Merchant Magazine - June 1990

When you wantthe handsome, long-lasting quality of redwood lumbef come to Georgia-Pacif ic. We offer everything from garden grades, rustic sidings and trim to architecturalgrades of Bee, Clear and Clear all-heart. Our dedication to a Dry Program means more choices for you!

Our Common Program is both S-Dry (190/o or less) and green. We do it naturally on our ocean bluffs with cool breezes off the blue Pacific. And as a f inal assurance of quality, G-P is a memberof the California Redwood Asso-

ciation and the Redwood Inspection Service. So look for the grade stamp on our lumber. Get the powerful advantages that only the finest in redwood lumber can provide. Rely on Georgia-Pacific to deliver the Redwood orDouglas Fir you n.e99,99tl,'"*e auail: able through our Fort Bragg mill-or, through our extensive distribution network. To find out more, simply call the Fort Bragg mill a17071964-0281.

Serving the lumber and home center markets

l3 Westenr StatesSince 1922

Qiffil:b*

wewontlegueyou

outonqlimlt.

We know what you reatlywant from your softwood lumber and panel products supplier: a consistent supply of products, up-to-the-minute market information, and competitive pricing. At Furman Lumber accurate, reliable service has been the number-one

lql':'"ii:i:lf"'.'."35tg"rli'y.T::li[""::]il'; we'll supply them with more than one billion board

feet of lumber this year.

Our national network of 1 2 sales offices, 1 1 distribution centers and 23 other distribution points guarantees that our entire line of products will always be available, at prices that will keep you competitive.

----:= Right now is the best time ever to make the seasoned traders at Furman Lumber your working partners in the forest products industry. lf you're looking for a dependable source call us today toll-free at 1-800-547-1942 or (S03)6360320. And watch your profits grow.

V.b make markets in all soltwood soecles. Softwood Lumber . Panel Products Wood Specialties

Editor-Publisher David Cutler

Senior f,ditor Juanita Lovret

Associate Editor David Koenig

Contributing Editors Dwight Curran, Gage McKinney, Ken Thim, Wally Lynch

Art Director Martha Emery

Stsff Arlist Ginger Johnson

Circulrtion Lynnene A. Perkins

The Merchant Magazine (USPS 79656000) is published monthly at 451X) Campus Dr,, Suite 480. l,{ewport Beach, Ca, 92660, phone OLA) E52-1990, by Tle tvtrerchant Magazine, Inc. Second-class postage rates paid at Newport Beach, Ca., and additional offices, POSTMASTER: Send addT:.s changes to The IVlerchant Magazine, 4500 Campls Dr, Suite 480, Newport Bpach, Ca. 92660.

ADVERTISING OFFICES

Advertising rates upon request.

From all states east of the Rocky Mountains: Contact Jim Hein, national sales manacer. From Arizona, Nevada and California: Coniact David Cutler. Borh may be reached at (?14) 852- 1990 or by wriring 4500 Campus Dr., Suite 480, Newport Beach, Ca. 92660.

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

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

Subscription Rates-U.S.: $l l-one year; $17-two yearsl 922-three years. Foreign: one year payable in advance in U.S. funds-Canada or Mexico: air-$35: surface-$301 South America: air-$55; surface$30; Asia: air-$68; surface-$30; Europe: air-$98; surface-$30. Single copies-$3; back copies-$4.50 when available plus shipping & handling.

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

serving the lumber and home center markets in l3 western sfatessin ce 1g22

Do we need a new name for remodeling?

I IKE lots of things today, the world of re- L modeling has gone from bare bones basic to the opposite end of the spectrum. In the process, remodeling has changed from simple kitchen, bath and backyard fix ups to elaborate, expensive, sophisticated projects that give heavy, new meaning to the word excess.

With this change comes the thought that perhaps we need a better term to describe a situation where the home is totally gutted or enlarged by 200oh.ln some cases a perfectly good home is simply scraped off the face of the earth and replaced by another more to the homeowner's taste. Or perhaps lack of taste. The word remodeling just doesn't seem grand enough to describe some of the Iatter.

Some remodelings are so extensive they're like the movie where the Hollywood studio takes in the fat, homely girl and transforms her into a svelte glamour girl, impeccably groomed

and dressed. It's such a total overhaul that vou could call it Re-Creation.

What's primarily important for our industry is that the growth of remodeling of all types and sizes has dramatically increased opportunities for dealers and wholesalers to sell more products and services. In times of slow building activity, remodeling has often been the only game in town, allowing companies to survive that would otherwise have turned to dust.

As the activity has gone upscale so has the price of the products: $1000 gold faucets. acres of paneling and moulding and high tech kitchen equipment that wouldn't be out of place in Mission Control at Houston, Tx.

So whether we call it Re-Creation. remodeling or whatever, it is an area that has a future as big as some of today's top-to-bottom, hang-thecost overhauls.

DAVID CUTLER ed itor- publ i sher

Serving the lumber & home center markets in 13 Western sfafes-slnce 1922

Wegrow what we sell.

We've always considered our forests to be a precious natural resource, which we respect and treasure. Few people realize that most of the old redwoods are preserved in our state and national parks, and almost half of these trees have come from the Pacific Lumber forests through the Save The Redwoods League.

When we harvest the trees we grow in our private forests, we always follow the strict rules of the California Forest Practices Act. And we always will, because the rules are there in everyone's best interest. We grow all the trees, that we cut for lumber, in our own forests.

Although the stump of a harvested redwood tree grows back as another tree, we annually plant over 750,000 redwood seedlings to insure a perpetually green and growing forest.

The forest is a natural resource that everyone must use wisely so that it can continue to benefit our country for generations to come. If you would like more information on forest conservation or would like to visit a Pacific Lumber mill, please write the Forest Manager at the address below.

\71.4) 842-6681

(800) 777-7202

FAX 714-847-7329

P.O. Box 1970

16300 Gothard St.

Huntington Beach, Ca. 92547

Redwood

(707)825-7074

FAX 707-826-7083

P.O. Box 1123

2001 Vassaide

Arcata, Ca.95527

\209) 982-0825

(800) 4s6-s638

FAX 209-982-4553

P.O. Box 590

French Camp (Stockton), Ca. 95231

\s03) 226-6240

FAX 503-226-4825

2895 Progress Wy. Woodburn, Or.97071

I I

OR E than a quarter of all homes tUlin the U.S. have decks. More than 1.5 million decks are built each year. Between l2 and l5 million new decks will be built in the next l0 years. Wood decks are the No. I doit-yourself project.

Despite these encouraging figures a retailer might well wonder just how long the deck boom wtll continue. According to industry analysts, there is no end in sight. However, it makes good sense for a dealer to be prepared for any eventuality.

Story at a Glance

Ways to use niche marketing to reach professional deck builders . finding customers what they expect from a dealer.

Many dealers concentrate on selling pressure treated, redwood and cedar materials to the d-i-y deck market, courting business with model decks, clinics, complimentary plans and even computer generated custom designs for special needs and sites. Nevertheless, this is only a portion of the available deck materials market.

Contractors, remodelers, builders and deck specialists offer a rewarding sales potential. A dealer looking to expand his deck sales should seriously consider this niche market.

A niche market is defined by Bruce Merrifield as a target market which has needs different from the broader market. A firm using a focused, specialized strategy can achieve a low cost and/or unique capability for serving this market which he describes as smaller in size than the general market, but not necessarily with a size constraint or a geographical limit.

Effective niche marketers think,

Niche marketing can expand deck sales

act and move like entrepreneurs, according to Merrifield. Some of the key activities he outlines for developing niche marketing are:

o Begin by listing every way you differ from your competitors and rate each difference. Figure out how to improve the ones that matter to your target audience.

o Be forward looking and listening. Know and change with customer needs and expectations. Keep up with today's products and services. Be quality and profit growth oriented.

o Look for niches appropriate for you. Brainstorm niches that flow from your strengths and from customer needs not being met.

o Add service value to commodities. Differentiate products and services to meet new needs.

Possible customers for a niche market in deck materials include remodeling contractors who build decks as part of their home improvement jobs, builders who add decks to showcase model homes and offer buyers the option of adding a deck, companies specializing in deck building and landscape contractors.

Telephone directories, building permits, chamber of commerce membership lists, local builder or remodeler associations and home shows are sources of potential professional customers. Direct mail, special professional nights, telemarketing and outside salesmen are ways to reach these people who need your services, but may never come into your store without a special invitation. Fast, efficient delivery and a special order desk can be incentives for them to buy from you. Smaller contractors might be attracted by

some of your d-i-y services such as deck kits or plans.

Add-on sales of finishes and fasteners should be promoted along with sales of pressure treated, redwood or cedar decking. Related sales such as outdoor millwork, gazebo kits and fencing are highly possible. The deck market is strong, but it can grow even stronger for you ifyou seek a special niche and mine for new customers.

Deck Speciaffsb Buy Retail

Decks Appeal, a custom redwood deck builder in Plano. Tx.. buys all its materials through retailers.

Redwood is the major purchase with some pressure trealed lumber for the substructures of the 200 decks they build a year. Redwood is also bought for gazebos, benches, bridges and millwork needed to complete their custom designs. Some cedar, primarily for lences, all fasteners, adhesives, finishes and additional materials needed for eachjob are purchased from retail sources.

Delivery is their primary concern when selecting a retailer, according to David Parish, who owns the business with his son Rick Parish. Price is second.

Archadeck, a deck building firm in Richmond, Va., with 26 franchise operations in I 5 states, is also a retail customer. They advise each ol their franchise operations to purchase deck materials from local retailers, according to Monte Campbell at the Richmond ofTice.

Exterior railing's growing popularity

By S. Cole Seaborn Mr. Spindle

llt E HAVE all heard the old saw lU "history repeats itself," and nowhere is it more true than in the current market for exterior railine products.

Story at a Glance

Treated wood, redwood, cedar spindles popular for new building & remodeling . . gazebos, upscale fencing increase demand hefty margins and good turns...attractive displays help sales.

Several events are causing this "railing renaissance." For some years the accepted exterior recreation area was best defined as a "slider and a slab," a sliding glass door leading to a concrete patio.

In recent years we have seen the decline o[ the patio and the increasing popularity of the wood deck. Offering substantially more opportunities for personalization with multiple levels, patterns and choices of wood, the deck appears here to stay.

We also have seen the open porch of Colonial and Victorian style returning to popularity. These two happenings have fostered the rebirth of fancy railings using lathe turned components.

The rising prices of new homes have brought about a substantial strengthening of the remodeling market with the outdoor deck the beneficiary of a large portion of these remodeling dollars. Recently I spoke with a premier deck builder (they do only exterior decks) in a large urban area. The decks they build run as high as $30 per square foot for mate-

rials and labor. Wowl With that kind of money spent on decks, it's no wonder that custom rail components are in demand. Outdoor remodeling also is carrying over to create increased popularity for gazebos and upscale fencing.

The new railing products have a lot of similarities and a few differences. Similarities include the patterns and styles as most of the major competitors have similar patterns. Differences are primarily species and grades of wood.

First to come on the market, CCA treated spindles are still the largest selling, primarily because of price and availability. However, sometimes low quality and environmental questions (legitimate or not) associated with the treated components have led to the increasing popularity of cedar and redwood spindles.

These can have substantial quality advantages over the treated if the producer uses clear, kiln dried cedar or redwood. If a lower grade or insufficiently dried lumber is used, the result offers little advantage over the treated. Although cedar and redwood historically have been less available than treated, this is changing with several new entries into the spindle market in the past couple of years.

As with any specialty item, marketing and merchandising of spindles is critical to the successoftheproduct line. There are two lines of thought on placement of the products within the store. Some feel spindles belong with the outdoor decking. Others maintain they should be displayed with stair parts and millwork.

We feel that the preferred location is with the outdoor decking. Spindles should be incorporated into the deck display. Although it is convenient to have the product racked, the consensus is that a rail assembly is a better sales tool.

The brightest star in the whole outdoor deck, exterior deck railing products picture is the attainable profitability of these products. Margins to the retailer typically average 400/0. Most of the lines have a small number of SKUs leading to a fast inventory turn.

ASSEMELE railing components and display with outdoor deck oroducts. Use in a model deck or landscape environment for impact.

A deck sale is iust the beginning

fl NE THING leads to another is V true of deck sales. Sell a deck package and you open the way for add on sales.

Outdoor furniture, grills, lighting, flowers, lawn, shrubs, gardening tools and power equipment are common tandem purchases. Although you have everything your customer wants to complete his outdoor living concept, your competitors do too. How do you get the sale?

One way is to establish an image as an outdoor living center with top quality merchandise and specialists who can answer any questions and solve any problems. There are several wavs to achieve this.

Story at a Glance

Ways to stretch a deck sale iito outdoor furniture, garden and power equipment sales. suggestions for positioning your store as an outdoor living center. advertising, promotion, clinic and service checklists.

Shop your competitors and note what they are NOT doing in the way of displays, customer service and advertising. Make a list of easy and inexpensive changes you can make in your store to position it as offering better service, higher quality and more prestige than your competitors. The following checklist will get you started.

ADVERTISE

. Include furniture, plants, power equipment and other outdoor items in your newspaper and circular ads with illustrations that promote the pleasure o[ outdoor living.

o Hang a colorful banner in front of the store proclaiming it as an outdoor living center.

o Display plants, power equipment and outdoor furniture in front of the store.

r Have employees wear "Ask me about our garden section" buttons.

o Use flags or other eye catching devices to direct attention to the garden section and seasonal merchandise.

. Set up outdoor living vignettes in several areas including the lumber section and front of the store.

. Place baskets of flowers on the endcaps and put container plants on the checkout counters.

o Group related outdoor merchandise in one huge display in a prominent location.

BUILD A REPUTATION FOR RELIABLE SERVICE

o Educate sales staff to point out the benefits of the various types of outdoor furniture, grills, lights, plants, power equipment, etc.

o List benefits of all products in the signage.

. Use charts to compare the benefits of various products. For example: the relative merits of resin, aluminum, enamel coated, PVC and vinyl strapped steel furniture.

o Identify water, light and care requirements for each plant in signs.

o Maintain good supplies of replacement cushions, grill parts, etc.

CLINICS

o Set up a schedule of clinics on gardening, power equipment maintenance, outdoor cooking.

All 0UTD00R furniture display like this will boost your sales of seasonal items. Note the use of accessories and olants as well as the convenient supply of replacement cushions and less expensive stack chairs.

. Include flyers listing the clinics in each purchase.

r Print the schedule with newspaper advertising.

o Ask the newspaper to do a story about the clinics.

. Post clinic schedules at each checkout, the information booth and front entrance.

SPECIAL SERVICES

o Promote samples and catalogs for special ordering high end wrought iron and outdoor wicker furniture.

o Landscaping plans and help available.

o Installation service or contractor referrals for sprinkler systems, fencing, sod installations, decks, gazebos.

o Delivery for large items.

. Power equipment repair, refinishing for outdoor furniture.

Point of sale promotions go high tech

llANY home centers use the prelUl recorded videotape monitor as a point of purchase marketing device, but technology is opening up new opportunities for electronic marketing.

The use of new r-co-based shelf edge systems is expected to more than double in the next five years. Relatively inexpensive and product specific, they can be placed next to the products they promote. The sales impact is easily determined.

Almost 500/o of the 10,300 home centers surveyed plan to use this type of point of purchase device in the future. It is expected to be second only to the videotape monitor. The manufacturer typically pays for the unit with the retailer providing space.

The primary goal of electronic marketing is to increase sales by converting shoppers to buyers, according to Linda Hyde, author of In Store Promotion Power: Electronic P-O-P Communicatiors. She says this can be achieved in several ways.

One way is providing information to enable the customer to make intelligent purchase decisions. Another is increasing multiple item purchases by cross selling related

merchandise and add-ons. Other ways stimulate impulse purchasing and attract or create interest.

In addition to videotape monitors and lco-based shelf edge system, in-store customized radio networks have been successful for retailers selling related categories of merchandise where the consumer is likely to shop nearly the entire store on a given shopping trip, Hyde points out. These should work well in large home centers where a customer can be directed to a special promotion.

Interactive kiosks which provide information about products will be widely used in the future. Approximately 500/o of 10,300 home centers surveyed and 250/o of 13,400 lumberyards expect to use them by

Story at a Glance

A review of electronic sales aids... prerecorded videotape monitor is most effective in home centers. LcD shelf talkers. in-house radio, kiosk uses to increase.

The Merchant Magazine

1995. Transactional units (those where the customer can actually complete a sale) are in the minority, but are expected to increase about l5ol0.

Informational kiosks have been widely tested. In many cases the manufacturer sponsors the electronic kiosks as an advertising tool and a customer service function offering product information. The retailer simply provides the space.

Home improvement centers can use interactive kiosks to provide video demonstrations of d-i-y projects and information about products. With store staffing problems becoming more severe, the use of information systems for how-to applications will gain greater acceptance, Hyde said.

"Electronic marketing cannot be used only for the sake of applying a new technology with little thought to how it will affect the selling process," Hyde said. "Customers are buying merchandise, not new ways of marketing. Unless the merchandise is right for the retailer's target customers, it doesn't matter ifit is marketed in traditional or non-traditional ways. Marketers must focus on good fit electronic merchandising strategies that are appropriate to the type of merchandise, to the sales environment and image of the outlet, to the target audience and to the consumer's shopping process and buying habits. "

The economics of electronic marketing must be carefully planned and understood. Intangibles, such as increased customer service, need to be factored into the analysis. Even for systems available at no out-of-pocket cost to the retailer, there is often the cost of space to consider. Regardless of cost issues, however, retailers will likely limit the number of electronic p-o-p systems they will use due to space, in-store clutter, and sensoryoverload. Consumers should feel assisted, not assaulted, by the volume of messages being sent in-store.

Retailers must distinguish truly helpful electronic marketing devices from fads or gimmicks. Successful applications focus on convenience, information, advice, entertainment, and other real consumer needs, not on the potential of the technology.

C0iIPUTERIZED merchandiser from Formby's asks customers questions about their proiect

and prints out suggestions, advice and shopping list of products.

Use visual merchandising on non-price sensitive items

EASTENERS are found in virI tually every home center as part of the hardware department, but few managers pay much attention to them as profit centers.

This is wrong, according to industry consultant Joe Samulin. Fasteners and hardware are usually nonprice sensitive items. "Few people shop these items," he told managers attending his store management workshop. "There's plenty of room for margin increases in this potentially lucrative area."

Story at a Glance

How to increase margins on nonprice sensitive hardware. industry consultant explains visual merchandising technique... suggests ways to get more than average 35.54"/o margin.

The best way to increase the margins on these items is by applying visual merchandising. Samulin defines this as considering factors other than the normal percentage of cost pricing. Larger size, longer length, more items in a package, better appearance. more expensive looking are the clues to look for when applying visual merchandising. Each can be justification for a higher margin. Think like a consumer, not a retailer, and price the merchandise at what you think he will pay.

A survey conducted by the Mountain States Lumber and Building Material Dealers Association on retail lumber industry operating ratio averages reported 35.54V0 as the average mark up. This can be upped substantially using the Samulin method of visual merchandising.

He relates the experience of finding both l-l/2" and 2-l/2" mollies (molly bolts) selling for 570 for four. Will the customer Dav more for the

longer length? "You bet your screwdriver hewould," Samulin says, "and it's 150/o down the drain (unless they're priced higher)."

He also tells of conducting an informal test in which he asked a group of people how much more they would pay for the next larger size of a screw. He found that the price most people named was 120lo higher than that of the smaller screw. Disparate sizes should not be priced the same, Samulin emphasizes.

Customers expect to pay more when it appears they're getting more. "lf they need it and the price seems reasonable they'll buy," he says. "And two weeks later they won't remember what they paid."

Visual merchandising doesn't depend simply on size relationship. Quality perception comparisons are also valid, according to Samulin. If the item looks better to him, the customer will willingly pay more for it. For example, most customers equate brass as being better than galvanized.

Pricing merchandise item by item instead of by percentage of cost can also raise the margin, Samulin points out. Instead of applying the standard percentage of cost mark up, he suggests rounding figures up. For example, 87 cents becomes 89 cents, 97 cents. 99 cents.

Samulin lists two absolute musts for applying visual merchandising to non-price sensitive items. (1) All price increases must be taken on the floor. (2) Once a year each buyer working with the merchandise manager must go through the department and re-evaluate each item.

Use the loss leaders to get the customers into the store, he advises, but go your own way on the rest ofyour pricing. Get to those margins and use them to your advantage.

w Advertising MUST communicate

/tr OOD ADVERTISING rells lll your cusromer why he should buy what you want to sell and why he should buy it from you.

While many home centers provide good service, they fail to communicate what they do well. "Reading the advertising of hundreds of home center companies over the years, I see very little about filling customer needs," says Alfred Eisenpreis, senior vice president of the Newspaper Advertising Bureau. "Your advertising doesn't tell what is today's most important retail storythat of customer service," he emphasizes. "Your advertising is the monotonously single voiced emphasis on price."

"And if you continue down that road, the options shrink and competitiveness grinds you down. Whether 90% of the store's merchandise is what most others carry or 95%, the key differentiation is always the customer mindedness, the people of the store. This is the one quality you need to keep."

Just as your merchandise should reflect the various customer groups your store serves, your advertising should reflect individuality. The edge of difference between your store and your competitors should be promoted, he adds.

Each commodity group represented in a home center is a marketing niche, according to Eisenpreis. He recommends that retailers focus on specialty customers and target advertising at submarkets.

"One way to do this," he says, "is by using segments of the newspaper for segments of the store, capitaliz-

ing on readership concentrations in such section as sports, fashion and lifestyle, home improvement and even real estate."

Eisenpreis is also concerned that home centers, like department stores, waste an unconscionable amount of a customer's time. He points out that cusromers must spend a lot of time finding exactly what they want and getting the answers to questions about the merchandise. "Like what's the difference between this for $300 and this for $400," he says. "The answer, $100, is not totally satisfying."

Story at a Glance

Advertise your ability to fill needs, not price. stress service... develop a market niche and individuality for your store don't be a sheep.

Keep your ads consumer oriented is the message that appears between the lines when he talks. Tell the customer why he should shop at your store. Give him reasons other than price, such as wide selection, excellent service, convenient location and hours.

Advertise your differences. Don't follow the competition. Point out how you are better. Make your store important. "lmportant businesses live," Eisenpreis points out. "Businesses which are happy with spillover and scraps often disappear."

Establish a niche market in your advertising. "Niche marketing is a major dimension of the years af{ead for all retailers," he emphasizes. Make it easy for your reader to spot what he wants in your ads. "A retailer needs to create, nurture and foster a culture in which to satisfy the customer is the only rule in the book" is the way Eisenpreis expresses it.

Advertise your services. Let the customer know that you have more than price to offer him. "Let me make it clear, in the home center industry, many companies have an outstanding record of considering customers, of caring for them, of teaching them, of holding seminars, of rewarding salespeople who are customer oriented... make sure that if you have a high service culture it is not diminished and not lost," he emphasizes.

Localized and individualized advertising are other recommendations from him. With customer surveys, exit polls and the help of electronic sales figures analyses, a store can pinpoint the geographics and demographics of his customers and the merchandise they buy. Ads should be tailored to these characteristics and preferences, the advertising executive advises.

"The mission of a retailer, any retailer, is to fill customer needs. The process should be efllcient and cost effective but the main point is product: why should I buy what you want to sell?" This is the core of [:isenpreis' message. ls your advertising measuring up?

Ar EVERAL states including Cali- lil fornia. Arizona and Texas are leading an effort to decrease the amount of ozone in the breathable atmosphere by passing laws to restrict the sale of some solvent based paints and architectural coatings that contain ozone producing volatile organic compounds (VOC).

Principal products affected by the new laws include solvent based flat and non-flat paints, wood stains and preservatives, water repellent coatings, lacquers, shellacs and others. The list varies from state to state and district to district.

Story at a Glance

Tough fines for failure to comply withair quality regulations... solvent-based paints and architectural coatings sales atfected ... manufacturers try to help dealers through legal maze.

Retailers hit by VOC ozone regulations

sistencies, according to Scott Seman, product manager for DAP Inc. In addition to varying from state to state and district to district, some have no grandlather clause to allow any products still on the retailer's shelf at the compliance deadline to be sold without violating the new regulations.

In some regions, only full gallons and up are affected, while in other areas smaller container sizes like quarts have to comply. Products required to comply vary from area to area too. Texas doesn't regulate wood preservatives, but California does.

trol offices are also good sources of information.

Many manufacturers have information and hot lines available to help dealers trying to keep uP with regulations. Dore' Morton at Performance Coatings Inc. in California has an 800 number to answer questions from their retailers. The company's quarterly newsletter also devotes a section to VOC regulation compliance.

With legislation pending in at least halfa dozen other states, industry sources believe that it is inevitable that all states will eventually have regulations on volatile organic compounds. Regulations at present apply to only certain counties or districts in the states with VOC control.

[:xamples are the I)allas-Fort Worth area in Texas. Phoenix in Arizona and Los Angeles, Riverside and Orange counties and the nondesert part ofSan Bernardino county in Southern (-alifornia.

National regulations are in the beginning stages. Spearheaded bY an EPA group, the frederal Control Technique Guideline will Provide uniform control for all states. However, these regulations will be written so that more stringent state and local laws may supersede them. Ilecause of the variation in air quality throughout the countrY. various areas feel a need for more VO(i regulation.

Retailers have the Problem of keeping up with legislation since stores in the areas affected bY the regulations could be held responsible for selling coatings that do not comply. Severe fines are applied in many areas.

The problem for retailers is not the VOC regulations, but the incon-

Fred Zimmerman, counsel for the National Paint and Coating Association, advises that retailers seek specific information regarding VOC limits from the manufacturers and distributors of the products which they sell. The local air pollution con-

TouEh Ca. Paint

Manufactureis are develoPing VOC compliant products to support the regulations. Labels clearly identify the new products which are said to be equal or superior to non-compliant products.

Retailers must keep up with pending regulations in their areas in order to have time to prepare their inventories. The consequences of not complying are serious.

"Together they emit That's about four times the l5 oil refineries operati

ganic compounds says Bill Kelly, 's South Coast Air ict (SCAQMD), of VOCs per day. ission level of

SCAQMD includes Los A and Orange counties and the non San Bernardino CountY. It has some most stringent compliance regulations. It B illegal to sell non-compliant products in this area. Fines are severe for failure to comply.

"After the compliance date, retailers cannot sell non-compliant stock and if they do, there can be penalties. Our maximum penalty is $25,000 per day until compliance," Kelly said.

ln California. the California Air Resources Board provided guidelines for individual districts and defined a set of districts which are responsible for enforcing regulations. Each district has its own VOC regulations and can fur'

sbme 24 individueil districts in the state.

The sickening slide from slow pay to bankruptcy

r"' '""'-..-.-,--. .l "."\r i '.. ,, -";*1.i.

By Andrew L. Ersek South Bay Forest Products ,, -... Orange, Ca. -5,

time it made no fter all, a sale

time Nameless has operated in the usual manner with none of its

customers having even a hint of the .$t6ftach is bankruptcy. Shelves are full of ide to merchandise, since other suppliers

V OU KNOW rhe scenario: tt's r one o[ your "slow" accounts that has gotten "slower" in the past month. The profit in the order was not that good to begin with, but you figured "it's a sale."

In the past, you could almost always reach Susie, the bookkeeper, and she usually returned your calls (sometimes a day or two later) and after the second or third call. vou usually got a check.

This time, however, Susie isn't in. She has left for the day or she is at the bank. The receptionist answering the telephone (whose voice you do not recognize) assures you that you will be called back, just as soon as Susie comes inlreturns or whatever. The oldest invoice on your aging (aptly named) is now 87 days old-and there are a number of newer shipments since that you ok'd because a sale is a sale. Right?

As your stomach slowly turns, you recall how the last two orders placed by Hank, the buyer for this company, were done briefly, without the usual discussion ofso and so has it for $5 per thousand bm less.

go direclly

dirdbtly ts&gfitp.qfrd irlace a cqll have apparently shipped foi 'cash 19 gooO old Skip, the owngr s? - which,fl\ameless seems to have Nameless Lumber and Supply,".a pleqjgdf. Why not? He didn't have large retail and contracror yard in ro frt rhe lasr9O days"ryorrh of bills. business for over l5 years. After the There wbr no laile *clamation business over l5.years. After w\po raigeihqclamation usual "He is not inlout/nor back on the door liating-ttrdt ihis estauflrom lunch/left for the day." you lishment was so ;iEhranased ano nail S^kip between errands. He is run inro the ground ttiat-it *fuoroeo c.heerful at first. but as the conversa- to declare ba-nkruptcy. N;rxas-rngF tion continues, you learn about the any court supervi^sioh of ttre dffiffilarge contractor who is not paying tioh of any 'of the assets that'now along with the unaccounted inven- technically-belonged to the creditors. tory shortage, the new Home Depot across the street and -the key employee who left him after 14 years. .1

attornev and since n..l3t,t1:1Y,:j

StOfy at a GlanCe

what happens as a ..good,, cuslfi$"rltl"ii.the business he is going tor", urdtns to stop p-aving your Rt irrst blush, you feel relieved. invoices. what to watch for, After all. reorgani2ation means vou thingsyoucandotoprotectyour get your house in order, clean- up interest .why bankruptcy is so loose ends, start fresh, take care of popular.

things. Wrong! What good old Skip is doing is declaring bankruptcy, speci- fically, Chapter I 1. This partiiular chapter allows the existing manage- ment (good old Skip) to stay -in charge and work things out to the betterment of all concerned.

Skip finishes the conversation as' suring you that notifications are going out to all creditors (it is comforting to know you are not alone) and a first meeting will be held at the local courthouse very soon. Of course, he can not pay you for any of the old accounts, but will be happy to purchase merchandise for cash. (Where did he get cash?)

We fast forward to the local courthouse where a few Nameless Lumber and Supply's creditors have gathered. The room that holds 50 people has standing room only. It is interesting to note about 60 days have passed between our fatal conversation with good old Skip and this courtroom drama, during which

Before we return to the overcrowded courtroom let's mention that Nameless is a corporation and while good old Skip and his tamily hold all of the company stock, they have not gone bankrupt, only the corporation. So while his corporation cannot pay its outstanding bills, good old Skip continues to draw his six figure salary, along with his wife, who is also an employee.

Meanwhile, back at the courthouse, good old Skip appears along with his attorney and explains to us there is nothing to worry about and allof us willget our money, if we will just be patient. He is making many changes at Nameless and will have the place showing a profit in no time. Part of these changes include drastic economy measures. You notice. however, that good old Skip drove up in his one year old Mercedes 450SL and is wearing an expensive sport coat. You also happen to know

b;;d;"'i;o"y, r'."r.'ui-ruu"d 6 hil

that he still has that cabin at the lake and the registration on the Mercedes shows good old Skip still resides in a fashionable local community. Oh, but these are personal possessions, not to be confused with corporate assets. Generally, those of us who extended credit to his corporation cannot go after his personal assets, no matter how manY there are.

There are, however, two ways to reach personal assets through a corporation. One is for the owner to have given a personal guarantee for his corporate debts, the other is to pierce the corporate veil. That is prove that the corporation and the individual are one and the same. This is almost impossible under current corporate law. Besides, good old Skip has his attorney to keep you from doing this. As for a personal guarantee. Skip was much too clever to give those to his suppliers. Besides, none of us asked. The corporation was good for it - right?

As to Skip's attorney, this is not free. He is not even cheap. Skip had to pay attorney fees up front before any law firm would take his bankruptcy. He must also pay certain ad,,rministrative costs beflore any creditors see a dirpe.

But we digress. Skip continues his reassurances that all will be well. The flow is ope4ed flor questions and it is obvious thai some of the gathering have not had expbrience at "reorganizations." One poor soul asks if he can be paid since Nameless Lumber owes him six months of reSi:f' charges on its forklift, and he cannot

Do Yotr Know?

In Chapter I I bankruPtcy the debtor is allowed to operate the business under the protection of the federal bankruPtcY codes while he attempts to work out a satisfactory arrangement with his creditors.

In Chapter 7 liquidation all assets of a business are sold in an attempt to satisfy creditors.

- Manv bankruptcies are blamed on interhal or eiternal flraud, rather than poor business Practices.

Poor bookkeeping or accounting practices are also blamed for many business failures.

Audited financial statements sometimes give a false sense of security, since CPA firms are usually not in a Position to comment on how well the business is run. Their opinion is confined to generally accepted accounting nractice.

- Bankruptcy laws tend to favor the debtor. Reforms are needed.

meet his next week's payroll. (Good luck!)

As we leave this hapPy gathering, the attorney assures us there will be subsequent meetings to keeP us uP to date on the "reorganization." On the way home, we glance at the list of creditors for Nameless Lumber and Supply and notice at the toP that good old Skip "borrowed" from Uncle Sam by not paying the withholding taxes on his employees for the last 3 months. Needless to say, Uncle does not stand in the same line and will be paid first. That is fair, is it not?

There is also the matter of back rent on the propertY that Nameless leases. It is four months behind. (Bet the payments on the 450SL are current.) The landlord also stands ahead in line since he can start eviction proceedings with the permission of the courts. Do you get the idea that Skip may have been in a little deeper than meets the eye?

Four months Pass as You anxiously watch the mailfor some word on the reorganization. What you get is notification from the court that the attorneys and the accountants, along with the administrators, will be paid. (With whose money?)

Finally, a creditors' committee is formedthe l0 largest excluding the l.R.S. and landlord. And guess what? You qualify. While this meeting is open to all creditors, onlY a hand full show up. The others aPparently have lost interest.

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The mood at this second meeting is mo'r? somber. Sales are down, collections are slovl an4expenses are up in spite of. good :old Skip's best efforts. lt looks like a long "reorgan- ization." i"

Let's see 1vhere,rrcw6. Wb have a company that wgfostrrg money under normal conditiohs. Along comes Chapter I 1 Reorganization, wher€Ihe, same company. under the same circumstances with the same mahagement. tries to make money bY having to pay up-front attorney and administrative fees. Don't forget the court supervision. Flash back to when you visited Nameless after the bankruptcy. Did you see any supervision?

F-ast forward to a year and a half later. (Many bankruptcies go on for years.) Nameless is still in Chapter I I, reorganizing. Your numerous calls to the attorneY have mostlY been ignored. When You do connect with one of the law clerks, you are told the reorganization is "progressing." Your attempts to contact the court appointed bankruptcy referee are even more futile. Especially after you learn that she has dozens of

cases to monitor and as long as the monthly reports are filed by Nameless, nothing happens.

The creditors' committees stopped meeting six months ago, because you learned that to get anything done, you must hire Your own attorney to talk to good old Skip's attorney, who in turn, talks to the courts.

If you think this story has a happy ending, you probably own a bridge somewhere. Before you are through, you learn another form of bankruptcy. It is called Chapter 7, better known as liquidation, which is exactly what happened to Nameless Lumber and Supply.

After operating approximatelY two years under court Protection. good old Skip, depleted the net worth his corporation had when he entered Chapter ll and whY not? Nothing changed, he kept right on doing whatever he did to cause him to go bankrupt in the first place. When the IRS and the landlord got their share along with the attorney and other administrators, there was

those who r

money, are not rewarded with addi- "' tional time to finish the iob?

As to good old Skipwhat happened to him? Did he go to debtor's prison? Is he working two jobs to repay all his debts? Not exactlY. He seems to have gone into business again and is now running No-Name Lumber and Supply Company, just down the street from his old location. You guessed it. He no longer drives that three year old Mercedes. He has a brand new one.

NEWS BRIEFS

Home Depot purchased l0 acres in San Bernardino, Ca., for a new store, leased 100,000 sq. ft. for a unit in a San Mateo, Ca., shopping center, negotiated for space in a Union City, Ca., mall and signed a $14.6 million lease for a 96,000 sq. ft. store due to open in Santa Clara, Ca., next Wlntgf

After the unexpected withdrawf of the Chase Bank funding. for the Levin Group's purchase oT lh9 O'Mglley Cos., the pioneer Arizona firm granted an extension to June 18 to the San Francisco investment firm to raise the reported $15 million purchase price. meanwhile O'Malley is free to seek new buyers and/or restructure the Phoenix-based company

_ Meeks Lumber Yard, Rocklin, Ca., is expanding its 4,000 sq. ft. showroom to 15,000 sq. ft.... Terry Lumber Co. is remodeling its new Bakersfield, Ca., yard, i former llickes Lumber .'.-.

Knoll Lumber, Bothell, Wa., opened a Marysville, Wa., store in the former Carpenter's Lumber building with plans to build a 20,000 sq. ft. facility in the next twoyears...

Ernst Home & Nursery opened a replacement store in Westwood Village Shopping Center, Seattle, Wa. Alpine Lumber, Sandpoint, Id.. opened a second store in Post Falls, ld. Ganahl Lumber Co., Anaheim, Ca., plans to add hardwood centers to the Garden Grove and Corona yards thisyear...

Anderson Lumber Co., Ogden, Ut., celebrated its centennial opening a building material center and truss plant in North Las Vegas, Nv.. HomeClub, Inc.

signed a lease for a new warehouse location in San Jose, Ca.. ..

Eagle Hardware, David Herrensperger's new project, has broken ground for its first unit in Spokane, Wa. . Hubbard's Ace Home Center opened a 17.000 so. ft. store in Med-ford, Or. .'. Atpiie Lumber, Alpine, Ca.. expanded its nursery to 9,ff[ sq. ft.

Highway 99 Home Center. a one-stop shopping center for the home, opens in Sacramento in mid-July .. Ace Building Center, Florence, Or., has been sold to Chris Harline by Mark Balfour. .. Lumbermen's Buildins Centers, Lincoln City, Or., rel ceived an award of merit and two Silver Hammer awards for consumer advertising from the Notional Advertising Bureau and the Television Bureau el' Adver- tising...

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I'r']1"": ' ''irrl

,,: Daniille ib,^, improrement Center, Danville, Ca., has closed . Modesto Lumber Co. plans to close its Ceres. Ca., yard sometime this year, selling their loca- tion to the city. Diamond Lumber, merged its Petaluma, Ca., location with its Sebastopol. Ca., store whose property is being considered by the city for redevelopment

Anniversaries: Irrigators Lumber Co., Caldwell, Id., 70th; Yucca Vallev Hardware & Lumber, Yucca Valley, Ca., I lth.

Lumberlok. Hayward, Ca., has been acquired by ineco, Colliers Way, W.V. . . Cooperlools was named Vendor of the Year bv AceHardware Co. . . . Pacilic Coast Buitding Products Inc., 5acramento, Ca., purchased Interstate Brick, WestJordan, Ut.

. Calilbrnia Hardware, Los Angeles, Ca., named Stanley Hardware its yendor of the year.

Caseywoods Corp. rec,eived ap- proval to op€n a wholesale lumber and building materials supply yard in GrassValley. Ca. . .. BMC West, Beaverton, Or., has leased 35,000 sq. ft. of warehouse and distribution space in Vancouver, W&., for expan- ston...

Ensworth Forest Products, Arcata, Ca., has added a custom milling service ... Product Sales Co.. Orange, Ca., had an ofl'ice break-in with losses of approximately $1.500.

A Plywood Panels facility has been acquired by Do *Able Prodacts. both are in City of Industry, Ca. . Pope & Talbot, Portland, Or., acquired the Powder River Timbe,, sawmill. Osase. Wy. Empire Forest Prodicts', Spokane, Wa., has closed . .

_ Approximately 3,500 loggers tiom Wa., Or., Id., Mt. and No. Ca. gathered in Kelso, Wa., May I2to protest a government proposalto curtailtimber harvests to preserve old growth forests as habitats for the "endangered" northern spotted owl; some 550 trucks formed aline five miles long.

lWo fewer houses, condos and apartments were built in first quarter 1990 than in the same period a year ago, F. W. Dodge reports

The ballot initiative (the Global Warming, Clear Cut Reduction, Wildlife Protection and Reforestation Act of 1990) backed by the California timber industry turned in enough signaLures to qualify for the Nov. ballot

Housing srdl,rs forApril (latest figs.) fell 5.80/o to a seasonally adjusted annual rate of 1.25 million, the lowest in 7 years. . single family units were down 7 .50/o; m u ltifam ily slarts remained unchanged at the March level of 3l 1,000 building permits slipped 8.70/o

hBhureK

CALENDAR

JUNE

North American Wholesale Lumber AssociationJune ll15, annual meeting, Jasper Park Lodge, Jasper, Alberta, Canada.

Mountain States Lumber & Building Material Dealers As- sociation June 13, Utah golf tournament, park Meadows Country Club, Park City, Ut.

Pacific Coast Builders ConferenceJune l3-16, Moscone Convention Center, San F-rancisco, Ca.

Los Angeles Hardwood Lumberman's ClubJune 14, election night, Nieuport 17, Santa Ana, Ca.

Dub's l,td.June 15, golf tournament, Presidio Army Ciolf Club. San Francisco. Ca.

Spokane Hoo-Hoo Club - June 15, golf tournament, Spokane, Wa.

Los Angeles Hoo-Hoo ClubJune 22, golf & dinner, Azusa Greens (iolf Course, Azusa. Ca.

Pacific Lumber Inspection BureauJune 22, annual meeting, Vancouver, B.C.. Canada.

Western Wood Preservers Institute - June 24-26. summer meeting, Napa. Ca.

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JULY

Interforst '90 - July 3-tl. lorest technology show, Munich Trade Fair Centre, Munich. West Germany.

Woodwork Institute of California - July 10, area meeting, Bowser Cabinet & Casework, San Diego, Ca.

Building Industry Credit Association - July 12, credit management seminar, San Diego, Ca.

Mountain States Lumber & Building Material Dealers Association - July 13, Idaho golf tournament, ldaho Falls Country Club, Idaho Falls, Id.

Spokane Hoo-Hoo Club - July 13, board of directors meeting & dinner, Spokane, Wa.

National [,umber & Building Material Dealers Association - July l3-14, executive committee meeting, Denver, Co.

Western Red Cedar Lumber Association - July l4-15, annual meeting, Blaine, Wa.

National Retail Hardware Association - July l5-19, annual convention, Marriott Rivercenter, San Antonio, Tx.

Los Angeles Hoo-Hoo Club - July 17, Angels baseball night, Anaheim Stadium, Anaheim, Ca.

Black Bart Hoo-Hoo Club - July 27, annual barbecue & golf tournament, Ukiah Municipal Golf Course, Ukiah. Ca.

San Joaquin Valley Hoo-Hoo Club - July 27, Coast Frolic golf tournament & dinner, Nipomo Golf Course & Shorecliff Hotel, Pismo Beach. Ca.

AUGUST

Lumber Association of Southern California - Aug. 9, board oldirectors meeting, Old Ranch Country Club, Seal Beach. Ca.

Spokane Hoo-Hoo Club - Aug. 10, installation of officers. Spokane, Wa.

National Hardware Show/Hardware lndustry Week - Aug. l2-15, McCormick Place, Chicago, Il.

Lud McCrary Janet Webb

Enviros Victimize Everyone

While members of the American public don't yet realize it, "they will be the ultimate victims of the headlong preservationist drive to halt or severely restrict timber production on public and private lands throughout the United States." American Plywood Association president William T. Robison said.

Implementation of recent Proposals by a U.S. Forest ServiceBureau of Land Management interagency team for protection of the northern spotted owl ultimatelY would be "a cruel blow to plans for home ownership by young Americans from all walks of life," he added. "According to estimates by the Northwest Forestry Association implementation of these proposals would sacrifice at least 30,000 Pacific Northwest jobs and lock up enough wood to build nearly 300,000 homes annually."

It could also "potentially eliminate close to onemillion jobs nationallyabout 250,000 directly in the construction trades and aPproximately three times that number in occupations dependent on housing as the engine of the economy, such as real estate sales, home appliance manufacturing, furniture making, building material retailing and countless others in a nation that builds more than 90% of its homes with wood," Robison said.

Robison described the spotted owl recommendations of the federal interagency team as "absurd." He added: "An impartial examination of the issue will show that existing spotted owl populations are stable, and not dependent on old-growth timber for survival. In fact, these versatile birds thrive in many classes of forests, including those where trees are harvested and new trees planted to sustain the nation's wood fiber supply."

Lien Law Class For Suppliers

Norm Widman, vice president and credit manager for Dixieline Lumber, San Diego, Ca., will join attorney Wes Griswold teaching "Mechanics' Lien Law For Material Suppliers," July l9 at the San Diego Hilton on Mission Bay, San Diego, 9 a.m. - 4 p.m. Advanced registration is required with the Building Industry Credit Association, P.O. Box 60502, Los Angeles, Ca. 90060.

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WESTERN ASS0CIATI0N NEWS

Western lluilding Material Association is advising its mentbers, especially those with an obligation under the [)rugI;ree Workplace Act, that it is to their advantage to establish an effective policy on drug and alcohol abuse.

They suggest that the l)rug-[rree Workplace Manual and f:mployee Education Video Tape produced lor the lumber and building material industry and available through the association will help to educate enrployees in two ways. l:irst, the book helps the store or yard owner to understand the magnitude of the drug problem, its intpact on business

and the government regulations intended to address the problem. Second, it helps the owner or manager to plan and implentent a program which meets the needs of the company. The book includes lists ol additional materials and sources of information on the subject of drugs in the workplace. lt also has inlornlation relative to the truck driver drug testing and educational requirements of the lrederal Flighway Administration.

Western Hardwood Association menrbers endorsed species diversifica-

tion at the spring meeting in Ashland, Or., April 25-27.

Following the theme "Turn Over A New Leaf," the association will work to incorporate all western hardwoods growing in Washington, Oregon, California and Alaska into their plans for consistent supply, grading and promotion. tt is felt that species diversification will enable sawmills to get sawlogs while also serving the need lor fiber in the pulp and paper industry. ln addition, the specialized veneer business should get a giant boost. Other advantages would be making more products available to wholesalers, distribution yards and manufacturers and providing more members and strength for the association.

The association's lall meeting will be held in Victoria, 8.C., Canada, Sept. 30Oct. 3. The l99l spring meeting will be held in Sacramento, Ca.

Mountain States Lumber & Building Material Dealers Association has compiled a summary of what lumber dealers can anticipate in the future.

In presenting the inlormation, Gary Woodward, Ci&M Building Supply, Anthony, N.M., MSLBMDA president, said, "lt almost goes without saying that the decade that just ended was a roller coaster ride for our industry."

o By and large, independents will continue to do a better job ol servicing the customer and employee than the larger chains.

o We will be dealing with a more knowledgeable customer base.

. We must enhance our employee training programs.

o We must cross-train our personnel and use them where they best benefit the company.

o We will see a continued decline in new home building; however, we will continue to see a rise in repair and remodeling of homes.

Our contractors will need to feel more comlortable in bringing their customers into our stores. Our stores need to be neat. clean and well merchandised.

o We will have to accept metrics; they are here to stay.

o Management will have to spend more time planning, planning and plannlng.

. Management will need to develop close relationships with major suppliers and major customers.

o We will need to become special order experts.

HomeClub Names New Pres.

James Halpin has replaced John Chase as president of HomeClub, Fullerton, Ca.

Flalpin, former manager of HomeClub's sister company on the east coast, BJ's Wholesale Club. is the fifth president in five years for the southern California chain. Chase. who had the position for almost a year. resigned to join his family in Florida.

First quarter earnings for HomeClub showed a 220/o sales increase with a 3206 drop in operating income compared with the same period in l 989.

USA Today Cites Wood-Kote

Wood stain and finish producer Wood-Kote Products, Inc., Portland, Or., is making national news in its commitment to the environment, garnering the cover story of USI Today's Earth Day issue.

Headlined " Environmental Good Guys," the April l9 article reported on the company's installation of ten 10,000-gallon above-ground tanks and ongoing development of environmentally safe products.

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Lumber Yard's Cocaine Tunnel Unearthed

F-ederal agents have seized a Douglas, Az., lumberyard after discovering it hid an underground tunnel used to smuggle at least a ton of cocaine in from Mexico. said authorities.

Carved 30 feet below ground, the 273-ft.long passageway linked Douglas Building Supply's 8-monthold warehouse to the Agua Prieta, Mexico, luxury home of the company's owner, said customs agents. The 5-ft. high, 4-ft. wide tunnel was well lighted, lined with concrete to prevent cave-ins, and featured com-

Emst Adds New Departments

Ernst Home & Nursery has added three new departments to the building materials and home improvement products it stocks at its new 48,000 sq. ft. Westwood Village Shopping Center store in West Seattle, Wa.

The home supply department features paper products, cleaning supplies and other often needed household goods at extremely low prices. The recreation and leisure department carries a complete line of fishing tackle and camping gear as well as everything needed for a family picnic or outing. The office supply department offers an inexpensive place to shop lor everything from pa-

partments in the walls which could be used to store as much as five tons of cocaine, authorities said.

The entrance was hidden in the house's game room beneath a concrete slab on which a pool table rested. A hidden switch triggered a hydraulic lift to raise the slab and pool table about five feet into the air.

At the other end, an advanced hoist and pulley system apparently raised drug packages into the warehouse's staging area from the tunnel below, said officials. Tractor-trailers and other rigs were then presumably

per clips and legal pads to computer paper.

"We wanted to try out our newest ideas in West Seattle because the people there have been very loyal to us over the past 25 years," said Tom Stanton, senior vice president of operations for Ernst. "lt typifies the energy and potential of the resurgent markets here in the Northwest."

"So flar. the results have been very positive," store manager Scott West added. "Since our soflt opening at the beginning of April, sales have been excellent and interest has been high. Many customers have stopped me in the aisles to tell me how much they like the new store."

loaded with thousands of pounds of cocaine and dispatched to delivery points elsewhere, they said.

Following months of rumors of a below-the-border drug highway, customs agents pinpointed the suspicious site using sophisticated seismic equipment. Two drivers were nabbed near Phoenix May l0 along with over a ton of cocaine after departing the Douglas Building Supply loading dock. said authorities.

After a weekend of surveillance, officials raided the warehouse and home, arresting two others and confiscating the properties and an associated business, Douglas RediMix Concrete.

Agents estimate the tunnel had been in operation for six months, after taking six months and $ I .5 million to build.

Manville Bankruptcy Inquiry

Two New York judges supervising asbestos damage cases indicated that they might seek to reopen Manville Corp.'s bankruptcy proceedings.

They also suggested that the Manville Personal Injury Settlement Trust might have been mismanaged and ordered an explanation of why it has been depleted with many victims not to be compensated until after 2000.

Reportedly, hundreds of millions of dollars paid as fees to a handful of plaintiffs' lawyers helped create the shortage.

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Arizona Distributor Expects Rebound

Western American Forest Products, Inc., Phoenix, Az., recently became one of the newest members of the Simpson family of distributors.

A two-step distributor to door shops and lumber yards, Western American has traditionally carried commodity lumber products. With

l6 employees, the company serves the entire state of Arizona.

Dave Graff, who has been with the company since 1973, became branch manager at the beginning of this year. In the l6 years he has lived in Arizona, Graff has seen a lot of fluctuations in the state's market. "We had a real boom town market for a number of years, but then the migration to Arizona slowed down. The market has suffered as a result of the over building in the mid '80s. There's been a glut ofhouses on the market, but I think we've bottomed out. Within the next three years, I expect to see a rebound with a much more mature and stable market emerging."

"Western American has survived," continues Graff, "because we're well established and have a good relationship with our custo-

A00lTl0l{ of wood doors has heloed Western American Forest Products, Inc., with customers such as Pima Door & Supply Co. calling for stacks of the product.

mers. Broadening our product base has helped a lot. Carrying doors has increased the profit base and given

seat of his car, but the boy was grabbed before he could enter.

When the employee tried to switch the ignition off, the suspect punched him, police said. After a briefscuffle, the car backed up, striking the guard in the legs, then swerved toward the manager, running over his foot before speeding off, said officials.

Three days later, Oceanside police arrested the man and his wife, suspected drug users, after they were captured by San Diego police after another shoplifting incident, said police.

Litter Into Lumber?

A new company is banking on consumers preferring lumber that's garbage. Literally.

Replatec Co. plans to recycle various waste plastic - including soda bottles, telephone casings and milk jugs - into a lumber substitute designed for "non-structural" use.

The first $2 million plant of a planned string of such facilities across the country has been proposed for Los Angeles, Ca., and should produce $2 million to $3 million a year in plastic lumber, according to Replatec.

"The Quiet Giant"

RESPIIE from glut of overbuilding is predicted by Dave Gralf , branch manger, Western American Forest Products, Phoenix, Az.

us more products to sell as well as a tie in to other items like mouldings and frames. We anticipate the addition of more millwork items and the elimination of some of our lower proht items."

"Wood is very popular here because of the architecture, stucco and wood beams, and the houses are designed with some protection for the doors from the sun. Doors made from other materials do sell, but wood remains predominant," Graff said. "Simpson has an excellent support system and stands behind its product. They have a good name in the marketplace and excellent literature and promotional programs."

Shoplifter Flees Without Son

A man has been arrested for using his son to help shoplift from National Lumber & Supply Co., Oceanside, Ca., and then fleeing, leaving the boy behind, according to police.

A security guard had recognized the man from a previous shoplifting incident in anotherstore and watched him March 25 as he stuffed a tape measure and wrench into a waist pack worn by the 12-year-old, said police. The guard, store manager and another employee followed the two into the parking lot, where the man jumped into the driver's

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Repair & Remodeling Spending Surges

Repair and remodeling spending will continue to drive the building material and home improvement product markets with strong growth in the '90s.

Residental repair and remodeling spending for owner occupied oneunit properties rose irom $47.74 billion in 1985 to $63 billion in 1989. F-or all R&R properties spending rose from $80.27 billion in 1985 to $105.16 billion in 1989, according to Frost & Sullivan, Inc.

Healthy repair/remodel spending even in times of economic slowdown is expected to continue. Because maintenance and repair are largely non-discretionary and homeowners are choosing remodeling as more economical than building or buying a new home. no slowdown is eminent.

Products ranging from wood and lumber and non-wood building materials such as roofing and insulation to paint, plumbing and electrical products will remain strong as will sales of power driven hand tools and

lawn and garden products. Retail sales of wood and lumber products through do-it-yourself channels are forecast to expand from about $22.66 billion in 1989 to over $25.26 billion in 1993. Non-wood building materials are expected to grow from about $ 18.69 billion in 1989 to 524.84 billion in 1993.

Power-driven hand tools will have retail d-i-y market growth from over $2.2 billion in 1989 to nearly $4.46 billion in 1993. Sales of garden and lawn equipment will grow from $3.69 billion in 1989 to $4.66 billion in 1993.

Home centers will continue to feel competition from warehouse outlets as well as hypermarkets and specialty retailers. The latter will "capture a significant portion of emerging d-i-y sales that might otherwise be captured by home centers," says Frost & Sullivan. This sector increased its market share from 8(Xr in 1982 to l0% in 1987.

Hardware stores will grow from

25,000 in 1988 to25,099 by 1993. Di-yers like the user friendly customer service provided by hardware stores and are willing to pay more for products.

Lottery Nets Reload Center

Universal Forest Products is constructing a lumber unload/reload facility at the Port of St. Helens, Columbia City, Or., thanks to the state lottery.

The company has been awarded a Ioan and a grant totaling nearly a half million dollars from the state's Special Public Works Fund raised through the Oregon lottery. Universal's Far West Co. is investing $540,000 in adock, building improvements and equipment, while the balance of the more than $1,610,000 will come from the Oregon Ports Revolving Loan Fund, the state Department of Transportation and the Port of St. Helens.

The lacility willship lumber products from Northwest mills, including Llniversal's Woodburn. Or.. remanulacturing plant, eastward and to Southern California and Hawaii by barge, rail and truck.

Recognizing the impossibility of improving on the genius of nature in fashioning a tight knot redwood lor siding use, we concentrated on improving the humanly controlled steps of selection, seasoning, manufacturing, and protective packaging. The resulting triumph: Premium Knotty redwood, the elite among tight knot sidings.

>Each piece of Premium Knotty is individuallv machine monitored to assure a moisiure content of 19% or less.

>Careful pre-selection and exacting control of seasoning inhibits further shrinkage as well as relieving drying stresses which can contribute to checking and loosening of knots.

>Tiohter standards of selection and grading have also eliminated all cut-outs formerly allowed.

A handsomely saw-textured range of avail' able patterns includes Thick Butt Rabbeted Bevei, V-Joint Tongue and Groove, 1 " Chanl nel Shiplap, V-Shiplap, and trim. Virtually all patterns have undergone performance enhancements including among others, increasing to 34" the lap of the rabbet on the Thick Butt Bevel siding pattern, lmproved unit wrapping and a protective end cap assures that all the values added at the mill are delivered to the jobslte. The end cap canies slorage, application and finishing instructions to enable those values lo be properly utilized.

IEven better, Premium Knotty retains all ol redwood's legendary natural properties including outstanding resistance to warping, twisting, and splitting; excellent insulation characteristics, and an exceptional ability to take anrl hold a finish. So slde with the best-Premium Knotty tight knot rodwood siding. The obvious choics. Naturally. For inlormation on availability and the name of your nearest source of supply call:

Architecl Tony Rosas

PERSONALS

Sally Andrews, Mount Baker Plywood Inc., Bellingham, Wa., has been promoted to regional accounts mgr. Jane Mclennen is now a sales rep.

Louie Marin is the new mgr. of Mutual Moulding & Lumber Co., Gardena, Ca., according to Jerry McGuire.

Ralph Lamon, retired San Francisco, Ca., lumberman, is keeping busy with golf and travel, recently participating in the Mexican Seniors' Golf Tournament in Acapulco, Mexico.

Ted Ellis has joined the home center group at Idaho Timber Corp., Boise, Id., reports pres. Larry Williams.

Kenneth M. Nelson has been named pres. and ceo of Tri-W Distributors, Inc.. Kirkland. Wa.

Allen Rogers, owner, Woody's Big Sky Supply, Inc., Polson and Ronan, Mt., has been appointed to the Montana Hardware Association board of directors.

Kevin Monahan is new to Alpine Lumber, Sandpoint, Id., as mgr.

Ed Reiman is new to Guitteau-Newland Lumber, Eugene, Or.

Pete Kent, lormerly of the Western Wood Products Association, has joined the editorial staff of Random Lengths Publications.

Nancy Jaenicke is now corp. director of quality at Weyerhaeuser Co., Tacoma, Wa.

Charley Hobbs has been named district mgr. for the Northwest at GeorgiaPacific. Newly transferred branch mgrs. include Randy Both, Salt Lake City, Ut.; Scott Gill, Santa Rosa, Ca.; Bert Marostica, Riverside, Ca., and Buzz Nielsen, Seattle, Wa.

Gary McGee is now heading Trus Joist's So. Ca. sales region, replacing Marv Askey, who has joined Norco Windows. Tom Devlin is in charge of TJ's new Sacramento. Ca.. sales olTice.

Doug Heryford has joined the sales team at Unity Forest Products, Yuba City, Ca.

Steve Lebeda, Lumbermen's, Newberg, Or., has been named Employee of the Year. Kevin Riegelmann received a Safe Driver Award.

Jeff Lundegard is now gen. mgr. of WitIamette Industries' custom products div., Albany, Or. Art Stevens is sales mgr.; Stan McGehee, production mgr., and Bud Dearing and Verna Todd, sales.

Allan Burns is managing HomeClub's new Beaverton. Or.. unit.

Craig Kincaid, J.M. Thomas Forest Products, Rocklin, Ca., won the l4th annual Buzz Shafer Golf Tournament, Scottsdale, Az., with a closing round of 66. The open raises money for Ronald McDonald House and other charities.

Steve Thurgood, Jones Wholesale Lumber Co., Lynwood, Ca., "died" as he portrayed a heart attack victim in a major earthquake preparedness drill in Los Angeles, Ca. Hollywood movie studios donated makeup for participants, with Universal Studios providing sound equipment that shook the building.

Max Robuck has been named v.p. and gen. merchandise mgr. of National Lumber, Fountain Valley, Ca., succeeding Jordan Silverberg, who has retired.

June 199O

William Bower, who wilt be 100 years old June 18, is to be honored by Willard Scott on NBC's "TodaY" show, according to his grandson, Clint Bower, pres. of Mariners Forest Products. Santa Ana. Ca.

Harry James, owner, James Lumber, Poulsbo. Wa.. has been elected lst vice chairman of the Pacific Northwest Hardware & lmplement Association.

Dick and Jackie Osmundson, Wood Imports Buying Service, Walnut Creek, Ca., spent the month of May in South Asia calling on plywood and lumber mills.

Mark L. Neria is now mgr. of Azrock's west coast warehouse, Santa Fe Springs, Ca.

Ralph Cardwell, Universal Far West, Huntington Beach, Ca., has returned from a recent vacation to England.

Jerry Roberts, building products sales, Celotex Corp., Salt Lake City, Ut., won a 1990 Geo Tracker LSI convertible in a recent sales competition.

Sam Hamilton has joined Bend Millwork Systems, Bend, Or.

William L. Preslik is the new Northwest district sales mgr. for Mannington Wood Floors, according to John Patterson, v.p., sales & mktg.

Frank Kinney, Hulbert Lumber Co., Newark, Ca., enjoyed a recent Rogue River salmon fishing expedition.

Peter T. Pope, chairman and ceo, Pope & Talbot. Portland. Or., has assumed the duties of pres., rePlacing R. Steven Mason, who resigned to Pursue personal interests.

Jerold H. Tuft has lelt Schlage, San Francisco, Ca., to become pres. and ceo of Casablanca Fan Co., City of Industry, Ca., and ceo of Lavery Lighting and Casablanca Lighting, reports Jordan D. Schnitzer.

George Wood has joinedLazy S Lumber Inc.. Beavercreek. Or.

Don Dodt has been named sales mgr. for Western American Forest Products, City of Industry, Ca.

Shepard S. Tucker is now government affairs mgr. at Louisiana-Pacific's new Sacramento. Ca.. oflice.

Henry Baca is the new San Francisco Bay Area field rep for the Western Wood Products Association, Portland, Or., according to Dick Connell, who continues in the north central Ca. and western Nv. territory. Lalia F. Cully has joined the international mktg. dept.

Shawn Sinclair, Dellen Wood Products, Spokane, Wa., has been nominated as 2nd v.p. of the Spokane Hoo-Hoo Club. Proposed directors: Walt Adams, Jim Tenney, Elyza Jorden and Pat McIntyre.

Jerry Hudson has joined W.S.l. Inc., Spokane, Wa.

Hap Hasty has been named v.p. of production & wholesale operations at WoodPly Forest Products, Chico, Ca., according to pres. Frank Solinsky.

Richard A. Kashnow has been appointed a senior v.p. of Manville CorP., Denver, Co., and pres. of its newly restructured engineering products group, reports Manville Pres. W. Thomas Stephens. Ronald W. Mathewson is pres. of its new building products group.

Dale Burgdorf is the new sales mgr. and Mike Halsne the new inside sales coordinator at Mariners Forest Products, Santa Ana, Ca., according to pres. Clint Bower.

Craig Evens has joined the sales team at Jones Wholesale Lumber Co., Lynwood, Ca., reports sales mgr. Steve Thurgood.

Carl Allison is new to sales at D.R. Johnson Lumber Co., Prairie City, Or.

Bob Dinwoodie is now mgr. of 84 Lumber Co., San Jose, Ca.

Monty "Ray" Pine and Doug Lasfer have been assigned to the softwoods specialty order desk at Mungus-Fungus Forest Products, Climax, Nv., report owners Hugh Mungus and Freddy Fungus.

(Please turn to page 34)

\4b really put our salespeol

fuou$ftemill.

Atleast once aweek, all our salespeople at Willamette leave their offices and head for the mill.

They inspect inventory to make sure the stock is being rotated. They pass along market information so the people in the mill knowwhat products to make. They discuss new products. And they check on your orders.

But their trip isn't limited to just one mill. They're also tamiliarwith the products and capabffies of all Willamette lumber and plywood mills. Because they've gone through them, too.

That means, if you ever have a special order, our salespeople know immediatelywhich mill to call. They don'thave to "getback to you" with answers to your routine questions, because they knowfrom firsthand experience what s happening.

In fact, its almostlike talking direcfly to the mill yourself. This not only saves time, but makes sure your orders are handled in the most professional manner possible.

So find outwhatWillamette can do foryou. Call our salespeople and start asking questions. They'1l be happy to tell you what they know.

And if they offer to put you through the mill, well....enjoy the tour.

0willamette Industries, Inc.

Lumber & Plywood Divisions

Western Lumber and Plywood

Albany, 0R (503) 9267771

Southern llmber and Plywood

Ruston, tA (318) 25ffi258

Aflantic Plywood

RockHill, SC (803) 32&3844

Personals

/C-ontirtttt'tl J'ront puge -l / 1

Mike Young, C'ross Creek Sales. Inc., Anaheim, Ca., is now handling mill sales in Ca. and Nv. for Mt. Bakcr Plywood. Bellingham, Wa.. according to national sales mgr. Patrick ('. Verd.

Alan 1,. Lambuth. Boise. Id.. has been honored by'thc LJSI)A I;orest Service's Forcst Products Laborator_r, f or 35 years o1'advice and assistance.

Wilhelm Gurski is mgr. ol' ,\nderson Lumber (o.'s new building nraterial center ancl truss plant in North Las Vegas, Nv.

Kevin Monahan has joincd ,.\lpinc Lumber, Sandpoint. Icl.. as mgr

Peter Heitkemper. Portlancl. Or.. has retired aftcr 30 1'cars in thc business with ( hapman Luntber Co. ancl ,{merican Timbcr & -frading C'o.

Ted l'reres, [:reres I.unrbcr ( o.. I-1ons. Or., has bcen rc-clectcd prcs. ol' the West ('oast Lunrber Inspection Ilureau, l)ortland. Or. ('larence Koennecke, r\ldercreek Luntber ('o.. Portland, is now v.p.. uncl Harlan Friesen. [-riesen Luntber ( o.. St. Flelens, Or.. sec./trcas.

(iaren Hanlon has re.ioinecl \\'estcrn ( al Industrial Lunrber, (iarclcna. ("a.. reports Phil Mc('affertr'.

l)an Nabors has joincd the sales lbrcc at [ ]niversal I:orest Proclr,rcts' re dwood div.. Arcata. ('a.. reports \like,\llen. gen. mgr. ul {)l)erilti()ns.

('huck BIiss has been pronlotecl ro llcld sales mgr. of the we stern architcctural ceilings region of thc Celorer building products div.. rcports gen. sales mgr. R.S. King.

Lee !'an Hess has bee n transf'errcd to Lumbernren's ncwll purchased Ne*port, or.. storc as ntgr.

Paul Schwiegeraht has becn rrantecl [:mployee ol the Yclr at Lunrbernren's, Forest (iror,c. Or. t)ick .{ndrew reccived a l0-yclr servicc award.

George J. Harad, exec. v.p., Boise Cascade, Boise, Id., has assumed responsibility for three paper divisions and Paper Technical Resources function.

Rex L. Dorman is now cfo and a senior v.p.; Theodore Crumley, v.P. and controller, and Carol Moerdyk, v.p.

Dennis Curran, son of Dwight Curran, DMK-Pacific, Fremont, Ca., recentlY won three awards at UC BerkeleY, where he attends ROTC classes.

Craig Knoll has been elected chairman of the board at Knoll Lumber & Hardware, Kenmore, Wa. Rick Barnes is pres. and coo, and Kyle Kincaid, v.p. and gen. mgr.

Mike Welch has joined the sales staff at Setzer Forest Products. Sacramento. Ca., specializing in clear veneers, laminated veneer stiles and cutstock, reports sales mgr. John Campbell.

Glen Weible is now gen. mgr. of Canfor USA, Meridian. Id.

John T. King Jr., mgr., O'Malley Mill, Phoenix. Az.. has retired after 42 years in the lumber business.

Mike Vinum has joined Britt Lumber Co., Arcata, Ca., according to Russ Britt. He replaces Rob Britt who will be an exchange student in Sweden.

Wholesaler Confidence Up

Confidence is rising in the nation's wholesale distribution industry after a slight drop in the previous quarter, according to a National Association of Wholesaler-Distributors survey.

The wholesalers' confidence index, initiated last year at a level of 100, rebounded to 102 for 1990's second quarter after the first quarter's 98.3. The "optimism stems from second quarter improvements they foresee in sales, gross margin percent, net income, incoming orders and days sales outstanding versus the actual second quarter of 1989," said the study's author.

Yet increases in capital expenditures and inventory levels are not expected, continuing the conservatism brought on by intensifying competition.

Code Plus Promos Plywood

Code Plus, a program to encourage better-built homes and aid dealers in selling more product, has been introduced by the American Plywood Association.

.Ahs

Builders of Code Plus Homes will sign an agreement to use APA Rated structural sheathing in the walls of their houses, roof sheathing and Sturd-l-Floor combination subfloor/ underlayment in thicknesses which are one step up from minimum code requirements. To qualify, these materials must be applied in accordance with APA recommendations.

Responding to studies showing a demand for higher quality housing, the program benefits dealers by creating demand for premium materials. It also should decrease callbacks involving the dealer.

APAfield representatives are available to supply literature, present seminars and consult with dealers. Dealers are encouraged to nominate builder customers for the program.

Over 650 home builders and remodelers are participating in Code Plus at present. A special logo is available to members for use on brochures, posters and advertisements.

ope 6. Talbot.

\Wtth 15 million board feet at our reloadfacilides in San Francisco and LosAngeles. Green Douglas Fir, straight from the mill for consistent qualiry. In every size from 2" ><3" tO2" X 14". LengthS to 26'. Any mix. Just-in-time inventory. At predictable prices. Call (503) 220-2750.

\fdil fill your order right away for shipment today.

'WeVe got the wood.

Sacramento, Ca.

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

James A. Haas, gen. mgr.

Richard H. Mills, Melissa Morinelli

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. 95865 US Wats (800')624-5319 Ca Wats (800132I-1278 (916)972-7282 FAX 916-972-7290

San Francisco, Ca.

Mahogany, Meranti, Keruing, Ramin, Nyatoh

Franklin O. Btllings

Mouldings, Millwork, Plywood, lndustrial Hardwood, Truck Decking, Imported Hardwood/Softwood Lumber

EXPORTING: Softwood Cut Stock, Hardwood Lumber & Dimension, Softwood & Hardwood Specialty ltems

1050 Sansome St., Ste. 300, San Francisco. Ca. 94lll (4r5)39r-6700 FAX 415-98r-4130

New Program To Double Gopper Use

The copper industry has launched a market development program to increase the use of copper sheet and coil in new construction, especially in roofing, flashing, gutters, downspouts and ornamentation.

Aimed at doubling the amount of sheet copper used in North America within the next decade, the North American Initiative for Copper Architectural Applications will emphasize design service, technical publications and training videos tailored to each participant along the marketing chain, from mill producer to building owner. Eventually, the development of new copper building products and installation techniques are foreseen.

Persistance Pays Big

Patience may be the most underrated sales tool. According to a recent survey:

o 2o/o of sales were closed on the first call.

o 3% on the second,

. 4o/o on the third,

. l0% on the fourth, and

o 8l% on the fifth call.

Omaha. Ne.

Candace Briggs, mgr.

Dave Kipp, Jackie Scoles

S.P.F. Dimension, F/L Dimension, Hem-Fir Dimension, CCA Treated Lumber, Cedar Siding Products Southern Plywood, Western Plywood

One Central Park Plaza, Ste. 200N. Mail Drop 27, Omaha, Ne. 68102 @021978-4525 FAX 402-978-4526 (800)535-7898

Eight sales were made on every 100 cold calls, but when leads were furnished, 28 sales were achieved per 100 calls.

Canadian Forestry Conference

A forest industry conference addressing sustainable development, land use, timber supply, access to international markets and new technology is set for Sept. 2628 in Vancouver, B.C., Canada.

Themed "The Way Ahead," the two-and-a-half day, Council of Forest Industries of British Columbia-sponsored conference is being organized as a companion event to Wood Expo, Canada's largest exhibition of forest industry products and services.

A tlIItE bit of England in Tacoma, Wa., this demonstration house uses the American Plywood Association's Code Plus structural system. This requires walls, roof and floors built with premium structural products, applied according to APA specification, to exceed model building code minimums. The house was leatured in a recent issue of Country Living.

ls Our Service ReallY Good?

Good service starts at the top. And chief executives can discover if they are in touch with their customers, according to The Complete Guide to Customer Service, by asking themselves:

l. I)o I observe how service is being delivered and do I take action to correct any problems?

2. How many days in the last l2 months have lactually spent working as a customer-contacting employee?

3. How many hours in the last year have I actually spent speaking with our customers?

4. l)o I know the reasons some customers are unhappy with our service? Do I know how much it would cost to right each major source of dissatisfaction?

5. l)o I know exactly how many customers are dissatisfied with our service and how much it would cost to handle their dissatisfaction?

6. I)o I know how many of our dissatisfied customers switch to competitors and how much profit we lose due to this?

Andel Forest Products, lnc. has been created to filljust such a void, combining qualitY, service and reliabilitY.

We specialize in truckload & carload shipments of: RedwoodGreen or DrY, Commons or Uppers

CedarFencing & Siding, Incense or Western Red FirDoug Fir & Hem-Fir, Dimension & Rough Fascia

(7O7) 575-6883

Please call for quotes Karl Drexel ANDEL FORDST PRODUCTS, rNC.

P.O. Box 2910. Sarlta Rosa, Cali{brnia 95405

and stud inventory

bill sullivan robert golding dale dickinson' bill Young

SIlLL R0Ltll{G after half a centurv, trucking firm president Earl Blincoe, BJJ Company, Stockton, Ca., shows off a newly restored 1946 Kenworth Model 521. The 50-year trucking industry veteran spent 526,000 stripping down and rebuilding the truck from the ground up.

Are physical inventory counts limiting the time you spend running your business?

If you're spending too much time on physical counts of inventory instead of running your retail business, consider RealWorld Point-of-Sale Plus*.

RealWorld@ Point-of-Sale plus, featuring Synchronics point of Sale*, can help your business stay on top of-point of sale, accounting and vital_inventory information. you cin know at a glance when " merchandise is running low what items are selling #ell and those that are not. lMth automated point of sale functi6ns tnked to in_ ventory, you can reduce the time spent on counting your inventory and concentrate on making profits!

Realworld Point-of-sale plus is easyto use and can be learned by anyone already familiar with a traditional cash register. Cas*ers can betterservice cusbmens by rapidly processing sales transactions, viewing customer accounts at the regi-ste4, and kniwing exactly whai items are in stock.

This product combines point of Sale, Inventory Management, Accounts Receivable, Agcoults payable, payroll, Cenlrat Ledger and Check Reconciliation. RealWorld point-oi-Sale plus providis a total solution for your retail accounting and business nfus.

Call todayfor more information on how Realworld point-of-sale Plus canhelp you track and control inventory and achievefinancial success. For the name of a dealer near you, call gfi)-62&6336 or 603-224-2200

Realvr,{orld is a registered trademark and Real}lbdd pointof-sale plus is a trademark of Realworld Corporation. Synchrcnics point of Sale is a trademark ol Synchronics, Inc.

Wood Products

With timber harvests in the northwest predicted to decline regardless of just how the northern spotted owl issue is resolved, sources for wood products are uncertain.

Many possible solutions exist, but each has serious flaws. Random Lengths. a forest products newsletter, has summarized some of the alternatives.

Increased production in the inland western regions is unlikely as these forests also are slated for harvest reductions. Even without the spotted owl, Central Oregon's Deschutes National Forest projects a 50oi drop in timber sales by 1995.

Southern yellow pine production in the southern U.S. would need to increase by at least 806 to offset western harvest declines. However. southern timber harvests are predicted to decline during the 1990s.

Increased lumber imports are an unlikely solution with Canada also facing harvest declines due to growing environmentalist efforts. Tropical hardwoods and Radiata pine could not replace Douglas fir's structural properties. Imports of logs or lumber from Russia are a possibility with many unknowns.

New Osmose Marketing Tools

Osmose Wood Preserving, Inc. is opening new marketing avenues for its licensees with the acquisition of a tv show and garden magazine.

Both are being produced by TelA-Cast Ciroup, now a division of Osmose, in Osmose Studios at Griffin. Ca., headquarters.

Nationally syndicated Bac'kyard America is seen in the U.S., Hawaii and the Caribbean on both cable and commercial networks. Host Jim Bennett is assisted by co-host Pat Simpson in constructing backyard projects and offering information on gardening, Iandscaping and do-it-

Trade Mission Visits Japan

The Wood Moulding & Millwork Producers Association will lead a trade mission to Japan in September to study the country's home building industry.

According to Bernard J. Tomasko, WMMPA Executive Vice President, the l0 to 14 day trip will in-

Sources Glouded

With recent advances in sawing and drying technologies, hardwood dimension lumber is commercially feasible. However, large scale production and code approval of poplar and alder studs are years away.

E,ngineered components such as wood l-beams are logical substitute products, but again start up time for large scale production would be a factor. Strength tested top and bottom truss chords also require high quality lumber and veneer from old growth forests.

Non-wood substitutes such as steel. concrete. concrete block or even plastics would involve cost. availability and consumer preference factors. Establishing new non-wood materials in traditional wood dominated markets would be a complex process, involving more than just a switch of building materials.

Whatever the outcome, wider than normal price fluctuations in lumber and panel products are likely as supply and demand seek a new equilibrium. Prices will need to adjust with new competing products and align with higher stumpage costs as mills compete for fewer raw materials, the newsletter said.

Land of DINEH Reputation by Product PONDEROSA PINE

Fine Textured/ Kiln Dried

NAVA-PINE

Premium Quality

Lumber

Half Pak PIL.

NAVA-PAK

Handi-cut/ Home Ctr. Brds.

Half Pak PT.L. and PlV.

Premium Mldgs. and Millwork

Bundled/Unitized/

yourself activities.

Bennett also is publisher for Weekend Gardener magazine. This publication features projects built on the tv show as well as editorial of interest to the homeowner with a backyard garden.

Osmose Studios are capable of producing broadcast quality video tapes for Osmose customers at a cost savings. "The acquisition of Tel-ACast Group will provide unlimited possibilities in the way of public relations and advertising for Osmose licensees and their dealers." a company spokesperson said.

clude participation in the Japanese Home Show, September I | - 14, 1990 in Tokyo, as well as visits to home building companies, mills and distributors of millwork products. A trade mission of three to eight people will staff the WMMPA booth at the show and visit the companies.

Soft Look Slotwall

Marlite's Displawall slotwall products are now offered with new Diffusion Series finishes from Imfeld Enterprises.

NEW PRODUCTIS and selected sales aids

Flexier Mouldings

Superflex flexible moulding featuring greater flexibility, bendability and strength has been developed by Flex Moulding, Inc.

The product can be nailed, drilled, cut, glued, painted, stained or antiqued in the same manner as wood. It can also be made fire-retardant or fire proofed.

Treated

& Sealed

MellcoSeal weather stabilized lumber from Mellco utilizes new technologies to significantly improve the durability and long term appearance of treated wood used in outdoor structures.

As the weather changes, conventional treated wood contracts and expands, which may result in cracking, twisting and warping. But MellcoSeal's paraffin-based stabilizers are infused into each piece of southern yellow pine during the treating process, binding around the wood fibers and equalizing the rate of absorption and evaporation.

Consequently, the product does not require annual applications of surface sealants.

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

Cabinet Door Displays

A cut-away cabinet display and a door carousel merchandiser are now available from Kemper.

The first includes a base cabinet and plexiglass top panel. Base cabinet segments are cut away, enabling a view of the all wood drawer and drawer front construction, cabinet corner cut-away from the door, and 1/2" plywood end panels.

The carousel utilizes only 30" width and depth of floor space to accommodate twelve 15" x2l" sample doors on a rotary base.

Offering a visual texture on a smooth surface, the panels now come in soft printed patterns such as Maple Frost, Berry Frost and Silver Frost. They also offer rugged, functional grooves and a surface finish that reportedly resists damage and cleans up easily.

The new series finishes are available on Displawall 2000 and 5000 with pvc-reinforced grooves, Displawall 6000 with aluminum reinforced grooves, and Displawall 7000 with steel reinforcement.

Fog-FreeBath Mirrors

Thermotron Never-Fog bathroom mirrors are new flrom Hovne Industries.

Their flat. flexible thermal heating element reportedly requires less energy than a 50 watt lightbulb. Both plug-in and hardwire versions offer easy installation using any 120 volt connection.

More than 25 different shapes and sizes are offered, all using high quality l/4" float glass with double wide beveled edees.

I(qqrPtr ,&

June 199O

Door, Window Or Wall?

The Opening Glass Wall, an exterior bi-folding door system permitting openings up to 12' for more access, space and light, has been developed by Nana Windows & Doors.

Multifunctional as a single entry door, swinging double French doors

or exterior bifolds, the system features European styling and American construction. Included are brass, anodized bronze or white hardware, multiple-point locking system; insulated glazing; unique sealing system, and rabbetted construction using select grade Douglas fir.

Versatile Sheathing

Four-Wall structural and nonstructural sheathing designed flor use as a structural corner brace, wall sheathing or draft stop on exterior walls of wood frame construction has been introduced by Masonite.

The sheathing can also be used as a non-structural roof decking and underlayment for use with concrete and clay roofing tiles and wood shake roofing in conjunction with spaced sheathing.

Hardwood Lawn Set

Ready-to-assemble Garden Club outdoor benches, chairs and tables are now available from Far East American.

Tagalong Tanks

A Bar-B-Que Back-Up kit from Turner allows users to finish cookins after the main propane tank has rui out of fuel.

The kit consists of a one-piece, all brass valve; l6-oz. propane cylinder, and a wire attachment to allow the

They feature solid Asian oak, mortise and tenon construction, reinforced joints, anodized steel hardware, and a hand-rubbed oil finish with a clear lacquer seal.

mandated volatile organic compounds emission regulations, in addition to providing long-lasting beading power to prevent water damage,

Sizes are 48" or 48-3/4" bv 96" or 108". Non-standard sizes come in dimensions utilizing the full 48" width to a maximum length of 185".

It comes in three color-coded srades.

cylinder to stand alone or hang from the main 20-lb. tank. Only an adjustable wrench is required for installation.

Safe Stains

Cuprinol Deck Stain and Stain & Wood Preservative Red Can have been developed to meet tough new environmental standards by Darworth Co.

The products comply with state-

oil-base protection, and lightfast pigments to resist fading.

The VOC-compliant line also includes Cuprinol No.20 Clear Wood Preservative, Clear Wood Seal and Concrete Seal.

Simple Steps

Steptread bolt-on-to-wood precasl concrete stair treads are new from Stepstone Inc.

Combining the aesthetics of wood stringers with the durability of precast concrete treads, the stair system uses mounting angles, lags, bolts, washers and a cover to protect them during construction.

A variety of standard colors, finishes and custom colors are offered.

Mini MetalDetector

Metal Sensor, a hand-held, battery-powered, magnetic instrument which electronically detects pipes, conduit and other metal objects behind wall surfaces, has been introduced by Zircon Corp.

The device is said to locate steel, iron, copper and brass through most commonly used building materials, including brick, concrete, plaster, cellular block and timber.

To search a surface, the tool is held l/8" away from the surface, and moved in sweeps. As it nears metal,

a red rno will glow and an electronic tone will sound, becoming stronger and stronger.

Solar Vent

A solar-powered ventilator which airs out enclosed spaces to reduce humidity, condensation, temperature build-up and mildew is new from Atlantic Solar Products.

Security Scanner

A wireless motion detector with light socket receiver to scan the protected area for movement and send a radio signal to receivers that turn on the lights is new from lntelectron. After the motion stops, lights turn off automatically.

Solarvent-32 uses a solar-powered fan to automatically exhaust and replace the air. It is powered by a silicon cell, which operates directly from sunlight.

The vent can be switched to blow air in or out so that multiple units canprovide an even stronger through-flow ofair.

#[JBil1UMBERSAI"ES

Its ScanGuard lens is opaque in color and filters out all visible light creating a blanket effect of coverage that prevents false triggering caused by shadows, ultraviolet rays or small animals.

Other features: LF.D display to indicate test area and operate as a low battery indicator, adjustable photocell, mounting bracket, test switch, manual override, and controls recessed from rain. snow. wind and dust.

FAX: 503-684-7906

1 -800-LJB-LMBR (552-5627) In Oregon 503-620-5847 8858 S.W. Center Ct., Tigard, 0R97223 P.0. Box 23955, Tigard, 0regon 97223

Specializing in Western Softwood Boards & Clears

For all of your finish lumber, from one-half of a truckload to a trainload, just dial...

1.8OO.LJB-LMBR FAX (503) 684-7906

Broker: Louie Buschbacher, Jacques Voelzke, Jr., Ty Bacon

Office Manager: Carla Renick

Top Of The Line Turtline

A premium line of wind-braced roof turbine ventilators has been introduced by Triangle Metal &. Manufacturing Co.

Utilizing heavy gauge steel and aluminum construction, the vent can be mounted on Triangle's twopiece galvanized adjustable pitch base. Its jewel-type bearing design allows easy rotation and long life.

A high quality product, it is aimed at buyers more interested in long term performance than initial low price.

Bag lt!

The Multi-Mate retail bagging system from Sonoco reportedly speeds up checkout while reducing bagging costs.

Different plastic bag sizes in ergonomically designed countertop dispensers help to ensure optimum cashier efficiency. Cashiers are able to quickly select the right size bag. Easy-to-reach dispensers eliminate the need to reach under the counter and enable the cashier to maintain eye contact with the customers and better security.

Bulk Sale

A full line of grid dump tables adaptable to a variety of bulk display needs is now available from Spencer Products.

Tables have an adjustable bottom shelf and can be compartmentalized with center and cross dividers. Casters may also be added for mobility. They are offered with chrome or epoxy color finishes.

Sill Warm

A patio door sill made of Lexan polycarbonate resin so the door reportedly will stay warm on the inside even in the coldest winter weather has been introduced by Intek Weatherseal Products.

It is said to eliminate frost buildup and the cold, drafty feeling that can result from more thermally conductive sills.

TIMBERS

D.F. CLEAR

PINE PATTERN

PINE COMMONS

CEDAR

REDWOOD COMMONS

REDWOOD PLYWOOD

REDWOOD PATTERN

REDWOOD UPPERS

LONG DIMENSION

Sharp & Dispensible

Stanley Tools' utility knife blade dispenser pack is now available in new packaging to help stimulate point-of-purchase impulse sales.

Its design also results in less fiiction between door and stop, producing less wear and tear on the door mechanism.

The stop can be installed with standard claw hammer, tape measure, saw, marking pencil and nails or glue. The vinyl reportedly will not

Shake Securely

A device to hold containers in place for mixing on drill press tables has been developed by Indco.

Designed to allow the use of drill presses flor small mixing projects without messy spills, safety hazards, lost material and lost time, the container holder reportedly holds secure anything from pint cans to five gallon pails. Made of enameled carbon steel with a plated spring and chain, it is fully adjustable to fit press columns from 2" lo 4" in diameter.

One hundred heavy duty blades are contained in each display pack, which dispenses the blades one at a time for safety and convenience.

Garage Door Stop

A new garage door stop from DCj Mouldings combines soft vinyl weatherstripping with a hard vinyl door stop to make doors virtually air tight.

split when nailed and can be glued to metaljambs.

The product comes in brown or white.

ACTIVE DISTRIBUTION

WHO WE ARE

Active Dstribution is a full-scrvice rv.rrehou* operation which srycial_ izes in the storaBe antl clistribution of sptrialtv and commoditv products.

A widt'larietv of ulue-arickl *'rvics. unique in the industrv, is offered kr hrrth m.rnufarlurers,rnrl ret.riler..

OUR LOCATION

With its ht'aclquarters in the p()rt citv of Stmkton, California, Active l)istribution can tluicklv.rccrss major prpulation centers of the W6t.rs readilv as it handlts international imlrcrts and exFnrts.

FACILITY

A 130,0(X) q. ft. warehoux. ancl 1.1 .rcrs of mred skrr.rce.rllow the fleribilitv nec$mrv for hanclling manv tlle of prtxlucls, incluclng runrbcr and plvworxl. Modern warehousing svstems, ancl .r statc-oi-tht,-.trt computer network track Active Distributir)n's oltration.

No More Tangles

Super Clips have been designed by Rowland Products International to eliminate the inconvenience. mess and danger of tangled cords. They feature a plastic block made of tough polypropylene and a flexible bead strap of thermoplastic polyurethane.

Seven different clips, able in eight colors each home appliances, etc.

in sizes from l " to 6" , are availto secure ropes, electric cables,

THE TREATED ANSWER

Lumber, plwvood, round stocK stokes, poles, & pilings

Agency stomped, ground contocl fire retordont pressure-treoted wood products

ACZA

Shown Kelley . Chorles

Tough Liner Board

Hardiliner, a tough, flexible interior lining board with tapered edges and high impact resistance for both walls and ceilings, is new from James Hardie Building Products.

Said to be easier to install. stronger and nearly 5001r lighter than most other backerboards. it also helps eliminate callbacks due to its high moisture resistance and dimensional stability.

The product reportedly cuts swiftly and cleanly (only one side need be scored), can be nailed or screwed up to l/2" from the edge, has high tensile and flexural strength to resist breakage and does not swell or peak at joints.

Available in | /4" thick x 4' x 8'. 9'

orl0', it is made from tough fiber cement that is smooth-sanded on one side and not paper-faced.

OHNSTON HARDWOOD INC

The Merchant Magazine Basket Case

A complete line of heavy duty stackable baskets to create easy access merchandising systems is now available from Spencer Products.

Each unit is fully welded, with compartmental dividers and casters for mobility. They are offered in a wide range of sizes, in chrome or epoxy-colored fi nishes.

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

Instant Wood Stripper

Ultra-Speed Stripper from Nasco reportedly removes multiple layers of paint, varnish and other wood finishes in 60 seconds.

The stripper removes most wood finishes and stains, including industrial, synthetic and marine finishes, epoxy and latex paint, enamel, varnish, shellac, lacquer, stains and rust, leaving a clean, bare wood surlace for refinishing. Its maximum strength paste formula can be applied to large areas at a time, without harm to metal, genuine leather or non-synthetic fabrics.

It is packaged in easy-to-pour quart and gallon cans.

Transom Line

Decorative transom windows designed to be used above in-swing entry doors for a grand, impressive look are now available from Webb Manufacturing.

Weed lt Right

A new back saving weed remover has been introduced by Rugg Manufacturing Co.

The Back-Saver/Weedr is shaPed like a cane to allow one-hand, standup operation. The tool is said to easily remove the entire weed, root and all.

.FRED C. HOLMES .;

The all-wood windows employ one-piece laminated radius construction, eliminating radius seams. Interiors are natural pine, while exteriors are treated against decay and dipprimed with high solids oil base primer. Clear insulating glass is standard.

Available are several shapes and sizes: ellipse, rectangular and halfround in widths from 3 to 9 ft.

Holmes 347o lowa City Rd., Marysville, Ca.959Ol (.916) 743-3269

P.O. Box 8OO, Fort Bngg, Ca.95437

(7071964-6377

Hem-Fir Hemlock Douglas Fir

GREEN or DRY o DIRECT MILL SHIPMENTS o LCL r CARGO e

RAIL . TRUCK & TRAILER o

PRESSURE TREATED LUMBER

Yard & Offices: End ol Alrporl Rd. P.O. Box 723, Uklah, Ca.95482

(7071 468-0181

Fred

Steve Holmes, Steve Hautitla, Tod Holmes, I)h-vllis Hautala, ToniJardstrom

ganltnl W talpaale Lunrb p,r

A PR00UCT introduction was featured at Louisiana-Pacif ic's May 14, invitational golf t0urney: their new LP lnner-Seal l-Beam now being manufactured at the Red Bluff, Ca., plant. Among those viewing the new l-Beam were lll Jay Pigsley, Rob Nanney, John

Gary Mierzwak, Earl Crews. [3] Mark Whistler, Carl Borges, Steve Neiman, l4l Rich Mason, Vic Hausel, Bob Roberts, Rick Roberts. 15l Louisiana-Pacific Product display. l0l Craig Sullivan, Dusty Destruel, Max Clark. l7l Al

Krome, Frank Zack. 121 Greg Vincent,

Murnieks, Bruce Myers, Lain Moss. l8l Oennis D'Amato, Mike Bevins. l9l Ray Cobble, Tim Mathieson, Mark Durk. ll0l Mike Doan, Dane Schultz. llll Pat Zan, Phil Osbourn. (l2l Jim Rowen, Gregg Wood.

Palco Acquires Britt Lumber Co.

Russ and Bob Britt. co-owners of Britt Lumber Co., Arcata, Ca., have reached a binding agreement to sell their company to Pacific Lumber Company's parent company. No price was disclosed in the transaction.

Under the terms of the acquisition, Britt Lumber will continue to operate under its own name and will still be managed by the Britt brothers, who this year celebrated 30 years of working together.

This move, Russ Britt said, "will provide a source of logs that will ensure the future of our company and its employees." A major manufacturer of redwood fence and deck lumber. Britt was founded in Eureka approximately 30 years ago and has been situated at its present site in Arcata for l7 years.

John A. Campbell, president of The Pacific Lumber Co., said the move was part of a long-range Palco strategy to grow locally, as well as add more value to its log and lumber products. He emphasized that the acquisition would not require any

increase in the Pacific Lumber Company's current rate of harvest.

"For some years we have been selling our small diameter young growth logs on the open market because our own mills were designed for larger logs," Campbell said. "This acquisition will give us a top notch facility to efficiently convert this small diameter class here in Humboldt County with local workers."

"We believe Britt Lumber is the best producer of fence lumber in the west," said Campbell, "and we are very pleased to have them join the Palco family."

Campbell said Palco has embarked on a long-range program of growth through adding more value and diversity to its products.

"We believe we have solid growth potential through adding value," Campbell said, "and the concept fits in very well with our long-term commitment to the people and the economy here on the North Coast."

Bush On Saving Forest Jobs

President George Bush wants to find a balance between protecting the spotted owl and maintaining forest industry jobs in the Northwest.

"We have got to find a way to protect our environment without throwing men and women out of work in this country," he told radio reporters. "l don't care whether it's the Ohio Valley or timber areas in Oregon or wherever it is. We cannot turn our back on people who are struggling to make ends meet and need a job and I am not going to do that.

"l do think of myself as an environmentalist I know I'm a conservationist. Whatever the answer is to this, I don't think that we can accept an answer that's going to paralyze employment in the Northwest. There's got to be a middle ground that protects the owland still permits people to work for a living."

NAWLA Seminar For Neophytes

The University of Georgia, Athens, Ca., and the University of

British Columbia, Vancouver, 8.C., campuses have been selected for the North American Wholesale Lumber Association 1990 wood marketine seminars.

The

Dire Effects OfOwl Plan

A new state impact analysis has determined 1-s,400 jobs and $610 million could be lost in Oregon by 1995 if the Interagency Spotted Owl Committee report is implemented as is.

While the statistics coincide with Northwest Forestry Association predictions, they are nearly double Wilderness Society estimates for jobs lost in the entire northwest.

A separate state report forecasts the owl plan would reduce timber harvest on federal lands bv 600lr.

Owl lmpact Threat Worsens

The intensive week long program covering wood products and technology, lumber marketing, financial analysis, lumber sales techniques and forest products distribution will be offered Oct. 28-Nov. 3 in Athens and July l5-21 in Vancouver. Classroom lectures will be reinforced by field trips, telemarketing demonstrations and discussion sessions. Programs are designed for wholesale lumber salespersons with less than two vears experience.

FAMOWOOD

is the PR0FESSI0I{AI'S Att PURP0SE PLASTIC

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

Can be used under Fiber Glass!

Ready to use right out of the can, Famowood applies like putty-sticks like glue; dries quickly; won't shrink, and will not sum up s gum sander. Waterproof and weatherproof when properly applied. 24

Ayailable in 16 matching wood colors and white,

Social upheaval could result in the Northwest if the proposed restrictions on timber harvests are put into effect, a government report advises.

Saving the rare northern spotted owl from extinction could bring increased rates of violence. divorce and suicide as wood product workers are displaced. The report focusing on the social and economic impact of the owl proposal also predicted falling real estate values.

IMA presidents: Ill outgoing Don Johnson, with incoming Jim Merchant. l2l Les Sanders, Marion & David West, Scott Beery. l3l Will Riegel, Tom Malarkey. (41 Sue Bobbin,

Duane Day. l5l Cary Phillips, Mark Mensinger, Bob Kimble. {61 Dan & Kathy Naughton, Len & Pat Viale. l7l John Sheltren, Mike Wilson. l8l Phil Larios, Greg Fowler, l9l Robb

ll0l Bob Patterson, Breeze Cross. (t t I Etmer & Harriet Lewis. ll 2l Charles & Cece Fowler. ll3l Bonn 0'Connor. ll4l Kevin Eckery.

Northern Galifornia dealers convene

EGINNING the second half of its first century, the Lumber

three and one half hour seminar on Managing Your Sales Force by Brent Taylor, president of the Taylor

Group. Like in his six hour manage-

(Please turn Io page 54) Merchants Association of Northern California held its 5lst annual meeting in Monterey with a well-attended, fast paced program.

Business sessions began with a

Story at a Glance

Lots of sales and management advice... a rundown on ballot initiatives and timber supply...

Jim Merchant new president. Lake Tahoe 1991 convention headquarters.

Afp

REDWOOD AND INCENSE CEDAR!!

250,000 bf ot 514 RWD KD uppers lN STOCK for prompi delivery, Custom milling ovoiloble.

We soeciolize in Redwood ond Cedor shipments to HAWAII ond the moinlond.

Roberts. Randv Johnson.

Steve Ahl Heod Honcho

LMA Meeting

(Continued jrom page 5 3)

ment session the next day, Taylor presented a wide ranging look at techniques, methods and case histories of sales successes.

That evening members enjoyed an elaborate buffet dinner and viewed a number of well done displays in the ballroom of the Doubletree Inn, the convention headquarters. A nautical theme provided the oppor- tunity to wear some pirate and fisherman costumes. (See accompanying photos.)

Brent Taylor toldthe management seminar that service was the keystone for an independent positioning itself to compete with the big chains. Strong markets for the 1990s, he said, would be remodelers, state, federal and local governments and selected local industrial and commercial accounts. "Try to sell new people," Taylor urged, "it will pay you to do it."

"Cive your customers more than they expect, empower your employees to solve customer complaints on the spot, and meet with your employees to get their input on im-

proving service," he said.

Among the speakers Monday, May 7, was Tom Malarkey, vice chairman of the Pacific Lumber Co.. who presented a comprehensive overview of Palco's operations. He reviewed thefour timber related ballot initiatives for the November election. Malarkey forecast that if either the "Forests Forever" or the "Big Green" initiatives passed, "redwood production inl99l could be off as much as 50%. What effect this could have on prices is impossible to predict. At the same time it looks as though there will be significantly less whitewoods coming off U.S. Forest Service and Bureau of Land Management lands. So we could have a serious shortage of lumber."

He urged the dealers to "push for the industry initiative." He cited the need to tell the industry story to all concerned, noting that as an industry "we have nothing to be ashamed of."

Kevin Eckery of the Timber Association of California, condemned the environmentalists' initiative, observing that the ,.r,plc" initiative could cut state timber harvests by 80%. He called this fall's election winnable for industry if its members contribute money and partici-

pate in the campaign.

Noel Crisp, a management consultant, said dealers must earn a 20% return on investment after taxes to grow and prosper. He said people costs should not exceed 650/o of total operating costs. He advised the retailers to develop a marketing strategy with objectives and goals along with a financial plan and a human resources strategy.

He said that profit must be considered a required variable expense for planning and decision making.

The president's reception and dinner was held at the famed Monterey Bay Aquarium, reserved for the exclusive use of LMA members. Bob Kimble, Sequoia Lumber, Visalia, was honored with the 1990 President's Award during the evening.

At Tuesday's concluding session of the four day event, new officers were presented:Jim Merchant, Mill Valley Lumber Co., president; Tom Griesbach, Lampe Lumber, lst v.p.; Larry McFadden, Fairfax Lumber, 2nd v.p.; Mack Giles, North Bay Lumber, treasurer, and Gary De Young, Minton's Lumber & Supply, assistant treasurer.

Next year's convention will be held at Harvey's Resort at Lake Tahoe, May 4-8.

AWABI! winning fisherman theme booth: lll Rene Amaral, Art Linn. complete with net and vellow slicker, and Gene Lively [2] Bob Riggs, iell Baskett. [3] Ken Womack. Greg Christie.

(41 Carl Liliequist, Don Koch. l5l Don & Kay McCann, Diana & Arnold Volny. 16l Kent Murtland, Kelly Jimenez. (71 Henry Randall, Don Ward. l8l Brian Pierce, Warsaw Robin-

son. (9lStu Selvig, Lauren & Mike Rolle.ll0l Richard Wimo. Illl Jim & Linda Simon, Larry McFadden ll2l Paul Meeuwsen, Rosemarie & Alan Fahrenkrog, Marilyn Koch.

NEW LITERATURE

Outdoor Power Products

"Homelite & Jacobsen Outdoor Power Equipment Products" is free for a stamped, self-addressed envelope from Textron, 14401 Carowinds Blvd., Charlorte, N.c. 28217.

Wood Siding Workbook

"Guidelines for Installing & Finishing Wood Siding over Rigid Foam Sheathing" is lree for the first l0 copies, 150 ea. thereafter from the Western Wood Products Association, Yeon Bldg., 522 SW 5th Ave., Porrland. Or. 97204.

Good For The Pallet

"Extend the Life of Your Pallets" is free from the National Wooden Pallet & Container Association. 1625 Massachusetts Ave. NW, Ste. 200, Washington, D.C. 20036.

Lessons In Lattice

"How to Work with Lattice" is 750 from the Wood Moulding & Millwork Producers Association, Box 25278, Portland, Or.97225.

Panel Glass

"The APA Panel Basics Correspondence Course," a 64-p. booklet, is $10 from the American Plywood Association, Box 11700, Tacoma, Wa.98411.

Tool Selector

An 11" x 17" Helpful Hints wall poster/folder to help customers select the right tool is available from Stanley Tools, Box 1800, New Britain, Ct. 06050.

SunRoom Service

A 40-p. solarium catalog is free from Four Seasons, 5005 Veterans Memorial Hwy., Holbrook, N.Y. 11741.

lnsulated Openings

A 32-p. insulated windows and doors catalog is available from Peachtree Doors, 4340 Peachtree Ind. BIvd.. Norcross, Ga.30091.

OutdoorKitchen Pavilion

Do-it-yourself building plans to construct an 8' x 12'outdoor kitchen pavilion are $4 lrom the American Plywood Association, Box 11700, Tacoma, Wa. 9841 t.

Foil Producer Profile

A profile of inlernational foil manulacturer Letron, Inc., is available from Letron, Rte. 2, Box 53A, Blythewood, s.c. 29016.

Road To Prune

The pocket-sized "Basic Pruning Guide" is free from Ames Lawn & Garden Tools, Box 1774, Parkersburg, w.v. 26102.

Stair Trek

Basic Stairbuilding is available as a 128-p. softcover book lor $15.95 or a 60min. VHS or Beta videotape for $29.95 lrom The Taunton Press. (800) 8888286.

Hoe! Hoe! Hoe!

A 66-p. catalog of more than 600 lawn and gardening tools and products is free from Ames, Box 1774, Parkersburg, w.v.26101.

Clean Up Their Act

A "Drug-Free Workplace" manual and videotape, aids to understanding the problem, federally required education and truck driver drug testing, and planning and implementing programs, are available from the Mid-America Lumbermens Association, 800 Westport Rd., Kansas City, Mo. 64lll.

Set Up Shop

The 164-p. Store Planning & Displayis $35 for National Decorating Products Association members, $52.50 for others from NDPA, 1050 N. Lindbergh Blvd., St. Louis. Mo. 63132.

New Redwood Siding

A 4-p. Premium Knotty tight knot redwood siding brochure is free from Simpson Timber Co., Box I169, Arcata, Ca. 95521.

Store & More

A 24-p. catalog of plastic and steel storage products and containers for the d-i-yer is free from Akro-Mils, Box 739, Berea, Oh. 44017.

Building Panels

A 4-p. brochure on a new nonasbestos fiber cement architectural building panel is free; FibreCem Corp., 7 Woodlawn Green, Ste. 212. Charlotte. N.C.28217.

Lawn Mesh

For all New Literature offerings write directly to the name and address shown in each rtem. Please mention that you saw it in fhe Merchont Magazine. Many thanksl

Information on all-purpose garden netting is free from Keystone, (800) 322-2632.

Cedar Deck Design

A cedar deck design brochure is 500 from the Western Red Cedar Lumber Association, Yeon Bldg., 522 SW 5th Ave.. Portland. Or. 97204.

emsslFnED

ADVERTNSEMENlIS

SALES REPRESENTATIVE: Looking for experienced outside sales person to handle Orange County & Riverside County, Ca. Salary and commission. Huff Lumber Co.. (213) 921-1331. Ask for Jerry.

WANTED: San Fernando Valley, Ca. lumber yard needs experienced person in buying and selling of lumber. A knowledge of inside sales is required. Experience in sash, door and hardware sales helpful. Call Bob, (818) 7657570 or (213) 877-4129.

J.M. THOMAS FOREST PRODUCTS

J.M. Thomas Forest Products is a full service distribution center located in Ogden, Utah. Servicing Utah, Idaho, Wyoming and Colorado with a broad range of commodity building products.

Our distribution facility has 80,000 sq. ft. of warehouse that sits on I I acres. We have the flexibility of handling many types of producrs including plywood, pine boards, timbers and lumber.

We are an aggressive. last growing company with a state-of-the-art computer system to go along with our extensive distribution facility. We are currently looking for an experienced lumber trader (Prefer experience with industrial sales). Must have 5 years of trading experience. Prefer someone familiar with our Market Area. We offer complete Benefit Package. Competitive Compensation based on experience (Salary & Commission). Please call Kevin Pratt. l-801-782-8090.

EXPERIENCED TUMBER TRADER

We are Hardwood and Softwood loo and lumber wholesalers with offices in C"anada and the United States. We are seekino sincere, experienced lumber traders whd have a view towards the long term.

Work from your parl of the country, or from our offices in the Toronto area. -

This is an .excellent opportunity with a well-established compani.'

We enloy an outstanding financial and marketing reputation.

For complete details, please phone or write Bob Wilson in strict confidence.

Twenty-five (25) words for $21. F-ach additional word 70c. Phone number counts as one word. Address counts as six words. Headlines and centered copy- ea. line: 56. Box numbers and sDecral borders: $6 ea. col. inch rate: $45 camera ready. $-55 ifwe ser rhe type. Names ofadverrisers using a box number canno( be released. Address replies to box number shown in ad in care of rhe Merchant Magrzine, 4500 Campus Dr., Suite 480. Newport Beach. Ca. 92660. Make checks payabletoTheMelchanlMagazine.Mailcopytoaboveaddressorcall(714)852-l990.Deadrrne for copv is the 22nd of the month. PAYMENT MUST ACcoMPANY copy unless vou have established credit with us.

FUI,I, I,INE LUMBER YARD

Southern California Tri State River area lumber yard/home center. Cood equipment and store/storage facilities. Creat sales. [:ast growing area. Owner retiring. Call G. Robinson (619) 16591 25.

TWO DOG-EAR machines (Stakemakers)l two l6-inch air chop saws (Hamilton); multigang rip saw (Hermance); 46-inch self-centering resaw (Mereen-Johnson); 36-inch resaw (Moffet); doweling machine; sawdust collector & blower systemt 40 x 60 steel buitding; drill press for round rail; 100-gallon air compressor. Acrey Fence Supplies, Riverside, Ca. (714) 656-3543.

FOR SALE: Resaw - 36" Mershon. self centering - tilts - hydraulic, $7,000. Resaw40" Mershon, twin band hydraulic, $10,000. California Rip Saw, 50 hp with rop planer head, $5,000. Wood Planer, 8" x 16" with splitter head, belt driven, $5,000. Hermance 5 head moulder, belt driven, $1,000. California Cascade Industries, P.O. Box 130026. Sacramento. Ca.95853. (916) 736-3353.

LIFT TRUCK: Hyster. Recent complete overhaul. 15,000 lb. capacity, special thin forks, side shift swing shift. $12,000. LUMBER TRUCK: 1965 International 2 ton, 2 axle with lumber rolls. Runs fine. $3,000. Fred Holmes. (o16\ 743-3269.

TIMBER SIZER

AND WEATHERED

Douglas Fir S4S and rough, 3x4 and wider and 4x4 and wider. Call Bill Hunter, Hunter Woodworks. (213) 77 5-2544; (2 I 3)835-567L

COPELAND LI'MBER WISHESTO BUY Lumber Yards in the Western States. Contact Copeland Lumber Yards lnc., 901 N.E. Glisan, Porrland,Or.97232, Attention John Matschiner, Real Estate Manager. (503) 212-718 | All inquiries kept confidential.

LOCAL LUMEER hauling Sourhern California roller bcd truck and rrailers and bobtails radio dispatched. Rail car unloading at our spur in Long lhach. 3C Trucking (2{J) 422&26.

PRE-EABRICATION

TIMBERS

From cutting a wedge to pre-fab'd crane pads or mine shafts. Angle cut, cross cut, drilling, dapping-t$/e'll do them all to customer specification.

Drawer 4779, Arcata, Ca.95521 707-822-3648

Multi-User

ONLY

Glued

PRINT YOUR TOTAL HERE $

'Phone number and address can be part of 25 word minimum. (phone number : 1 word, address : 6 words) A $45 per column inch rate applies to camera ready copy; $55 if we set the type. tr Assign a box number and mail my replies daily.

"We're

-SOUTHERN CALIFORNIA_ SAN FRANCISCO BAY AREA LOSANGELESABEA

Timber Co. ,rorrniton xiio"i* ooot iqi-slrio

Wholesale Lumber Co.

Stanton Vance

Hardwmd Lumber Co.

M0ulding and Lumber Co.

Lumber Terminal

Madison Lumber Co. 1213) 773-2292

Par Lumber Co.

Pmberlhy Lumber C0.

Phihps Lumber Sales.......

Prtrision Mill E Lumber Co.

ProduclSalesCo. ....

Reliable Wholesale Lumber C0.

Roane C0. (818) 881-7062 (213) 773-4032

San Antonio Construction

SauseBros.oceanTowing

South Bay Foresl Products

Southwest Machinery Co.. Inc.

Southwest Plywmd & Lumber Corp.

Sumwood,lnc........

Weslern American Forest Products

Western Inlernational Forest Products

WesternTurninqs&Stair Weyerhaeuser ..... (800)321-0728 (213) 432-3373

NORTHERN AND CENTRAL CALIFORNIA

ARCATA/EIIREIO/F|}8TU1II

Eeaver Lumber Co.

8lue Lake Forest Producls

Bracul Inlernalional

Eritt Lumber Co

Cosla Trucking. Joe

Ensworth Foresl Products

Louisiana-Pacific Corp.

Redwmd Insptrlion Seruice

Schmidbauer Lumber, lnc

Srmpson Timber C0. ......

|'Jniversl Forest Products

tu8u8x/GRrss Y|lt EY

AgateSales.lnc.....

All-Coasl Foresl Producls, Inc

mrEnsREt0

Hiogins Lumber C0. (800) 227-4338

Pacilic Wmd Preserying of Bake6field Corp. (800) 582-3950

ctl)YEN0il.E

All-Ccst Foresl Products ......

Bowman LumberSales

Louisiana-Pacifrc Corp Preslon Lumber Corp.

F0Rr 0nt8c

Georgia Pacilic Corp. (Redwood)

Harwmd Producls

Holmes Lumber Co., Fred C. F[tslt0

GREATERSaI{ DTEGoaREA fl?1fl:1ii:i'iigil'I'#i:ti

l3]3i;ll]:i:

Center

L-P Waleruood/lnnerseal

Laminated Timber Seryices Inc.

MacE€ath Hardwmd

Maple Bros., lnc. Mouldings

Mariner's Forest Products

Marquart-Wolle Lumber Co.

Mesa Forest Products

Newport Planing Mill, Inc.

Pacilic Lumber Co.

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Beadex Manulacluring Co.

Bowman Lumber Sa|es

Canln U S.A. Corp.

Capilol Plywood

Ensworth Foresl Producls (Sacramento)

Georgia-Pacific Warehouse

Hickson Corp.

Kelleher Corp.

Laco Lumber Co. (Woodland)

Laminaled Timber Seryices, Inc.

Louisiana-Pacrlic Corp.

lvlichigan-California LumberCo.

lvokelumne River Foresl Products

M E M Builders Supply

NikkelCorp.,The

Pacilic Soulheast Foresl Products

P & M Cedar Products

PGL Euilding Products River City Moulding C0. . (800) 321-5095

San Antonio Pole Constructim Co.

Slanline, Inc.

Slmkton Wholesale

Sun Forest Products (916) 673-2000

Thomas Forest Products, J.M. {800) 321-1706

Union Foresl Products

Unron Planing Mill

Unity Forest Products (800) 248-4940

Unrversl Forest Products

Waldron Forest Products

Western Wmd Trealing Co.

Weyerheeuser Co. (800) 952-561 6

While Erolhers

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Andel Foresl Products

Capital Lumber C0.

Gmrgia-Pacilic Corp.

Kelleher Lumber Co.

Marlin Forest Induslfles

Noyo Timber Producls. Inc.

Nu-Forest Products

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Ahl Forest Products

All Hearl Lumber Co., Inc.

Cal Coast Wholesale Lumber, Inc.

Little Lake Industries

Louisiana-PacilicCorp.

Perlormance Coatings. Inc. {Ca.)

Redwmd Coast Lunber C0.

Willils Redwmd C0. .................

YREKI Ware Enterprises

Pacific Madisn Lumber Co.

Patr Lumber Co.

Penberthy Micro Systems

Primesource Inc.

Product Sales C0..............

Rancho Hardwoods

Reel Lumber S€ryice (Anaheim)..

Reel Lumber S€ruice (Riverside)

Regal Custom Millwork ........

Reliable Wholesale Lumber Co.

Rmne Co.

San Antonio Construction

Snavely Foresl Products

South Bay Forest Products

Tml E Nail Lumber Co.

Universal Forest Products

Weber Plywmd & Lumber

Weslern Machinery Sales

Western Wholesale MouldinO

Wostern Wmd Treating Co.

weyorhaouser (800) 647-7762

Wolle Lumb€r Co.

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tzr qi ziz-seed

SOUTHWEST ARIZONA

OBITIUARIES

Zack T. Brandon, former vice president and general manager of Palmer G. Lewis Co.'s Pacific Yard Service in Portland, Or., died May 14, 1990, in Portland of complications from heart surgery. He was 77.

Born in Fordyce, Ar., he moved to Portland in 1946 after his discharge from the U.S. Navy to join Pacific Yard Service, which was later acquired by PGL. He retired from the company in 1980.

Mr. Brandon is survived by his widow, Marjorie, five sons, three brothers, one sister, I I grandchildren, and one great-granddaughter.

Harold D. Beckemeier. 59. owner of Quincy Lumber Co., Quincy, Wa., was killed April 19, 1990, in a four car traffic accident north of Auburn, Wa.

Born in Potlatch. Id.. he purchased the company with his uncle in 1954.

Mr. Beckemeier is survived by his widow, Maria, two sons, one daughter, one brother, one sister, and seven grandchildren.

Fred Scott Thomson. 76. founder and owner of Inland Lumber Co., Grand Terrace. Ca.. died of cancer April 30, 1990, in Corona del Mar, Ca.

A native of Macklin, Saskatchewan. Canada. Mr. Thomson moved to Southern California in 1934, joining Suverkrup Lumber Co., San Bernardino, Ca. He opened Inland Lumber Co. in 1946 in Bloomington, Ca., moving it to Rialto, Ca., in 1957, before finally settling in Grand Terrace. The company grew to include offices in California, Oregon and Washington. He retired in 1986.

He served on the board of directors of the National Building Material Distributors Association and the Lumber Association of Southern California. and was a charter mem-

Computerized Paint Depts.

State-of-the-art Custom Paint Centers, which allow do-it-yourself decorators to preview thousands of color combinations and room color layouts on a computer screen, are being installed in all 60 HomeClub locations.

At the push of a button, the AccuVision room color visualizer shows different color combinations on various types of homes' exteriors,

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ber of the Inland Empire Hoo-Hoo Club.

Mr. Thomson is survived widow, Ina. two sons. four and three grandchildren. by his sisters,

walls. trim and accessories. After selection, the AccuTinter paint tinting and matching system releases the precise amount and combination of colorants needed to produce over 10,000 color formulations, mixing a can of paint in 30 seconds.

In addition to the computers, the centers will offer paint chip displays with over 1500 color samples, expanded paint brands and styles, and fully trained staff.

This 7935 Plerce Arrou Tuelue uas the taaest.ttord in tuurg the gear bnnlngton Lumber uas founded.

PENOFINO TRANSPARENT WOOD FINISIIES

fJonlt hide your beautiful wood with an opaque stain. Discover it with I-l Penofin@ transparent wood finishes. Instead of using inexpensive impenetrable clay pigments like most semi-transparent stiins pinofin@ uses microscopically ground strategic metals that are so small you can see right through thern. These microscopic metals also offer the best in UV protection because they don t absorb sunlight, they reflect it.

From Penofin's@ color system to its Brazilian Rosewood Oil base, Penofin@ contains the finest ingredients available for wood protection. Brazilian Rosewood Oil penetrates deep into the wood fibers allowing them to breathe. It doesn't leave a film on the surface to crack, peel and chip. We could make it cheaper but it wouldnt be the finest wood finish in the world.

For information on how you can discover the beauty of your wood with Penofin@ call our toll free number for the nearest dealer in your .uea. In California, (800) 453-8812 outside California (800) 458-8820.