Merchant Magazine - June 1991

I(no y Western Red Cedar

ther big or small, complex or simple, the first thing you see you pull in the driveway is the outside of the house.

Skookum's KnottyWestern Red Cedar Siding projects the handsome, durable image you desire. Warm, earthy, rich... must be expensive. Not so! Comparisons show it to be only slightly more per house than panel and artificial sidings and considerably less than clear cedar of the same size. Natural wood siding also increases the resale value of the house over that of lesser products.

Skookum's use of young growth logs and unique processing methods are the ingredients necessary to achieve the appearance and performance desired.

Let one of Skookum's many siding patterns bring out the best in your home!

Ask your distributor about Skookum Sidings or phone us for information about the nearest source of supply.

E PATENIED SIORAGE/HANDLI NG SYSTEM

SPECIFICALLY ENGINEERED FOR THE BUTLD|NG SUPPLY/LUMBER INDUSIRY

=outo-stok

BUITDING SUPPLY RACK SYSTEMS

Compore

these oufo-stok odvontoges: ires 50% les spoce thon ntilever systems.

speciol fork trucks needed. ncreoses soles through better monogement ond seruce, poybock les thon one , most coses due to lobor ond reduced scrop los, minotes most product domoge. for rock-supported

person con store o unit lood of lumber just over o minute,

OUtO-StOk Storoge Systems sove time, loborond spoce fcr storing ond hondling lumber ond other building supplies, Uses moimum height, ollows totql self-sevice, protects product ond is sofe for personnel ond equipment.

OUIO-SIOk con be used to construct rocksupported buildings ond building extensions. Ihis prc vides fost. in€xpensi\€ construciion ond fost writeoffs for tox purposes, Stock ond custom designs ore ovoiloble for quto-stok Rock-Supported buildings.

o ulo-sf ok Storoge/Hondl i ng Systems con meet ollyour lumber industry needs. For more informotion, coll or write:

systems

-6U[O-stOk

184 rivervole roqd, rivervole, new jersey 07675 201-358-9070 o Fox: 201-391-3720

Wetve given you ryhit.Mother Nature couldntt.., ' xlifetime warran$

Mother Nature's warranw exoires the minute redwood is cut. but with Suirwobd each oiece is guaranteed for life against rot and termitl attack. Sunwood is not a stain or color-coated product, a combination of Sunwood color additives and high quality Osmose CCA are forced deep into the wood during the treating process thus producing a natural look with the characteristics of redwood but with the added

protection Mother Nature can't supply.

And at Allweather Wood Treaters we go a step further and kiln dry after treatment to greatly reduce checking, splitting and warping so what your customer builds looks better longer and that makes you look good, too.

So, give your customer the lasting beauty of Sunwood from Allweather Wood Treaters and let Mother Nature keep her redwoods.

Allweather Wood Troaters

EDITIORIAL

A Rose By Any Other Name.

1a; HEN THE Tree Farm system was started ll 50 years ago, its name was considered a positive statement of the concept's purpose. Today, some pollsters are telling us that's no longer true. It borders on the bizarre that the system, which has contributed so much with no apparent minuses, should be perceived by some as a negative.

In focus groups and from voter polling, industry takers of the public pulse were surprised to discover negative responses to terms previously considered very positive. As a result, an informal list of Words To Lose And Words To Use was compiled.

While this sort of thing strikes many as silly, those whose business it is to communicate with the public treat it very seriously. The votes and the attitudes of the people and their legislators need to be won if this industry is to retain its present size and shape. If euphemisms are what it takes to tell our story, we suggest we'd better get on with it.

LOSE

Tree Farm

DAVID CUTLER editor- publisher

Building materials

Reforestation

USE

A productive and healthy forest where trees are grown to produce lumber and paper products for millions of people

Lumber to build homes

Planting and growing trees for the future

Nurtured and protected Crop

Managed

Timber employees

Healthy forests

Timber families

Forest management Nurturing the soil to grow more trees

Cutting trees

for future generations

Producing lumber and paper producls for millions of people

Wildlife/Habitat Protecting the creatures who live in management our lorests

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Rodiotq Pine

TH CL \l/ E EAR INN

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for wood mouldings ond millwork

Leeco Mouldings is o division of New Zeolond's lorgest Rodioto Pine Forest owners, with continuing occess to o corefully monoged plontotion resource. Estoblished for over 50 yeors, Leeco is now o mojor supplier of Rodioto Pine remonufoctured DJ products to the New Zeolond, Austrolion, Asion,

Europeon ond U.S. morkets.

l/l ILLER Redwood Compony is proud to Fl URATEMP con be grooved to severol IVI introduce DURATEMP PLWOOD SID- V T1-ll potterns ond is ovoiloble in 8', 9

lNG, DURATEMP hos been operotively with Forestex developed coCompony, o leoding monufocturer of quolity

hordboord siding ond industriol products, DURATEMP is o unique product incorporoting the economy of ponel siding with the durobility ond

beouty of Forestex hordboord, DUMTEMP overcomes the limitotions of conventionol plyrvood sidings by using o tempered hordboord foce, providing o blemish-free oppeoronce with on embossed wood groin or stucco pottern,

ond 10'lengths, A limited 25-yeor worronty ogoinst monufocturing defects is provided for oII DURATEMP products, o volue not provided by most other ponel siding products. So remember, when your customer is looking for siding which hos both the sovings of ponel siding ond the elegonce ond stobilityof Forestex hordboqrd, osk for DURATEMP, For o free brochure ond more informotion regording DURATEMP, the exciting new product from Miller Redwood Compony, pleose coll 1-800-445-9758,

MILLER REDII/OOD COMPANY

The siding on your side.

WM356 Coloniol Cosing in Rodiofo Pine

Money saving tips on truck loading

IIAKING every pound count lUl while following all the safety rules and precautions for loading a truck with materials for job site delivery should be the aim of every dollarwise retail operation.

Weight limits and safety must overrule any impulse to pack on another unit of plywood or lumber. However, there are ways to get more on a truck without exceeding the allowed weight.

The Memphis, Tn., GeorgiaPacific building materials distribution center has figured it out. When they can't add another unit of plywood or lumber, they find room for lightweight products such as fiberglass insulation or foamboard.

"It's a way to add extra dollars to a truck without going over its weight limit," says branch manager Gerald Bennett. "By loading more insulation, for example, we can add $150 to $200 in gross profit to an already loaded truck."

A truck is typically loaded with plywood, lumber and other products in its front and back portions, leaving room in the middle for insulation, foamboard and other light products to create a balanced load, he points out.

His crew is equally creative in finding a way to keep the lightweight rolls of fiberglass insulation in place. Instead of using a tie down or a tarp, they throw a net over the load.

"We bought two large mesh nets to throw over the load," says Fred Huey, warehouse superintendent. "We tie the net down with four-inch rubber straps, which keep the fiberglass secure. The tarpaulins we were using were too dangerous because you had to climb up on the load to put them on."

If the insulation comes shrinkwrapped in units of eight or nine bags, rubber straps are enough to hold it, providing the gauge of the shrinkwrap plastic is strong enough, Huey adds. But the net is used for loose rolls of insulation and other light materials not easily secured

Story at a Glance

How to get $150 to $2fi) morc out of a delivery. ways to load a truck for safety, weight limits, maximum cargo... using a net with straps to securc lightrweight items.

with a normal tie down.

Avoiding damage or breakage of materials on a load is another dollar saver. Plastic or paper wrapped lumber and plywood can normally be secured without damage. Unprotected material should be tied down carefully to prevent breakage or damage with padding to avoid load shifting.

Other loading tips that save money: distributing the load properly to save tire damage and excess wear; avoiding driving on lawns or causing property damage.

Loading Checklist

n Driver supervising loading proCCSS.

tl Material stacked so that it does not interfere with normal operation ol vehicle.

Lt No part of load extending beyond sides of vehicle.

I Warning signs or flags in place as well as other necessary precautions to prevent danger to traffic or damage to vehicle.

I Load properly distributed, checked, flagged, tied down or otherwise secured.

tt Load distributed so as to avoid damage to tires.

n Sideboards or stakes, rear gates in place to avoid load shifting.

n Full length finished lumber evenly balanced on bottom tier.

Tt Random thickness pieces secured with binder.

I Bands, straps or rope binders applied with proper strapping tools.

I Pads in place to avoid load shifting.

n Unloading and placement at job site to be supervised by customer.

tt Reminder to not drive on lawn or private driveway if possible, avoid damage to gates, etc.

A dozen ways to write up treated sales

a CCA pressure treated wood lasts longer than I untreated wood. In fact, many treaters offer extended warranties, some as long as a lifetime.

In addition to protecting wood against termites and decay, pressure treating reduces the slipperiness sometimes associated with decks built of untreated wood.

You can save money with pressure treated wood. Along with the benefit of lasting longer, it costs less than heartwood grades of redwood and cedar sold for garden and landscaping use. You also save expensive replacement costs for both labor and materials,

Pressure treated wood can be used in direct contact with the ground when treated to .40 retention level as required by building codes.

Architects and engineers specify pressure treated wood where durability is important. All major model building codes and regulatory agencies recognize it. 4

You can count on the quality of treated lumber fJ guaranteed by the grademark of an American Lumber Standards certified agency and the American Wood Preservers Bureau quality mark. These grade and quality marks are your assurance that the wood was properly seasoned prior to treatment and meets the structural and appearance requirements established for the grade.

Pressure treated wood is treated to meet the denrands of specific uses. For example, a CCA treatment of .25 retention is used on wood intended for decks, porches, railings, fence boards and the like, but wood that will have contact with the ground, such as fence posts, is treated to .40. Pernranent Wood lroundation nraterial is treated at the highest retention level of .60.

The appearance of pressure treated wood is a plus. It weathers to a silver-gray color with less

darkening than untreated wood. Treated wood with mold inhibitors added will not discolor. Water repellent treated wood resists dimensional change and checking as well as weathering from moisture.

Pressure treated wood will take most finishes although it doesn't require painting or staining and will weather naturally to a silver-gray color. Some treated wood is available with a color additive that gives it an attractive reddish-brown color.

Story at a Glance

Both veteran and neophyte salespeople should be stressing the durability, sconomy, safety and grcat appearance of trcated wood products. here are a dozen ideas to help them.

Pressure treated wood is approved by the EPA

\f tor both exterior and interior use without a sealer, but, like other softwoods, it is not suitable for cutting boards or countertops. The safety and hygiene practices recommended for working with any wood apply. The only precaution differing from those applies to disposal of scraps. These should not be burned in open fires, fireplaces or stoves.

a a Using pressure treated wood helps save our I t forests by lengthening the useful life of wood structures and utilizing species that are readily available. It is estimated that without treated wood, an additional 226,000,000 merchantable trees would be required annually to replace decayed or termite infested wood products.

,l

?l Pressure treated wood is widely accepted and I Z used by architects, builders, remodelers and doit-yourselfers as color magazine features show. Display consumer magazines with photos and articles of decks, porches and other projects using pressure treated wood.

How to treat treated lumber right

ECAUSE treated lumber is strong and durable, dealers sometimes forget that it needs proper handling and storage to prevent yard loss and customer complaints.

Both treated and untreated wood can have dimensional change. Bending, twisting, bowing and cupping result from stresses occurring within wood as it dries down to the moisture level of the environment. Freshly cut lumber contains a high degree of moisture which evaporates into the air, shrinking the wood in both width and length.

Even though seasoned before the pressure treating process, lumber as it is impregnated with preservative solution again becomes full of moisture. After processing, treated lumber can be kiln dried (KDAT) to 150/o or 190/o moisture content or treated as green lumber. The grade and quality marks are indicators of its final moisture content.

However, like any lumber, treated lumber is vulnerable to surface stresses caused by changes in moisture content. Stacks of lumber exposed to rain or excessive sun and wind may develop checks, splits and grain raising.

"Although there is no way known to eliminate warping completely, you can minimize it by balancing the drying of your stock," advises Huck DeVenzio, Hickson Corp. "Don't allow your lumber to dry out and make sure all sides dry evenly."

Proper storage can keep pressure treated stock in prime condition. An open, well ventilated shed with pro-

tection from direct sunlight is the best environment for lumber, treated or untreated. Paper wrapped bundles also provide protection against moisture and sunlight.

Dead packs of lumber (banded without stickers) are best kept wrapped or covered out of the sun and wind. If these are allowed to stand unprotected in the yard, the topside will dry out faster than the bottomside, causing problems.

Air is able to circulate around the lumber in shipments separated by stickers. Shielding the top layer from the sun or turning the top pieces occasionally will even out the drying, DeVenzio advises.

Wood that has been pressure treated with a water repellent as well as a preservative tends to warp less. Because it absorbs and releases moisture at a slower rate than conventional treated wood, the drying proceeds more evenly and warping is less likely to occur.

In humid climates, even lumber under cover can be affected by the growth of mold. While not harmful to the performance of treated wood, the resulting discoloration and odor can make the wood undesirable to customers. The problem can be alleviated by specifying pressure treated wood with a mold inhibitor, an inexpensive additive.

Fire retardant treated plywood and lumber should be stored inside under dry conditions with no exposure to rain, according to Glenn W. Wilson, manager, technical services, Hoover Treated Wood Products, Inc. It is usually shipped with a

waterproof cover which should be kept on as protection against rain until it is under cover at the job site. Tarps also can be used to protect fire retardant treated wood from rain.

Story at a Glance

Why proper handling and storage incrcases profits, cuts customer complaints. .. how trcated wood, FRTW degrades in sun, rain, wind... necommendations for keeping inventory in top shape.

Pressure treated lumber stacked in the yard or racked in the store needs to be kept neat and orderly. Broken bundles scattered by customers handpicking boards should be tidied regularly. Inventories are best turned quickly with first in first out.

Charts explaining quality marks, preservative retention levels and recommended uses are displayed by many dealers in the treated section. Some add signs identifying the manufacturer and guarantees. Consumer Infiormation Sheets also should be posted as part of the industry's Consumer Awareness Program.

Southern Forest Products Association, P.O. Box 52468, New Orleans, La. 70152, has lumber storage literature and a pressure treated wood poster available to help retailers. Posters and CAP literature are available from the American ll/ood Preservers Institute, 1945 Old Gallows Rd., Suite 550. Vienna. Va. 22182 -editor.

Photo courtesy of

The lumber business demands orderly, efficient and safe storage of many sizes, shapes and grades of wood. For Jones Lumber and Jones Wholesale Lumber that meant helo from Sammons & Sons.

"Sammons has been in the material handling business for nearly as long as we've been selling lumber. As our business grew, we knew that more efficient storage was the answer to space planning and inventory control,"

.,,i;..."".]

states Rod Jones, president of Jones Lumber.

"But more importantly, the organization of our lines has given us a new perspective on inventory control. By separating each product by manufacturer, as well as individual type/grade, we can immediately verify visually stock on hand for those emergencies that pop up so often at the last moment."

"Sammons has had a sionificant

,t":* -6 ,*4

impact on our material handling needs. We would recommend their products and expertise highly."

Whether it's cantilever racks, pallet storage, box storage or any other material handling need, Sammons can design a system for you. For over fifty years Sammons has been the name you can rest your reputation on.

Sammons.,, Value lor Ameilca's lndustry.

llt ITH the current money lU crunch, many suppliers have become involuntary lenders to builder and remodeler customers.

Credit experts warn that with fewer jobs to bid and more competitive pricing, builders accustomed to working on "the float" will stop paying and go out of business. In addition, they caution dealers to be prepared for good customers becoming slow pays. Excuses for not paying on time will include delayed invoices, missing paperwork and a client who has not paid for work done.

Establishing an effective accounts receivable strategy is important, they point out. Credit limits and collection policies must be predetermined. Salespeople must share the responsibility for collections and credit problems.

"Motivate the sales force to screen potential customers carefully," suggests a tough credit manager. "Charging back their commissions on uncollectible accounts is an excellent incentive."

Credit applications should be received from all new customers. With trade references, net worth, financial condition and history, credit managers can better judge the applicant and establish suitable credit boundaries.

Effective credit practices include refusing to ship to past due accounts until they make arrangements with the credit department to pay the past due balance.

"Although we don't place limits on our accounts," a credit manager said, "we hold orders until arrangements for payment are made, even if they are as little as one day past due. This gets a customer into the paying habit."

Flagging accounts when they are within 100/o of their credit limit and reviewing them every day helps some credit offices stay on top of receivables. Notes and a personal guarantee from an officer in the company is an acceptable payment solution for some dealers. Finance charges also may be charged on overdue accounts, but they must comply with state laws.

Never accept a post dated check is the recommendation of a seasoned credit pro. "What we do is take a deposit check and hold it until a date agreed upon between us and the customer, never longer than one week. That way we have a check in hand, not one in the mail."

Loans to customers shouldn't be part of your business

A small dealer requires contractors building on spec to pay for materials each week instead of monthly. "Contractors want us to wait until they sell the house before they pay us," he said in explaining this recession fighting measure.

Personal contact is recommended by a credit manager with a fine tuned system that works well in both good and bad times. "We believe that it's not a sale until it's paid for," he explains. "We bring our sales people into the collection process more than ever in times like these, giving them responsibility for collecting overdue accounts."

Story at a Glance

Crcdit experts share collection tips, advice on managing ac' counts rcceivable. ways to recognize slor pays and get money from past due accounts.

Know the basics about small claims court laws is suggested by several credit managers. Many states, such as California, have increased the limits, making the court a good credit tool for retailers. Using credit association services and benefits such as seminars are additional recommendations for negotiating settlements and getting paid.

One dealer maintains a high collection rate by getting to know the customers. His credit manager goes into the field to build rapport. Since his business card has no title, he is perceived as a company representative, not a credit cop. "Friendly relations keep the communication line open and help in collections," he stresses.

Telephones can be a credit manager's primary access to collecting overdue accounts. The followins

suggestions from the Building Industry Credit Association make the process easier and more successful.

Call when the time is right, like the day the bill is past due, to let them know payment is expected. For an established customer, wait until you see a trend. If payments run late two months in a row, call them.

Call late in the morning when people are usually in and relaxed with a feeling for what they need to accomplish that day. Avoid calling on Friday, especially after lunch, when they're not likely to be alert or receptive to a collection call.

Talk with the right person. If you are dealing with an established customer, maintain contact with just one person who is helpful and reliable. For a new account, ask for the person who signed the credit application. If the invoice is seriously past due, ask to speak with the person responsible for approving the company's checks. Keep a record ofyour calls noting the promises made. This helps follow-up and allows coworkers to handle any situation in your absence.

Prepare a list of questions to ask, keep it in front ofyou and get a satisfactory answer for each. For example, is your company experiencing any financial difficulty? Why are your payments slow? Are you expecting a boost to your cash flow in the near future?

Establish good relations with those you call by being courteous and treating them as if they will act in good faith and pay on time. Do what you can to help, such as sending invoices on a different schedule or setting up a payment schedule if they can't pay in full.

Listen for clues to their sincerity. Do they answer too quickly, too slowly, try to get off the phone fast, stall you? Ask for explicit follow through, such as a check in a specified number of days. Record their promises for future action.

Sell lawn and garden products throughout the store

E OR MANY home centers, the f lawn and garden department is off to one side, often outdoors or in an adjacent building. Impulse sales are low because such setups mean lighter floor traffic. Customers won't

near the front of the store, especially at the start of gardening season.

Some retailers line up larger outdoor products, such as wheelbarrows, mowers and barbecues, along the front of the building. And

ment is a great place to catch the eye of the female shopper. Include live plants, planters, plant hangers, pails, bins, even potting soil or weed preventers.

Hand and power tools can be displayed in the lawn and garden as well as the tool department. Place outdoor lighting in the electrical section. The plumbing area can also house sprinkler systems, components and accessories; drip watering and irrigation kits; garden faucets and valvest garden hose couplings and connectors, and swimming pool accessories and chemicals.

Story at a Glance

Bring lawn and garden prcducts out of the nursery to lure custe mers in... displays, sidewalk sales, cross merchandising plant ideas in shoppers' minds.

[&G departments aren't the only place to sell outdoor products.

just pass through the nursery on their way to the hardware section. Those in the nursery are there specifically to buy lawn and garden products.

The trick is to plant the seed of lawn and garden sales when they come in the store for another reason. An excellent starter is an elaborate gardening or outdoor living display

sidewalk or parking lot sales of lawn and garden products are often more convenient to stage due to where and how they are already stocked.

Small objects, including packets of vegetable and flower seeds and even wild bird seed, at the checkout make high margin impulse items.

Cross merchandising leads to addon sales. The housewares depart-

The lumber yard is another selling area for trellises, lattice, gates, Iandscape timbers and kits for gazebos, outdoor play equipment and picnic and leisure furniture. Position deck stain, brightener and water repellent nearby as well.

More fashion-oriented items make for eye-catching displays at the end of any aisle. Merchandise mailboxes. weathervanes. bird houses and feeders, flags and flag poles, and lawn ornaments throughout the store. And a hanging plant fits in about anywhere.

HE TALK is niche marketine. Specialization is the key to success in hard times, they say. Sterling Pacific is proof positive.

Sterling Pacific Building Materials, Costa Mesa, Ca., sells a wide range of building products. It even has its own mill in neighboring Santa Ana, producing the entire millwork package solely for Sterling Pacific. Yet 6001, of the business is wood windows.

The splashy new 60,000 sq. ft. building combines retail showroom, selling warehouse, backup warehouse and sales offices. An outside sales force of 20 is responsible for a large percentage of sales. But the capstone of the new headquarters is the beautiful 7,000 sq. ft. showroom. Mock rooms were built to show what the windows look like on the outside and from the inside of a home. Garden windows, corner windows, curved glass, full circles, round tops, the spotlight is on windows. Complementary entry doors, hardware, mouldings and other millwork are also shown.

Story at a Glance

By concentrating on high end window, millwork and other building products, this specialized firm sen es an affluent area with care fully chosen products. attractive showroom serves architects, contractors and cFi-yers.

"The showroom is designed so it is inviting to builders, a place where they can see the products in the proper setting," says operations manager Bill Matthews. Other executives are general manager Clay Gallion and controller Lou Black.

Two plush conference rooms with drafting tables allow designers to discuss options with homeowners, inches away from the actual products. "They're places an architect would be glad to bring his customers into," Matthews says.

A small retail section to the side displays hardwood flooring, door locks and hardware, architectural ornamentation, skylights and millproduced stair systems and mantels. Like the windows and entry doors, there is no inventoryt everything must be custom ordered. A small

Niche marketer rides out the recession

selection of glue and stain is carried, as convenience items.

Sterling Pacific also says it has the largest assortment of fingerjoint mouldings in Orange County. No imports, all high end products. Newly introduced are pre-primed fingerjoint mouldings. Hardwood lumber and plywood is also offered. Around the corner, an "outlet store" offers discontinued items at reduced rates.

The huge warehouse area in the back is packed with Marvin windows, but there's no waste of space due to backed up inventory. "Every Marvin window is built to custom specifications, so everything here's already been sold," Matthews says.

Nearby is a rework area, where Sterling Pacific performs patchup jobs. "Before we send a product out, we inspect it to make sure it goes out correctly the first time. We want to save our customers and ourselves time and money," he says.

Trucks are loaded in the evening and left in the warehouse over night. Employees come in at 5:30 the next morning to check the loads and make sure trucks are out on deliveries by 6:00 a.m. Contractor customers begin arriving at 7:00 a.m., while do-it-yourselfers frequent the store in the afternoon and on Saturdays. One last rush of contractors usually stops by at the end ofthe day to pick up items for the next day's job.

The company began as Southern California Marvin Windows distributor Carmel Building Supplies, Anaheim. Seven years ago Northern Cali[ornia Marvin distributor BMD, Galt, purchased the firm and redubbed it Sterling Pacific. After joining with Mission Hardwoods, Tustin, Sterling Pacific was moved last year to its current quarters.

Expansion is anticipated in the long term, to better serve nearby Los Angeles and San Diego counties.

(Please turn to page 56)

lJVlll00W and millwork displays show off products from the outside...

Al{0 lrom the inside. Curved glass units are by Marvin Windows.

PACKE0 to the rafters with windows everything's been cust0m-0rdered, already sold.

Ff LANOGRAMS. While there's F no question that they are invaluable in merchandising retail space, the mere mention of the word can make the most seasoned merchandiser cringe.

Not only are planograms timeconsuming to prepare by hand, but as any store planner knows, the picture is only the beginning. The real challenge of planograms is in measuring and maximizing their results.

Yet there is a solution that has proven to be popular in hardware and home centers. It's called computerized space management and performs such key functions as automatically creating planograms optimized on the user's financial goals, to managing store inventory and more.

Computerized space management began in 1974, when a mini-computer software program was developed for the food industry. The proliferation of personal computers in the early '80s led to the development of space management programs as they are today. Although the technology became more accessiblq it was expensive. Systems typically started at $35,000.

New systems were developed to address a range of merchandising needs and budgets, including planogram services for companies who use planograms on an infrequent basis. In 1988 Handy Andy became the flrst home center to jump on board. Today, home centers using space management include Builders Emporium, Builders Square, Lowe's and Wickes Lumber.

The programs are not just for retailers. Space management is used by more than 60 manufacturers and distributors in the hardware and home center industries, including Cotter & Co., Liberty Distributors, Sentry Hardware, Stanley, National Manufacturing, Masco, Leviton and Moen/Chicago Specialty. The number of users is expected to continue to multiply.

Although space management is often thought of as computerized planogramming, it is a powerful tool that does much more than create pretty pictures. Space management works by using product performance data to determine the optimal placement and stocking quantities needed on the fixture in order to achieve the user's financial goals. A paper

Planogram is no longer a dirty word

C0iIPUTEB generated planogram for Kwikset locksets results in endcap shown below. More and more manufacturers are using space management to create customized planograms lor their customers.

planogram is generated, the section is reset, and evaluation of the section perlormance begins again.

Manufacturers, retailers and distributors all use computerized space management, yet each uses it differently. Retailers use space management to create "what if' retail scenarios on screen. This allows them to immediately see the impact of their merchandising decisions to the bottom line. Space management can help them create more profitable product mixes, reduce out of stocks and decrease inventory costs.

One retail chain, for example, credits its system with reducing inventory costs by 53%, largely through analysis of movement, days of supply and fixturing. Most space management systems have the ability to read point of sale (POS) data, which provides retailers with an ongoing analysis of product movement. Stores can be reset quickly based on what is making money and what is not. Space management also allows store plannners to efficiently develop customized planograms on a regional or even store-specific basis. There are other not-so-obvious benefits, including more accurate

store displays, fewer store personnel required to set the shelves as a result of precise set-up planograms, and increased productivity of the store plann ing/merchandisi ng departments.

Another benefit of space management is that it often leads to more attractive displays. Program accessories create planograms with digitized product images. Not only do these computer-generated planograms increase in-store accuracy and productivity, but they also help eliminate aesthetic surprises.

Builders Emporium uses space management to generate planograms for its 105 home centers. The lrvine.

Story at a Glance

Computerized space management changes the way retailers allot space to products, stock shelves and crcate displays. as much dS 5.3olo savings in inventory costs reported systems and services for all budgets.

Ca.,-based retailer uses a space management system to generate a few "generic" planograms for each product category, based on the store fixturing and traffic pattern. Every 90 days point of sale data is downloaded from the mainframe computers and imported into the program. Reports are generated, comparing actual sales with the buyers' original estimates, on an overall, regional and store-specific basis. SKUs are added or deleted, resulting in a product mix that is optimal for that geographic location.

Builders Emporium and other users say that space management is clearly an idea whose time has come. And the numbers back them up. The number of companies using programs has more than doubled annually since 1988. This trend is expected to continue through the decade, particularly as the fluctuating economy forces companies to take a hard look at their operations and, ultimately, at new solutions to optimize the retail space.

Lynne Fanclter, Marketllare Corp., developer ol' Pegman space management system, provided the inlbrmation ./br this arlicle -editor.

NEWS BRIEFS

ber storage with plans to :s S. Market St. store to

August, after $250,000 in remodeling a second Ziegler Lumberstore in Vancouver, Wa., costing $l million to construct with 45,000 sq. ft. is planned for a spring 1992 opening.

Ernst Home Centers, Seattle, Wa., plans to enter the Oregon market with six stores in three years, two within the year, probably in secondary markets

Big B Lumberteria, with stores .. in Oakland and Pacheco, Ca., has qpened a Brentwood, Ca., loca-

tion...

Home Depot has signed a 15 year lease for space atthe East Baybridge shopping center, Oakland, Ca., is still considering space in The lsland shopping center, San Mateo, Ca., and hiring for the opening of a new

Gaileher ,Hardwgad Co., Santa Fe Springs, Co., named Manningon Wood Floors as its 1990 Vendor of the Year.

Pacifrc'Ltdn:;'"Yqii deal eaily thlr1i

Duke Ctty Lumber Co.3 mill in Espanola, N.M., will be down for about three months following a $2.5 million fire May 14; log inventory is being moved to their Ouba, N.M., mill with rebuilding beginning as soon as the debris is cleared and an insurance settlement is made.

The Monvi{le. haul has beenr federal judge to spe€ ments for asbestos vic Pacific pod$,,:,SQq! nr ,r,.ti$s.:l

On Time lDe[iveries, With Q*ulitvProducts

On time deliveries, with qual- A, o." of the largest wholesale ity products are essential for ensur- companies in California, we are ing a successful business future. continuing to grow with our new Western Woods started that way office and distribution yard in 20 years ago and continues that Fresno, California. This facility philosophy today. supports our demand for on time

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r\ew faclities and increasing fl*::ttt and expanding product product lines.are key factors in our growth. Our newest product line is Ca[ today. a cedar fence, post and rail program, available in full or mixed trucks. It offers a consistent, high quality fence programwith on tirne deliverv.

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CALENDAR

JUNE

Phoenix $oo-Hoo ClubJune 14, outing, Prescott Country Club, Prescott, Az.

Building Industry Credit Association - June 20, lien law senrinars, Hilton Hotel, Ontario, Ca.

Dub's Ltd.June 21, golltournament, Chardonnay Country Club, Napa, Ca.

Spokane Hoo-Hoo ClubJune 21, golf tournament, Highland Golf Course, Post Falls, ld.

Roseburg Hoo-Hoo-Ette Club - June 25, installation of officers nreeting, Roseburg, Or.

Pacific Coast Builders Conference - June 26-29, Moscone Convention Center, San Francisco, Ca.

Portland Wholesale Lumbermen's Association - June 28, annual golf scranrble, East Moreland Goll Course, Portland. Or.

Construction Specifications InstituteJune 28-30, annual convention & exhibit, San Diego, Ca.

Western Wood Preservers Institute - June 30-July 3, sunrnrer nreeting, The Charter House at lleaver Creek, Co.

National Lawn & Garden Distributors AssociationJune 30-July 3, Colorado Springs, Co.

JULY

Los Angeles Hoo-Hoo Club - July 11, Industry Night, Sheraton Industry Hills Resort, City of Industry, Ca.

American Forest Resource Alliance - July ll-12, annual western regional issues conference, co-sponsored by American Forest Council, Westin at Tabor Center, Denver, Co.

Building Industry Credit Association - July 12, mechanics' lien law seminars, Hilton Hotel, San Diego, Ca.

North American Wholesale Lumber Association - July 1420, wood marketing seminar, University of British Columbia, Vancouver, B.C., Canada.

Spokane Hoo-Hoo Club - July 16, board of directors appreciation, Spokane. Wa.

Western Red Cedar Lumber Association - July 18-19, annual meeting, Slaish Lodge, Snoqualmie Falls, Wa.

Black Bart Hoo-Hoo Club - July 19, golf tournament, Ukiah Municipal Golf Course, Ukiah, Ca.

Dub's Ltd. - July 19, golf tournament, Auburn Country Club, Auburn, Ca.

lnland Empire Hoo-Hoo Club - July 19, speaker meeting, El Rancho Verde, Rialto, Ca.

Mountain States Lumber & Building Material Dealers Association - July 19, Idaho golf tournament, Pine Crest Golf Course, Idaho Falls, Id.

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

National Retail Hardware Association - July 21-25, annual convention, Boston, Ma.

Building Industry Credit Association - July 26, advanced mechanics' lien seminar, Hilton Hotel, San Diego, Ca.

San Joaquin Hoo-Hoo Club - July 26, Coast Frolic, sandpiper Goll Course/Quality Suites, Santa llarbara, Ca.

Western Building Material Association - July 26-30, midyear committee & board meetings, Resort at Port Ludlow, Port Ludlow, Wa.

International Lawn, Garden & Power Equipment ExpoJuly 2E-30, Louisville, Ky.

:'.:il":::::;tx"lT'

unless yourve yrfth Dimensions.

WESlIERN ASS0C[ATl[0N NEWS

Western Building Material Association is offering suggestions on how to pay employees for their expenses. They report that since July I , | 990, employers who reimburse employees for business expenses without requiring them to account for those expenditures (nonaccountable plan) have encountered added paperwork such as withholding taxes on the reimbursements from the paychecks of affected employees.

Although nonaccountable expense allowances have been taxable for some time, income and payroll taxes have had to be withheld only since July l. An alternative is for the employer to demand an accounting of employees' business spending (where, when, how much and lor what business purpose) and require repayment of any unexpended advances. With this, there is no witholding requirement.

The association recommends pointing out to employees who object to hav-

ing additional taxes withheld from their pay that without it, they would have to pay the taxes directly on nonaccountable reimbursements and in offsetting them by deducting their actual cost as miscellaneous expenses would have to exclude 2olo ol adjusted gross income.

WBMA also is recommending to dealers the language suggested for employment applications by NLBMDA attorneys. That language is: I certily that the informotion contained in this application is correct to the best of my knowledge. In consideration of my employment, I agree to abide by the rules and regulations of the company, and I understond that these rules and regulations and any personnel manual does not constitute a rcntract of employment. I understand that my employment and compensation can be terminated, v)ith or v)ithout cause and with or without notice at any time, at the option ol either the company or mysel/. I.further understand that no supervisor or reprcsentative o/ the company, other than qnsert name ol'individual or title) has any authority to enter in any agreement ,fbr employment .fbr any speci/ied period e/ time, or to make any agreement conl rary to t he,foregoing.

Crr,or"r, tell us that the consistent quality of the products we make is what keeps them coming back. For more than 40 years they have relied on Sequoia Forest Industries to ensure the lengths and widths are as ordered with no hassles about orade. Our precision cutting standards are the highest in the industry. And our Fresno location means fast, over-night deliveries to maJor California markets.

Job site deliveries when requested.

The association is advising members of steps to take when business slows. Dbn't slash expenses across the board is the first recommendation. If a recession hits, some owners immediately announce a company wide hiring f,reeze or a l0% spending cutback. But that strategy always cuts too much in some areas and not enough in others.

Use the downturn to refocus your company's energies. A recession is the ideal time to get people's attention and to make changes to eliminate inefTiciencies and streamline the company.

If you have to eliminate people, do it quickly. When you act fast and get the dirty work over, your remaining employees are happier and more highly motivated. They feel they can get on with the job.

Spend more time with customers. It's tempting to slash travel budgets or eliminate business entertainment. But those short term savings could spell disaster later. Customers have long memories. They remember those who served them well when times get tough.

Don't indiscriminately reduce inventory. You need products to sell. Maintenance of stock and service is important in tough times or customers will go elsewhere.

Spend more on advertising and training, not less. When recessions strike, budgets lor advertising and employee training are often dealt the biggest blows.

S"qroiu manufactures Ponderosa and Sugar pine in 5/4 and 6/4, White fi 2x4 and 2x6, and long-lasting Incense cedar. We are the Iargest producer of pallets in the stateover 6.000 each dav. We even make decorative bark and forest humus.

A broad range of quality productsthat's today's Sequoia Forest Industries.

Tom Peters says that's dead wrong. The success or lailure of most companies is directly tied to the perceived quality of the products they sell or the services they provide. Maintaining or enhancing your image has never been so important.

Mountain States Lumber and Building Material Dealers Association's leading f)enver lumber dealers participated in a "How to Profit in an Improving Economy" session recently.

Facilitated by executive vice president Fred Caruso, the session touched on stages of the economic cycle and how business practices relate to the bottom line.

The group developed lists ol both detrimental and profitable practices for economic leveling-off periods. They concluded that dealers should be concerned with management practices to keep ahead of the ever changing market.

Economic Negatives

. Dealers budgeting to sales volume rather than return on investment. resulting in some companies selling themselves out ol business.

. Too many big notes and "leverage" place some businesses in financial trouble.

o Opening new yards was easy in the late 1970s and early 1980s, creating a saturated economy.

o Business managers' attitudes went down with the economy, making the situation worse.

o Dealers did not look at their management practices, resulting in their accepting "bad business" customers.

o Lack ol confidence, on the part of many, necessary to enforce good practices.

o Competitive bidding by contractors caused panic, resulting in lower margins area-wide.

o Many dealers operated on the '70s margin numbers, when lumber prices were higher, causing their businesses to be undermined when prices dropped.

Economic Positives

. Re-examine old concepts of "bundled services" in relation to margins.

'. Adopt an intelligent strategy in quoting jobs.

o Be keenly aware of costs.

. Recognize that it "costs a lot to go to war," weigh emotional reaction to competition carefully. Avoid the tendency to get back to "lat and happy."

o Keep assets and receivables in line.

o Keep credit management tight.

o Work off today's numbers.

o Base selling on value and service per dollar.

o Bigger is not necessarily better. "Growth" may be going into a period like the '30s. Do not count on infla-

tionary growth to compensate for lack of managemedt skill.

o Businesses should have a plan for keeping earned discounts instead of giving them away.

o Weed out the customer base. Some customers are bad for business.

Thql's How lt Goes!

"My husband is the original 'do-ityourself" man . ask him to /ix something and he says, 'Do it yoursell. "'

The Merchant Magazine

U.S. Struggles to Grack Canadian Trade Barrier

The U.S. Administration and members of Congress are backing the American Plywood Association in efforts to remedy a continuing serious inequity in U.S.-Canada trade.

Canada has yet to comply with

TIMBERS

1988 bilateral agreement to accept U.S. certifying agencies, thereby preventing U.S.-certified structural panels being sold in Canada, reported APA.

"The Canadian Free Trade Agreement specifically prr)vides for this acceptance," said APA president William T. Robison. "How-

ever, after three years of continued effort, the American Plywood Association has not received accreditation in Canada. The slow pace in the handling of APA's accreditation application has the unmistakable flavor of protectionism."

The U.S. trade representative and commerce secretary have vowed to push the Standards Council of Canada for speedy action.

Dixleline On The Market

Parent company Nortek Inc. has placed 10 unit Dixieline Lumber Co., San Diego, Ca., up for sale.

Nortek is considering a number of potential buyers. "There are a couple of horses in the race," said Dixieline president Bill Cowling, whose father founded the company in 1913. Cowling, who has remained on after the chain's sale to Weyerhaeuser in 1979 and to Nortek in 1985, would prefer to continue under new ownership.

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Treating Industry Awaits EPA Compliance Extension

Following negotiations between the EPA and the American Wood Preservers lnstitute, the treating industry was awaiting Federal Register publication of a formal stay of June l99l compliance requirements as The Merchant Magazine went to press.

Following the formal stay notification, a Federal Register notice proposing to modify the rule will be printed on or about July L After a 30 day comment period, a final rule is due to appear in the Federal Register by mid-October.

Softening of the regulations reportedly includes postponing Subpart W compliance dates for new and existing drip pads; removing the F032 listing for waste of pasr chlorphenolic userst and eliminating requirements for an impermeable coating for drip pads designed or built after Dec. 6, 1990, providing the pad is constructed with a suitable liner and leak detection system.

Both AWPI and EPA agree that facilities not intending to comply

ought to close sooner rather than later, an AWPI spokesperson said. Therefore, extension will be predicated on written notice of intent by August l99l followed by substantive proof such as financing arrangements by November 1991. Existing pads will likely have to be in compliance by February 19921 new pads built and certified by May 1992. Those unable to meet this time frame, but intent on complying, will probably be able to work out arrangements with state authorities.

In response to the AWPI position that Subpart W drip pad requirements are redundant, EPA apparently has agreed to two options: coating an existing pad plus an annual certification or retrofitting with a liner and leak detection system.

It appears that the EPA will clarify de minimis (lowest level) drippage and allow wood preserving wastes to be labeled according to current preservative usage. The process water/wastewater issue seems to be the only issue not resolved.

600 Hang Up On Phone Cos.

A barrage of letters, phone calls and cancellations from outraged wood products companies is striking two major long distance carriers which recently began largescale promotions benefitting preservationist organizations.

The MCI and U.S. Sprint programs donate a percentage of a customer's bills to his choice from a set list of environmental groups such as the Sierra Club Legal Defense Fund.

(See May 1991, p. 2t)

MCI has received more than 600 letters of protest from the hardwood industry alone, said the National Hardwood Lumber Association. A point of contention is no forestry organizations are among the beneficiaries.

But MCI began meeting with the NHLA May 3l to consider including such multiple use, sustained yield groups. Reportedly, the American Forest Foundation is slated to receive a $25,000 donation, unconfirmed by the foundation.

Sprint refuses to alter its list recipients due to the amount money tied up in its ad program.

SupaTimbef" Makes It Last!

SupaTimber's built-in protection deters rot, decay and termite attack to add years to outdoor projects. It's the attractive, clean and odor-free pressure-treated lumber with strong sales appeal. lt can easily be painted, stained, or sealed with water repellents. There's excellent collateral sales potential with SupaTimber products Look for the complete line of SupaTimber deck accessories and outdoor specialty items! And, for extra value your customers will appreciate, SupaTimber features the best guarantee in the industryl That's because SupaTimber is the only pressure treated lumber produced under strict thirdparty, quality control requirements. So, whatever the project, SupaTimber's the versatile dream builder that lasts!

of of

April Rail Strike Threatened Lumber Supply In Some Areas

Lots of lumber travels on trucks, but the recent, brief railroad strike caused concern among many in communities served by rail.

Tom Gutierrez, manager of Diamond G Lumber Co., Grants, N.M., pointed out that while material is trucked into his operation, that supply is directly linked to the rail system. "All our wholesalers get their stuff by train."

Foxworth-Galbraith Lumber Co.'s Grants store also would have faced a shortage if the one-day strike had continued. Assistant manager Mario Guzman explained, "Lumber, materials, especially material, (would have been in short supply) because a lot of it comes from the West Coast."

On the other hand, Mount Taylor Millwork, also in Grants, had no fears. "lt wouldn't affect us at all." Matt Allen, corporate secretary, said, adding that the company switched completely to truck transportation when the railroads were deregulated.

Crenshaw Lumber, Gardena, Ca., had a contingency plan ready for use if necessary. They receive deliveries from Southern Pacific RR on a spur that runs into the yardl they had a two week supply on hand and could have trucked in lumber from the Los Angeles harbor if necessary. If the supply on the dock had been exhausted, they would have trucked in lumber from Oregon, manager Jim Pottratz explained, although it would cost more.

The strike, which involved 12

Recession and the West

Despite the national recession, the western states continue to exhibit some of the characteristics that earned them the "golden" nickname in their early years.

Economist Brian A. Cromwell points out that "the western states have exhibited resilience during national economic downturns and have outperformed the nation in five of the last seven recessions. The performance of the region in the current

railroad unions, ended April l8 when President Bush signed congressional action empowered by the Railway Act. Negotiations will resume after a 65 day cooling off period.

lf these fail, Congress can impose binding arbitration on the rail workers and their unions, a union spokesperson said. Analysts claimed that the strike would have cost the railroads $70 million a day with the nation's economy losing $l billion for every day it continued.

downturn is no exception. One factor helping to insulate the western states from a downturn is the comparatively small size of its manufacturing sector.

"Nonmanufacturing industries typically have been more immune to downturns, while manufacturing tends to have wide swings. Moreover, even within manufacturing, the western states fare better by being less reliant on the most cyclical

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

industries, such as the steel and auto industries. "

Cromwell adds "a word of caution, however: While the western economies are resilient during downturns, they are not immune from them. In only one of the previous seven recessions did the region avoid employment losses from peak to trough, making the current continued employment growth the exception rather than the rule." His opinions do not necessarily reflect the views of the management of the Federal Reserve Bank of San Francisco, for whom he works, or of the Board of Governors of the Federal Reserve System.

Fims Back Hoo-H@'s lOOtl

Willamette Industries, Inc. and Andersen Windows have joined Louisiana-Pacific Corp. as corporate sponsors for the Hoo-Hoo centennial convention and celebration in Hot Springs, Ar., next year.

Corporate, centennial, individual and contributing sponsors had pledged $43,000 to the event by April 15.

The 99th International Hoo-Hoo

convention and international forest products conference will be held in Leura, Australia, Sept. 7-13, 1991. Registration deadline is July 8.

Structural Panels Gain 52olo

Strong evidence that the demand for wood products in new construction has increased is in a comprehensive study of wood used in U.S. residential construction.

Based on research done in 1988, the Wood Products Promotion Council/U.S. Forest Service report is the first to cover structural and nonstructural wood panels, lumber, doors, windows, cabinetry, shelving and other millwork.

Structural panel use, including floor systems, in new single family housing increased to 8,433 sq. ft., 3/8" basis, per unit from 5,540 sq. ft in 1976, a 520/o gain. Multifamily units used 3.2 sq. ft. per square foot of floor space, up l0%. Despite competition from the concrete slab foundation, which peaked at 5l% in single family units in 1983, wood floor systems offer the largest potential new gains, according to the report.

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Steve Gonzales has joined the sales team at Laminated Timber Services, Ontario, Ca., reports Wally Turner. Pete Fleming is now in sales at the new French Camp, Ca., location.

Sherman Leibow is now director ol communications and meetings for the North American Wholesale Lumber Association.

Terry Van Balen is new to sales at Louisiana-Pacific, Mission Viejo, Ca.

Stephen R. Rogel has been named pres. and c.o.o. of Willamette Industries, Portland, Or. William Swindells remains chairman of the board and c.e.o.

Mike Moore is the new director olmktg. for Dimensions, Salt Lake City, Ut.

Dennis Orem, Jerry's Home Center, Eugene, Or., will be a panelist at the National Retail Hardware Association convention July 2l-25 in Boston, Ma.

Clayton Ray is now gen. mgr. of Weyerhaeuser's Sacramento. Ca.. customer service center, reports Jack Green, distribution mgr.-West. Ray replaces Jim Hemphill, now distribution mgr.-South.

Ted D. Ellis has been promoted to v.p. olldaho Timber Corp., Boise, Id., according to pres. Larry D. Williams. Jerry Obendorf is the new mktg. and development mgr. at Simpson Door Co., McCleary, Wa.

Laura Schulze, Furman Lumber Co., Billerica. Ma., and her husband, William [,. Schulze, are the proud parents ol 7 lb., l0-l/2 oz. Casey Rosalind, born May 3, 1991.

John Sked, Fibre-Form Wood Products, Rocklin, Ca., recently took one oi his periodic trips to Chile, along with Greg Bailey, new quality control mgr. lor Fibre-Form's two Chilean Dlants.

Tim Murphy, Big Creek Lumber Co., Davenport, Ca., has been elected pres. of the Coast Counties Hoo-Hoo Club, succeeding Don Willard, Redwood Empire, Hollister, Ca., who had headed the group since its rebirth 2-l/2 years ago. Other officers: v.p. Robert Wright, Kelleher Corp., San Rafaell sec./treas. Bill Sullivan, Tynan Lumber, Monterey; sgt.-atarms Dave Schmidt, San Lorenzo Lumber Co., Salinas, and publicity officer Willard.

Larry Clupper is new to Carey-McFall Corp. as west coast key account mgr. for Bali Blinds.

G.E. "Ed" Waite is now v.p./c.f.o. of Lanoga Corp.'s Lumbermen's Building Center, Olympia, Wa., and Spenard Builders Supply, Anchorage, Ak. M. David Dittmer has been promoted to pres. of Lumbermen's, and Michael A. Buza to pres. of Spenard.

Jeff Lynn has joined Oregon-Canadian Forest Products, Orange, Ca., in sales, reports Dennis Richardson.

Dinty Moore, John Day Lumber Co., John Day, Or., is back at work after successful eye surgery.

Jerry McGuire, Cal Forest Lumber Co. and Mutual Moulding & Lumber Co., Gardena, Ca., has retired after 34 years in the business, according to pres. Greg McGuire. Dick Gavis is now heading up the hardwood dept. at Cal Forest.

Eric VanDerHeyden, Rain Bird, GIendora, Ca., has been promoted to western regional sales mgr.

Peter S. Anderson is new to MAI Systems Corp., Tustin, Ca., as pres. and c.o.o., succeeding Fred D. Anderson Jr., who has left to pursue other interests.

James A. Mercer is the new director of mktg. lor the Wood Moulding & Millwork Producers Association, Portland, Or., reports exec. v.p. Bernard J. Tomasko.

Bob Smith, Bohannon Lunrber Co., Orange, Ca., welcomed honte son Erik from a year on a soccer scholarship in Copenhagen, Denmark.

Steve Lausmann, Joe Lausmann III and Scott Berry are representing Lausmann Lumber & Moulding Co., Loomis, Ca., July 13 on the 128.5 mile Tour of the California Alps, one of the West Coast's toughest bicycle tours, also known as The Death Ride.

tr'rank Davis, retired exec. v.p. ol the old Arizona Lumber & Builders Supply Association, Phoenix, Az., and his wife, Maye, recently attended his 50th class reunion at Whitman College, Walla Walla, Wa.

Jim Alexander, western reg. territory mgr., TEC Inc., Santa Fe Springs, Ca., was named Special Sales Recognition Award winner. Sales Achiever's Award winners include Joyce Ferko. Rick Baldini and Alexander.

Dean Jones, longtime lumberman and pres. of the Ara-Pac Industries, Ltd., Huntington Beach, Ca., is currently on a two month visit to their office in Jeddah, Saudi Arabia.

Roger Finnestad is now decor buyer and Elaine Bowles is fashion plumbing buyer at HomeClub, Inc., Fullerton, Ca., reports pres. Jim Halpin.

Hal Smith, Product Sales Co., Orange, Ca., has returned from an Oregon mill tour, according to Ted Gilbert, pres.

George Hammann, J.M. Thomas Forest Products, Rocklin, Ca., and his wife, Kristy, are expecting an addition to their family late this month.

Victoria Mendenhall is a new inside sales rep for Weathervane Window Co., Portland, Or., according to Tom Grove, v.p.-sales & mktg.

Ron Mdormick, Roy Bonham and David Miles, Coos Head Forest Products, Coos Bay, Or., survived the firm's 2nd annual Fisharama at Cascade Lakes in Central Oregon.

Earl Bleile is a new trader at Waldron Forest Products, Fair Oaks, Ca., reports El Louise Waldron. Dale Flesman has completed an extensive Pacific Northwest and Canada trip.

Jackie and Jamie Aiken, Aiken-Ford Lumber Co., Eugene, Or., and San Diego, Ca., are heading the business after the death of their father. James Aiken.

Mike Phillips has been named pres. of Hampton Lumber Sales Co., Portland, Or., succeeding Gordon J. King, who has retired. Carter Stinton is now gen. wholesale sales mgr., according to chairman John C. Hampton.

Gene Anderson is new to sales at Pacific Western Lumber, Tacoma, Wa.

Dewey Wilson is a new partner in Specialty Wood Products, Medford, Or.

Jim Hunter, Schmidbauer Lumber, Eureka, Ca., and his wife, Lisa, are the proud parents of J. "Jed" Edward Hunter, born May 17 , 1991.

Clay Rossman has left Pacific States Plywood, San Rafael, Ca., to become mgr. at Copeland Lumber, Grants Pass, Or.

Garry Brown, exec. v.p.-merchandising and mktg., Builders Emporium, Irvine, Ca., has left the chain to pursue other interest.

John Carroll, Carroll Moulding Co., is back at Huntington Beach, Ca., Hq. after a vacation triD to the Indianapolis 500.

Joe Long is the new president ofthe J. E. Higgins Lumber Co., Concord, Ca., succeeding Harry Anthony, who moves up to chairman of the board.

Paige Turner is working part-tinre handling extra paperwork at MungusFungus Forest Products, Climax, Nv., report owners Hugh Mungus and Freddy Fungus.

Owl Ruling Cripples Timber Sales, But Gongressional Bill Offers Hope

Two May 23 events concerned the lumber industryone positive and one negative.

On the positive side a group of congressmen headed by Sen. Robert Packwood of Oregon introduced in Washington, D.C., the Forests and Families Protection Act of 1991. The only timber controversy legislation currently before Congress, this bill is a joint proposal of the labor unions representing the forest products industry workers and industry management.

With bi-partisan support firom Oregon, Washington and other areas, the bill is said to offer the basis

for a balanced solution to the conflict between environmentalists and the forest products industry. While setting aside some old growth forests for owls, the bill would limit environmentalists' ability to challenge Forest Service decisions and would provide economic aid to displaced loggers. It is thought to be capable of maintaining a sustained, predictable timber supply to meet the nation's needs for wood and wood products.

On the negative side of the timber issue, a ruling by Seattle, Wa., district court judge William Dwyer stopped all new sales of timber on 66,000 acres of Northern Spotted

Owl habitat. This decision favored the Seattle Audubon Society in ordering the Forest Service to comply with the National Forest Management Act, thus halting federal timber sales in Western Washington, Western Oregon and Northern California during l99l and part of 1992.

In addition the judge ordered that revised standards and guidelines for protection of the owl be submitted to the court by March 1992.

A scheduled l7l sales will be affected. Estimates are that 2 to 3 billion board feet of timber and 3,240 to 7,400 timber worker jobs will be affected. The Forest Service expects planned sales for the two years to be reduced as much as 780/0, dropping from 3.7 billion board feet to 809 million feet. Sales already under contract are expected to be exempt.

The industry fears more than a economic rippling effect on timber communities. Major species such as Douglas fir and spruce are expected to continue to increase in cost, ultimately affecting the price of housing and hurting the homeowner. the builder. the retailer and distributor.

Raprd Rack Acquires Sammons

Rapid Rack Industries, Inc., City of Industry, Ca., has acquired Sammons & Sons product lines and will manufacture, market and sell Sammons Storage Systems.

"We are excited about combining Sammons' nearly 60 years of rack system experience, quality products and service with the broad based shelving lines and the talent and re-

bill sullivan robert golding dale dickinson . bill young

sources of Rapid Rack," said president Gerry Bergman. "We intend to be the best, as well as the largest, full line storage equipment manufacturer in the West."

Rapid Rack Industries, Inc., one

of the largest manufacturers of storage products in the country, offers a full line of products and services including a computer aided design (CAD) system, to support customer

Tree Farms Mark 50 Years Of Good Management

The American Tree Farm System, which currently includes more than 70,000 members owning almost 93 million acres of trees, celebrates its 50th anniversary this year.

Its origin dates back to l94l when Weyerhaeuser Timber Co. established the Clemons Tree Farm in honor of pioneer logger Charles H. Clemons on a 120,000 acre tract of burned over land. The Grays Harbor County, Wa., site now has 400,000 acres stocked with Douglas fir, hemlock and red alder ranging in age from two to 50 years.

Nearly 60% of the tree farms in the system are in the south: Alabama, Arkansas, Florida, Ceorgia, Kentucky, Louisiana, Mississippi, North and South Carolina, Okla-

homa, Tennessee, Texas and Virginia. Although virtually all the early tree farms were industry owned, the program now includes many small landowners.

To qualify for membership, a landowner has to accomplish specified forest management goals. Inspection of woodlands is a central part of the program. Tree farms are reinspected every five years. In 1988, 14,793 inspections were made, mostly by state foresters.

Following the criteria that trees are a renewable resource for our future, tree farms are recognized by a green and white diamond shaped sign. The symbol has become synonomous with good forestry.

Tree farmers use intensive forest

layout and design requirements.

In addition to corporate headquarters and manufacturing facilities in the City of Industry, Ca., the company has a facility in Mexicali, Mexico.

management techniques or combinations of silvicultural practices to meet objectives. These include collecting seed from trees. This is sown in a nursery and grown for two to three years before the seedling is planted in the forest. Seedlings are handplanted on prepared sites, nurtured with nutrients, then thinned to allow adequate room to grow. After a clearcutting harvest to produce renewable, recyclable, biodegradable wood products, the cycle begins again.

While the tree farm is producing, it provides a habitat for wildlife. The Clemons Tree Farm has a healthy population of elk, deer, grouse and eagles whose nests are inventoried with protection plans which guide forest practices. Streams on Clemons have good quality water and sustainable fisheries. In some cases they furnish municipalities with water.

Itffrayt*emX shiptlfsorderrl

ts,Md ltontirc.

You're looking at the future.

Seedlings, which 60 years from now, will become part of an order shipped byWillamette.

An orderwe'll ship right on time. This isn't an idle boast. Because if you've ever ordered from Willamette, you knowwe ship exactly what you want, when you want it.

Parfly due to the fact that our salespeople know your market, and visit the mill at least once a week to ensure the quality and timeliness of your order.

And parfly because we have a source of conSistent supply - more than one million acres of our own forestland.

To ensure that supply, we practice the most advanced forest management in America. Which includes replanting some 16.7 million fees every year.

So that when your grandkids place an order with Willamette, they'll get it right on time.

Give or take a few minutes.

OlflJl?Jil%T,nc

L,umber & Plywood Divrsron

Western Sales Office Albany, OR (503) 92G777L

Southern Sales Office Ruston, tA (318) 25t6258

Atlantic Sales Office Rock Hill, SC (803) 32&3U4

A very original lumber yard

ll ART curio shop and all lumber F yard, Deer Creek Lumber Co., Rocklin. Ca.. has made its name as a museum of the miscellaneous.

Brothers Pete and Gene Gieck have run the business for 33 years, along the way collecting an odd array of objects to display. The decor features deer antlers, shark teeth, mounted animals from Pete's hunting trips, railroad spikes, golf clubs,

old Coca-Cola platters, rifles and ammo, election pins, a banjo and a peace pipe.

Fading, peeling bumper stickers advertising everything from Coors beer to Sen. Cranston are plastered everywhere. Between the paint cans and plumbing fixtures stands a wooden Indian, holding Lotto tickets and wearing a checkered shirt and an "lt's a great day for the lrish" pin.

Current to 20-year-old sports schedules and results shellacked onto wood surround the cash register. Above hangs a diverse hat collection.

An old wooden outhouse sits in the driveway, with a l94l gold Cadillac off to the side. Some theorize there are more items collected for display than are up for sale.

And things keep building up as people continue to drop offor mail in items from as far away as Nebraska and Montana. "We don't buy anything and we don't give up anything," Pete said.

Story at a Glance

Small town dealer's store has personal ity plus, but competition from chains hurts... company can be bought, including the outhouse in the driveway.

There is no computer to keep track of inventory, but an ancient L.C. Smith typewriter does rest on the porch. And there are no neon signs out front - though a handcarved wooden panel with cracking yellow paint says, "Yep, we're open til 6:00."

Unfortunately, business has been down considerably ever since the large hardware chains began creeping in on Deer Creek. "Everyone says this store is neat, and then they buy the stuff down the street," said Pete.

Developers are also attracting more affluent, more sophisticated homeowners to town. So Gene isn't surprised that the newer residents, who live in northwest Rocklin, don't shop at Deer Creek, which is on the other side of town. "We don't advertise, so they probably don't know we're here," he said. "We're the best kept secret in town."

So, "too old to learn new tricks," the brothers plan on retiring when a steadier market allows them to sell the business. "These are hard times," said Pete. "But we won't be here in another five years. We're getting too old for that. If some rich chap came in here and offered us enough money, we'd be out of here tomorrow."

The buyer will get a one-of-a-kind lumber yard, outhouse included.

(|WllERS Pete and Gene Gieck and their Deer Creek Lumber Co. are nearinq an end of an era.

CAl{ Y0U lind the cash register at this busy counter?

Lap Siding Wins Ghallenge

Oregon Strand Board's Comply Lap Siding challenged traditional cedar siding at the Portland Construction Specifications Institute's l99l Products Fair, April25 in Portland, Or., with two teams racing to side an eight foot section of wall.

The Oregon Strand Board team pitted a crew of one against two men using traditional cedar. Even with only one person applying it, the Comply Lap Siding was installed l/3 faster than traditional cedar.

Since Comply can be handled and installed by just one person, that's a 67% savings in labor costs, an Oregon Strand Board spokesman explained, with lower price and reduced waste cutting material costs 540/0. Additionally, because of its strength, stud requirements can be reduced as much as 300/0. Sheathing costs are also eliminated.

According to Oregon Strand Board's Joe Maliszewski, "The superior qualities of Comply Lap Siding are evident. It has a solid core, is durable, easier to install and produces less waste. Cedar siding on the other hand splits, cracks, and produces high waste."

"Comply Lap Siding's unique tongue and groove feature makes it easy, convenient and cost effective to use. Using Comply Lap Siding eliminates the time consuming processes of cutting to length and spacing end joints," said Ken Kiest, Oregon Strand Board general manager. "lt's easy to handle lengths and simplicity of application mean a building can be covered with Lap Siding much faster than with traditional siding. This saves significant time and money, reduces waste and doesn't sacrifice a traditional wood appearance."

Made from Comply, two layers of wood fiber sandwiched between three layers of Douglas fir veneer, the siding is rated stronger and more durable than other siding products. It is guaranteed not to delaminate. Oregon Strand Board, a division of Jeld-Wen Inc.. is located in Brownsville, Or.

Free Dealer Sales Seminar

A marketing seminar designed to help dealers develop effective marketing tools for selling during tough times is being offered free by

BIACK HATS struggle to keep up with White Hats in race to apply traditional cedar siding and Oregon Strand Board's Comply Lap Siding at the Portland, 0r., Construction Specifications Institute's 1991 Products Fair, White Hats using Oregon Strand Board's product won bv four courses.

CertainTeed Corp.'s Vinyl Siding division.

Divided into two parts, the two and a half hour seminar begins with product knowledge and how to capitalize on selling quality products. Generating sales leads, earning referrals, using in-home sales aids and consultative selling are covered. A video presentation shows how other dealers approach marketing during tough selling times.

Information about the seminar is available from 1 -800-233-8990.

Nordeck Honored By U.S.

Enita Nordeck, president and owner of Unity Forest Products, Yuba City, Ca., was awarded The Small Business Person of the Year award for l99l on May 14 in Yuba City. Over 50 city, county, state and U.S. officials were present along with Wells Fargo Bank officials who hosted the event.

The award is given annually by the U.S. Small Business Administration to a business owner for his/her outstanding achievements in business. During the ceremony, Nordeck was honored by the City of Yuba City for her contribution and assistance to the efforts to expand and diversify the local economy.

In addition, she received a proclamation from the mayor for her active and staunch support of the educational needs of the youth in the area.

At the same time Sutter Countv

Board of Supervisors presented Nordeck with a special recognition award for her service to the community.

Particleboard/M DF Shipments

Particleboard and medium density fiberboard producers in the U.S. reported combined industry shipments of 4,756 million sq. ft., 3/4" basis, in 1990.

At l.5olo less than the 1989 record, this was the first decline since 1982, according to the National Particleboard Association.

Shipments from the 46 mat-

formed particleboard plants were 3.806 MMSF. 52 MMSF less than 1989. Industrial shipments were 7 MMSF less.

Underlayment shipments of 343 MMSF showed a 5.20/o increase over 1989, reversing a decline begun in 1985. Mobile home decking shipments dropped 2 MMSF.

After increasing more than I l7% since 1982, MDF shipments fell 2.lo/o from 1989 with 950 MMSF shipped by l3 plants in 1990. Calculated average FOB mill price for particleboard in 1990 was $216 per thousand sq. ft., 3/4" basis.

"The Quiet Giant"

0 Giant in LongevityA major West Coast forest products wholesaler since 1926.

0 0 0

Giant in IntegrityContinuing a tradition of solid ethics.

Giant in ExperienceAn efficient, courteous staff-alwavs reliable.

Giant in ServiceCargo, rail, truck and L.A. Harbor inventory to fit your needs.

U.S. SMAtt Business Person of the Year award winner Enita Nordeck, president and owner, Unity Forest Products, also received awards displayed by co-owners Steve Hagen, Til Johnson (standing) and Mike Smith.

LMA Names New (Xficers

Tom Griesbach, Lampe Lumber Co., Tulare, Ca., was installed as president ol the Lumber Mcrchants Association of Northern ('alifornia at their 52nd annual convention. Other of,ficers. Larry McFadden, lrairftrx Lumber Co.. Fairfax. lst

v.p.; Kathleen Patterson, ('entral Vallcy Buildcrs Supply, St. Ilelena, 2nd v.p.. Mack Gilcs. North llay Lunrber C'o., Corte Madcra. treas.

Directors: Al Stockton Jr.. Dirk l:tienne, Mike Wilson. Phil Larios. Mary Nicson, Brooks Schafcr Jr.. Allan Smith. Don Wattenbarger, Ilob I:den, Irrank Solinsky. llecky Hibbert, Rick Whiting, Larry McFadden. Mike Mayfield, Kathlccn Pirtterson. Iloh Rossi.

Ilob Hudson chairs the associates council with (ierald Grider. Jim Mcrchant, Gary DeYoung. Bob Jessell. Don Johnson. Bob Patterson, Greg Fowlcr, Ilob Robcrts and I)ale Winslow uith the officers comprisc thc exccutive comnrittce.

Brucc Merrifield. Merrifield ('onsulting (iroup. opened the meeting at I larvey's Resort/Casino. Lake Tahoe, May ll-14, with an all day se minar showing dealers how to maximize business dollars and targe t success. Ciary Donnelly, NLIIMI)A

cxecutive vicc president, brief'ed the association on what's happening to the industry nationally and changes crpcetcd in thc futurc.

Donn Zea, Tintber Association of ( alifornia, brought everyone up to date on the forest issues and reminded them that they play an inrporlant part in getting the story to thc public.

t00Klt{G over the displays was an importanl part of the annual LMA convention.

Teamwork was the topic of Jerry Reynolds, director, player personnel, Sacramento Kings basketball team, who used humorous anecdotes from his NBA days to stress the importance of working together.

More than 30 exhibitors participated in the trade show, advising LMA members on the latest in products and services. Both the trade show and associates reception were well.attended.

Richert Lumber Co., Pleasanton, received the outstanding yard award at the president's dinner. The l9th

annual president's award went to Bill Norman of Frank R. Close & Son in Sutter.

The annual golf tournament at Lake Tahoe Country Club with trophies presented at the barbecue following concluded the convention.

The 1992 event will be May I -4 at the Hyatt Regency, Monterey, Ca.

- Whotesale Distributors of quality lumber & building materials

- Prompt shipment from our extensive inventory, or mill direct

P.O. Box 703 Lynden, Wa 98264

Toll Free: 1-800-663-8064

Fax: 1-604-888-1615

Phone: 1-604-888-3544

Ask for Steve or Gordon

- Pattern & Fascia run to our own high standards or custom milled to your specifrcations

- Highly mixed loads are our speciality

0UTSIAI{I!|I{G lumber yard award presented by Jim Merchant (left) to Les Jespersen, Richert Lumber Co., Pleasanton, Ca., at the LMA convention. Lower ohoto, Merchant passes President's Award to winner Bill Norman.

New Wood Finishes Plant Open

Performance Coatings Inc., the manufacturer of Penofin wood finishes, opened its new 17,000 square foot manufacturing facility May 4. PCI's new Ukiah, Ca., facility is a fully-enclosed manufacturing operation with an emphasis on environmental protection.

Distributors and dealers from around the country attended grand opening celebrations, touring the new facility and participating in a golf tournament. Penofin is marketed

RlBB0l{ CUTTIIiG lor new Penofin plant lll in Ukiah, Ca. l2l Barbara Casselman, PCI board of directors; Barbara Mayginnes, ceo, PCI; Marilyn Butcher, lst district supervisor, Mendocino County, Ca., do the honors. l3l Marilyn Butcher, John Mayginnes, chairman of the board, PCl. l4l Rob Dressler, president, PCl, welcomes guests.

throughout the United States, Canada and Singapore.

The new manufacturing facility will enable Performance Coatings Inc. to keep up with its dynamic growth in sales. In recent years PCI has been named tothe Inc.500list of companies that are the entrepreneurial driving force of America's new competitive economy. PCI has also been named as the fastest growing paint company in the United States.

Penofin transparent wood finishes are high quality wood finishes designed to enhance the beauty of wood. They feature premium ingredients and are a market leader in stain technology.

Penofin's use of automotive transoxide pigments was an innovation in the stain industry. Its Brazilian Rosewood oil base penetrates deeply into the wood fibers guaranteeing that

the llnish won't crack, peel, chip or yellow. Penofin comes in a full line of interior and exterior shades and has a special formula to cover the green of pressure treated lumber.

Shingle Tariff Abandoned

A five year U.S. tariff on Canadian shakes and shingles has ended.

The tariffwas imposed in 1986 at a rate of 35% to help U.S. producers compete with Canadian imports. lt was gradually lowered to 200h, l00lt and 5olo late last year, and ended June 7.

The duty reportedly inflated wood roofing prices, which initially helped U.S. manufacturers but eventually robbed the industry of market share.

NEW PRODUCTIS and

selected sales aids

Bendable Borders

Arch Deco trim from Flex Moulding turns any arch window or walkway into a work of art. Made from a strong, flexible polymer, the trim can be nailed. drilled. cut, glued. painted, stained or antiqued in the same manner as wood.

Reroofer

Shingle Reroof sealant from Master's Choice reportedly provides a new ultra-violet barrier, guarding against aging, curling and becoming brittle.

A single application of the nontoxic fluid dries to form an elastic. rubber-like surface which weatherproofs, waterproofs and beautifies.

Each shingle is sealed for additional insulation value and maximum protection against leaks, hail damage, wind lift and ice back-up.

Energy Saving Skylight

The new SunDancer roof window from Benjamin Obdyke features Low-E glass and a dual flashing system to prevent leakage.

Polyvinyl Windows

Summit polyvinyl windows and patio doors designed for new construction, remodeling and replacement applications have been introduced by Wenco Windows.

The weather resistant polyvinyl is said not to fade, deteriorate. rot. peel, warp or require painting. Colors are white and beige.

Roofed Racks

Cantilever racks with roof structures to protect inventory stored outdoors from the elements have been introduced by Steel King Industries. The roof is supported by special brackets which attach to the cantilever rack. Configurations can be in

Available in both operating and stationary models in a wide variety of sizes, it comes fully assembled with internal mounting straps. It can be installed on roof pitches over 3/12.

The line includes sliding windows, single hung windows, custom and picture windows, casement and awning windows, and sliding patio doors. Frames and meeting rails are hollow construction with multiple chambers for maximum strength and energy efficiency. Frame and sash corners are mitered and fusionwelded. Air infiltration is minimized by Q-lon weatherstripping.

Double pane insulating glass is standard.

single rows or in multiple rows, creating a rack-supported building with interior storage and drive-in loading and unloading capability.

To comply with local building codes, racks are computer designed to withstand snow and wind loads.

Sunlight Scope

The Sunlight Pipe, an energy-free source of illumination during the day, is now available from LGM & Associates.

Extending from above the roof down to the ceiling, the hollow aluminum pipe is lined with a superreflective 3M film, capped with a clear dome and sealed at the ceiling with a white light-diffusing dome. Daylight reflects its way down the pipe, causing the white dome to glow.

It is said to provide more diffused light than a conventional skylight without the heat or sun-bleaching effect caused by direct sun rays.

Maintenance Free Lattice

Durable pvc lattice from Burton Woodworks is ideal for outdoor use, especially in high humidity or coastal areas where the life expectancy of traditional wood lattice is short.

process, a complete bill of materials will be generated, including detailed line item lumber components and all hardware, pricing by line item or grand total, "for owner-by-owner" permit request, lumber pull list for the yard, detailed structure cut list, and top and bottom views of the proposed deck.

D-l-Y Veneer Facing

Band-It veneer facing and matching edgebanding from The Cloverdale Co. are now available to d-i-yers to provide a professional looking finish on shelves, cabinets, doors, appliances, desks and other household furnishings.

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

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

Accounting Analysis

Unlike wood lattice which is stapled together, the pvc product has been chemically welded at each joint to ensure the lathe strips stay together. It contains an ultraviolet inhibitor to resist mildew, fading and yellowing. Strips are colored all the way through to eliminate unsightly corners when joined.

Due to its solid core, it can be easily cut with hand or power tools without splintering or cracking. It also can be nailed or screwed, and reportedly won't split, chip, shrink, warp, scratch or dent.

Available in a diagonal pattern, strips are 3/8" thick by l-l18" wide with a2-7 /8" opening. Standard sizes are 4'x8', 2'x8' and2'x4'.

Deck Designer

A oos-based software package that runs on personal computers to design home decks in minutes has been introduced by Schroff Development Corp.

Deck Design options include multiple levels and stairs; rounded, squared and bull nose corners; deck cutouts for pools, trees and other obstructions, and multiple railing selections and deck planking configurations.

Upon completion of the design

Made from a variety of wood species, facings are backed with a resin-impregnated thermoset paper for easy handling and added strength and applied with a quality contact cement. Six sizes are offered.

Lotus l-2-3 products are now being distributed by RealWorld Corp. with its popular business and accounting software system.

The accounting and business software provides the accounting data for businesses to operate efficiently. Lotus 1-2-3 allows owners to analyze their accounting data and project financial situations, such as "what if " analysis of costing, pricing and income, working out budgets and other "number crunching" actions.

With Report Writer and Data Bridge or the new Data Export Manager, users can extract selected RealWorld data and transfer it directly into Lotus l-2-3, allowing them to easily utilize the capability of their soreadsheet.

Quick Drywall Fastener

The E-Z Toggle self-drilling toggle bolt from ITW Buildex can be installed into drywall in less than a minute using only a screwdriver.

Preglued edgebanding, in wood veneer and melamine, is ironed on and available in different widths and roll lengths.

All are easily cut with scissors or a sharp utility knife.

Wide Seals

Big Stretch caulk from Sashco Sealants seals gaps up to 2" wide without slumping. It reportedly absorbs joint movement by stretching up to 5000/o in both wide and hairline cracks.

Designed for windows, doors and siding, it is guaranteed to remain elastic for 40 years and won't tear or pull out of a joint.

The product comes in eight colors, plus clear.

Unlike traditional winged toggle bolts, it installs directly into drywall, eliminating the need to pre-drill a

hole in the wall or to pull and turn the sheet metal screw.

The non-corrosive zinc bolt can also be adjusted to avoid interference with the stud. It has a sharp, high center point to stabilize its entry into drywall and dual radius cutting edges for a clean, concentric hole.

Y,,'ffr

Even Up

Level-Master automatic ladder leveler from R.D. Werner Co. automatically adjusts and locks for uneven surfaces.

The automatic leveling is provided via a double rack and pinion action, attached by a shaft through the bottom rung of the ladder. When the ladder is unweighted and held vertically, the lock releases. When both feet are lowered to the ground, the legs automatically adjust and relock.

Designed for Werner aluminum

and fiberglass straight and extension ladders, the aluminum leveler comes with either swivel feet or padded feet.

Trowel Line

Five stainless steel trowels have been added to Hyde Tools' line of masonry and drywall tools.

Security ln Selling

A wide range of grid security doors for securing small theft-prone merchandise such as hand power tools is now available from Boston Retail Products.

Doors come complete with lock-

Blades are precision ground to a smooth finsih, fastened to a highly polished cast aluminum frame with stainless steel rivets, and finished with a flat-sided hardwood handle to ensure a positive, fatigue reducing gnp.

FnosT HanDwooD LUUBER Go. A 6 565 M ra mSi Li-;&3 .'3"1,?;3T, ?' "ona;: ?, ::: 13-ff 1 5 t fi ,t ?tjF FAX (619) 455-0455 EDVOOD.FI PINE.CEDAR (707) 894-2575 P.O. Box 547, Gloverdale, Ca. 95425 Joe Bowman (e16) 873-6243 P.O. Box 1665, Magalia, Ca. 95954 Robert Glatt Bowman Lumber Sales

that and

Next Generation Gomputers

Triad's Eagle Series next generation line of computer systems reportedly can perform up to six times faster than previous company products.

Capable of supporting up to 96 workstations in a single system, the line operates on the industry-standard Intel 386/486 Unix-based processor and can be run on existing Triad point-of-sale and inventory management software.

New software features include QuickView point-of-sale query capability, ReQuest "ad hoc query" and PC Access for transferring information from the system into personal computer-based programs.

Woodsman's Wardrobe

Protective gear for the outdoor power equipment user has been designed by Elvex Corp.

The ProVest chainsaw resistant upper body protector has eight layers of Prolar fiber to jam the saw chain on contact and prevent upper body injuries if a chainsaw kicks back while being used in an elevated position.

ProChaps have eight layers of chainsaw jamming fibers to protect the legs and lower body. Features include lightweight, flexible fabric and pads, asymmetric design to guard the left side of each leg (where most chainsaw injuries occur), and an easy onloff buckling system.

The ProGuard System includes safety cap, noise reducing ear muffs, and nylon mesh face protection, which can be flipped up or removed.

Rock Walk

Stonecarpet, a seamless natural stone composition floor system developed in Holland, has been introduced to the U.S. by Specifier Resources.

Natural stones are blended with a binding agent on the job site and troweled onto any stable subfloor to provide a heavy duty, non-slip, easily maintained surface.

Stones come natural or dyed to any of 800 colors. Graphic designs, borders, insets and logos can be achieved by changing color.

Tiller Twosome

Two new tillers from Honda Power Equipment feature staggered tines to increase efficiency and reduce vibration.

Both models feature 20" diameter tines, 20" tilling width, three forward and one reverse speed, and aircooled, four-stroke overhead valve engine with electronic ignition, full loop handle, color-coded controls, and extended gear shift lever.

One model is 5.5 hp, the other 8 hp.

Steamed But Under Control

A new digital temperature display and control has been added to Steamist's system for converting an ordinary shower or tub into a steamroom.

The new control features digital readout to show the exact temperature of the steambath, adjustment knob to select temperatures from 107" to 130", and start/stop switch to turn the steam generator on or offfrom inside the steamroom.

The system consists of a generator, two controls and optional vaportight hinged or sliding glass doors.

Graffiti Fighter

A water-washable, professional strength, semi-paste remover for cleaning graffiti from unpainted wood, metal or masonry is new from Klean-Strip.

Available in gallon containers and l8-oz. aerosols, Graffiti Remover

washes oil-based paints, latex paint, spray paint and other substances from unfi nished surfaces.

An Easy Score

A ceramic tile cutter from Excalibur Hand Tools increases measurement accuracy while reducing breakage due to improper scorlng.

Made of' pvc, the cutter handles 6" tiles and offers easy-to-read measurement settings in standard and metric. It includes a 5-1 /2" tungstentipped scribing tool and two coarsegrit sanding strips.

Exactly Level

A new Angle Finder level from Excalibur Hand Tools increases accuracy to plus or minus one half degree. Constructed of extruded aluminum and nvlon. the

Taking the lndustry to New Heights

Building Material Handling Equipment

level comes in single and double plumb combination models, in silver and yellow anodized finishes. lts barrelshaped acrylic vials are guaranteed against leakage for the life of the level under normal usage.

. New BarkolPettibone Material Handling Cranes

. New lnternational or Western Star Chassis

o lmmediate Nationwide Delivery

. In-Depth Operator Training

. Competitive Pricing

. Trade-lns Welcomed

. Financing & leasrng

"We Supply TheComplete Package"

A Sight For Sore Ears

Intego products from Racal Health & Safety combine sight and hearing protection into a single unit meeting ANSI and OSHA requirements.

For more information on New Products write The Merchant Magazine,4500 Campus Dr., Suite 480, Newport Beach, Ca.9266O. Please mention issue date and page number so we can process your request faster! Many thanks! gaillnlWtaluualpLurrrbp,r Hem-Fir Hemlock

The comfortable, attractive spectacles, goggles and hearing protection may be used alone or integrated for combination systems. A wide range of frame colors and lens choices will be offered, as well as a prescription lens insert for the spectacles and goggles.

RUSTIC FENCING/FOB REDDING, CA.

T&T 1x8x5' DET $100.00M/080

I&T-1t2-1x8x5' DET $100.00M/080

-114- 1x8x6' DET $150.00M/080

-114- 1x8x6' DE $150.00M/0B0

T&T 1x12x5' DET $100.00M/080

T&T 1x12x6' DE $150.00M/0B0

T&T 1x12x6' DET $150.00M/0B0

KELLER LUMBER SALES, INC.

l€oo.233.?ggg

WE DELIVER

Sidinq Nails-

o No Staining

o No Streaking

Highesl quality nails for cedar, redwood and other fine wood materials.

. Slender shank and blunt diamond Doint

Diamond pattern head blends with wood texture o Small head diameter Dermits face nailing and blind nailing r Annular ring threads preclude nail head popping and cupping of siding boards AlSl Grade 304 nickel/chromium allov.

SWANEZE

li,ood Screws

Hole Sale

A hole cutter with adjustable blades to cut perfectly round holes up to 6-3l8" in diameter and l-3/4" thick in ceilings, walls and floors is new from Outwater Plastic/ Industries.

The cutter can be used with any variable speed drill. Cutting depth is adjustable using its hex locknut and compression spring, while cutting radius may be varied with its adjusting lever.

A support base steadies the drillbit while cutting and keeps the cut perpendicular to the surface. A transparent bowl prevents chips from flying into operator's eyes, and the compression spring absorbs vibrations.,

It is said to provide smooth, fast cuts in plywood, acrylic, aluminum, brass and metal sheets and in such abrasive construction materials as fiberglass, plasterboard, transite and.fiberboard. The tool wa-s desighed for use with Outwater's grommet collection.

Tn,\Gl \v/l?r II II] I

-I

. Self-counter sinking bugle and trim heads r Square drive recess eliminates driver bit cam-out Sharp point for quick penetration with minimal oressure . Self-tapping coarse threads Coated with non-stick, dry lubricating lilm Solid nickel/ chrome stainless steel for suoerior corrosion resistance o 6 lengths: 1" through 3"

For additional data and dealer information:

1701 Parkman Ave., Baltimore,MD 21230 301-64G2800 FAX 301-64F2756

Weather Tough Lift Truck

A new lift truck from Atlet features a climate-controlled cabin to enable operators to work in freezing

The easy-to-maneuver, narrow aisle vehicle handles pallet loads up to 3,300 lbs. at heights up to 32 feet. The forks rotate l80o to pick up and place pallets from the front or either side.

Holding The Bag

A multi-purpose trash bag holder from Bag Butler holds bags wide open for easy filling.

Holding 30-40 gallon plastic bags, the 40" x 24" x 20" device folds flat to24" x20".

Lopping Shopper

A new pegboard Shear Center from Ames displays a full range of garden shears in one space-saving, impulse unit.

The 47" x 36" styrene wall organizer offers easy-to-read product information and display space for anvil pruners, by-pass pruners, grass shears, hedge shears and lopping shears.

temperatures without bulky clothing or headgear. The SwivelReach Truck's ergonomically designed cabin has a fully adjustable seat, foot pedals, steering wheel and right arm rest. Windshield wipers and defrosters ensure a clear view. The operator sits sideways to the load for maximum visibility in all directions.

Made of durable plastic, the holder can stand upright for use as a trash can or be laid on its side for raking into the bag. A tapered edge eases sweeplng.

o Particleboard & OSB

r Sheathing & Studs

Wood Not

Enduratex steel entry doors and garage doors from Pre Finish Metals offer the look, feel and versatility of natural wood.

They can be stained or painted but, unlike wood, will not warp, swell or crack.

A special coil-coating process ap-

plies a thick-film coating to galvanized steel and embosses a detailed wood grain.

pipe.

To operate, the tool is slipped over the end of the piping, which is then rotated for two or more complete turns, until the desired finish is reached.

Shower Storage

Two new bathtub surrounds with built-in storage cabinets are available from Trayco.

Formed-in cabinets are self-draining and feature mirror and removable 4oors for easy cleaning.

Pipe Chamfer Tool

A new pipe chamfering tool from E,xcalibur Hand Tools reportedly eliminates burrs and jagged edges in pvc waste and overflow pipe, allowing for a tighter fit.

The palm-sized tool accepts 3/4", 1-1/4" and 1-7/2" cold water drain

With color-matched cabinet doors and metal towel bar. the Decorator Cabinet Surround is a three-panel system with five additional shtilves.

The cabinet and all shelves have rounded edges, and their smooth, high luster finish resists stains, mold and mildew.

A Side Cabinet Surround provides a cabinet on either of the side panels.

Secret Slides

Dovetail joints and fully concealed slides are now featured on all drawer systems from Heritage Custom Kitchens.

by Alta.

The nylon back support belt is 4" wide with l/4" of foam padding and a 7/76" stiffener. It includes a quick release buckle for easy on/off and a hook & loop tightening system for adjustment.

Attaching to the belt, a removable lumbar support features unique ribbed construction to provide added orotection to the lower back. -

And a special back brace fits any belt up to 3" wide. It is made of stiff, curved padding and can be belttishtened.

Water Saving Scrubber

thumb-squirting techniques.

The brush features strong bristlesl water-powered, gear-driven inner brush and stationary outer brush; handle solvent-welded to the valve body; patented 4 oz. soap cup with leakproof O-ring sealing, and improved soap control valve.

Plant Tents

Miracle Growhouses from Green Havens Ltd. utilize a new greenhouse protection fabric which re-

Other features of the four-track rail include steel carrying components, self-cleaning ball system, and easy on-and-off insertion and removal.

Watch Your Backside

Three new supports to protect workers' lower backs while performing demanding tasks are now offered

A new utility brush from Swirlon is said to reduce water flow rates by more than 500/o over full flow or

portedly blocks out over 980/o of UVB rays and selectively blocks other harmful bands of light.

LETITERS

TheJbllowing letter to U.S. Sprint is typical o/'the scores of letters and comments we've received regarding the Sprint and MCI anti forest industry campaigns. For the latest developments, please see page 25 qf rhis issue.editor.

DROPPING SPRINT

Mr. Ron LeMay President

U.S. Sprint

8140 Ward Parkway Kansas City, Mo. 641l4

Dear Mr. LeMay:

My two companies have been ap-

proached by U.S. Sprint representatives. Coincidentally, we had been considering your company until I read David Cutler's editorial in The Merchant Magaztne.

I am assuming Cutler's information is correct, therefore, I am no longer considering using U.S. Sprint.

Sincerely,

John W. Wilton

California Forest Products. Inc. 6380 Chestnut Street

Gilroy, Ca. 95020

SPRINT WON'T TALK

Thank you for giving consideration to the long distance environmental marketing programs announced by MCI and U.S. Sprint. All of us in the forest products industry need to be aware of what's going on and your editorial 6ee The Merchant, May p. O will do a great deal of good in spreading the word.

At the time of this writing U.S. Sprint is still not talking to us. However, we have a meeting scheduled with MCI's

The

vice president of public relations. There is a possibility that we may be able to include people-oriented forest foundations under their environmental marketing program. We'll keep you posted.

Ernest J. Stebbins Executive Manager National Hardwood

Lumber Association

P.O. Box 34518 Memphis, Tn. 38184-0518

Home Prices Falter

The median price of existing single family homes in the first quarter of l99l slipped to $95,400, 5oh below first quarter 1990's $95,900, reported the National Association of Realtors.

Thot's How lt Goes!

"lf you have to ask, you can't affbrd The

Long Lane, P.O. Box 2425, Industry, (8181 968.1428 Harotb Ca. 91746 FAX 81 8-369-7 1 1 1 Kauffman, manager

P-O-P Pays In Home Centers

Point of purchase has the potential to become the number one selling tool for home center retailers.

"lt's no surprise," said John M. Kawula, Point of Purchase Advertising Institute, "that with the vast size

and high ceilings of a home improvement center, mobiles and banners are the number one preferred form of p-o-p with 73.5% usage. Counter and shelf units follow with 71.70/o, window and door signs 68.30/0, floorstands 63.30/o and shelf talkers and danglers 62.50/0."

A recent survey of home center managers found 94.90/o using the same or more p-o-p than two years ago with 90.90/o of the home center executives saying the same thing. "The potential for continued growth is especially promising," Kawula said, "with 980/o of the managers and 90.90lo of the executives planning to use the same amount or more in the future."

For introducing new products,65.70lo of the managers felt p-o-p was the most effective tool with 58.30/o of the executives sharing their views.

U.S. Super House In JaPan

Super House, a U.S. wood products market development program, is being coordinated in Japan by the American Plywood Association.

A 32,000 sq. ft., three story apartment building with 27 units will be erected in Yokohama. One of the largest modern residential wood buildings of its kind in Japan, it will serve as an educational model for construction professionals.

U.S. wood systems that are installed quickly and easily will be used to demonstrate the cost savings achieved when large structures are built with wood components. The U.S. Department of Agriculture, Foreign Agricultural Service is supporting the program.

ITS 70th ST0RE was opened by HomeClub in Vallejo, Ca., with a log cutting. (left to right) Randy Sargent, v.p., northern warehouse operations; Lee Stocker, gen. mgr., Vallejo; Vallejo mayor Anthony Intintoli, Mike Becker, district mgr.; Hal Compton, senior v.p., operations; Ron Gilmore, v.p., marketing/advertising, loin the city council and local officials in the Aoril 27 ceremonv.

S0ME of the members of the Pacific Coast Wholesale Hardwood Distributors Associ-

ati0n, wh0 held their 68th annual meetino recently in the California desert

68th Hardwood Meeting

The weakness of current hardwood business conditions were reflected by the somber tone of western area sectional reports that are a traditionalfeature of the Pacific Coast Wholesale Hardwood Distributors Association annual meeting.

Horror stories on the problems of collections across the 13 western states mirrored an unwelcome censensus among members. Collection techniques from proven to hopeful were voiced. Opinions ranged from late summer to early fall as to the time of a business turnaround in hardwood sales.

Henry Jones, Hardwood Market Report, reported on industry news and trends. The members of the 68 year old PCWHDA also undertook an extensive review of their bylaws. A report on industry financial data compiled by an outside auditing firm was reviewed.

Among senior members attending was Len Hall, Lumber Products, Tualatin, Or.. who made his first meeting of the PCWHDA in 1947.

Elected new president was Brent

Mullin, Southwest Hardwood; lst v.p. Shirley Reel, Reel Lumber Service; 2nd v.p. Lynn Monthaven, Lane Stanton Vance Lumber: sec.treas. Jim Frost, Frost Hardwood, and Joe Long, J.E. Higgins Lumber, sec.-treas-elect. Past president is Butch Pope, Weber Plywood.

About 60 members of the National Hardwood Lumber Association, meeting nearby, were hosted to a cocktail party by the approximately 20 members of the Pacific Coast group who were enthusiastically saluted by the NHLA for their hospitality.

Consumption of a Ramos Fizz or two, a decades old meeting tradition, was marred by a recipe for the drinks that was branded as "terrible" by a high ranking club official.

This year's meeting was held April 28-30, Hyatt Grand Champions, Indian Wells, Ca. Next year's gathering will be March l5- l7 on the island of Molokai, Hawaii.

SUBSCRIBE TODAY

B00TltlG for the home team, over 40 members ol the San Diego, Ca., Hoo Hoo Club watched the San Diego Padres play the Phillies from the Bull Pen at San Diego's Jack Murphy Stadium. lll Frank Velez Jr., Rygel Lumber Sales, Dan Colborn, San Diego Wholesale. l2l Frank Velez Sr., Rygel Lumber Sales, Lenny Serano, H.G. Smith Lumber, Mark

Blakeslee, Georgia-Pacific. 13l Greg Eoulware, Pine Tree Lumber, Brian Oliver, Weyerhaeuser, Jeff Felipi, La Mesa Lumber, who won the pot for predicting an attendance only 8 off lrom the 26,000 present. l4l Ron Schmautz, Craig Peirson, Bay Bell, all from Pinetree Lumber. Event was held Mav 7.

The

Merchant

Niche Marketer

(Continued.from page l 5)

Though depressed housing starts nationwide are hurting the entire building products industry, Matthews is confident. "We're not a lot different from most in the business in that we're obviously going to suffer when contractors are down," he says. "But not so much because our business is to the high end of the market, which continues to see activity. People who have money, have

Afe

money and continue to remodel and build new homes. And a wood window usually goes into more expensive homes."

So Sterling Pacific is poised for even greater success. "We think we are in the right facility in the right marketplace, " says Matthews.

Rumors that International Paper will make a friendly buyout offer to purchase Potlatch Corp. have sent Potlatch's stock price skyrocketing, according to Business Week.

But the stock's sudden climb, up 310/o in less than two weeks, may derail any deal, since it would up Potlatch's asking price, said Business Week.

the Heart of the Redwoods REDWOOD AND INCENSE CEDARI! 250,000

bf of 514 RWD KD uppers lN STOCK for prompt delivery. Custom milling ovoiloble, Sfeve

Ahl

Ukioh, CA 95482

Potlatch chief executive Richard B. Madden was quoted in the Wall Street Journal saying that the company was not for sale. The paper said IP has the reputation for avoiding hostile takeovers, while noting that Potlatch has strong defenses against an unfriendly takeover.

AHL FOREST PRODUCTSSeveral buyout experts claim there have been at least informal talks between IP and Potlatch, though the companies declined to comment.

IS THIS your own copy of The Merchant Magazine? lf not, see page 4 of this issue to learn how to get your own subscription. Don't be left out on what's going on. What you know can save you money and make you money.

6 ENSELY wooded though not lJ densely populated, the South Pacific's Solomon Islands are heavily committed to exporting tropical hardwoods.

Situated 1,500 miles north of Sydney, Australia, and east of Papua New Guinea, the chain of volcanic islands extends for 900 miles, consisting of Guadalcanal, San Cristobal, Choiseul, Gizo, Malaita, the Santa Cruz Islands, and many islets. The smaller islets are no more than low coral atolls with enclosed lagoons. The larger islands rise to high, rugged peaks covered by tropical rain forests, containing a mix of kauri pine and hardwoods such as Australian white birch, water gum and kauvula.

In fact, 93% of the Solomons' 16,000 square miles are forests and woodlands. Timber is second only to fish as the islands' top export.

Australian white birch (Schizomeria ovata) is also known as hambia, malafelo and bea bea in the Solomon Islandsl schizomeria in Papua New Guinea, and crabapple, humbug or squeaker in Australia. The species has a very wide sapwood which blends into the creamy-brown heartwood. Grain is fairly straight to interlocked, texture fine and even.

The wood is average in weight, strength and steam bending properties, but non-durable. It dries with little degrade and medium movement in service, and is easilY worked, glued, stained and polished to a good finish. Uses include coffin boards, turnery, shelving, interior joinery, plywood, match splints, furniture framing, furniture, cabinetry and decorative veneers.

Water gum includes numerous species from the family MYrtaceae grouped and collectively sold as

Hardwood treasures of the South Pacific

PNG water gum. It is also found in Malaysia and Papua New Guinea as kelat and in Australia as satin ash.

Properties are widely varying: heartwood color from gray-brown to reddish-brown to chocolate-brown with a purple cast; grain from straight to interlocked, wavy or irregular; texture from medium to fine, and weight from moderate to heavy. Moderate in strength and durability, it is prone to end splitting and face checking when kiln dried from green. It works fairly easily with a blunting effect on cutting edges. Pre-boring is required for nailing. It accepts glue, stain and polish.

Water gum is used for furniture and cabinet work, ship building, general construction and joinery, light flooring, tool handles, turnery,

Story at a Gftane

Rugged Solomon lslands north of Australia are 93% covered by tropical rain forests. big export business features diverse selection of hardwoods.

sporting goods, hardboards and blackboards. Treated wood goes into piles and railway ties, selected logs into decorative veneers.

Less suited for rougher applications is kauvula (EndosPermum medullosum), also called endospermum, sasa and hongopo bY Solomon Islanders. It is also grown in Papua New Guinea as New Guinea basswood and Fiji.

Upon exposure, kauvula's heartwood matures from cream-yellow to straw-biscuit. The grain is usually straight, but occasionally interlocked or wavy, and coarse in texture.

The light, soft, weak, non-durable wood has poor strength and steam bending properties, making it unsuitable for construction work. It does work easily with hand and machine tools, yet tends to be woolly due to interlocked or wavY grain. Straight-grained material provides a clean, smooth finish. It nails, screws and glues well, and may be stained or polished to a nice finish.

Selected grades are used for furniture, cabinetry, light framing, internal joinery, light flooring and turnery. It also goes into plywood and decorative veneers for paneling and doors.

Dovid Billingsley

Croig Kincoid

George Hommonn

Fox 916-624-9175

ler6l 624-8222

lsool 32r-1706

LITIERATIURE

Lattice Entertain You

An 8-p. vinyl lattice catalog is lree lrom Cross Industries, 3174 Marjan Dr., Atlanta, Ga. 30340.

Clear Wood Mouldings

A 10-p. catalog of clear hemlock and white fir moulding patterns is available lrom Dallas Planing Mill, Box 316, Dallas, Or. 97338.

To The Roof

Information on truck-mounted conveyors for rooltop shingle and tile delivery is available from Clearfield Conveyors Corp., (800) 453-2446.

Lift Truck Safety

"Safety Is an Attitude," a video on the importance of lift truck operator training, is available lrom Hyster Co., (800) 221-l l9l.

Adjustable Pallet Racks

An 8-p. brochure on boltless adjustable pallet racks is free lrom Steel King Industries, 2700 Chamber St., Stevens Point, Wi. 54481.

Lift In A Corner

Chuck Story

Kevin Prott

Todd Dovis

Motthew Thomos

Fox 801-782-9652

lSof | 7a2-8oeo

lsoof e62-878O

A 6-p. brochure on the new SwivelReach litt truck offering high maneuverability in exceptionally small working areas is free from Atlet, 502 Pratt Ave. N., Schaumburg, Il. 60193.

Dealing Decks

"How to Build a Deck," a 35-min. video aimed at all d-i-y levels, is available from New South, Inc., Box 260001, Conway, S.C. 29526-2601. (803) 3474284.

Arbor

Two plan sheets (a classic and an old fashioned rose arbor) are free for the lst l0 copies, 20Q ea.. thereafter from Western Wood Products Association, Yeon Bldg., 522 SW Sth Ave.. Portland. Or.97204.

Stack A Rack

A 4-p. brochure on modular, portable steel stacking racks is free from Dura Products. (800) 765-3872.

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

ELASSNF[EE ADVERlIISEMENlIS

SOUTHERN California lumber company seeks credit manager with experience in construction law and collection procedures. Please send confidential resume and salary historv to Box 621. c/o The Merchant Magazine, 4500 Campus Dr., Ste. 480, Newport Beach, Ca. 92660. lf application has been made to our previous ad, please remail resume.

LOS ANGELES wholesale lumber company has immediate opening for experienced outside salesperson with product knowledge in softwoods and hardwoods. Excellent salary/ benefits/commissions. Please conlact Ms. Fukushima at (213) 254-5144.

DATALINE CORP. has sales positions for account managers in So. Ca. and other western territories. Must have knowledge of lumber and building material industry. Some computer experience helpful, but not necessary. We're a quality organization with excellent benefits looking for people interested in a long term situation with the leading company in the field. Call Dataline Corp. (916) 6350564. Ask for Dinny Waters.

POSITION for outside salesperson experienced in retail lumber & building material sales for Clendale/Los Angeles, Ca., lumber company. Excellent salary/benefits/commissions. Cafl Charlene, Ql3) 254-7201.

EXPERIENCED LUMBER TRADER

We are Hardwood and Softwood log and lumber wholesalers wilh ofices in Canada and the United States. We are seeking sincere, exDerienced lumber traders who have a view towards he long lerm. Wok from your part ol he county, o from our offices in lhe Toronto area.

This is an excellent opportunity with a well-established company.

We enjoy an oulstanding financial and marketing reputation.

Twenty-five (25) words for $21. Each additional word 700. Phone number counts as one word. Address counts as six words. Headlines and centered copy ea. line: $6. Box numbers and special borders: $6 ea. Col. inch rate: $45 camera ready, $55 ifwe set the type. Names ofadvertisers using a box number cannot be released. Address replies to box number shown in ad in care of The Merchant Mrgrzine, 4500 Canpus Dr., Suite 4E0, Newport Berch, Ca. 92660. Make checks payable to The Merchrnt Megrzine. Mail copy to above address or call (714) 852-1990. Deadline for copy is the 22nd of the month. PAYMENT MUST ACCOMPANY COPY unless vou have eslablished cfedit with us.

COPELAND LUMBER WISHES TO BUY Lumber Yards in the Western States. Contact Copeland Lumber Yards Inc., 901 N.E. Glisan, Portland, Or.97232, Attention John Matschiner. Real Estate Manager. (503) 232-7181 All inquiries kept confidential.

TWISTED AND WEATHERED

Douglas Fir S4S and rough, 3x4 and wider and 4x4 and wider. Twisted and weathered 2x4 and wider, 4x6 and wider, economy green or dry, mixed species. Call Bill Hunter or Bruce Benton, Hunter Woodworks, (213) 775-2544:. (213) 835-5671.

NORFIELD PRO DOOR MACHINE FOR SALE. Recently rebuilt pre-hung door machine, 1969 model, $10,900. Call (916) 742-2325 or write to P.O. Box 709, Marysville, Ca.95901.

ABOVE GROUND 500 gallon diesel tank with stand. PIus a 12 volt pump. Only $600 complete. Call Product Sales Co. (714) 9988680 or So. Ca. WATS (800) 660-8680.

LOCAL LUMBER hauling Southern California roller bed truck and trailers and bobtails radio dispatched. Rail car unloading at our spur in Long Beach, Ca. 3-C Trucking (213) 422-0426.

F-A.{ California Lumber

I C L I Inspection Service

\t S/ Cerrified Agency

,aY L.A. (714) 962-999'1 v s.J. (408) 241-2960 Sacramento (J16) 722-2500 Porlland. Or. (503) 223-6105 P.O. Box 6989, San Jose, Ca. 95150

WAREHOUSE RADIO

TIMBER

TIMBERS

Bracrrtlnffi

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

-SOUTHERN CALIFORNIA_ SAN FRANCISCO BAY AREA

LOSAI{GELESAREA

Accurale Planing Mill Co.

American Hardwood Co.

Baxter & Co., J.H. ........

Berkol Mfg. Co.

B€verly Manulacluring Co. ..

Buchanan Hardwood (2131 774-2046

Eurns Lumber Co.

Capital Lumb€r Co.

Catroll Mouldino Co.

Chozen Trucking C0.

Coos Head Lumber E Plywood

Cuslom Mills, Inc.

3C Truckino

Dmley Lumber C0........

El&El Wood Products Corp.

Fountain Lumber Co., €d

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

Gemini Foresl Products

Gmroia-Pacific Corp. (213) 968-5551

Georgia-Pacilic C0rD. (San Fernando)

Grattan & Sons, Dave (800) 468-9513

Guerero Lumb€r Handling (213) 431-5437

Hufl Lumb€r Co. {800) 347-HUFF

Inland Timber Co.

Johnston Hardwood (800) 247-9486

JonesWhdesleLumberCo.

Kep 0n Trucking

Lane Stanlon Vance

Lumber Assn. ol So. Calil.

MacBeath Hardwood

Maple 8ros., Inc. Mouldings

Marquart-Wolle Lumber Co.

Mutual Mouldino and Lumber C0.

Norlh American Plywmd Corp.

Pacilic Lumber Termina| .....

Panel Tex, Inc. (714) 529-9008 (818) 968-9322

Patr Lumber Co.

Penberthy Lumber Co.

Philips Lumber Sales

Prtrisifl Mill & Lumber Co.

Producl Sales Co.

GFEATERSAl{ DIEGOAREA

oRAilGE, RIVERS|DE & SAN BERI{ABDII'O COUI{TIES

. ...... American Hadwood Co.

Anfinson Lumber Sales

Eeadex Manulacturing

Bear Focsl Prcducts

Bohannon Lumber Co.

Eurns Lumb€r Co.

Cal Plus Forest Products

Cal Slate Forest Products (800) 266-2737

Calilornia Lumber Inspecti0n S€ruice

C&E Lumber Co.

Canfor U.S.A. Corp.

Capital Lumber Co.

Carroll Moulding Co.

Cesial Lumber Co.

El&El Wood Products Corp.

Evsrgrcen Lumber & Moldino

Footana Wholesale Lumber

Fflntain Lumber Co., Ed

Fremonl Forest Products

Gmrgia-Pacific Corp. (Anaheim)

Georgia-Pacilic (Mira Loma)

Georgia-Pacilic (Riverside)

Golding Sullivan Lumber Sal6

GHt Wbstem Transportation ... (714) 276-1164

Hardwoods Unlimited

Baxter & Co., J.H.

Eeaver Lumber Co.

Berdex Internalional

Big Creek Lumber C0. ......

Bonnington Lumber C0.

Calilornia Foresl Products

Calilornia Lumber Inspecti0n Seryice

California Redwood Assn.

Casella Transportation

Chemonite Council

Dalaline (916) 635.0564

E Wood Lumber Co.

0n Trucking

Corp. (Novalo)

NORTHERN AND CENTRAL CALIFORNIA

For6l Products, lnc.

Cal State Forest Products {800) 350-3002

Forest Products Marketing, Inc.

Marble l\4ountain Studs

8AIEnSFtEt0

Pacific Wood Preseruing of Bakerslield Corp. (800) 582-3950

Lumber Sales

Empire

Bnt88

Corp.

Corp.

stflTt R0$ Inil

Andel Forest Products

Capital Lumber Co.

Georgia-Pacitic Corp.

Kelleher Lunber Co.

Martin Forest Industries

Tamalpais Lumber Mill

u|(nlt/ttujrS

Ahl For6t Prcducts

All Heart Lumber Co., Inc.

Cal Coasl Wholesale Lumber, Inc.

Louisiana-Pacitic Corp. ........

Performance Coatinos, Inc.

Redwood Coast Lumber Co.

WesternWmds, Inc.

Willits Redwood Co.

YREIU

Siskiyou Forst Producls (Weed)

Hickson Corp.

Industrial Fdrest Products ... ...

lnland Timber Co.

Internatimal Forest Producls

Johnslm Hardwmd lnc.

Jmes Wholesale Lumber Co.

Keep 0n Truckino (800) 362-7436

Kelleher Corp.

L-P oistribution Centef

L-PWafefrood/lnners€al

Laminaled Timber Seryices Inc.

MacB€ath HardwM

Maple gm., Inc. Mouldings

Mariner's Forest Prcducls

Marquart-Wolle Lumber Co.

Mesa Forest Products

Newport Planrng Mill, hc. ..

oregon-Canadian Forest Products

Pacilic Lunber C0.

Pacific Madison Lumber Co.

Patr Lumber Co.

Penberthy Micm Systems

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

Bancho Hardwmds

PACIFIC NORTHWEST STA ROCKY MOUNTAINScotoBADo

OREGOI{

S Corp.

B Lumber Co. (Brand S)

River Lumber C0.

Industries (Albany).

ALASKA

SOUTHWEST aRtzol{A

llot{TA1{a

4HH=RsAr.Es

Specializing in Western Softwood Boards & Glears

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

1.8OO.LJB.LMBR FAX (503) 684-7e06

Broker: Louie Buschbacher, Jacques Voelzke, Jr., Ken Zyvoloski, Office Manager: Carla Renick

E. L. McNeely,72, former chairman of Wickes Cos., Santa Monica, Ca., died of cancer May 12,1991, in La Jolla, Ca.

After graduating from Northeast Missouri State University in 1940, he joined Montgomery Ward, working his way up to national merchandising manager of the hardware and electrical departments. He joined Wickes in 1964 as director of marketing, becoming senior vice president the next year, a director in 1966, president in 1969, chiefexecutive officer in l97l and chairman of the board in 1975. He retired in 1982.

Thomas R. Lannin. 70. retired Northern California lumberman, died of heart failure April3, 1991, in Eugene, Or.

Mr. Lannin broke into the lumber business at his uncle's Economy Lumber Co., San Jose, Ca., in 1946 after serving in World War II. In

1949 he joined Twin Harbors Lumber Co., Arcata, Ca., soon becoming sales manager.

In 1966 he left to join Hubbard & Johnson Lumber Co., Redwood City, Ca., as purchasing agent/sales manager, and in 1972 served as purchasing agent for Sierra Pacific's retail chain. He opened a Saratoga, Ca.. sales office for Davidson Industries in 1974, retiring to Eugene in 1982.

Mr. Lannin is survived by his widow, Bobbie, and two daughters.

James Aiken. 65. founder and operator of Aiken-Ford Lumber Co., Eugene, Or., died April 16, 1991, in Eugene.

A native of Ohio, he worked for various sawmills and a Pacific Northwest oflice of Dant & Russell before opening his own company in 1959. He helped open related company Aiken-Ford Lumber Co. of California, San Diego, Ca., in 1989, before semi-retiring last year.

Mr. Aiken is survived by his widow, Jacquelyn, five daughters, one brother, one sister, and eight grandchildren.

Standard isn tyour typical milltown. It's not even on most maps. Some folk probablywouldn t call it atown at all.

But we like to think of it as a wonderful mix of the verybest of bottr the old and the new.

We've got a zip code, but no post office. Cattle grue onour property, right alongside our state-of-the-art hardwood plyvood faciliry. And the people nfio work here would just as soon spend aweekend fishing or panning for gold on the Tbolumne as they would driving ttre 150 miles west to see the pro team play in San Francisco. After all, we ve got the Curtis Creek Mustangs. Right here in Stndzrd.

You see, there's a special brand ofpride in this small California town that we doubt you'll find an@ere else in the country. Mainly, becausewe likewhatwe do. $te thinkthatyou'll sense that the momentyou begin worhng with our people and our product.

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

"We just have more pride, take more care, prepare ourwood better, stand by our mles. Evenwhere you can't see it. Because we know that when the end-user cuts open ttrat wood for cabinets or wtatever, there better not be any holes in it.

Armando Fregoso, Quality Control, 1! years