers, Jeff Loth. Illl Henry Poler, Floyd Vike. ll2l Vic Riolo, Bob Petow. ll3l Sandie & Mark Lolland, ll4l M. L. Sandy, Richard Gates. llSl Clayton Barns. ll0l Tom Embree, Bob Walton. llTl Jeff Frost,

George Baitinger. [l8l Clay Donne, Dick Procarione. ll9l Carol & John Cole. l20l Wilma & Ken Lott. (2tl tom Farmer, Ed Paul. l22l Tom Talbot, Steve Vercautern. l23l Roger & Michele Burch, Bob Edwards. l?41 Pam & Russ Britt. 125l Steve Boyd, Jim Epperson Sr. [26] Tod Tibbetts, Bob 0wens.

Hardwood Wholesalers Approve Rule Changes

Several changes proposed for the 1986 National Wholesale Hardwood Lumber Association grade rules were approved by the Pacific Coast Wholesale Hardwood Distributors Association at its 66th annual convention. Considering changes developed by Frank Paxton, the group sent others back for further study.

In other business at the Los Cabos, Baja Mexico, gathering, president Bruce Frost gave a state of the hardwood industry report from a distributor's view. Section reports by region on the economy ranged from "bad business conditions" to "moderately better than the same time last year." Government regulations, and environmental problems also received attention.

Tony Moxon, MMK Holdings, gave an update on Australian and New Zealand hardwood activities.

During the annual awards banquet, the group saluted two past presidents

who died in 1988, William Fahs and Werner Richen.

Jack Butson was elected president; Butch Pope, lst v.p.; Brent Mullen. 2nd v.p.; Pete Bower, secretary/treasurer, and Laurence Sauder, secretary/ treasurer elect. New directors are Jim Frost, Jack Havens, Joe Long, Shirley

(Continued on next page)

BBEAKTIME: lll Diane & Gordon Reimer. Bruce Frost. (21 Joe Long. l3l Don White, Steve McGill, Lynn Monthaven, Carl Patterson. l4l Brent & John Mullen. l5f Harry Anthony, Jim Price. 16l Don, Shirley & Dorothy Reel. l7l Anne & Lynn Monthavrin. l8l Joe Long, Tony Moxon.

With a four acre drying yard, dry kiln and complete milling facility, we look forward to serving your requirements.

66th Al{1{UAt PCWH0A PH0T0: (left to right) Bruce Frost, Shirley Reel, Joe Long, Steve McGill, George Caudill, Leonard Hall, Al Frost, Jim Price, Hal Kerry, Lynn Monthaven, Brent Mullen, Gordon Reimer, Harry Anthony, John Mullen, Don Reel, Don White, Carl Patterson.

Frost Hordwood Lumber compony-lE source for quolity imporled ond domeslic hordwood lumber londed on lhe wesf coosl.

HARDWOOD WHOLESALERS

(Corttintted from previctus page)

Reel, Hal Kerry, Joe Cortese, and John Fahs.

The group will hold its 1989 convention in Tucson, Az., at the La Paloma. Dates will be announced.

Sales Fitness Seminar

The first in a series of sales fitness seminars was held in Newport Beach, Ca., by John Bates, president of The Westmark Group.

The two day seminars combine business management sessions with physical fitness meetings that include health concepts including nutrition and exercise. "The idea is that the two concepts go together," according to Bates. "You can't be really effective in business unless you are physically fit."

Appearing at the meetings were Greg Barton, a double gold medal winner in the 1988 Olympics, and HeidiMiller, founder of the national chain of Heidi's Frogen Yozurt Shoppes.

Additional seminars are scheduled for Sept.28/29, Oct. 19/20 and Nov. 16/17. The Westmark GrouP is located in Dana Point. Ca.

Internal Theft Erodes Profit

Employee theft takes a big chunk of profit from many businesses.

An estimated $40 billion annually reports the U.S. Commerce Department while the American Management Association estimates employee theft is responsible for as many as 200/o of the business failures.

Some studies indicate that approximately 30-40V0 of all employees admit to some form of theft.

SAIES fitness seminar oarticipants: lll Hal Huff, Ken Clammer. (21 Seana and Rick von

Henkle. l3l Dottie Cummings, John Bates, Heidi Miller. l4l Neil G. Esser, Jim Johnson.

GIASS!F!ED ADVEMTISEMENTS

NORTHERN California hardwood wholesaler looking for experienced outside sales person to sell in Sacramento, Ca., area. Benefits - salarycommission commensurale with experience. Contact Box 596. c/o The Merchant Magazine.

HARDWOOD lumber company, seeking experienced sales representative for Southern California territory. Complete milling facility. Softwood lumber sales included with California Timberline, lnc. Contact Heritage Hardwoods. Inc. at 014) 591-4841 and ask for Mike or Fred.

ATTENTION: HIRING! Governmenr jobs - your area. Many immediate openings without waiting list or test. $17,840 - $69,485. Call l-602-838-8885. EXT R8959.

TIMBER SIZER PRE-EABRICATION

Twenty-five (25) words for $21. Each additional word 700. Phone number counts as one word. Address counts as six words. Headlines and centered copy ea. line: $6. Box numbers and special borders: S6 ea. Col. inch rate: $45 camera ready, $50 ifwe set the type. Names ofadvertisers using a box number cannot be released. Address replies to box number shown in ad in care of The Merchrnt Magazine, 4500 Campus Dr., Suite 480, Newport Beach, Ca, 92660. Make checks payable to The Merchant Magazine. Mail copy ro above address or call (7 I 4) 852- I 990. Deadline for copy is the 22nd of the monlh. PAYMf,NT MUST ACCOMPANY COPY unless you have esrablished credir with us.

RMRSIDE. Ca., based wholesale lumber company/custom mill is looking lor an experienced salesperson with following in either softwood and/or hardwood sales. Top pay available to proven performers. Various compensation plans offered. Send resume or call lor appointment. (213) 728-3050. Sanra Fe Forest lndustries, I140 Mines Ave., Montebello, Ca. 90640. Attention: Robert T. Gaylord. All inquiries strictly confidential.

SALESPERSON

Small and well established lumber firm in the Southern California, Inland Empire area, looking for experienced softwood trader. Need self motivator who is aggressive and has a Southern California following. Excellent commission and growth potential. Send resume to Rob Roy, C/O Roy Forest Products, P.O. Box 904, Colton, Ca.92324.

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

TIMBERS

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

Btacrrt Internationd

Drawer 4779, Arcata. Ca.95521 7O7-822-3648

Rebuilt to ZERO TIME TOW TRACTORS

TWISTED AND WEATHERED

Douglas Fir S4S and rough, 3x4 and wider, 4x4 and wider, 6x6 and wider, and 8x8 and wider. Call Bill Hunter, Hunter Woodworks, (213) 175-2544:(213) 835-567 l

COPELAND LUIT{BER WISHES TO BUY

Lumber Yards irr the Western States. Contact Copeland Lumber Yards Inc., 901 N.E. Glisan, Portland, Or.97232, Atlention John Mat:ichiner, Real Estate Manager. (503) 232-? I 8 I AII inquiries kept confidential.

SALE DUE TO ILLNESS M ILLWORK/CABINET BUSINESS

Equipment buyout. Sell or trade or ??? Owner has health problems! l00K worth of equipment. Call STEVE FAHRBACH (Eve. 805-966-2088) at 805-682-5353 or toll free in So. Ca. l-800-468-3554 lor more comolete details.

MacElhenny,Levy BusinessSpecialists

REMINDER: Payment must accompany rhe copy you send in for classified ads. Just use the instructions above to figure the amount, When you call in ads, we'll tell you the amount that must be sent for the ad.

From 2,000 to 30,000 tbs.

No more headaches with broken forklift rear ends. The answer is simple. USE A TOWING TRACTOR TO TOW LOADS. With more than 15 years of experience, VICTORY GROUND SUPPORT EQUIPMENT COMPANY combines a sales, administration and service back-up tor their reconditioned and rebuilt tractors that will makq sure the job gets done but this time WITH THE RIGHT EQUIPMENT!

Loads from 60,000 to 800.000 lbs

GIASSIFIED ADUERTISEMENTS

LOCAL LUMBER hauling Southetn

California roller bed truck and trailers and bobtails radio dispatched. Rail car unloading at our spur in Long Beach. 3C Trucking (213) 422426.

California Lumber Inspection Service

Certified Agency

L.A. (711) 962-9994

s.J (408) 241-2960

Sacramento (916) 722-2500

Portland. Or. (503) 22.1-6105

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

REPRINTS of hardwood articles from The Merchant Magazine. Excellent for reference or training. Domestic Hardwoods. $21 Southeast Asian Hardwoods. $7: South American Hardwoods, $61 all three, $19. Send your check today including name and address to Hardwood Reprins c/o The Merchant Magazine, 4500 Campus Dr., suite 480, Newport Beach, Ca. 92660.

INTERESTED IN WEST COAST

CEDAR & REDWOOD ITEMS?

For sidings call Doug Willis. For spa and sauna items contact Phil Heim or Doug Willis. Call Product Sales Co. (714) 9988680. Please see our ad on page 4.

WHY lS IT a man wakes up in the morning after sleeping under an advertised blanket on an advertised mattress and pulls off advertised pajamas. Takes a bath in an advertised tub, shaves with an advertised razor, washes with an advertised soap, pu ts on advertised clothes. sits down to breakfast of advertised coffee, puts on an adverised hat, rides to his oftice in an advertised car, writes with an advertised pencil Then, he refuscs to advertise, saying advertising doesn't pay, and then, if a business isn't good enough to advertise he advcrtises it for sale.

If you believe in your business and want to build it ADVERTISE.

Gets Results

NBED A MULTI-USER ACCOUNTING SYSTEM?

Have you tried a PC and found there is no adequate softwaie for it? DON'T THROW IT AWAY! Add our coprocessor card to your XT or AT compatible, and you give it the power of a mini-computer.

We offer a complete software accounting system with modules for Gl AR, AP, BOM, MRP, Inventory, Purchase Orders, Sales.Orders, etc. Thp sgltwgre has been in use for years on mini-computers, and with the additionofour coprocessor card, is now available forPC's. Custom systems are installed in nBueN plants, wholesale building material suppliers and sawmills.

We can sell you the computer and software you need, install it and train your peopie to use it. If yoir already have multiple PC's, we olffer'software to turn tlrem into teiminals for the accounting system.

For more information, call 415/284-5807 or write to

-SOUTHERN CALIFORNIALOSANGELESAREA

Baldwin Enterprises

Eeaver Lumber Co.

Eerdex Internalional

BiO Creek Lumb€r Co.

Bonningtm Lumber C0.

Calitornia Forest Products

Calilornia Lumb€r InsD*tion Seryice

California Bedwdd Assn.

Casella Transportation

oMK Pacific C0r0. ......

Fibreboard Corp.

Goorgia-Pacific Corp. (0akland)

Georgia-Pacilic Corp. (San Jos€)

Higgins Lumber Co. (Monlerey)

Higgins Lumber Co. (Union City) (800) 972-0906

Hirl & Wood Lumber Co.

Hub Cily Golden Gate Teminals

Kelleher Corp. (Novalo)

Kelleher CorD. (San Ralael)

Ancfr/EunExilF0uuxt

Beaver Lumber Co.

Blue Lake Forest Prcducts

Encut International

Eritt Lumb€r Co.

C6ta fruckinq, J0€

Ensworth Forest Products

als'

BUVE GUIDE

Western

Pacilic Lumber Teminal (213) 775t170

Louisiana-Pacific Corp.

Schmidbauer Lumber, Inc

IUBUNVONNS TIUEY

Agate Sales, lnc.

All-Coast Forest Products, Inc.

mrEnsFtto

Hiooins Lumber Co.

Pacitic Wood Pr€serying ot Bakectield Corp.

c[(|fER0tu

All-Cmst Forest Products

The ........ ...

Pacilic

M Cedar Products

Bowman Lumb€r Sales

Louisiana-Pacific Corp.

F0[T 8[ G8

Georgia Pacitic Corp. (Bedwwd)

Harwmd Products

Hdmes Lumber Co., Frcd C.

FNEETll

Georoia-Pacific Warehouse Higgins Lumber Co.

Wey€rhaeuser Co. White Bmthers Wooduork Institute of Calilornia r.0$ Bil0E 0MK-Pacilic il|l0EtTo

{209) 826-6544

Co.

Kelleher Lumber Co.

Martin Forcst Industries

Noy! Timber Prcducls, Inc.

tlu-ture6t Products

Windsor Mill, Inc.

ulilAlrifturE

Action Saw & Abrasive Products All Coast Forest Products Ameimn Hardwood Co. Antinsm Lumb€r Sales geadex Manufacturing Bear Forest Products Burns Lumber Co. Cal Stale Forest Products Califomia Lumber InsDectim S€ruice Calitornia Sugar & We6tern Pine AOency (209) 575-9669 Snider Lumber Products ...... {2091 667-1000 Smrd Trucking {'209]. 847-4218 Thunderbolt Wmd lreating, lnc. (209) 869-4561 (No. Ca.) (800) 692-s744 (so. Ca.) (800) 826-E709 (707) 822-4623 \707)822-2995 \707) 822-3f/,8 ...1707).822-1779 17071 822-2901 (707) 668-5668 (707) 443-7511 1707) 443-7024 (916) 272-3451 (916) 273-2233 (800) 227-4338 (805) 834-0632 (800) 582-3950 (805) 833-0429 (707) 894-4281 1707) 894-2575 (707) 894-3362 Califomia Cascade lndustries Canlor U.S.A. Corp. Capitol Plywood Ensworth Forest Pr0ducts Gmrgia-Pacific Warehous€ Hedlund Lumber & Machine Stainino Hickson Coro. Hiooins Lumber Co. Kelleher Corp. Lam Lumber Co. (Wmdland) Laminated Timber Seryices. Inc. Louisiana-Pacitic Coro. Michioan-California Lumber Co. Mokelumne River Forest Products M & M Builders Supply Nikkel Corp.,

Coatings

nEo0rrG mEt

Louisiana-Pacilic CorD. (Red Blutt)

P & M Cedar Prcducts

Trinity River Lumber Co.

srcttlExT0/st0crT||t t[El

8€rdex Intematimal

Frcmont Forest Products

Ganahl Planing Mill

Georgia-Paciric Corp. (Anaheim)

Georgia Pacific (Mim Loma)

Gmrgia Pacilic (Biwoide)

Golding Sullivan Lumber Sales

HesDeria WhdHle Lumb€r Hickson Corp.

HiOgins Lumber Co. (0nnge)

Higgins Lumber Co. (Riv€rside)

Induslrial For€st Products

Inland Timber Co. ........... Internalional Forest Products &hnslm Hardwed Inc. ......

Joncs Lumber Co.. Stu

Jones Wholesale Lumber Co.

Kelleher Coro.

L-P Distributim C€nter

L-P Waterwod/lnners€al

Laminated limber Seryies lnc.

MacBeath Hardwood

Marinor's Forest Prcducts

Marquart-Wolle Lumber Co.

Mesa Forest Products

ihport Planing Mill, Inc.

Pacific Lumb€r Co.

Seadex Manulacturing C0.

Eowman Lumber Sales

Pacilic Madison Lumber Co. .......

Parr Lumber Co.

Penb€rthy Micro Syslems

Pr0duct Sales C0.

Rancho Hardw0ods

flcl Lumber Seryice

Reoal Custom Millm* ...........

Reliable Wholesale Lumber C0.

San Anlonio Construction

SequoiaSupply.......

Snavely Forest Products

Soutfr 6av fomt pmOuhs

Tml & Nail Lumb€r Co.

Universal Forest Products

itli zai-iido

W6lem American For€st Products .....

Weslcm Intemational Forest Products

Weslem Machinery Sales

Wstem Wholesale Moulding

Weyerhaeus€r Co. (714) 772-5ff,0

Wolle Lumber Co.

(916)

Ahl Foresl Products

All Heart Lumber Co.. Inc.

Cal Coast Wholesale Ltmber, Inc.

Little Lake Industri€s.........

Louisiana-Pacitic Coro.

Bedwmd Coast Lumber Co.

Willits Redwood Co.

E16l 972-7282 (2oe) 462-6600 wltllAls

(800) 952-s6r6 (800) 533-1844 (805) 928-8325 ieoo) c6s-taa 1707) 462-8074 (707) 468-0176 (707) 468-0141 (707) 459-5395 17071 4ffi-0272 (800) 468-8817 (800) 468-8820 (707) 468-018r (707) 459-9566 (916) 473-5381 (916) 673-2000 *" |i:':i: ooo) iqi-1gse (7071 575-0377 \707) 433-7070 1707)- 5f'4-7070 (707) 433-3834 (415) 454-8851 (707) 431-1200 (707) 545-6060 (707) 433-3313 (707) 54S6373 Canfor U.S.A. Corp. .......... Capital Lumber Co. Caroll Moulding Co. Casmde Emoire Co. Cerlilied

(916)

: i.

American Mill & Manufacturing

Baker Hardwood Bums Lumber Co.

Cal Stale Lumber Sa|es..............

Fjshman & Atfiliates

Fountain Lumber Co., Ed

Fremont Forst Prcducls (800) 445-4923

Frost Hadwmd Lumber C0.

Gmrgia-Pacilic Corp.

Higgins Lumber ra. (800) 533-2543

Kelleher Corp.

Lane Stanlon Vance Las Forest Prcducts

Maple 8rG., Inc. M0ldino

Peteman Lumber Co., Inc.

Stanline, Inc.

Westem Wood Prtrrvers Institute

Weyerhaeus€r Co.

PACIFIC NORTHWEST STA

wAsl{ll{G?oil

GNEITER P|lRTUI{|I AREA

Allwood Industrials, Inc. (800) 255-9663

Caffall Broth€rs

Calilornia Lumbe. Inspeclion Service

Cascade Empire Corp. (800) 547-8371

Cole & Assocrales, John T. DisderoLumberCo.....

FnesenLumberCo...

FullmerLumberCo... ..... ..

Furman Lumber, Inc.

Gmrgra-Pacilic Corp

Hamplon Lumber Sal€s Co.

Hub Cily Portland Termrnals

PGL Building Products

Louisiana-Pacrlic Corp.

Lumber Products

Penbe(hy Lumber Co.

Pope & Talbol

Sause 8ros.

ROCKY MOUNTAINSCOLORADO

ALASKA

SOUTHWEST aRtzol{A

MO}ITANA

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Leo "Lee"J. Erwert, 63, plant manager for Western Vinyl Products, Portland, Or., died April 13, 1989, following a stroke in Tigard, Or.

A native of Bismarck. N.D.. he joined Western Vinyl in 1987. During his 40*-year lumber career, he also worked at North Pacific, Portland; Quiki Tree & Box, Spokane, Wa.; Northwest Lumber Sales, Spokane; Wickes Wood Products, Wilsonville, Or.; Gold Rey, Beaverton, Or.; Dwyer Lumber Sales, Portland, and National Wood Industries, Aumsville, Or.

Mr. Erwert is survived by his widow, Marguerite, a son, four daughters, and nine grandchildren.

Richard E. "Dick" Johnson. former sales manager for MichiganCalifornia Lumber Co.. Camino. Ca., died April 24, 1989, from kidney complications following surgery in a Panama hospital. He was 66.

Born in Spokane, Wa., he began his lumber career in the late 1940s with Weyerhaeuser. He then went to DiamondNationaland joined Michigan-California in 1969. He retired in 1987, spending his last 20 months sailing from the West Coast through the Panama Canal en route to the East Coast.

Mr. Johnson is survived by his widow, Jean, a son, two daughters, and a sister.

Carl Reppun, general manager of I Honsador. Inc..Maui. Hi.. died April 13, 1989, after an accident at his newly constructed home in Maui. He was 42.

A native of Molokai. Hi.. Mr. Reppun joined Honsador two years ago after many years with Stateline I Cabinets. Honolulu. Hi. He was very active in the Hawaii Building Industry Association and helped found the Maui Hoo-Hoo Club.

Mr. Reppun is survived by his widow, Mary, and one daughter.

AD ]IN{D]EX

American Hardwood Co. .30 Anfinson Lumber Sales . ,.....23 Arizona Pacific Wood Preserving .36

WHOLESALERS' MEETING

(Continued from page 51)

lengths and wide dimension of the future being from OSB or similar products. He noted that plantation trees are now growing in as few as seven years and are an increasing source for reconstituted products.

The Canadian economist Dr. John Crispo said the new U.S.-Canadian Trade Agreement was a win/ win situation for both countries. but he feared congressional pressures and the influence of the lawyers (whom he described as "blood sucking leeches") could impair its effectiveness in the lumber trade.

Author Dr. Peter Hanson spoke on stress management, saying "you must manage your own body and life as a personnel manager would an employee."

Outgoing president Henry S. Poler in his farewell speech noted that "direct selling will always be with us," and that wholesalers must "earn our privileged position between a willing buyer and a willing seller." He challenged the wholesalers "to be more effective and more efficient."

1 989 Officers/Directors

President: Lawrence H. Humphrey

First Vice President: Barney Blondal

Second Vice President: G. C. Harris

Treasurer: Robert R. Scholl

Secretary: Nicholas Kent Directors: Paul Arling, Pierre Beauregard, Harvey Graves, Robert King, Richard D. Passaglia, T. J. Tomjack, Rich Schaberg, Barney Blondal, Coates Coleman, Dennis Downer. Ted D. Fullmer, Jerry Gustafson, Douglas Honholt, Vincent Lachance, Charles Moore, David Schott. Alexander Shannon. Jack Skriden.

The smooth rirnning convention was the first for the new executive vice president of NAWLA Nick Kent.

Forest Products .... .57

Fremont specializes in a large inventory of high quality Douglas fir boards, dimension, long lengths and timbers shipped from select mills in British Columbia, Oregon and California. We are constantly adding to our selection of western red cedar, pine, hemlock and white fir. Other species and specialty items are inventoried and included in our weekly flyer sent to all Fremont customers.

ABILLION BOARDFEET OFLUMBERAYEAR.

It's our production capacity and flexibility, product diversif ication and technical i nnovation that make the difference you can count on RSG.

For Douglas Fif Hem Fir and Western Red Cedar give us a call.

We are readyto be of hefp.