Merchant Magazine - June 1992

tH ,A

Serving the lumber and home center markets in 13 Western SfatesSince 1g22

Homeowners prefer to build their deck and fences with redwood. It's just common sense. After all, nothing else comes close to dry redwood's prestige or matches its long-lasting beauty.

Until recently, everyone paid a premium for the privilege. Now the rules have changed. L-P's Desert Dry@Redwood supplies the quality and performance your customers want at a fraction of the price they'd expect. It's dried to industry standards, then trimmed, surfaced, and shipped in a weather-resistant Mapper, so it's protected and look great in the lumberyard.

Louisiana-Pacifi c's Desert Dry Redwood sells itselfland brings in high profits. It comes in all the popular grades and sizes, including: Construction Heart, Construction Common, and B Grade in 2x4,2x5, and 2x8 dimensions, and is available in lengths up to 20 feet.

We're spreading the word. So don't be surprised when your customers demand Louisiana-Pacific's Desert Dry Redwood. When they leam how alfordable dry redwood can be, they'll start lining up at your door. After all, it's just common sense.

For more details, call us today in northern California at (7071 443-71tt.

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 ar€ coo, 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.

For further details, call David Cutler (7I4) 852-1990

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t, t9

niots hit indusfrg

Closures, some damage

IYeed o chongel

Yard info from pros

roving storg

Cost cutting handling

sfock ic fignc

Care prevents losses

Pompering pogs

Make friends, not foes

shorp Duging

Commodity lumber tips

Keep gour cool when cusfomers ore losing theirs

Ways to win disputes without offending, keep on selling

lTcto decide on ccnodion lumDer suDsidg in;ulg

Countervailing duties to be imposed if they find U.S. injured

"God Squad" decider to exempt lt of 44 BLIil soles

Lujan's alternative preservation plan could save jobs, timber

wogs fo self morG redwoodrattract new customcrs

Banners, door hangers, new promotional materials available

GLULAM BEAMS 24OOF

GLULAM HEADERS 17OOF

Hoover Treated Wood Products announcos that a NATIONAL EVALUATION REPORT (NER-457) has been issued by the National Evaluation Service of the Council of American Building Officials to confirm that PYRO-GUARD Fire Retardant Treated Lumber and Plywood meets requirements of the BOCA, UBC, and SBCCI model building codes.

PYRO-GUARD has a degradation-free track record, a So-year projected useful life, and is the FIRSI Fire Retardant Tieated Wood with: a fhlrd Party Kiln Monltorlng in addltlon to

T T I I

'

U.L. follow-up servlce

FRf labor and materials replacement cost warranty

Code Compliance P,eport with evalualion of elevated temperoture strength iesllng for rool applicalions

Hlgh temperalure strength test results

New York Slale Emoke loxlcity test results

NER rcports are subject to re-examination, revisions and possible closing of file.

For Technlcol Informqtion Coll r-8oo-TEc-wooD

How much is that doggie in the window?

HEN THE mass merchandisers first began sellingproducts,somethingelse gotsold along with them: the idea that items cost less at the bigs than at the smalls. The perception remains today.

The truth is, however, that the independents in many cases have priced their inventory at orbelow the big guys'. But the public doesn't think so and therein lies the challenge for the independent to communicate why his store is the value place to shop.

The majors have done a superb job selling their price message. Ads screamprice from top tobottom. Amazing loss leaders are sold for less than they buy it for. A bare bones warehouse atmosphere says savings and low price. But after you get past the loss leaders the prices are as high or higher for the balance of the inventory.

Independents and small chains need to ballyhoo their low prices; even if they aren't the absolute lowest. Use the word low. Stress price in all your

ads, flyers, store signs, receipts, everywhere. By repetition you can create a low price image. Tie it with an equal stress on seryice. Most people believe the smalls are better at service than the majors. For example, some dealers say in their advertising: "Don't be fooled by the national chains, we're your best buy day in and day out for low price, value and service."

If the competition retails it for less than you buy it wholesale, sidestep the problem by playing up areas where you can compete. Always play to your strengths, not theirs. Hammerhome your m€ssage; constant repetition is the key.

Use your own loss leaders, borrow every idea you can from the other guy. But remember that variable pricing must be carefully calculated so that you cover losses in one area with higher prices on other items. Because if yourpricing won'tpay yowbills, it's all for nought.

IMPORTED HARDWOOD LUMBER SPECIALISTS

Yard

Los Angeles lumber commun ty watches as city burns

! HREE DAYS of violence, arson

I and looting in Los Angeles, Ca., deeply scarred a community and the building material companies that serve it.

The riots, ignited by racial tensions after the not guilty verdict was handed down Wednesday April 29 in the Rodney King police brutality trial, resulted in 59 deaths, 2,383 injured, 5,383 reported structure fires, 15,000 arrests and approximately $785 million in damages.

Many lumber companies locked up and fled the area. Some nailed plywood over every opening. Mar Vista Lumber Co. backedhugepilesof lumberagainst the doors and windows and left. Others just closed early to give employees a chance to get home safely.

HomeBase closed three stores in the "emergency area" eady April 30 but reopened later the next day. "Police and law enforcement officials actually requested we stay open because people were boarding up or sweeping up and needed plywood and brooms," said Carol Elfstrom.

"The area around our Hollywood store was heavily looted," said Tom Mullin, The Terry Companies. "People came in for a fair amount of plywood, and a few hours later they would be back for more because their store was looted and burned."

Others chose to stay open in self defense, some hiring their own armed security guards. At Jones Wholesale Lumber Co., located two doors from a looted and burned liquor store and a block from a decimated shopping cen-

at a Glance

ter, "everyone stayed," said Steve Thurgood. "We were told by the Chamber of Commerce it was advisable for us to stay here. It was the closed stores that were getting hit. We laid out our fire hoses, got all ready and waited."

Although much of the looting and burning was directed at small shops and strip malls, an arson fire at a liquor store spread next door to All Size Foam, which sells lumber and other components to furniture manufacturers. Everything bumed in the $2 million blaze, but owner Robert Zamora had the phone operational and a newbuilding selected within a week.

With police forces spread thin, the violence extended to outlying areas. Small yard fires struck Barr Lumber Co.'s City of lndustry and Costa Mesa locations, but were quickly extinguished. A Builders Emporium inNorth Hollywood sustained minimal damage after a small fire in a bullpen area and other stores suffered a few broken windows.

In Pomona, a group of gang members stormed down Holt Avenue, vandalizing the businesses along the way. A salesman at Pomona Lumber Co. said, "They ransacked the joint and stole spray paint. Police called us, we came down, they were still inthebuilding, and we caught one guy."

Companies also refused to send their drivers into the riot-tom areas for pickups or deliveries. "It's really hurt our will call business," said Jim Beck, Galleher Lumber Co. "I was here during the Watts riots in 1965 and this was basically the same thing. It took us years to get people to come into the area and now we have to start from Point One again. They'll call and say, 'Oh, you're in that area? Deliver it to me.' We've been looking to move but couldn't because of the recession. But if this ruins our will call business, we might not have a choice."

Similarly, ABC Supply Co.,located near the first reported looting on Florence Avenue, closed for a few days,

during which it found a new site to move to in Carson.

Overall, business was slow during the riots, especially in the evenings with people at home for safety or to watch the chaos on television. As things died down, some home centers experienced runs on plywood, lumber, building materials, paint and accessories, tarps, buckets, trash bags, shovels, brooms and tools. "It's crazy," said a clerk at Rompage Hardware. "You name it, we got it, they want it."

Local building supply firms also tried to pitch in to help. Fisher Lumber Co. donated some materials and offered a 10% discount to people seeking clean up supplies. Builders Emporium, HomeBase and Home Depotstores also made sizable material donations to local clean up efforts. Employees from Home Depot, Santa Ana, even went to physically join the clean up.

But the longterm reconstruction dollars that usually roll in after a major earthquake or other natural disaster may nevet come for south central Los Angeles. "In depressed areas,businesses tend totake theirtime rebuilding," said Dennis Johnston, Johnston Hardwood. "sometimes they never rebuild. " Some buildings destroyed in the 1965 riots are still empty lots.

Ed Fountain, Jr., owner of Ed Fountain Lumber, located three short blocks north of the torched All Size Foam on Hooper Avenue, does not expect the area to ever recover. "These are people who during bad times are barely hanging on," he said. "Donations are scarce. Private money is scarce. No matter what they say in public, I think banks, insurance companies and businesses will be hesitant to rebuild in the area. They have boards of directors who are not going to invest $250,000 in a store to see the community destroy it."

Yet the deepest damage may be internal, "damage to the psyche," Fountain said. "I hope my employees are able to adjust. One hasn't been able to sleep for three days."

Story

Lumber industry survives L.A. riots with minimalvandalism, small fires... some companies plan to move, others make donations to rebuilding efforts.

Redesigning the physical layout of a yard and/or adding cantilever-storig" ,""kirg is a popular prescription for ai

ailing yard, butmany dealers are leary of spending money to install an unfamiliar system. They have ques Alan Darne', sunbert i'Iateriar Handling;

E x p e rt s an swe r

qUeSt i OnS

b"Jry;*:l Onyafd deSign

tional Store Fixtures, and Jerry Ritz, Auto-Stak Systems, have agreed to field.

Q: Uy ,-all yard lacks suflicient shed and yard space. How can I improve it?

A: fni, is a common problem in central city yards and those in areas of expensive real estate. Solve the storage problem by maximizing the cubic potential of sheds, warehouses and open space with steel warehouse racks and cantilever racks, instead ofspreading lumber units "one deep." With warehouse racks you can double or triple unit storage in a given area and pick orders without added labor moving one unit to get to another.

Sto4l at a Glanec

Solutions to overcrowding, excess labor costs, inventory damage, appearance and convenience for customers suggestions for updating yards, solving material handling and storage problems.

Q : W" t rve ample room to spread out lumber for bulk A:

storage and order picking. Why should we even consider changing ouryard plan or adding storage racks?

Lots ofspace can create higher than necessary operational costs. Yard employees waste countless man hours running all over a large, disorganized yard pulling orders from scattered piles of lumber. Even if most of it is stored under pole sheds, several units may have to be moved to reach the unit needed. Man hours are wasted handling floor stacked palletized products to pick needed material. Unnecessary moving of product also leads to damage. Less labor costs and fewer markdowns on damaged products can quickly pay for the addition of cantilever racks and warehouse pallet racks.

Q: no.o ".n I get better storage for LVL, PSL,I-joists and treated lumber? A!

These products are best stored under roof to cut down on scrap costs. Rack supported structures provide excellent protection and allow all items to be picked by hand.

Q: ffoln can I improve lumber protection and cut waste?

A: lrop"rly stored lumber is protected from weather and potential forklift damage. A structural steel cantilever with a roof, a laydown lumber rack or a drive-thru application can provide this protection.

(Please turn to page 16)

BEFORE & AFTER: storage-clogged aisles and hit or miss lumber storage which frustrated both employees and customers were revamped to provide easy.aooess and fast in-and-out for contractors or d-i-yers picking up materials. Picking time lor orders delivered by company trucks also improved.

How to save money with material handling

ATERIAL Jrandling in a retail lumber operation affects the cost, distribution and selling of every product. Materials received and stored create a definite cost every time they are moved.

Developing a yard layout and storage pattern that accomplishes needed movement with minimum time and labor can save money, advises Norville Spearman, a material handling specialist. Use company records, a worksheet of yard facilities and a layout of yard storage areas and facilities and warehouse buildings to pinpoint areas that need attention. Consult key yard people for their ideas on unloading, storage and movement of materials and review handling costs as well as equipment operation and maintenance expense.

A proper yard layout is the only way to guarantee the area will serve its many purposes efficiently, Spearman maintains. He emphasizes that a good plan

will minimize travel distances. reduce order picking time, eliminate duplicate handling operations, cut loading and unloading time, permit maximum storage in available space and provide for safety and security.

In planning a yard layout, a dealer should consider the nature of the market served, types and numbers of customers, types and volumes of materials stocked, rate of inventory turnover and likely storage needs. With these inventory and storage considerations in mind, the plan should aim for direct and rmimpeded movement, mechanical handling rather than manual movement and full and effective use of all available space.

Spearman points out the concept of flow or unimpeded movement in the yard is all important. Distance means time and time means money. Even time as short as that spent in unnecessary maneuvering of trucks or lifts can result

ORDERLY slorage of lumber in high piles parallel to the aisles for easy aocess by litt truck, paved yard, good housekeeping and efficient rack buildings add up to excellent utilization of property in these photos.

in many dollars on an annual basis when multiplied by the cost of drivers and equipment.

With efficient movement of materials measured by the number of tons, board feet or square feet of material moved per man hour, there is little comparison between the efficiency of mechanical material handling devices and time consuming manual methods, Spearman says.

Every square foot of the dealer's property has a definite dollars and cents value, he stresses. Any space not used constructively is an unused asset. It is important not to ignore the potential contribution each specifi c area can make to the business if fully utilized.

A smooth, well paved surface is a definite asset to a dealer. By promoting faster movement, it encourages better service at a lower cost, Spearman tells those attending his Lee Resources material handling seminars. Damage to tires and equipment is held to a minimum and good housekeeping is made easier.

Weather resistant materials should be stored in the yard to conserve high value warehouse space for items that need protection from the elements or theft. By planning the location of stock according to use, both time and money can be saved, he emphasizes.

In laying out a yard, a scale drawing should be used to determine proper aisle widths including turning radius for equipment. The drawing can be used to determine the best use of available space with location of products identifi ed. After aisle measurements and product storage areas are recorded on it, copies of the scale plan canbe posted in the yard and warehouse forreference and also used for inventory control.

High activity items shouldbe stored near the staging area for that product to make it easier to fill orders with trucks and materials moving a shorter distance. Low activity items canbe stored in less accessible areas. This type of anangement facilitates picking and allows planning for storage of other materials around slow moving items. Dealers with d-i-y, small contractor and remodeler customers who pick up purchases with their own trucks should consider locating products relating to

those customers in a separate storage area near the front of the yard or the retail area.

Whenever possible, related items should be stored as close together as possible with easy accessibility. Aisles must not be blocked by uneven stacking of lumber or other materials. Machines must be able to maneuver, unload or stack similar items and move easily within the yard. Arranging materials on a first-in, first-out basis keeps fresh merchandise moving into the picking area, providing automatic rotation of stock.

Story at a Glance

Ways a yard plan and storage pattern can cut labor and handling costs procedure for developing betterfl ow... ways to utilize every inch of a yard.

Storing lumber parallel to the aisles makes it easy to select and lift large loads by machine. If stored at right angles to the aisles, lumber must be removed manually to load the carrier or an end loader must be used. All materi-

als should be stacked as high as possible to conserve valuable yard space. Height of stacks is determined by design and capacity to lift equipment and the stability of the material to be stacked. Lifting equipment currently available makes stacking to heights of 20 feet or more feasible, taking advantage ofboth surface footage and cubic space above. Organization can save time in picking and loading. On large orders, material can be assembled on a lift truck, banded and stored in an assigned stag-

ing area for transfer to the delivery truck. The overall effect of a well planned, efficient yard layout becomes apparent almost immediately, Spearman notes. Material handling operations and safety will be improved. Both d-i-y and builder customer buying will be encouraged by a neat, well arranged yard with better service and display of products. Everyone concerned with operations will respond with improved output and generally increased interest in the operation of the business.

llow to save with proper storage

Zt ERO LOSS from poor storage and i handling of lumber products should be the goal of every retailer and wholesaler.

Lumber not stored properly and handled carefully loses its appearance and dimensional stability, important benefits for customers. Moulding, millwork, cabinetwork and flooring deteriorate rapidly with improper storage and careless handling. In both cases, the retailer pays with materials that do not sell readily plus callbacks because of poor performance.

Lumber may change in moisture content and dimension while stored in a wholesale or retail yard. When l-inch

softwood lumber kiln dried to 8% or less is piled solid under a good pile roof in a yard in humid weather, average moisture content of a pile can initially increase at the rate of about 2% per month, according to the Forest Products Laboratory. After the first 45 days, the lumber will continue to absorb moisture at about l% per month as long as the weather remains humid.

The same lumber stored under an open roofed shed would have an initial and continuing absorption rate of about 1 % per month. Storage in a closed shed cuts this to 0.3%. A westem location changes the absorption rate for an open shed to 2.1% on the inside of the pile

Story at a Glance Recommendations for storing

softwoods, hardwoods, moulding & millwork, panels and treated lumber open or closed sheds bestfor most lumber products stickering, protective covering required outside.

and3.5% on the outside in a year.

Lumber should never be stored in direct contact with the ground. It should be elevated on stringers to allow air circulation. Green or partially dried lumber and timbers should be open piled on stickers and protected from sunshine and precipitation by a tight roof or protective material that is porous enough to

How to save

(Continued from page 1 1 )

allow moisture to escape. Rain or water from other sources tends to be absorbed by the wood instead of evaporating.

Framing lumber and plywood with 2O% ot less moisture content can be solid piled in a shed that provides good protection against sunshine and direct or wind-driven precipitation. However, it is better if stock with MC above t2Vo is sticker-piled to bring the moisture contentmore in line with that of a completed structure (L2-I5 %).

Dry lumber can be piled solid in the open for relatively short periods with a waterproof covering. Long storage in the open of solid piled lumber is not recommended, especially in the rainy season. If framing lumbermustbe stored in the open for a long time, it should be sticker-piled over good supports and roofed. Solid piled material that becomes wet should be repiled on stickers.

Kiln dried items such as exterior finish, siding and exterior millwork should be stored in a closed, unheated shed. Supports that raise the pile at least 6 inches above a paved floor and L2 inches above a dirt floor are recommended. Interiortrim, flooring and cabinetwork are best stored in a room or closed shed that is heated or dehumidified. Moulding stores best upright in segregated stalls. Wrappings applied by manufacturers can be left on for additional protection.

Kiln dried and machined hardwood dimension or softwood cut stock should be stored under controlled humidity conditions. If humidity is not controlled, the ends of the stock will absorb more moisture than the rest causing problems in working.

The simplest way to reduce relative humidity in storage areas of all sizes is to heat the area to a temperature slightly above that of the outside air. Dehumidifiers canbeused insmall, well enclosed areas. The Forest Products Laboratory has developed tables to determine the temperature necessary to maintain equilibrium moisture content.

Structural wood panels are best stored in bunks under roof with sanded and appearance grades kept away from open doorways. The top panel in a stack should be weighted down to avoid warpage from humidity. Steel banding on bundles should be cut to avoid damage from moisture absorption.

Panels stored outside should be stacked on a level platform supported

YARDMEN must take care to keep lumber in pristine condition. Dropping, knocking c-orners against hard objects, or gouging with forklift tines can damage lumber so thal customers won't wanl it. Training for lorklift drivets and those whp pick orders and load trucks for delivery mus( include lumber handling basics.

by 4x4 stringers or otherblocking. There should be no ground contact. At least three full width supports should be used along the 8 foot length of the panel with one centered and one about 12 to 16 inches from each end, the American Plywood Association advises. Plastic sheets or tarps should be anchored over the stacks. Good ventilation with air circulation is needed to discourage mold formation.

Treated lumber should be stored in an open, well ventilated shed with protectionfrom direct sunlight. Paper wraps are best left on to protect from moisture and sunlight

All lumber and related materials need careful handling. Pikes, cant hooks, picks, tongs and other pointed tools that candig into the wood shouldbe avoided. Care must be taken to avoid crushing corners or edges of outside pieces. Throwing or dropping lumber can cause breaks and deep abrasions. Lift truck drivers must move material carefully to avoid these types of damage. Protection should be provided for the edges and ends of panels, especially tongue and groove floor and shiplapped siding panels. These should be placed on palletsto avoid damage fromforklift tines. Moulding, millwork and similar items should be moved manually after being unloaded. Care must be taken to avoid dinging comers or denting surfaces. Any protective coverings are best left in place.

Careful handling and protection should be provided for materials as they are picked, staged and loaded for

delivery. End protectors and packaging should be left on bundles when possible. Padding should be placed under tiedowns on trucks to avoid damage. Dollars saved by damage prevention will exceed the expense ofproper storage and handling.

Additional information on storage and handling is availnble from Forest Products Inboratory, U.S. Dept. of Agriculture Forest Semice, American Plywood Association, Southern Forest Products Association and llestern Wood P r o duc ts Asso c iat io ne dito r.

Storagc Recommendations

Softwoods

(1) Oreen lumber can be sto'red outdoors without ptotection in cool weather for a short time. Sticlccring is advisable in warm weathet.

(2, Dty lumber needs protection from weatbering and moisture absorption. Open or closed ehede offer the best stotage protection. Vy'rapped psckages may be stmed outside, but mustbe inspectcd for tom wrapPers or detarimation.

Hardwoods

(1) Greon or partially dried rough lumber should be stickered and stacked for air drying. High value lumber should be air dtied in an open shed.

(2) Airdried lumber requires Potection from weathering and moisture regrain. Storage in open sheds i3 best, but outdoor storage can be uscd with some elevation off the gound and raintight cover.

(3) Kiln-dried lumber should be bulk piled and stored in a closcd shed. Heated storage is advantagmus.

Courtcsy of t).5. Forest Servlce

The anatomy of customer service

By Wally Lynch P.A.I.D. Associates

EAUTY may be in the eyes of the beholder, but it also is a mind set determined by the interaction of knowledge and intelligence.

Customerservice is a similar mental image that generates a perception of

A Gustomer Has The RightTo:

Courteous treatment by the seller's representatives at all times and under all conditions. The representative's ftrlltime attention during each and every transaction.

Fast and accurate information about the product, selice, of stahr of the order.

Have his or her expectations met with a product or service ofthe quality repr€sented before the purchase.

Complain when the product or service does not meet those expectations and the rightto a pter:pt :emedy when the product or service is at fault.

Expect knowledge, resourcefulnss, problem-solvin g ability, concem, and results from those assigned to his or her account.

Expect response and followthrough in emergencies and special situations.

Teamwork in the company without buck passing, finger pointing, or runarounds.

CNre, accuracy, and attention to detail in filling his orders for services and/or products.

Appreciation for business alteady given and for business to be given in the future.

satisfaction in a customer's mind. This reaction comes about when a seller develops a relationship with customers thatbrings a feeling of well being tothe buyer before, during and after the sale.

For years sellers of goods and services have addressed this basic sales tool in a myriad of ways. Lumber yards, and today's home centers, have relied on "leaning stations" where contractors can go to be served. These have been our industry's traditional way of saying "we're here to service your needs."

Jesse Schwayder, one of four brothers who founded Samsonite, the luggage, card table and chair company, built an extraordinary customer service program around the Golden Rule. Every executive and employee was given a marble wrapped with a metal band engraved with the words "Do unto others ." Executives were fined if they couldn't produce the marble when asked to show it.

In addition, the walls of the cafeterias in every Samsonite plant were emblazoned with each religion's version of this precept. The company lived and prospered with this philosophy of customer service and employee interaction.

Today many retail centers in our industry have customer service desks located right at the front door to say "we care about you." However few have followed the example of the late Sam Walton. For all his discount image, his Walmart stores have a greeter to welcome the customer as he enters and offer both a cart and assistance in finding what he is looking for.

The classic retailer generally makes a position statement in support of his customer service policy. "We won't be undersold." "Satisfaction guaranteed." "We service what we sell." Etc., etc., etc. More important, he backs up his posture with support programs that meet

or beat competitors, happily refunding money upon request.

The statements and supports are simple to set up, but not easy to implement. You don't develop a customer service force in your organization early one Tuesday morning and forget it. Once you start such a program, you must hone, refine, adjust, massage and work at it forevermore.

Storyat a Glance

What customerseruice is and how a retailer can best provide it. penalties of poor service.. guidelines to make a tough job easier.

Statistics supporting the need for developing these happy vibes among customers are staggering. Studies show that only I in25 dissatisfied customers will take his troubles to the management for resolution; the other 24 merely go elsewhere. With those who do seek redress, the retailer has only a 5O-70% chance of retaining them as customers. The avenue to this success is most generally asking the customer what he wants done and expeditiously implementing that request.

Customers who make the decision to go elsewhere usually tell at least 10 other persons of their dissatisfaction. This means that for every unhappy customer you make eleven enemies.

Use the accompanying "Customer's Bill of Rights" to evaluate where your service stands in relation to your customers. Somewhere within these rights lies a customer seryice position that you can launch or use to reinforce your necessary joining of hands with your customers to solve their problems.

tlr Pggl4tLY pricing commodity

9 lumber at low margins is a common tactic among retailers to lure consumers into undertaking large projects, such as decks, fences and gazebos. Profits are paddedby adding nails, connectors, tools, cement, stain and paint to the bill.

But the first step is shrewd lumber purchasing. "Timely buying is very important," says Dave Buf6, Mesa Forest Products, Costa Mesa, Ca. "You have to stay as close to the current market as you can. It's a constantly changing market. Today I wouldn't buy wood two months out yet two months ago I would have had a different story."

Retailer Bob Curtis, former president of the National Lumber & Building Material Dealers Association, has charted lumber prices from weekly newsletters for the last 40+ years, and definite, reliable patterns and cycles emerge. "You always buy when prices are at the bottom third (ofthe charts)," says Curtis. "It happens continuously, throughout the year. It depends on the species, like southem pine is notoriously low in September."

His company is large enough for him to take advantage of quantity discounts. Cailoads offer the best price per unit, followed by truckloads and less than truckloads. Some wholesalers even offer lumber by the unit. Although wood can be stockpiled ("plywood or waferboard undercover will keep for two years," he says), turnover of inven-

Story at a Glance

Getting the best buy on commodity lumber

tory is a positive. When to buy, what to buy, how much to buy become an educated gamble.

"You always have to be thinking where the market is going," Curtis says. "You have to wake up in the middle of the night thinking about it. A real smart man who really is willing to work at it can get it down in five years."

For many retailers, the lumber wholesaler becomes an invaluable as-

set. The wholesaler adds balance between the retailers and producers, keeping the customer informed of availability and finding him the best price for what he needs.

"We are always in the market," says wholesaler Buf6. "We specialize. So maybe we know a few things (the average retailer) doesn't."

Retailers can and should take advantage of that market awareness.

Buying Consideratione

When ordering lumber, keep in mind:

l. Quantity Lineal feet, board measure, number of pieces of definite size and length. The board measure depends on the thickness and width nomenclature used (nominal ot actual, pattern size, etc,).

2. Size Thickness in incbes (nominal and aetual if surfaced on faces), width in inches (nominal and actual if surfacedonedges) and lengthinfeet (nominal ayerage, limiting or single uniform length). Establish limits on the range and numbet of critical lengths included in random length assortments at time of purchaso.

3. Grade Per rulee of lumber manufachrring associations. Some grade combinations (B&Bh) are official; othen (Std&Bt) are unofficial combinations of gades subject to purchase agreements. Glradestampo indicate the quality at the time of grading. Imptopet storage, drying or handling may cause it to fall below the original grade Working or rerunning a graded product to a pattern may also alter the grade. Purchase specifications should be clear on accepting worked lumbet. To check the grade, refer to the gradingrule by number and paragraph.

4. Spccies Somespecies are $ouped for marketing convenicncc, others are traded under various names. Be sure the species or species group is accurately and clearly shown on purchase specifications.

5. Product Boards, timbers, siding,

Well priced lumbercan spark profitable project sales... close attention to market necessary to buy right.. wholesalers provide valuable information.

EING in business means troubleshooting. From handling customer complaints to dealing with employee concerns, troubleshooting is a skill worthy of perfection.

Opinion surveys confirm that the vast majority of customer attrition stems from a perception that patronage is not appreciated. This can result from a myriad of causes ranging from urnesolved complaints and poor follow up on inquiries to slow service and poor employee attitudes.

The next time trouble enters your world, try these guidelines:

Rule #1. Verify it is a problem. You may buy into trouble before itbecomes reality. Question your people in detail and separate facts from opinions before you start "thundering around. " In many instances you will discover only an easily diffused misunderstanding or potential for a complaint.

Rule #2. Remain calm under fire. Persist in asking questions until you are comfortable you know all issues surrounding the incident.

Rule #3. Do not over react. Calmly consider what you have leamed, then act decisively in proportion to the seriousness of the problem. Do not automatically become defensive and never become obstinate. The situation needs to be resolved and the faster the better. Speed is important. Respond at the first sign of an intemrption of normal business,

Rule #4. Always set a positive tone.

Story at a Glance

Rules for keeping your cool when problems and tempers flare. . . positiveapproaches for solving business problems.

The customer is always right

By Roger M. Hunsberger ASR Industries

Call the offendedparty and assure them you will take care of the problem. Thank them for their business and ask what problemshave occurredbecause of your error. In the case of bad material, ask what replacement is needed as well as any additional quantities or products. Then ship it immediately before your competitor moves in. Selling on a complaint call is a chance to demonstrate your excellent customer service and positive attitude.

Rule #5. Stay with the situationuntil it is fully resolved. Make certain credits are issued, visits are made and every promise completed, If you or your people promise it, it musl be done.

Rule #6. If your action has embarrassed the customer or offended him in front of his public, apologize. Tell him you are sorry he was personally hurt and that you didn't intend to do that. (This does not mean you are giving anything away. It simply shows compassion and respectforanotherperson's feelings.) If you do not take the situation off an emotional plane, it is impossible to resolve it without lasting damage.

Rule #7. Dispense mildness in the face of anger. Remain calm if you are coming in for heavy verbal abuse, un-

fair accusations and even personal slander. Breathe deeply and wait until the storm is over. If it is a vehement diatribe, let it run its course, then ask, "Are you finished now? I'll talk to you tomonow after I have considered what you've said."

Regardlessof the answer, walkaway, hang up the phone or otherwise cut off the conversation. You will still have to resolve the crisis, but nothing is possible until you can reason with a calmer, more rational person. Many times the offensive person will immediately calm down and be easy to deal with.

Remaining calm inthe face of anger is a difficult trait to master, but it works in severe situations. Remember, you are not condoning such outbursts and correction may be appropriate when a calmer climate exists.

Rules #6 and #7 almost never have to be used if you apply the first five in a timely and professional manner. When a dispute escalates to the highest level, senior management must become involved immediately.

Your ability to troubleshoot effectively is of great value to your company. It is a positive approach that will improve both your business and personal relationships.

THE TREATED ANSWER

Lumber, plywood, round stock stokes, poles, & pilings

Agency stomped, ground contocf fire retordont oressure-treoted wood products

Experts answer questions

(Continued from page 9)

Q: noln can I improve the appearance of my yard?

investment payback in as few as two years. Better customer service is a plus. Both contractor and d-i-y customers appreciate the time saved in pulling orders and the convenience of a covered loading area.

Q: noro long does it take to retrolit a yard? Witl I be able to operate while work is in progress?

A 3 Ir4ost storage systems can be installed in about a week.

The work usually doesn't interfere with day-to-day operations.

Q: Uor" "rn I get the most for the least in modernizing Q: Wiff the expense of a new layout pay? If so, how?

A: The best way is to work with a company that offers complete in-house yard planning. A plan based on size and product movement will keep the yard orderly and clean, sending a positive message to customers. Some companies specializing in lumber and building material fixtures provide planning at no charge. my yard?

A: fio, determine stock needed to service your customers. Plan storage and retrieval of materials to allow customers to get in and out quickly. The goal is to cut down on movement necessary to pick orders and allow more customers to load their own materials to cut labor costs. If your business leans towards d-i-y and small contractor, all items should be pickable by hand.

Q: Wn", best enhances the operation and bottom line ofa yard?

A: e well sited cantilever drive-thru lumber shed can maximize loading efficiency of your delivery trucks as well as those of customers. This shed will save more man hours than any other single addition to your yard. Add the savings gained by eliminating lift truck damage to lumber and weather losses and you may have

A: ffr" expense of a new yard layout begins paying for itself inunediately by reducing waste and increasing operational efficiency. Your yard will run with fewer people who have more time to assist customers, thus increasing sales. By using cube space, you can move upward, not outward, to free usable space for future expansion or other areas of business. An important aspect often overlooked is flexibility, especially for future growth. You want to add on, not rebuild. Equipment such as racks depreciates faster than a building or shed.

Q: Wf,"t are the tax benefits of rack supported buitdings?

A! R""k "opported structures can be depreciated in seven years since they are considered equipment. Only the cement pad is exempt from this.

Washington State's Long Beach Boardwal k...Tourist Attraction And Environmental Goup

I ONG Beach, Washington. boasts b the first ocean-beach boardwalk in the Pacific Northwest and sets environmental precedents. The boardwalk is the result ofcareful design, engineering, and construction guaranteed to protect the fragile dunes and dunegrass boarding the picturesque shore. The boardwalk weaves in and out for 2,300 ft., following the natural contours of the precious dunes. Although it tcrok just three months to construct, the Long Beach Boardwalk was five years in the planning, according to Nabiel Shaw, Project Coordinator.

Aptly named, Long Beachlays claim to the world's second longest white sand beach, 28 miles in length, and is located on the southwest corner of the Long Beach Peninsula where the Columbia River meets the Pacific Ocean.

Aesthetically pleasing, the Long Beach Boardwalk immediately gamered the unabashed support of townspeople, tourists, and environmentalists alike. This was an interesting occurrence, as the Pacific Northwest is perhaps among the most sensitive of areas to the compatibility of the environment and the ecosystems, according to Dick Theil of Gray & Osborne, Inc., Seattle and Yakima, WA, Consulting Engineers for the project.

"This unusual and automatic acceotance of the boardwalk by the public was a most interesting part of the project," Theil said. "Initially there were fears that the boardwalk would be too imposing and interfere with the skyline. However, the feedback was positive after people saw the boardwalk was not obtrusive, was rugged looking, and fit right into the environment."

Theil said the wood chosen for the project was Douglas fir and the wood preservative treatment recommended by Gray & Osborne was Chemonite@ (ACZA - ammoniacal copper zinc arsenate).

"We specifically mentioned Chemonite because we were lookingfor a 50+ year life for the boardwalk," Theil said. "This is a particularly corrosive environment with a lot of salt water, sand and salty winds. Generally we

would not specify a tradename but in this case we did. Chemonite is pretty popular here in the Pacific Northwest."

The Chemonite-treated lumber was

supplied by the Wyckoff Company, Seattle, WA, to the building contractor, Quigg Brothers McDonald, Inc. of Aberdeen, WA.

BEAMS \$D B.i,IYIPERS 9T O

Bulkheads Saund Barr

EDecE$ Docts 4\L /; J A Piling tqtqtr\il/r "tqt<_ t-t-il\YIt -t-_\] U L-U \I\Y/1.-\Y S '' J S lag lers *.$f, LE ,- r.{l .9 YOilR?ROIY-,.-' I' .6' "y e,{D,scAlPrA{G ("

For over half a century, Chemonite has provided unparalleled protection of Douglas fir, and other hard-to-treat wood, against decay and wood-destroying insects.

CHETNON|IE' For the name of your nearest source of Chemonite treated wood call (415) 573-331 I . PO Box 4215, Foster City, CA 94404. @Chemonite is the rcgistertd trademark ofJ.H. Baxter & Co. forACZA - Ammoniacal Copper Zinc Arsnate.

NEWS ERIEFS

Sunrise Build'N'Grow closed all 12 No. Ca. locations . . HomeBase had a grand re-opening celebration for a remodeled and expanded San Bemardino, Ca., stofe.

Ernst Home Improvement Cen/ers have opened new units in Orem andRiverdale,Ut. EphrataLumber Co., Ephrata, Wa., is now Able Building Supply Inc., parl of Jim Tumer's chain, TomThomasmgr.

Grossman's Western Dlv. opened a store in Reno, Nv., with plans to open a Medford, Ot., unit later this year Coast to Coast Hardware, Priest River, Id., has been renovated andrenamed Priest River Hardware Do-it Center. .

LaGrande Lumber Co., LaGrande, Or., added an Andersen Window Center Lumbermen's Buildin g C e nrers, Olympia, Wa., was recognized for outstanding achievement in print advertising by the National Advertising Bureau.

Home Depot expects to open a 125,000 sq. ft. store in Santa Clara, Ca., by the end of the year and is negotiating to build a store in East Palo Alto, Ca. . .

Wasco Lumber Co., Wasco, Of., closed . . PortervilleTruss & Bttilding Supply, Porterville, Ca. was liquidating with plans to close at the endofMuy...

Modesto Lumber Co., Modesto, Ca., is closing after 114 years (see story p. 25) .Payless Cashways cancelled its stockoffer (see story p. 33).. Latham Lumber Sales, Roseville and Dixon, Ca., is closing.

Tyee Forest Products, Gary Yeager, Vic Wisniewski and Todd

Andetson ownefs, acquired Pacific Pine Co., Portland, Or. Enterprise Lumber Co., Adington, Wa., is leasing LiberQ Lumber, /i:tlington, with an option to buy; with two westem red cedar mills, their output incteases to 36 million bf annually. .

Southwest Hardwood Co., Tucson, Az., moved into a new 25,000 sq. ft. warehouse/office complex on May l, giving the fitm a total space of 40,000 sq. ft. . . Hubbard & Johnson Lumber,Palo Alto, Ca.,has closed. .

D&D Saw and Supply, San Diego, Ca., and Califurnia Saw,Otay Mesa, Ca., fotmedAlliance Tooland Supply, based in San Diego Louisiana-Pacific plans to close its Western Div. sales office, Samoa, Ca., by month's end.

Clint Bower Forest Producfs, Corona del Mar, Ca., has a new telephone number, (714) 640-4400 Teco/Lumberlokmoved to2230 Davis Ct., Hayward, Ca. 94545; (510) 887-8500.

Califurnia Hardwoods, San Juan Capistrano, Ca.,, is going out of business . Sylvan Lumber Co., Citrus Heights, Ca., has closed after 46 years with owner Jim Carter putting property and buildings up for sale.

Anniversaries: White Bros., Oakland, Ca., I2Ath; Thunderbo lt Wood Treating Co., Riverbank, Ca., l5th. .

Steve Anderson Lumber Services is a new Riverside, Ca., contract lumberhandler Rogerslnternational is new in Eugene, Or., specializing in exports to Japan, Chris Rogers owner.

The Merchant Magazine

Kelleher Corp.'s new Auburn, Wa.. distribution warehouse stocking moulding and clear lumber will open in July to service Or. and Wa.. Snider Lumber Products will move its Turlock, Ca., operation to Chinese Camp in late summer of early fall.

U SG Corp. is considering a Chapter llbankruptcyfiling Southern Pacific increased single and joint line lumber and panel ptoducts transportation prices 4% west of the Rocky Mountains including Denvef,Co....

Califurnia Energy Commission postponed implementation of new residential building efficiency energy standards until Jan. l, 1993 .. compromise old growth forest legislation adopted by a House subcommittee would cut timber sales in Northwest national forests by more than half of 1980levels

The God Squad voted to exempt 13 of 44 Oregon BLM timber sales from the Endangered Species Act and Dept. of Interior secretary Manuel Lujan released a new preservation plan for the northern spotted owl (see story p.2I).

Tlte Commerce Dept. ruled Canadiansoftwood lumber imports are unfairly subsidized (see story p. 19) Lindal Cedar Homes, Seattle, Wa., planted 2,000 red cedar seedlings in Washington's Olympic National Forest.

American Wood Preservers Association members approved ACQ as a preservative in a voice vote at their annual meeting; membership vote by ballot will take place this month North American WoIesale Lumber Association members nixed a merger with the National Building Material Distributors Association (see story p. 19).

Housing starts plummeted lTVo to a seasonally adjusted annual rate of 1.115 million; building petmits dropped 3.3% western starts wereoff 16.7% despitethesharpest decline in eight yeafs, starts are strll 14% above 1991 levels for the first four months.

Subsidy Battle Goes To ITC

A final ruling by the U.S. Commerce Department that Canada unfairly subsidizes softwood imported by the U.S. has kicked offmore legal maneuvering.

The International Trade Commission is due to make a final ding in early July to determine if American producers are injured by Canadian lumber imports. Under U.S. trade laws, idury has to be found by the ITC before countervailing duties can be imposed on Canadian shipments. T\e 14.4% of valuesetinthe Commerce Deparfnent's preliminary ruling last March was cut to 6.51% nthe ruling May 15.

Canadian Trade Minister Michael Wilson called for a review of the ruling under a dispute settlement provision of the U.S. Canada free trade agreement. This appeal could take as long as 315 days with a second appeal possible if the ITC rules in favor of the U.S.

Last March'sruling claimed Canada's ban on log exporting artificially lowers the costs of Canadian lumber producers. The final ruling conceded that the log ban affects only the coastal and tidewater forests of British Columbia. Canada maintains the ban is intended to conserve resources. Tom Buell. chair-

man of the Canadian Forest Industries Council, called the Commerce Department's decision on log exports "hypocritical" since the U.S. alsobans exporting logs from public lands.

Buell wamedany duty imposed will increase lumber costs in the U.S. This opinion is shared by many lumber retailers including the National Lumber and Building Material Dealers Association which asked the Coalition for Fair Lumber Imports, an industry group, to drop their claim that Canadian lumber exports are subsidized.

NAWLA/NBMDA Merger Off

The planned merger of the North American Wholesale Lumber Association and the National Building Material Distributors Association collapsed when NAWLA members at an open forum held at their annual convention soundly nixed a formal vote, thus tabling any immediate action. The convention in Colorado Springs, Co., was held late May; full details in the next issue.

In an exclusive interview, NAWLA

president Chuck Harris, Wholesale Wood Products, Dothan, Al., said the decision was a membership, not a board of directors, decision. Members were concerned that the lumber and product orientation of NAWLA would be dilutedby merging withNBMDA which is more concerned with the process of distribution.

Harris said no other mergers are planned, but did not rule out the possibility of a future merger for NAWLA.

AFRA To Merye Into NFPA

American Forest Resource Alliance (AFRA) will merge into the National Forest Products Association on July l. Five alliance programs will be continued on a smaller scale with a budget of $2.3 million. Surviving programs are legislative action, litigation work, technical research, communications/ public relations and grassroots networking.

AFRA board members votedfor the merger after a move to "sunset" the organization came from the large forest products firms paying most of the funding for both AFRA and NFPA.

CALENDAR

JUNE

Spokane Hoo-Hoo Club -June 12, golf tournament/dinner, Spokane, Wa.

Iesoulf\e

We Offer: Douglas fir and Hem-fir:

management KD Dirnension

2x4-2x12

KD Clears

Sales Contacts:

Mike Mackin

John Spaulding TIANEL

P.O. Box 185

Odell, OR 97044 (5O3\35+r2e7

FA)( 50535+2804

MC-l5 (Moisture Content not to exceed 15%) Select Structural High Grade Cuttings

Ship by Rail, LTL, Mixed Loads

Lumber Association of Southern CaliforniaJune 12-14, Second Growth annual retreat, La Quinta Hotel, La Quinta, Ca.

Portland Hoo-Hoo ClubJune 18, Putter Fush, PortlandMeadows Golf Course, Portland, Or.

Outdoor Power Equipment InstituteJune 18-21, annual meeting, Rancho Bemardo Inn, San Diego, Ca.

Seattle Hoo-Hoo ClubJune 19, golf tournament, Mt. Si Golf Course, Snoqualmie, Wa.

Giant Sequoia Symposium -June 23-25rUniv. of California, Davis, ecological workshop, Visalia, Ca.

Western Wood Preservers InstituteJune 28-July 1, summer meeting, Sunriver Lodge & Resort, Sunriver, Or.

JULY

Black Bart Hoo-Hoo Club - July 10, bbq & golf tournament, Ukiah Municipal Golf Course, Ukiah, Ca.

Portland Hoo-Hoo Club - July 10, annual golf tournament, Forest Hills Country Club, Forest Grove, Or.

Coast-to-Coast - July 12-15, show, Denver Convention Center, Denver, Co.

Inland Empire Hoo-Hoo ClubJuly 17, golf/dinner, El Rancho Verde Country Club, Rialto, Ca.

Mountain States Lumber & Building Material Dealers Association - July 17, Idaho golf tournament, Pinecrest Golf Course, Idaho Falls, Ic.

Spokane Hoo-IIoo ClubJuly 17, board appreciation meeting; July 23, calendar planning meeting, Spokane, Wa.

Cascade Wholesale Eardware - July 18-19, annual dealer trade show, Red Lion Inn, Jantzen Beach, Portland, Or.

Western Building Materials Association - July 25-28, midyear board & committee meetings, Enzian Inn, Leavenworth, Wa.

International Lawn & Garden Equipment ExpoJuly 26-28, Kentucky Fair & Exposition Center, Louisville, Ky.

North American \ilholesale Lumber Association - July 26Aug. l, wood marketing seminar, University of British Columbia, Vancouver, 8.C., Canada.

AUGUST

Lumber Association of Southern California - Aug. 6, board meeting, location TBA.

Rogue Valley Hoo-Hoo Club - Aug.7, golf tournament, Rogue Valley Country Club, Medford, Or.

Nationsl VYood Vlindow & Door Association - Aug. 8-12, summer meeting, Asheville, N.C.

Ilumboldt Hoo-Hoo Club - Aug. 14, annual golf tournament, Baywood Country Club, Atcata, Ca.

Spokane IIoo-Hoo ClubAug. 14, irstallation of offi cers meeting, Spokane, Wa.

National Building Products Exposition & ConferenceAug. 14-17, Hyatt Regency Chicago Exposition Center, Chicago, Il.

New Zealand Timber Industry - Aug. 14-18, international radiata pine conference, Sheraton Mirage, Port Douglas, Queensland, Australia.

For nearly half a centutSr, Hanel Lurnber Co. has promoted an environmentally sound irnage of the forest products . industry through wise use multiple

Industry Wins Round Against Owl

Neither the timber industry nor the environmentalists were happy with the Endangered Species Committee's decision May 14 to exempt L3 of 44 stalled Bureau of Land Management timber sales in spotted owl habitat.

However, the sale of 88 millionbf of a possible 219 million bf of timber under consideration will probably never take place because oftwo court injunctions against BLM and environmentalist plans to sue.

On the same day the "God Squad's" decision was released, Department of Interior Secretary Manuel Lujan announced an alternative preservation plan having less economic impact on the region. His plan, which requires congressional approval, is estimated to save 17,000 jobs, 1 billion bf of timber

Bohemia Glulam Change

Bohemia Glulam, Saginaw, Or.,has become a wholly-owned subsidiary of Willamette Industries, Albany, Or., which took over operation of the company as well as Bohemia's particleboard, lumber and plywood operations

a year and $68 million per year in tax revenue in comparison to the draft recovery plan issued by the Fish and Wildlife Service. Itwouldsupport 1,340 owl pairs compared to 2,3 10 in the draft plan.

American Forest Resource Alliance director executive Mark Rey said the alternative plan demonstrates Lujan's "sensitivity to the regions, to the industry that is crucial to its welfare and to the families who are affected by the Endangered Species Act."

The Bush administration has asked Congress to agree to a compromise long term plan. Environmentalists accuse him of beginning a campaign to sacrifice the owl in an election year effort to save jobs.

NAVA-PINE

Premium Quality

Lumber

Half Pak PIL.

NAVA.PAK

in late 1991.

Steve Killgore will lead sales and marketing for Bohemia Glulam, which manufactures engineered structural beams at three Oregon plants with an annual capacity of 144 million ft.

Handi-cut/ Home Ctr. Brds.

Half Pak FT.L. and PlV.

NAVATzuM

Premium Mldgs. and Millwork

Bundled/Unitized/

Ways To Sell More Redwood

In the past year, the California Redwood Association has added new and innovative literature and aids to help dealers sell redwood decking, siding and paneling.

Dream deck n ad: Upbeat and humorous, this 30 second ad leaves a four second space for local dealer identification. Available in broadcast quality 314" or 1" formats for $62. VHS format preview tape is available.

Newspaper ad art: Avariety of line drawings for dealers to use in newspaper ads and mailers, the four pages of images include redwood deck, fence and garden shelter designs with headlines and type. Available in ad slick format or electronic CAD disc format. Free.

Deck builder newspaper ads and doorhangers.' Dealers can offer these as an incentive to builder customers.

All materials are available from California Redwood Association, 405 Enfrente Dr., Suite 2OO, Novato, Ca. 94949, (415) 382-0662.Editor

Pre-designed print ads for newspaper or yellow pages with a drop-in space for name and phone number or doorknob hanger with die-cut slot for business card. Ads are $21 per 100; door hangers, $30 per 100.

Redwood banner: A 33"x96" red, black and yellow vinyl bannerfor showroom, store front or lumber yard. $42 each plus shipping.

Neon sign: Red and blue "Redwood Decks and Fences" sign establishes a business as a source for quality redwood decks and fences. The 19"x13" signs are $375 each.

Magazine advertisement reprints: Slickreprints of CRA magazine advertisements can be used as handouts or in mailings. $21 per 100 plus shipping.

Redwood design- a-deck kit' Customers can create a plan for their home and yard using working drawings, manual, materials lists and special punch-out shapes tohelp visualize the projectplus construction tips. 20 kits for $105 or 100 kits for $450 including shipping.

Redwood dealer's file: A comprehersive collection of productbrochures,

technical spec sheets, construction tips and promotional tools in a ring binder. $180 each including shipping.

HELP your builder customers sell decks or advertise your redwood

adwatzr.l.JlniformiL abr. Smooth.Aromotic. An{now steailyutsupptyfuavaiay oJusu: Boatp[anfiingmf.

Etnbas , Tanf. sucA, F[ume stocA, Patlo fufilnq , Fbormq , Stnfwn qrafus , Pmelhrq , Dlnrension, Cbars *rd Sfrp.

DELTA CEDAR PRODUCTS! LTD. Vancouver. B.C. [-\. Phone (604) 583-3s18 Fax (60a) 583-3813 {V

U.S. Mail Address: P.O. Box 565. Pt. Roberts, Wa. 9B281

(7071 894-2575

P.O. Box 547, Cloverdale, Ca. 95425

Joe Bowman

Bowman Lumber Sales Box

Ernst Puts Clinic On Air Live

Broadcasting live via satellite, Ernst Home and Nursery held a residential deck building clinic in the evening for customers at each of their 73 Pacific Northwest stores.

Jeff Probst, home and garden talk show host, and construction expert George Carranco covered design ideas and step by step construction tips. Following the demonstration, those attending were able to call the studio on a toll free number to ask questions of the panel which replied live on the air.

Exterior Wood Products, Wolmanized Pressure Treated Wood, Boise Cascade, Silver Metal Products, Ryobi Power Tools and Dutch Boy/Cuprinol Stains co-sponsored the May 21 event.

Retail Report Gard

All American Home Center, Downey, Ca., prints its "customer comment" form in both Spanish and English and tabulates the results each month.

Results are shared with sales associates and management so both know how the store rates with customers.

Final tabulations in 1991 showed 68% ofshoppers answered "great service and knowledgeable salespeople" to the question "What do you like most about All American Home Center?" Merchandise selection was the choice of 35%. "What do you like least?" "Nothing," 68% answered with 8% mentioning "high prices."

Other ratings: friendliness, 68% excellent,2 1 % good; product knowledge, 62% excellent,22% good; checkout service, 85 % excellent or good; prices, 67% excellent or good, 33% fair or poor; merchandise selection, 9O% excellent or good; store appearance,94% excellent or good.

Cabinet Sales Leap

Kitchen cabinet sales jumped 15% during February over the same period last year, the largest single monthly increase in nearly five years and the third consecutive month of growth.

"It's been 15 months since we've had tlree consecutive months of growth in cabinet sales, and the spike of 15 % is certainly a positive indicator that we're on the right track," said Kitchen Cabinet Manufacfurers Association executive vice president Dick Titus, analyzing " KCMA survey of stock and custom companies representing over half the cabinet market.

I Pll{E finger joint & solid moldings

I PINE shop lumber, commons, finger joint jambs & frames

lOAK picture frame moldings, selected furniture details

I CUSTOM milling & molding: We can run pine & oak patterns to your specifications

FIBREBOARD products

Mountain States Lumber & Building Material Dealers Association's 1992 retail regional credit management practices survey includes information from 210 retail locations with sales in excess of $800 million.

Top findings of the survey:

o The retail lumber industry is a major source of credit to the construction industry,.

o Credit sales account for more than 77Vo of all retail sales, down slightly from 8l% in 1988.

o Small and large home builders still receive the largest share of the credit dollars,28% and26% respectively, while consumer accounts represent an increasing portion of the credit dollar.

o The average account size exceeds $3,450 per month. The average "major" account at the typical lumber yard is about $r4,000.

o While monthly invoicing still domi-

::f:#L:f

weekrv invoicing has be-

o The most common primary terms of payment is "Net 10 days" from billing, with no discounts. Many firms use several payment options with"2% l0th, net l lth" the second most common.

r Mechanics liens average one per $4.8 million insales inArizona: one in $2.8 million, Colorado, one in $400,000, Utah.

o Some 8O% of the credit granted is under the requirement of a personal guarantee.

r Virtually everyone (56%) charges late payment fees, with 1.5% per month on the remaining balance the most common. Reports are available for $30 to nonparticipating member retailers and $60 for non-members through the association offices at l-800-365-0919.

The 1992 Building Materials Buying (Continued on next page)

,'ACHINE STAINING. PRE-STAINING OF

AAID TRIM

. Prime cooting of oll species

o In oll Olympic colors

. One coot opplicotion on oll sizes of plywood

o Use your moteriol or ours

o Unif to T&T quontities

o Fill-ins ovoiloble in redwood ond cedor trim ond siding to expedite your ordel

o Forced oir drying system for prompt shipment o Quick lurn oround

o Enclosed 10,000 sq. ft focility o Roil Spur relooding ovoiloble

o Over o decode of successful quolity pre-sloining

Venerable Modesto Lumber Closing

The I l4-year-old Modesto Lumber Co., Modesto, Ca., is winding up operations as it hangs onto the hope of a last minute buyer.

The main yard in Modesto is currently liquidating, while the three branch yards were closed in 1990, 1991 and early 1992. President David Bradford resigned in April.

Owner Clarkson Bradford and fellow former president Ray Christiansen have retumed from retirement to help liquidate the company.

The oldestcompany in Modesto, the chain once operated 10 yards and survived such challenges as the San Francisco earthquake of 1906 and the Great Depression, during which two employees ran the entire Modesto yard.

But a severe two year construction slump and competition from out-oftown lumbercompanieshavetakentheir toll. Modesto Lumber has lost more than $250,000 so far n 1992.

Its old fashioned style of offering a huge, varied inventory and plenty of customer service may have been its downfall in an age of stocking only

what sells and offering minimal service.

Although money troubles make closure seem inevitable, vice president Robert Hayes thinks a rescue is possible. "We have a fabulous management team that we would like to keep intact, but we just don't have enough gas to keep the engine running," he said.

Forestry Grcup Seeks Membels

The Evergreen Foundation, Roseburg, Or., is launching a nationwide member recruitment program targeting lumber wholesalers and retailers.

They hope to become a major source of information on envfuonmental issues affecting the nation's timber supply. The foundation exists to help restore public confidence in forestry and to advance public understanding and support for scientifically based forest policy and forest management, executive director James D. Petersen said.

Evergre en, abi-monthly journal designed to keep members and others

abreast of issues and events affecting forestry, forest communities and the forest products industry, is circulated to 53,000 readers. Sample copies are available from Evergreen Foundation, Box222o,Roseburg, Or., or (503) 4791300.

(Continued.from page 24)

Show had 83 companies showing in l3l booths to top management and retailers from over 200 companies in seven states.

Door Products Co., Denver, and Potlatch Corp., Lewiston, Id., tied for best single booth with Stark Lumber, Denver, awarded honorable mention.

Best double booth award went to Century Supply, Denver, with Brookhart's Wholesale Roofing, Ft. Collins, Co., receiving honorable mention. Best multiple booth award went to Boise Cascade Corp., Denver; honorable mention to Georgia Pacific, Denver.

Gordon Harbert and Herb Else, Harbert Lumber Co., Grand Junction, Co.; Mary Hartung, Thatcher Building Supply, Thatcher, Az., and Bruce Ellis, Roswell Lumber Co., Roswell, N.M., were judges.

Cashdrawing winners were Jim Wooley, Barnett Co., Denver, and Bob Olson, Franktown Lumber Co., Franktown, Co. The show was held at the I.Q. Hammons Trade Center, Denver, March 19-20.

MBERS

Rick Houk has joined Siskiyou Forest Products, Woodland, Ca., as gen. mgr.

Jerry Longhasbeenpromoted to gen. mgr. at Parr Lumber, Chino, Ca.

Rick Vazquez is now merchandise mgr.plumbing & electrical and Jeff Lee, building materials buyer at HomeBase, Fullerton, Ca., reports pres. Jim Halpin.

Art Parker has returned to Pope & Talbot as sales mgr. of its Redwood City, Ca., reload facility.

Claudia Jennings Lima, Redwood Forest Products, Eureka, Ca., and new husband, John, IaMell Logging Co., Eureka, are backfrom a Northeastem California honeymoon following their April I I wedding.

Gordon King, King Resources, Portland, Or., has joined the Wood Products Center's board of advisors, along with Doug Miller, Siempelkamp, and Patty Bedient.

PERSONALS /[JBrlutttBERsAt.Es

James Brigham is the new c.o.o. and cfo at Big R Ranch Farm & Home Supply, Redmond and Klamath Falls, Or. Rich Schmeck replaces him as accounting mgr. Mark Knight is now mgr. in Klamath Falls, replacing Bob George, who has retired.

Steve Killgore is heading sales and marketing for Bohemia Glulam, Saginaw, Or.

Boyd Bower is new to AMI Forest Industries, Boise, Id., handling cedar specialties.

Al Wirth is now heading plywood div. sales for Rosboro Lumber, Springfield, Or.

Jim Barnett has joined the sales team at Orepac HardwoodProducts, Fresno, Ca., reports mgr. Mitch Rowe.

Carl Dobbins has joined Ply-Trim West, Tacoma, Wa., working out of Portland, Or.

Steve Siepak is representing decorative laminates for Micarta, La Mirada, Ca., in the Southwest. Ian Mcllvena is covering the Northwest.

Barry Silveus is now v.p.-sales & mktg. for Virginia Hardwood Co., Monrovia, Ca. Mike Parkhurst is v.p./gen. mgr. of the San Diego, Ca., div.

Ralph Singer, pres. and ceo, Diamond W. Supply Co., Los Angeles, Ca., was named pres. of the National Wood Flooring Association, succeeding Jack Wilcox, The Roane Co., Cerritos, Ca. Directors include Cal Chamberlain, Chamberlain Floors, Fountain Valley, Ca.; Don Bollinger, Oak Floors of Greenback, Seattle, Wa., and Chris Coates, Golden State Flooring, San Francisco. Ca.

Thom Wright has joined the sales team at Ace Hardware, Lumber & Building Materials, Beaverton, Or. Sue Holbrook is now handling all traffic functions and coordinating plywood and lumber reload activities for the western region.

Ken Moffatt, Unique Machine & Tool Co., Tempe, Az., and Chuck Brink, MidOregonlndustries, Bend, Or., havebeen elected to the Wood Machinery Manufacturers of America board.

Robert Auld is new to Guitteau-Newland Lumber, Eugene, Or., as a principal and v.p. of lumber sales.

Michael Dam has joined Burkland Westgulf, Turner, Or., as sales mgr.

FM: 503-684-7906

1 -800-UB-LMBR (552-5627)

In Oregon 503-620-5847 8858 S.W. Center Ct., Tigard, OR97223

P.O. Box 23955, Tigard, Oregon 97281-3955

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, Jock Voelzke, Jr., Ken Zyvoloski, Dick Warren Office Manager: Carla Renick

Rich Vlosky has resigned as gen. mgr. of Bar Tech International Coding Systems and v.p.-sales & mktg. of Optical Data Systems, Inc., Seattle, Wa., to complete his doctorate in marketing of wood products at Pennsylvania State University.

Robert Leech has been promoted to v.p.sales at National Store Fixtures.

Craig Hill is a new sales rep and Richard Green a commercial/architectural door sales specialist for Co. and Ut. at Sauder Door, Kirkland, Wa.

Katie Bachman is the new mktg. rep at Wood Window Distributors, Portland, Or.

Mark Butz is now westem regional sales mgr.-commerciafindustrial insulation products for CertainTeed.

Bill Borgen has joined Furman Lumber, Portland, Or., in purchasing.

Barry Bailus, Pacific Coast Brush Co., Fontana, Ca., was named l99l Salesperson of the Year.

Allynn Howe is new to National Lumber & Building Materials Dealers Association as director of government affairs.

Anne L. ArmstrongrRobert E. Coleman, William Reynolds and Robert H. Waterman Jr. have been elected to the board of Boise Cascade, Boise, Id.

Mark Baker has joined HomeBase, Fullerton, Ca., as v.p.-merchandising, reports pres. Jim Halpin.

Jeff Squires is a new inside salesman at Unity Forest Products, Yuba City, Ca., reports Steve Hagen.

Hank Noble, Noble Lumber Inc., San Rafael, Ca., reports his dog, IVingfield's Lucky Putney, has won the National Field Champion title as well as being named Dog of the Yearby the American Kennel Club.

Max Rickley, MacBeath Hardwood, Berkeley, Ca., has been promoted to v.p. of the San Francisco, Ca., based corporation. Wyatt Strong is new to domestic & imported sales in Edinburgh, In.

Larry Mead, North Star Forest Products, Walnut Creek, Ca., is recovering after breaking a leg two months ago officiating a soccer match.

Michele Alexander is a new lumber trader at Pan Pacific Forest Products, Bend, Or.

Ace Johnston, Sunshine Shake, Forks, Wa., has been appointed to the Cedar Shake & Shingle Bureau's nominating committee. Larry Peterson, Peterson Shake Co., Inc., Amanda Park, Wa., is new to the board of directors.

Steve Chapman is now store mgr. at Friedman Bros., Santa Rosa, Ca. Scott Beery, Lausmann Lumber, Loomis, Ca., and his wife, Jill Rainbolt, Lumberjack, Auburn, Ca., ate back after a Monterey Bay whale watching expedition.

Rod llaney is new to North Pacific Lumber, Portland, Or., concentrating onJapanese markets.

Jerry Senski has joined Evergreen Forest Products, Tamarack, Id.

Sandy Bremner is new to Paxport Mills, Inc., Tacoma, Wa., as sales mgr.

Dan Burton is now v.p.-member development/member services and Jon Haugen v.p.-mdsg./inventory management for Cotter & Co.

Steven Anderson, Anderson Lumber Services, Riverside, Ca., is marrying Sharon McRoy June 13, 1992.

George McCullough is now national accounts sales mgr. for Deft, Inc., Irvine, Ca.

Bill Barrand Ted Mathews, Pacific Forest Products, Fresno, Ca., ctewed on "Ralphie," a Santa Cruz 50, from Newport Beach, Ca., to Ensenada, Mexico, in the world's largest yacht race.

Michael Spies has been promoted to plant mgr. of J. H. Baxter's Long Beach, Ca., facility, replacing Nick D'Amore, who has retired after 35 years of service. Tom Orthmeyer succeeds Spies as plant mgr. in Arlington, Wa.

Dick Hansen has been named v.p.-mlilg. for Trus Joist MacMillan, Boise, Id. Bill Bean is mktg. mgr. of the new industrial products operations group.

Matt Adohr is back at Mungus-Fungus Forest Products, Climax, Nv., afterviewing the bullfights in Mexico, report owners Hugh Mungus and Freddy Fungus.

(Please turn to page 46)

KIIN DRIED TUMBER

CAH S4S 1x9 through 9x19

Aye Grade S4S 1x9 through 2x19

Beveled Siding Patterns

T&G Patterns

ROUGH CONSTRUCTION HEART TIMBERS

4x4 through 6x19

S4S CONSTRUCTION HEART TIMBERS

4x4 through 6x6

ROUGH CLEAR TIATBERS

3x3 through 19x19

ROUGH CTEAR & CAH REDWOOD

1x2 through 9x19

C.J. Wholesale Redwood Lumber Co. 1179 W. Washington Ave., Escondido, CA 92025 (61e) 741-5881

mu E.REST ERoDUcrs

P.O. Box 727,Healdsburg, Ca. 95448 707-433-3313 FAX 707-431-2973

Nu Forest Products is a full line lumber distribution yard that, unlike many, has a wide range of milling equipment that enables us to handle all your specialized needs. We take particular pride in the fact that our highly skilled millmen can grind the knives and mn any pattern your customer requires.

BEADEX Manutacturing Co.'s new custom built, 50,000 sq. lt. headquar tels on a four acre site in Auburn, Wa., increases the company's specialized manufacturing capacity for drywall accessories and finishing systems. The newly relocated operations feature a highly automated joint compound plant, increased laboratory space and modern product testing and qualig control equipment. New high speed forming equipment will increase production of Beadex's'nose coated" tape-on corner bead. The strategic location of the new offices provides norlh/south and easVwest lreeway acc€ss to western markets. The company also serves western and mountain slates from a network of plants and distribution facilities in Oregon and California.

Wood Windoq Door Demand to Grow

Strengthened by continued repair/home improvement demand and a trend towards larger homes using more doors and windows, U.S. shipments of these products will increase almost 6% annually to $23.5 billion by 1995.

Vinyl will continue to gain at the expense of aluminum, moving into patio doors and skylights. Wood will account for over half of total window and door shipments gaining strength in patio doors, omamental sash and decorative millwork.

Metal windows and doors will decline as vinyl replaces aluminum prime windows, according to a Freedonia Group report.

Doug Fir Timberc lo0o/o FOHC

8 to 34 RGH, S4S Resawn

C-BTR DF KD S4S

Vertical and Flat Grain Pine

Doug Fir Dimension 22'to32',2x74

SelStructDF KDS4S 2x4 - 2x72 to24'

Hem-Fir and SPF Fascia Selects. Commons. Sel De>< 7x4 to2xl? Western Red Cedar Redwood KI) Clears. Stk. Timbers Clr Hrt, Clr, B & Rustic Grades Redwood Green

Clr Hrt, Con Hrt, Fencing, Decking, Lath, Pickets

Moulders Timber Sizer Resaws Planer Ripsaw Dry Kilns

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George McConnell, Jr. Sam Sanregret John Cavallo Kris White Dennv Lenhart

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Bob Davids Tom Schlaak Ed Burris 805-772-5459 707-538-3102 916-786-05lO

Sidinq Nails-

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Highest quality nalls for cedar, redwood and other line wood materlals.

o Slender shank and blunt diamond point Diamond pattern head blends with wood texture. Small head diameter permits face nailing and blind nailing o Annular ring threads preclude nail head popping and cupping of siding boards. AlSl Grade 304 nickel/chromium alloy.

SWANEZE tlbod Screws UI

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

For additional data and dealer information:

SIMPSON Timber Co. was among the first to receive the Redwood Inspection Service certificate of grading excellence which more than 43 lumbergraderslrom eightolthe RIS member mills in Eureka, Ca., willearn this year, Left to right Tom Circe, quality control; Dan Bosler, BIS chief inspector; Jed Hassler, lumber grader; Henri Appy, plant manager; Jerry Nelson, remanufacturing superintendent.

Depot Cutting Pallet Use

Home Depot has begun a program to slash the number of pallets it uses, substituting lighter weight, fully recyclable slip sheets.

Slip sheets, l/8"{hick pieces of fiberboard with small lips on each side for hoisting by forklifts with special attachments, are less expensive to purchase and dispose of than pallets and take up less shipping and storage space, a company spokesman said.

Matthew Pitts was transferred from Atlanta, Ga., headquarters to Long Island, N.Y., last year to begin equipping and training the Northeast Division, which faces unusually high disposal costs.

Pallets are still used for carrying products once they are inside the store and for lumber, which has not proven compatible with slip sheeting.

Pitts forecasts the program will be rolled out companywide, division by division, beginning late this year if " all the bugs can be worked out." Forklifts must be specially equipped, vendors receptive and, most important, employees intensivelv trained.

Palco: Business As Usual

Most operations are back to normal at Pacific Lumber Co., Scotia, Ca., after more than a month of clean up and repairs following three devastating earthquakes.

The April25 and 26 temblors caused more than $t5 million in damages to Palco and the company-owned town. (See Tfte Merchant,May 1992,p.3I)

The cogeneration power plant, DouglasfirMill "A" andredwood Mill "B" were progressively brought back on line as equipment and structural repairs were completed. Weeks were also spent restacking an estimated three and a half million board feet of fallen lumber.

During the repairs, no employees were laid off. Those from affected operations were assigned clean up duties or to a third shift added at Palco's Fortuna, Ca., operations.

WORKERS restacked more than 3 million bf of lumber toppled al Pacific Lumber Co., Scotia, Ca., dudng powerful earthquakes.

OUTSTANDING

hardware industry

FRED C.

Are you ready for Metric?

Bid quotes in metric will be required from all suppliers to federal agencies as ofOct. L, 1992.

Hoping to make U.S. producers more aware of the metric system which is standard in most industrial nations, President Bush charged the Commerce Department to lead the federal government in the switch.

In some cases adopting metric standards will require retooling, but it could increase exports significantly, in the opinion of many economic experts.

Petrified Wood From A Lab

University of Washington researchers can produce in days wood-ceramic compounds similar to petrified wood, which takes millions of yean to create.

While petrified wood is a rock hard material formed as minerals gradually seep into the wood's cells, the pores of the ceramic wood are filled with a silicon solution and the wood is cured in an oven. Less brittle than ceramic, they are said to become 2O% to I2O% sttonger and more mold and insect-resistant than wood.

Possibilities for the composites include structural uses and more durable floors and furniture.

Gode Ghanges Downgrade Wood

The National Association of Home Builders and the National Forest Products Association's American Wood Council are challenging the reasoning of restrictive model building code changes that may add as much as $4 billion to the cost of housing in this country.

Proposed seismic provisions could add 5% to the cost of housing nationally with wind-load provisions increasing housing costs in the southeast from IO- OVo.

NAHB and AWC oppose the proposed provisions which ignore wood's favorable performance under earthquake and wind conditions in addition to reducing the cost competitiveness of wood frame construction.

supporl of retail

programs merited National Retail Hardware Association award tor Hardware Wholesalers. Inc. (Left to right) Don Wolf, HWI pres.; Hal Marsolais, NRHA managing director; Mike McClelland, HWI executive v.p.

Panel Exports to Rebound

After a IO% 1991 decline, U.S. structural wood panel exports are forecast to rebound 6% tlisyen,predicted the American Plywood Association.

APA cited declining European economic growth, due in part to the Persian Gulf War, as the primary factor in the fall to 1.42 billion sq. ft. of foreign shipments of U.S. softwood plywood and OSB last year from 1990's record 1.59 billion sq. ft. Exports should near 1.5 billion sq. ft. for 1992.

The United Kingdom remained by far the largest importer of U.S. structural panels (23% of the total), followed by Canada, Mexico, Belgium/ Luxembourg, Germany, the Netherlands, Italy, Denmark, Ireland and Japan.

While foreign exports are only about 6% of total market demand for U.S. structural panels, they have increased dramatically in recent years. Exports, forexample, rose to 1990's 1.59 billion sq. ft. worth nearly $302 million from 1985's 300 million sq. ft. estimated at $75 million.

Residents Gan't Halt Depot

Independent retailers aren't the only ones upset about the latest Home Depot coming to townso are the residents.

Mission Viejo, Ca., city council members voted 4-1 to approve plans to build a Home Depot despite the objections of angry homeowners who packed City Hall.

Residents said the store would ruin their view, harm property values, light the area too brightly at night, worsen traffic and cause noise. Some homeowners, who paid up to $7,00O extra for a view of the hills, said that when they boughttheirhomes they were promised other houses would be constructed on the l0 acre site.

PAST PRESIDENTS night for San Diego HooHoo Club honored nine long time members with president Dave Espinoza presenting them with plaques. Snark Jeff Loth, Supreme 9 board

member Dave Jones and chairman of the board Brenl Crosby were among those aflending the March 19 meeling of the lumbermen's fraternal organization.

PACIFIC FOBEST PRODUCTS, INC.

OFF ROAD RACERS Jerry Higman, Beliable Wholesale, Huntington Beach, Ca., (left) and Dave Buf6, Mesa Forest Products, Cosla Mesa, Ca., won $1368 for their 2nd in class f inish in the SCORE 250, a bone janing 263 mile race loop around San Felipe, Mexico, The prize is their first since beginning racing logether in 1987. The otf road class 10 dune buggy, powered by a well-modified 1 10 hp Volkswagen engine, runs in the 1650 c.c. class. Even with the win, Buf6 noted, "we still haven't broken even," The team plans at least two more major races this year.

I/tbsTERN I[hsHrNGToN Rnn Cnnnn

SINCE 1969

Cedar Glulams Featured

Seven double radius Alaska yellow cedar glulam beams will be exposed as an architectural feature in the Portland, Or., Matt Dishman Aquatic Center due for completion in July.

Colorful acoustical baffles highlight the exposed IO-314" x70-112" x 101'roof supports. Wood-Lam Structures, Inc., Portland, supplied the beams manufactured by Bohemia Glulam.

WOOD Moulding & Millwork Producers Associalion executive vice president and secretary Bernard Tomasko (far left) presents annual Wanen C. Jimerson Award of Excellence to Gayle Monison, founder and president of Sunset Moulding Co., Live Oak, Ca., at WMMPA's annual meeling Feb. 1 1-16 in Tucson, Az. Elected to the execulive committee were (lett to right) treasurer Ed Sturza, Ponderosa Mouldings; 2nd v.p. Sid Johnson, Nor-Cal Moulding; 1stv,p, Frank DeMott, Besl Moulding Corp.; pres. Bic Monison, Sunset Moulding Co.; immediate past pres. Dave Rix, Yuba River Moulding & Millwork, and Tomasko.

Payless Stock Offering Flops

Scuttled'by a lack of buyers, Payless Cashways Inc., Kansas City, Mo., cancelleda $405 millionmid-May stock offering.

Bob John, executive vice president of Kansas City based Mid-America Lumbermens Assn. said, "Originally Payless arurounced they would go public with a stock offering of 33.5 million shares at between $13 and $15 a share. After having no luck with Wall Street, Payless officials tried to disguise their rejected offering by lowering the initial price to $9 to $10, but increasing the number of shares offered to 45 million. According to local stockbrokers, the only people interested were Payless employees and Kansas City area investors who like to dabble in local stocks."

Payless, which went private in 1988 after a hostile takeover effort, expected the stock offering to help refinance the $ 1 .3 billion leveraged buyout. Cancelling the stock offering can be a severe blow to plans for new store expansion. Competitors suchas Home Depot, Builders Square and HomeBase are moving into many current Payless markets.

"It's anybody's guess (if Payless will be able to survive this setback), but theyhave good penetration in some areas," John explained. *The big question is can they compete against new, glitzy stores and will the industry remain strong enough for them to survive to try Wall Street again."

According to confidential sources at Payless, John said, ceo David Stanley is a financial guru, not a lumberman, and you can bet he will try again.

SUBSCRIBE TODAY

FORMER PRESIDENT Jimmy Carler (left) and Stephen P. Anderson, president, Stanley Dogr Systems, discuss Stanley's donation of entry and garage doors to the'flomes Across America'program sponsored by the National Association of Home Builders and Habitat for Humanity at a Las Vegas, Nv., homebuilding site.

TREE PLANTING season was celebrated with a'Healthy Environment; Healthy Kids!" event sponsored by Weyerhaeuser Co. in Springfield, Or. The Eugene, Or,, Hoo-Hoo-Ette Club and the Yellow Ribbon Coalition were among community organizations manning activity booths lor children. Kids in this photo are making paper with the help ol Project Learning Tree materials.

T&T. ond Roil.

NEW PRODUCTIS selected sales aids

Lumber Jack

The Lumber Jack from T.C. Manufacturing cinches up boards and holds them in place for nailing.

The tool speeds up laying of decking or plywood subfloor by temporarily attaching to joists with springloaded cleats and then releasing with a jiggle of the handle.

Straddle Stackers

A line of manually propelled, battery operated, hydraulic telescopic pallet straddle stackers equipped with a fifth wheel for handling large pallets in tight spaces has been inhoduced by Lee Engineering Co.

Stackers feature a raise-lower level

Two new lift trucks designed for demanding indoor or outdoor applications are now available from Hyster Co. in 4,000, 5,000 and 6,000 lb. capacities.

The H40-60XL. features conveniently located hanil controls and foot pedals, easy ory'off access, easy-to-read instrument panel, redesigned overhead guardforimproved visibility, one-piece hood which opens to expose the entire engine compartment for convenient servicing, five-position tilt steering column, three mast styles and powerful gasoline, LPG or diesel engine.

The J40-60XL" offers adjustable, body-contoured se-at, conveniently located levers, adjustable steering wheel, uncluttered floor. one-touch direction and speed control pedal, efficient SCR control for fast cycle times and low battery consumption, and swing-back fiberglass battery cover for full battery access and easv removal.

Difficult jobs can be done by one person standing on the board, pulling it in place and driving the fastener. The 32" lever-arm achieves a l0 to I mechanical advantage.

Engineered Additions

Two new engineered lumber joists have been added to Georgia-Pacific's Wood I Beam family to give builders design flexibility and added cost effectiveness for residential uses.

Made of Douglas fir, they feature a 3/8" thick oriented strand board web fitted into G-P Lam laminated veneer lumber flanges in lengths up to 60 ft.

The GPI-25 is available in depths of 9114" to 1l-7/8", the GPI-35 in depths of 14" and16".

ergonomically located on a panel, a heavy duty hydraulic system, built-in 10 amp full automatic tapering battery charger, extra large deep cycle 12 volt battery, and 36" long adjustable forks, Models come inthree types of bases to accommodate different pallet sizes and three weight capacities from 1,500 to 2,700lbs.

Deck Hardware Hub

A deck hardware merchandiser with a new header is available from TECO/ Lumberlok.

Measuring onl y 2' x2' x5' w ithwheels mounted on the bottom, the display comes with a bright header with the company's new logo and bin cards.

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 thankst

All G-P Wood I Beam joists offer longer lengths and more load carrying capacity per lb. than traditional dimensional lumber. The strong yet lightweight engineered beams come in depths consistent with standard lumber sizes and can be cut to length on-site with standard construction tools. They are resistant to twisting, splitting and warping, stay rigid and straight, reducing floor squeaks and other problems.

Lift Truck Twosome

Tilt-in Windows

New double-hung windows from Weathervane Window Co. tilt inward so they can be cleaned from the inside of the house.

Porch Screening System

A new porch screening system has been designed by Screen Tight to replace screening with staples and wood lattice.

The cap and base system combines spline screening with the low maintenance feafures of vinyl. The base, which attaches to 2x4 or 4x4framing, has two spline grooves which accept screen and spline rolled in with a standard screen roller. The cap snaps onto the base to serve as a trim piece. For rescreening, the cap snaps off to allow replacement or repair. Cap and spline tighten the screen consistently to eliminate ripples.

Cure For The Shakes

Cedar Breather from Benjamin Obdyke maximizes the life of cedar roofsby creating a continuous airspace between shakes or shingles and plywood decks to reduce damaging moisture.

The entire underside ofshingles can

Manufactured from premium kilndried ponderosa pine and thermal insulated glass, windows have "nominal sizing," meaning they will fit into existing window spaces.

Building Materials Manager

The new UNIX-base Building Materials Supply Distribution System from Global Turnkey Systems allows processing and management of hundreds of daily transactions, all tailored to a business's specific needs.

Capabilities include order processing, point-of-sale, accounting, inventory control, purchasing, list management, sales analysis and ad hoc query/ report functions.

The system features hardware and software independence using UNIX, ability to integrate additional application software packages; order searching; accelerated response to customer inquiries for availability and order status; downloading of data to popular pc software packages without rekeying;

simplified reporting, calculating and file sorting using SQL and IQ; instantaneous display of open orders and invoice histories; enhanced order entry control including canceling, pre-setting and back ordering items; easily modifiable screen generator programs; windows, zooms and search and find; interfacing to pc's and networks; manipulation of all plan, optional and tally ltems; more extensive detail tracing; faster processing, and improved accuracy of orders.

Services include analysis consultation, installations, conversions, training, software support, hardware maintenance, on-going enhancements, custom programming, technical support and leasing.

Tough, Textured Siding

Duratemp plywood siding from Miller Redwood is said to provide a durable, weather resistant exterior that won't split, check or crack.

Manufactured by laminating textured hardboard to exterior plywood, the low maintenance siding has a natural woodgrain textured appearance.

Featuring a 25 year warranty and American Plywood Association grademarking, the panels are available in 3/ 8" and 5/8" thicknesses, and 4'x8',4'x9' and 4'x10'sizes.

then dry uniformly, preventing premature deck and shingle failure and eliminating the need for lath or strapping.

Since it raises the shingles only ll4" offthe deck, there reportedly is no need to change the rake and fascia boards and a lesser chance for bees or other insects to nest under the shingles.

Installation is easy since the patented three-dimensional nylon matrix rolls out across the felt-covered plywood deck to be secured.

Bag Gaddy

The sturdy Lawnand Leaf Bag Cart from Ames is ideal for holding aluminum cans, paper, plastics or other recyclables or for hauling leaves, clippings, boxes,litter, trashcans and other items up to 80lbs.

Made of durable molded poly with a rust resistant tubular steel frame. the multi-purpose cart fits all bag sizes from 20 to 45 gallons, has no sharp comers or bolts to tear bags and foldl flat for storage.

Packaged Hardware Projects

Door hardware Project Packs designed to attract the project-oriented do-it-yourselfer are new from Kwikset.

showcases the product, lists all tools needed for the project, highlighs the keyed-alike feature and includes stepby-step instructions or a "how to" video. Products inclutle keyed entry locksets, deadlocks and keys.

Easy-Mount Register

A unique heating and cooling register/exhaust grill that mounts directly into ceiling tile is new from Deflecto Corp.

Available in seven different configurations, the packs are designed for three different d-i-y segments: Select Project Packs for the d-i-yer interested in quick, easy projects; Value Project Packs for the d-i-yer with more experience, and Installation Project Packs for the d-i-yer interested in value.

Each package states its contents,

The Merchant Magazine

Made of durable plastic, the lightweight diffuser is installed into the face side of the ceiling tile and secured on the reverse side by the twist of a mount locking ring.

The diffuser's baffle mechanism easily adjusts to regulate airflow. Available in 4" and 6" diameters, diffusers are specifically designed for suspended ceilings but can be used in standard drywall applications.

Mix & Wash

The stylish Allegroh single lever lavatory mixer from Hansgrohe features a unique swivel spout, which creates a parabolic water jet for rinsing one's mouth, washing one's hair or cleaning the basin.

A ball mixer system is used in the solid brass body to ensure lasting ease of operation and wear resistance. A small port allows for the attachment of Turbodent mouth spray, an oral hygiene device that massages gums and cleans interdental spaces.

The complete unit requires minimal space. The Turbodent spray wand and its base affix to the wall. and the swivel spout on the faucet eliminates the need to have a drinking cup available for rinsing.

The mixer comes in chrome, satin chrome, polished brass and white finishes.

June 1992

D-l-Yer Attire

The Pro-Cart from WilliamsonDickie Manufacturing Co. merchandises professional quality workwear to the do-it-yourselfer without impacting existing shelfspace orrequiring a lot of upkeep.

In Loco Than 2O Dltnutec The ..BAND-ADE" Thtna

Sarcml dalts arcttmulotion of bandlng normally requlres a spaialfrp to the londfrIl.

Employees hote the donger and work to fiulnsler to dumpster or truck. A fan mlnutes when unpcklng units, results in thts comry:t, asily stored uahnble scrop, alrady stord in o steel drum lor dispoul orrd sle.

The "Btnd-Adc"-Eaay to Brl.y-Cocltly lo be

Available in two sizes (6-ft. high by 48-in. wide or 3-ft. highby 32-in. wide), the bright blue movable garment rack holds work tees, work jeans, flannel shirts and IOO% cotton pleated pants featuring triple-stitched seams, heavy brass zippers, special tool loops, comfortable designs, extra strong pockets, and sturdy construction.

Silent Pager System

The Silent Pager system from Jeron Technology utilizes vibrating pocketsized receivers to replace public address systems, streamlining communications and reducing noise levels.

Each floor or department within a facility canhave its own localized system to accommodate any number of pagers. Systems can be customized to meet most retail or warehouse configurations or usage.

There are no monthly usage or "air time" fees.

LETITIERS

INDONESIA BOUND

Yow Merchant Magazine sure gets around. I'm reading it on my way to Indonesia. I'm going to inspect the doors I have on order before they are loaded to ship to the U.S. Being an importer is the best way to finish my business life. I really love to travel, meet people all over the world and help my friends bring to the U.S. the treasures (doors) of the world. What can be better? Of course to make this trip really interesting lread The Merchant.

Sam Fineman

Fineman Doors. [nc.

Van Nuys, Ca.

CLASSIFIED PAY OFF

We have run a small ad in your recent issues. As a direct result. we have sold two forklifts to a legitimate user at a fair price. In contrast, we ran a small ad in a heavy

equipment publication. This developed a horde of sharpies trying to find a desperate owner who needed a little cash.

You have done an excellent job of carrying on the old magazine and I wish you the best for the future.

Ed Fountain, Sr.

Ed Fountain Lumber Co.

6218 S. Hooper Ave. Los Angeles, Ca. 90001

R&R Tax Benefit Proposal

The National Association of the Remodeling Industry is proposing tax legislation which they say will generate 600,000 new jobs and $15 billion economic activity in the housing industry.

The proposal would extend tax benefits to home and rental property owners by permitting up to $10,000 to be withdrawn tax free from IRA or pension funds or a limited tax deduction of $10,000 maximum, $1,500 minimum for repairs and improvements.

The NARI says these incentives could generate $15 billion in repair, alteration and improvement expenditures in the first year.

ACQUISITION of Block Tops, Inc., an Anaheim, Ca,, Corian and butcher blockfabrication operation, is celebrated by (left to right) new owner and president Ken Christopher; James A.'Jim" Reed, Bates Business Group, Inc., lrvine, Ca., and prior owner Damien Bates. Christopher is the former president of Stanline, Inc., Norwalk, Ca., a buildings specialties distributor.

LAST MINUTE briefing for the California delegation at the National Lumber & Building Material Dealers Association conlerence in Washington D.C. (left to right standing) NLBMDA president Jody Luck, Tom Griesbach, Lampe Lumber, Tulare; Les Sanders, Lumber Merchants Association of Northern California executive. Donna & George Swartz, Mar Vista Lumber, Los Angeles; Sylvia & Don Johnson, Johnson Lumber, Kingsburg, and Kathleen Patterson, Central Valley Builders Supply, St. Helena, chairman of the NLBMDA dealer service committee, ate seated at the March 24 meeting.

goillnlUlalpunllLurtbp,t

Hem-Fir

Hemlock

Douglas Fir

GREEN or DRY . DIRECT MILL

SHIPMENTS . LCL o CARGO o RAIL o TRUCK & TRAILER r

PRESSURE TREATED LUMBER

Yard & Ofllces: End ol AlrPort Rd. P.O. Box 723, Uklah, Ca. 95482

{7071 168-0181

Sumwood, Inc. 500 Silver Spur Rd., Suite 109

Palos Verdes Peninsula, Ca- 90274

Direct lmport sales: (310) 541-0179

FAX 31 0-541 -7297

Sales From Inventory: @00)242-BM7

FAX 31 0 605-0243

20940 S. Alameda St.

,::li'?"filfa eo81o

(818) 330-3991

West Coast reDresentative of Holmes & Co. of lndiana

Tile Rack

A ceramic tile merchandising system using pallet racks is now available from StileS.

Included are a complete selection of sales and consumer support literature and point-of-purchase graphics, includin-g full color room scene photographs of completed installations.

netry, automotive trim, leather and metal is new from Bostik.

such as wood, metal, particleboard, decorative laminates and some plastics, forming permanent, waterproof bonds to non-porous surfaces.

It comes in24fl. oz. containers.

Many Shades of Sealant

An acrylic-based sealant in 30 colors to match the most popular plastic laminates is new from Unika-Color Products Ltd.

Easy-to-use ColorSealant provides a flexible, waterproof seal for tongueand-groove paneling in wet areas, laminated window sills and between worktops and tiling. It is said to bond securely to tiles, natural stone, wood, concrete and most surfacing materials.

Touch dry within 30 minutes of application, the sealant reportedly is mildew resistant.

Single-fired glazed ceramic tiles come in 6", 8" and 12" sizes in a variety of colors and textures.

Quick Tack

A fast-acting, high strength aerosol adhesive that bonds substrates including high-pressure laminates for cabi-

Non-chlorofl uorocarbon Super Tak

Contact Type adhesive bonds in about one minute. A three-way adjustable spray valve allows for consistent coverage, while heat resistance up to 180o ensures reliable assembly. It reportedly does not emit harmful fumes and no special set-up or clean-up measures are necessary.

The adhesive is desiened for dualsurface bonding of dissifr ilar materials

Jamb Aid

Jamjig, a time saving tool for installing door jambs and cased openings, is new from Putnam Products.

Strong and durable yet lightweight and easy to transport, the tool adjusts in increments of standard door widths from l'8" to2'8", with optional adjustment bars available to accommodate any range of width. The standard model accommodates jamb heights from 6'to 6',8".

No Mar Sales

A new space saving, wall hanging display of soft-faced hammers and mallets is now available from Garland Manufacturing.

The non-marring hammers with replaceable rawhide, nylon, urethane or plastic faces and the rawhide mallets encourage impulse sales through a variety of styles, sizes, weights and materials.

Home Deck Program

DECK has been added to Autodesk's Home Series of easy-to-use designprograms for homeowners to use on their home computers.

With quick release clamping knobs for fast transition to different sizes, the device disassembles to a size not much larger than a jamb level.

With the jig clamped to the jamb frame, Jamjig holds the complete unit square and laterally stable so that jamb legs can be cut to allow for floor variations. Placed in the rough opening, the tool's wall stops align the face of the jamb to the wall surface and an adjustable fastening feature holds the unit in place for final adjustment and shimmmg.

The software enables them to create professional quality plans for new decks or deck remodels.

Decks canbe created inany shape or size, from simple expansions to multileveled, custom decks, incorporating four different railing types and deck tops, several bench types and symbols for deck furniture, grass or brick walkways.

For use with IBM or compatible computers, it also automatically generates a shopping list, calculating the total amount of lumber in the drawing.

.New stability and safety systems

Light-weight, better weight distribution (some models weighing only 3500 lbs.)

.3000-5000 lb. lift capacity

r Extend-A-Fork reaches across truck

.New counterweight-system allows picking up longer, wider loads

.Engine

NEW LITIERATIURE

YOUR

Plenty Of Patterns

An expanded new pattern book (#5) is free for the lst copy from Union Planing Mill, 735 S. SutterSt.,Stockton,Ca. 9520l, (2O9) 465-47rr.

Yard Buildings

A 16-p. ready-to-assemble wooden kits catalog, featuring storage buildings, gazebos and playhouses, is free from Handy Home Products, (800) 221-1849.

Siding Sheets

Highlighted In Hardwood

"Hardwood Expressions" is now available in a new format focusing on a single product category (furniture, cabinetry, flooring and rnillwork, etc.) from Hardwood Manufacturers Association, (412) 829-O770.

Shingle Guarantee

A brochure on the 2O125 year limited warranty for red cedar shakes and shingles is free from Cedar Shake & Shinele Bureau, (206) 453-1323.

Tax Breaks

"How to Reduce Taxes by Donating Excess Inventory" is free from National Association for the Exchange of Industrial Resources, (309) 343-07 04.

New Lifts

A brochure on the new 3.000 and 4.000lb. StanDrive lift trucks is free from Hyster. (800) 221-l 191.

Exterior Wood Care

A new 28-p. "Wood Care Guide" is free from The Flood Co., (800) 321-3444.

A series of four vinyl siding specification sheets and a 16"x24" poster have been added to Georgia-Pacific's vinyl siding merchandising program, available from GP, 133 Peachtree St. NE, Atlanta, Ga. 30303, (4O4) 52r-4708.

Fax Bulletin Board

A marketing newsletter to help wood product manufacturers acquire raw materials, equiprnent and services and provide an information network for product development and marketing is available from WoodFax, (503) 863-6260.

Insulation Answers

"The Insulation Answer Book" and two training videos (one for retail sales reps, one for d-i-yers) are available from Owens-Corning, Fiberglas Tower, Toldeo, Oh. 43659.

Garden Cards

A set of 14 point-of-purchase cards profiling lawn and garden tools is available from Ames, Box 1774, Parkersburg, W.V. 26102.

GET

COPY of anv New Literature items by contacting each company directly. Please mention you saw it here!

ELASSIFNED AEVERTIISEMENlIS

BUYER

Ganahl Lumber Company, a leading Southern California lumbet and building materials dealer, needs a buyer for panel products, lumber and hardwoods. Must have previous expetience ih a conttactot oriented yard and be able to help solve company and customer needs and problems. Only resumes with salary history will be considered. No phonecalls please. EOE. John Cavers, Ganahl Lumber Company, P.O. Box 31, Anaheim, Ca. 928 r5-003 r.

INSPECTOR: Seeking individual with technical background in wood ptoducts. Southetn Califotnia location for nationwide inspection company. Salaty plus full benefits. Travel, communication skills required. Contact: TPI, P.O. Box 20455, Pottland, Or. 9722O.

HELP WANTED: Assistant manager-lumberyatd. Must have experience with walk in trade, contractors, etc. Must have tecent experience in retail trade. We ate a member of HWI and use Dataline computer point-of-sale. Medium sized, well established Notth San Francisco Bay Area. Health plan, profit sharing, vacation, etc. Please send fesume to Box 629. c/o The Merchant Magazine.

RMRSIDE. Ca.. based wholesale lumber company/custom mill is looking for an experienced salesperson with following in either softwood and/or hardwood sales. Top pay available to proven performers. Various compensation plans offered. Send resume or call for appointment. (714) 360-1090. Santa Fe Forest Industries. 9040 Jurupa Rd.. Riverside. Ca. 90640. Attention: Robert T. Gaylord. All inquiries strictly confidential.

TIMBER SIZER

Twenty-five (25) words for $21. Each additional word 70c. 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 Magazine, 4500 Campus Dr., Suile 480. Newporl Beach. Ca. 92660. Make checks payabletoTheMerchrntMagazine. Mail copytoaboveaddressorcall (714) 852-1990. Deadline for copy is the 22nd of the month. PAYMINT MUST ACCOMPANY COPY unless you have established credit with us.

HELP WANTED: Manager for a well established Notth San Ftancisco Bay Area lumberyatd. Must be diversified person, ftom counter wotk to outside supetvisot and experience with walk in tmde to small contractors. Dataline computet point-of-sale system. Health plan, vacation pay, salary open, but there is a limit. If interested, please send resume to: Box 628, c/o The Merchant Magazine.

SEEKING expetienced outside salesperson. We are located in the potato countty of southern Idaho, below the majestic Sawtooth mountain tange. If you are tired of the rat tace at your present job, this might be yout chance. We are a full line building materials dealer with fout outlets serving thtee states. Call (2O8) 678-8368, ask for Ron.

FOR SALE: 1975 Caterpillar fotklift. Diesel V8 swing shift and side shift. 16,000 lb. capacity. Call Ed Fountain, Jt. Price $12,000 (213) 5831381.

DOWNFALL LUMBER and plywood, DF, HF, SPF, shotts, plywood blows, plywood scraps. Catl Hanson, (619) 661-2510, FAX 619-6615547, Satr Diego, Ca.

TWTSTED 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-s671.

PRE.FABRICATION

TIMBERS

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

Drawer 4779, Arcata,, C^. 95521 707-822-3648

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.

SOUTHERN CALIFORNIA LOSANGELESAREA

SAN FRANCISCO BAY AREA

Gsrgia-Peilic Coe. (Sil F6mando)......................... (8,|8) 8835122 Grattm&Sms,Dav€. (800)468-9513(8.|8)969-1703

cnat Am€rimn Finishing ....................-.....:................. (2tgi 221-8080

Highland Lumber Sales, lm. (3'|0) 907-3681

HuflLumb€rco. (8m)347-HUFF (310)921-1331 InlandTimb€rCo. (213)462.1264 JohnslonHildwood.... (800)247-9486(3i0)635.3710

NORTHERN AND CENTRAL CALIFORNIA-

GREATEBSAII DIEGOABEA

oRAl{GE, R|VERSIDE &

BE RI{ARDINO COU ilTIES

PACIFIC NORTHWEST STATES WASHII{GTON

OREGOil

SOUTHWEST

aRtzol{a

{...''THE CLEAR CHOICE''

OBITIUARIES

John Suverkrup, 67, president of Suverkrup Lumber Co., San Bernardino, Ca., died of cardiorespiratory arrest April 28,1992, in San Bernardino.

A native of San Bernardino, he joined the family business in 1948.

New Building Products Expo

National Building Products Expo has92Vo ofthe show floor sold out and an education program developed for retailers who attend the premier exhibition, Aug. 14-17 at the Hyatt Regency Exhibition Center, Chicago, Il.

Eljer Industiies, PrimeSource, GAF Building Materials, Wayne Dalton, Abitibi Price, Clopay Garage Doors, Weyerhaeuser, Universal Forest Products, Taylor Doors and Precision Moulding are among companies planning to exhibit.

Executives from Home Depot, Payless Cashways, Moore's Lumber and Building Supplies and HomeBase are committed to participate in the programs. The show will be held tn con-

nection with the National Hardware Show and Hardware Industry Week.

Personals

(Continued.lron page 27)

Jim Ramsey is now marketing mgr. for Windsor Mill, working out of a new Fort Bragg, Ca., office, according to Ray tr'lynn, pres.

Timm Locke is the new product publicity mgr. for the Western Wood Products Association, succeeding the late Mike O'Brien.

Ray Brown, controller, All American Home Center, Downey, Ca., will succeed v.p.finance Doug Fraser, who plans to retire by 1993 with v.p.-advertising Len Rosenfield and vp.-operations Ray Wolfe. Greg tr'uller, v.p.-mdsg., will then also oversee store operations and human resources.

John Adams is new to outside sales at Intemational Forest Products, Chino, Ca.

Log Shortages Close Plants

Tight supplies and the high cost of timber are responsible for the pennanent closing of 49 sawmills and panel plants in the Northwest during 1991, according to Paul Ehinger, forest products consultant, Eugene, Or.

UNITY Forest Products founder Enita Nordeck, Yuba City, Ca., was named Woman of the Year in lhe state's lst Senate District. Senator Tim Leslie (right) said, 'Enita's contributions to this region go well beyond her impressive record, because she serves as an example for all of us to tollow. To stand out and be selected from a field of candidates as impressive as those we considered is alestimony to hsr achievemenls.' The award was presonted on the Senate lloor at the State Capitol. Unity Forest Products produc'es cedar, pine, spruce, hem lir and redwood products for wholesale and retail lumber yards, industrial manufacturers and home centers.

SeltfngtothcscurH2

lf you sell into the South, or any part of it, we can help you get across your message.

Building Products Digest covers all 13 Southern states. Each month we send 12,750 copies to 100% of allthe retailers, wholesalers, distributors and jobbers. That's all the home centers, home im. provement centers and retail dealers as well as those at the wholesale level that back them up. This saturation coverage means you now have a way to reach your

customers and prospects. Building Products Digest, the highly acclaimed monthly for the Southern trade can help you get across your message. The Digest, incidentally, is the sister publication of The Merchant Magazine and is based on The Merchant's proven format doing the job for advertisers for 67 years.

You can count on reaching the market in the South through Building Products Digest. Call today, you'll be glad you did.