Merchant Magazine - June 1993

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

Homeowners prefer to build their decls 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 DqfRedwood 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 wrapper, so it's protected and looks great in the lumberyard.

Louisiana-Pacifi c's Desert Dry Redwood sells itself and brings in high profits. It comes in all the popular grades and sizes, including: Construction Heart, Construction Common, and B Grade in 2x4,2x6, 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 Oregon at (503) 624-9004.

Fremont specializes in a large inventory of high quality Douglas fir boards, dimension, long lengths and timbers shipped from select mills in British Columbia, Oregon and California. We are coostantly 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.

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has the look most sought-after by builders, remodelers and home owners. That's whyits appearance is so widely copiedby the imitation wood people with thefu "cedar-like" names and claims for metal, plastic and composite substitutes. Ancient clear cedar is diminishing in supply and rising in cost, but Skookum's young

CEDAR siding you get a product of maximum useability-reducing retums and callback. Better packgrowth knotty cedar compares favorably in all performance categories whenproperly sanm, kiln-dried, applied and finished at about half the cost and with as much or more margin for you. . Here is how Skookum fulfills its longterm commitment to supply you with profitable quality cedar sidings. New state-of-the-art dry ki1rs, saws, sawing methods and manu-facturing processes make a superior product. you keep your profits o"

cause constant in-line quality.oX

agtng insures you receive what you ordered, with a 99% on-time delivery record. . The ads we run to builders and architects, along with the support you get through our distributors with literature, training sessions and other sales tools will make real Skookum siding your customers' choice.

This is the time to go for the money

It's usually said without any emotion of any kind, just uttered as a flat statement. "Yup, we've been selling those for at least 20 years that I know about." All very routine. And that may be just the problem.

That comfortable routine may be masking a situation where what you sell is based more on tradition than a hard nosed analysis of what produces the most profit.

Sometimes what we sell gets added casually. customers may request an item so it's added. Years later it's still on the list. But no customers ask for it. Other times products are added as part of a foray into new areas. Years later those same products arc still around, "but we don't sell that kind of stuff anymore." Buyers with a herd instinct can be stampeded into fattening up the inventory simply because other companies are getting into those lines. The reasons go on and on.

The inertia behind the failure to drop unprof-

itable items sometimes is blamed on the occasional customers who request it. While this may be valid, no one is ever going to lnow if the practice pays for itself without examining whether it's really necessary and/or produces enough profit to justify continuing to do it.

How long has it been since your business did a complete review of everything you sell? We'll bet it has been too long.

The best review includes everything the company sells, even the sacred cows. Make certain that absolutely nothing escapes going under the profit microscope. This must be a clean sheet of paper operation where 1007o of what you sell earns its place on the products roster. If it doesn't produce an adequate return for the money you must invest in it, out it goes.

This is the time to forget the wann fuzzy routine, the personal relationships and the rest. This is the time to go for the money.

DAVID

Sell up to more profitable entries

Itffi |Jfi':1.'ff':TT.'"T*S:

convincing them to purchase a costlier door with a greater value can do you both a favor.

A door can sell for well under $100 - or well over $5,000. For the retailer, as the selling price of his doors increase, typically so do his margins. The more unusual the door, the more the consumer will expect to pay. Unique products are the slowest movers for the manufacnrer and distributor, who might carry them on a "stock special status" (they're listed as part of their normal offering but not inventoried).

psqT 1stail96 buy expensive entries in quantity; usually they're non-stock, special order items. Dealers also increase margins on special orders as an insurance policy. "It's Murphy's Law Assurance," says Gregg Hoyer, product rnanager for Morgan Manufacturing. "Chances are you special order something and that's the one thing that comes in broken or with something done to it. The weirder the producg the more insulation you want in the price."

Selling Points

O Recognized manufacturer

3 Product wammty (length & anount of coverage)

D Craftsmanship (clean lines, smooth corners, no gaps, etc.)

D Finish

O Qualiry components @ (stiles, rails, panels, glass)

B Energy efficiency (weathertight construction, weathersripping, insulating glass)

O Amenities (marching sidelites, Eansom; etched, frosted, beveled, smoke4 colored, V-groove or leaded glass; brass caming)

Product knowledge is the most inportant factor in a door sale. The more the seller knows, the more he can educate the consumers to make an informed purchase. The sales person should be familiar with the components and raw materials in various doors and the properties of different species. Hoyer explains, "If a customer comes in looking for a door that will take an even s0ain and not show a lot of grain, we want the retailer to know enougb to say fir. If the customer's looking for high split resistance and good machining, he should lnow to push toward pine."

The sales person should understand the engineering of the door, how it actually goes together and why. How does insulating glass work? He should be able to wam customers that wood panels shrink and swell constantly, so they'll expect it and not become upset later.

A good relationship with your distributor or manufacturer is crucial. It's important to lnow what they offer and what they can do for you. It's impossible to sell door styles and options you don't know exist or are unable to track down.

Name brand recognition is another plus. They're usually a little more expensive, but they offer the comfortable assurance of a strong reputation. Name brands usually have better quality control, guaranteeing fewer rejects. "Morgan has a less than l%o failure rate," says Hoyer. "Tell contractors they can pay a couple extra bucks now and save a lot later by eliminating call backs."

Sales people should have ready answers to common consumer objections and misconceptions. Some

Story at a Glance

Convincing consumers to purchase moreexpensive doors use product knowledge, name brand awareness, displays, literature.

homeowners voice security concerns. Explain that most doors do an adequate job; it's the jamb and the lock that are important. And infonn them that fancier, high style glass actually is much stronger than standard glass.

If they want a less expensive steel or fiberglass model because of higher R-values, explain that the front door of a typical house takes up less than l%o of its exterior and is continually opened and closed. Much more energy es&tpes through windows.

Weather and end use are other important considerations. There are right products for certain conditions. In an area with a lot of salt water spray, a steel door will rust. A wood door might not be the ideal choice for rainy climates. For high volume condominium projects, fiberglass won't dent like steel or gouge like wood.

Hands-on displays and take-home literature are important. "No one's going to pay $1000 for a door unless they can see it," says Hoyer. "And after they see it, sometimes they want to take literature home to study the features, benefits and differences between the products and be reassured of the quality."

The highest percen0age of luxury doors are used in remodeling projects because they can dramatically increase a home's resale value. "The least expensive way to improve the exterior of a home is to change the door," he says. "It's the focal point of a home and a lot less expensive than residing or repainting the house. Of all millwork, doors are the most visible pieces; second are kitchen cabinets."

The key is keeping all the possibilities and pluses in front of customers.

REIAILERS can choose which door to disphy in this merciandber from Morgan.

Wood outperforms all other doors

DECENT research shows almost l\507o of retail customers asking questions or showing concerns about the environmental impact of wood products. If you find your customers reluctrnt !o buy wood doors, because they think they are anti-environmental, you can assure them nothing could be less true.

Despite claims of some using substiurte materials, extsrior wood doors, because they are manufactured from the most environmentaily compatible building product in the world, perform better, arc more energy efficient and more "oullspsnrally acCeptable.

Wood is an environmental building product for a healthier planet. It comes from a renewable and natural resource which can be perpemated for products and the environment, is both durable and biodegradable and has low energy requirements in its manufacture.

Wood is one of the best natural insulators, Jim Glasgow, technical

services manager, Jeld-Wen door group, maintains. 'Wood fiber contains many cells, each of which trap air and create natual insulating pockets throughout the entire wood mass. Insulated glass uses the same principle. It's the trapped air, not the glass that provides the energy benefits."

"Wood is several hundred times more energy efficient than metal. That's why we use wood to create a thermal break between the exterior and interior surfaces of metal doors," Glascow adds.

Most energy loss associated with doors occurs in a process called infiltration. Studies conducted by the National Wood Window and Door Association show air fiavels around an object, rather than through it, with energy loss occuring between the door and the jamb and the threshold as air infiltrates cracks and gaps.

Wood doors are often compared unfavorably with those of other materials because they require finishing

Story at a Glance

Why wood is the most environmentally acceptable material available for a door selling points energy efficiency facts ... results of National Wood Window & Door Association studies.

and maintenance. However Glasgow is quick to point out that the truly' maintenenace free door does not exist. Unfinished metal usually rusts and corrodes and unprotected fiberglass can show the effects of exposure to ultraviolet rays.

"Almost all door manufacturers use some wood," explains Peter Dempsey, Jeld-Wen marketing manager. "All of our doors including the metal, molded or vinyl overlays use wood because of its excellent performance characteristics."

"It's interesting to note how many sales gambits make an unfavorable comparison to wood, claiming that wood can warp or buckle, although the same wood is used for interior frames in metal, molded and fiberglass doors precisely because it is so stable and perfonnance reliable," he adds.

Although wood doors are often accused of having a negative environmental impact, non-wood doors use more energy intensive materials. Both metal and fiberglass doors use petroleum-based insulating materials which deplete a valuable, limited energy fesource. Metal ranks much higher tlan wood in energy output from raw material extraction to finished product. In addition, some manufactured materials have a high initial R-rating, but begin to decompose quickly. As Dempsey puts it, 'Wood is a natural product with energy efficiency that does not diminish over time."

"Claims and counter claims of non-wood door manufacturers have affected the wood door industry's market share," Dempsey concluded. "Buf speaking from the standpoint of a manufacturer of many competing exterior door products, we try to be careful about the claims we make. It's more a question of market niche and appropriateness of the installation than a question of performance, energy efficiency or maintenance. Not all claims are what they seem."

LARGE numbers of wholesalers and retailers reported their customers believe that they are harming lhe environmenl by using wood products.

Wood Products Assochtion found almosl 50/o ol the retailers have cusor show concem about environmenlal impac-t of wood produds.

by lhe Westem mers who ask questions

Latest technology in windows

IiZOUR customers may have trou- I ble believing i[ but by the end of this year they will be able to have windows that open and close automatically or with the touch of a button on a wall panel, a rcmote control device or even a touch-tone telephone.

A joint development by Marvin Windows & Doors and Honeywell Inc., the concept is nearly ready for the market. Tested as part of a Total Home System introduced at the National Association of Home Builderc 1992 national convention. the technology can be installed in a new

home or retrofitted into a current home for slightly more than the cost of a good security system. The Total Home System integrates control of security, temperature, lighting, appliances and now windows from a single, easy to operate panel. Using a special code it can be operated from in or outside the home using a trouchtone phone.

"The first year success of Honeywell's Total Home System demonsmtes the readiness of home owners and builders to enhance individual lifestyles with affordable home automation," said Linda Whitman, director of home systems for Honeywell.

The system allows individual windows or groups of windows to be opened or closed at separate locations throughout the house. Optional sensors which detect moisture can alert the system to automatically close and lock the windows in case of rain. An optional carbon dioxide sensor monitors a room, automatically opening windows when the room gets too stuffy.

The system can continuously monitor the conditions in a home to decide when windows need to be opened for air or closed against the elements. Operating in conjunction with air conditioning or a heater, the system will close windows to conserve energy costs.

Hard-to-reach roof windows or other inaccessible windows can be automatically opened and closed on command. All windows in the home can be shut and locked simultaneously with the system, eliminating going from room to room to close windows by hand. The system simplifies opening and closing windows for those whose physical limitations, such as arthritis, make it difficult to operate standad crank handles.

Each window can be programmed to open all the way or to either of two preset positions. Optional wall switches allow a homeowner to override the entire system. If the window

is obstructed while closing, ttre motorized hardware will automatically stop, back up slightly and stop again. All motorized hardware is UL approved.

Motorized windows can be installed separately from the Total Home System. Available from Marvin, the motorized hardware can be insralled by a window contractor and controlled by either optional wall switches or a hand-held remote control.

"Marvin has always been a company committed to designing and marketing the most advanced window and door technology," said senior vice president Susan Marvin. "This is a major step forward in the advancement of home automation."

According to both companies, the product presentation will involve joint programs for builders and architects such as model home programs.

Story at a Glance

Motorized window controls work separately or in conjunction with Total Home System for automatic opening and closing moisture detection sensors shut windows in case of rain available from Marvin and Honeywell by end of the year.

MOTORIZED hardware is installed on site in place of standard crank handles. lt is available in while or brown.

CELLULAR lelephone may be used lo open and close windows from remole locations. Roof windows can be opened and closed al the touch of a bullon on a wall panel,

Ways to open the door to more remodeling sales

EIOMEOWNERS will spend approximately $56 billion llon home improve,ment this year. How many of these dollars will end up in your cash registers?

Exterior and interim doors, windows and skylights will account for a sizeable chunk of toal home improvement expenditures. Fashion decorators are suggesting decorative interior doors as a quick, affordable way to dress up a home. You can become part of this trend by inventorying elegant, ready-to-finish doors for every room in the house.

French doors are no longer just a passage to the patio or terrace. Avant-garde designers recommend using them between dining rooms and living rooms or to close off a den. The combination of wood and brass with beveled, grooved, etched and frosted glass panels adds flair while allowing light to flow between rooms. Doors with colored glass or mirror inserts, louvers or raised wood panels are also high style.

Decorative doons come in both bifold and single panel styles. The bifold, which has two panels hinged to each other, takes up less space and can give the appearance ofa decorative screen when left partially open. This style is especially effective when used in pairs for the large openings often found between a living room and dining room.

"Selling up with fashion is Oe only way to survive," emphasizes Bob Mickle, a former door buyer for a major retailer, now senior vice president" marketing and sales, at Wing Industries, Inc., Dallas, Tx. '"There is money to be made with interior doors. They're a totally neglected category which must be exposed to the consumer."

To make consumers more aware of decorative doors and what they can do to spice up decor, he suggests operating displays combined with large colored photographs of rooms using doos as fashion items. Display signs must include information about price, special orders and delivery time, which he recommends limiting to no longer than a week. Take-home literature describing all styles available and their uses is essential.

A video dranatizing fashionable ways to use decorative doors and their easy installation is another way to capture

buyer attention, Mickle points out. Decorative door clinics can also "take the bi-fold out of the closet."

Retailers who display a vriety of price points can profit. Low end doors start at about $59 with high end products peaking close to $250. Because there is less competition for decorative doors, mark-up can be in the 35Vo -407o range, Mickle advises.

Sales people must be ready to make fashion doors intriguing to customers searching for a way to dress up their homes. "Recommend frosted glass panels to provide privacy while allowing more light to flow into a room," a decorator suggests. "Stress that decorative glass doors can create interesting textures in a long hallway. Point out that louvered doors allow air to circulate, especially when used to close off pantries or laundry rooms or to separate sections of a master bath."

Replacing dull closet doon with decorative glass or louvered or mirrored doors will make a room seem larger and brighter, decorators maintain. Divided lite French doors offer classic elegance and have a light, airy appeal when used to separate two rooms. Cafe doors are both practical and good looking ways to divide dining rooms and kitchens, dressing rooms and baths or hallways and family rooms.

Careful measuring before ordering is the trick to successfully installing a decorative door, Mickle warns reiailers. Customers must do this precisely if they are going to install tlte doors themselves. Installation requires only a screwdriver and an electric drill, but stores that offer installation service may find many homeowners want to hire the work done for them. Most interior doors come with glass pre-masked with plastic f,rln, ready for paint or stain.

Story at a Glance

How to sell fashion doors for remodeling glossary of interior door styles and suggestions for using them... ways to display, stimulate interest and sell measuring and installation tips.

S-P-F looks to a future of high demand

II'ANDCIJFITED by the environIlmental restraints on the harvesting of hem-fir, Douglas fir and ponderosa pine, the western softwood lumber industry is finding increased competition from out of the counry in markets traditionally served by dimension lumber from the West. Markets that include the western softwood-producing regions themselves.

Story at a Glance

Spruce-Pine'Fir from Ganada expected to be among top gainers in U.S. lumber consumption ... environmental problems in U.S., possible demise of importduty contribute to increase.

Shippers of Spruce-Pine-Fir, a production and marketing grouping of Canadian woods with similar characteristics, are poised for further penetrationinto U.S. markets. The Western Wood Products Association forecasts the largest growing source of wood products for American use this year will be imports, which are 98Vo ot more from Canada and predominantly S-P-F. Overall U.S. lwtber consumption is predicted o climb 3.9Vo ovet 1992 to 46.9 billion bf. Southern production should nse 7.9Vo to 15.1 billion bf, while western production shps2.2Vo to 18.17 billion bf. Inrports arc forecast !o jump 8.94o ta 14.56 billion bf.

Like all other species, S-P-F experienced the historic price highs and sudden plummet of recent months. No one can say where it will go nexl "Price is the big question," said David

Cartwright, director of new market development, Council of Forest Industries, Vancouver, British Columbia Canada. "What's causing the giant price fluctuations could be slower housing starts, the cold, delayed spring, the general economy or something else, or, I think, a combination of factors. So, where it's going to go is anybody's guess."

But the advantage S-P-F holds over U.S. competitors is supply. Canada has experienced limited opposition from environmental extremists. "Our environmental problems are basically on the coast of British Columbia, in the southern interior and close to the large meEopolitrn areas," Cartwright said. "The main S-P-F producing areas, tlus far, have not been seriously affected."

Still, to avoid possible public oiticism, some British Columbia producers of S-P-F bave voluntarily set aside old growth stands of timber. Other mills have been working with naturalists and hunters to preserve healthy, beautiful lands. They have set land aside for bird habitats and installed nesting boxes for birds. Timber companies have also upgraded logging roads to pneveni erosion of the land.

Following a sEong spring, Cartwight predicts the only possible curtaihnents in S-P-F production would

be caused by lighter demand not limited supply. Since more than90%o of S-P-F produced ends up in North Arnerica, Canadian producers would love to see an end to the U.S. recession. "Should depressed areas like California see a resurgence in investment and consrucdon, S-P-F should increasingly pick up market share due to the constraints on hem-fir, Douglas fir and other traditional building mat€trials," he said.

Proposed changes in the countervailing duty on Canadian shipments into theU.S. would only increase S-P-F imports. "Recent decisions tend to indicate that it is not a fair tariff and could be eliminated, further easing the flow of Canadian product into the United States," Cartwright said.

What's S-P-F?

Spruce-Pine-Fir is a classification of predominately Canadian woods of similar characteristics grouped for production and marketing.

White to pale yellow in color, S-P-F woods are moderately shong, easy to work, take paint and hold nails well.

The greatest volume comes from western Canada where the principal species are white spruoe, Engelmann spruce, lodgepole pine and alpine fir. Foremost eastern species include red spruce, black spruce, jack pine and balsam fir.

Why mills don't think the price of lumber is too high

By Marlr Junklns Mill Sales Manager McSban LumberCo.

CIINCE the buyer and the seller are often at odds over the \Jvalue of any product in any market, the complaints we often hear about the "high" price of lumber are understandable. The saying "where you stand depends on wbere you sit" applies to mill sales people and lumber purchasers. We rcalne you place a value on our product based on how much profit you can make ftom it. We place value on our product based on what we can get for it, but we are also very much aware of what it costs to make iL

Lumber to some people is something you talk about over the phone or numbers on a computer screen. For those of us who see it made every day though, it is a tangible item with a lot of work, sweat and capital in it. This is our story. Allow us to outline, in an abbreviated version, the steps involved in making a piece of lumber.

(l) First and foremost, a tree has to grow for 25-30 years to make a saw log or 50 years to make a good grade log.

(2) A tract of timber has to be located. It is either offered to us or we approach the landowner.

(3) The timber then has to be cruised to detennine the volume. This means someone has to walk over every acre of the Eact whether it's 40 acres or400.

(4) Once the volume has been determined, a price has to be negotiated, eittrer directly with the landowner or through a sealed bid. Then timber is actually purchased - often with a large lump sum payment. The interest clock starts ticking.

(5) Next a logger has to be contracted to haul it. Then the timber is cut, limbed, skidded to a loading ground, sorted by species and grade, loaded and hauled to the mill. If you've ever been in the woods in Alabana on a July morning, you have some appreciation of what this requires.

(6) At the mill logs are weighed or scaled and unloaded by some type of large, expensive equipment. They will either be stored or sent directly to the mill.

(7) In the mill the logs are precisely sawn into lumber by

bandsaws, edgers, resaws and rimmers that are controlled by lasers, optimizers and computers which take a tremendous amount of energy to operate.

(8) Next the green lumber is sorted by thickness and properly stacked to go into the dry kiln.

(9) Drying lumber is a fairly basic procedure but keep in mind that it requires more energy to make it happen.

(10) After the lumber is dried properly it has to be taken off sticks. Then it must be hauled to a storage area to await dressing at the planer mill or it is taken directly to the planer mill.

(11) At the planer, the lumber is surfaced and graded. It's easy to forget that grading lumber meiu:ls someone has to look at every piece.

(12) After it is dressed and packaged for shipment, Oe lumber is sometimes held in inventory for a while, costing more interest. Then it is finally picked up one last time by another piece of expensive equipnent, loaded on the truck and invoiced, and credit is extended to our customer for a few days before the lumber is actually tumed into cash.

Please indulge the mill sales people when they complain about dimension lumber prices falling. We're not a grouchy bunch by nature. We've probably just talked to a logger who had to spend $1,500 for a skidder tire or heard from the timber folks about how we were beat by $50,000 on a tract of timber.

You rny not agree, but maybe this will put our side into penpective: at $520&I, a{2 2xl2xl6 will cost you $16.64 per piece. This lumber would probably be cut from one of those 50-year-old logs we mentioned. In a decent restraurant, a good steak, which would probably be cut from an 18monthold steer, would also cost you around $16.64. Which should have the most value?

McShan Lumber Co., John McShan, clwirman and president, prodrced 22nunbf of southern pine in 1992, much of il pressure treated -Editor.

Washington tami ly store still thriving after 70 years

EIUILDERS Material has been lJserving the people of Longview, Wa., for 70 years, 23 of them in the same location, with Mack family ownership snce 1924 and Jim Mack ils owner since 1968.

Personal attention drives the business which Mack operates with the sales counter as his office. Everyone is greeted by name and assisted in finding what they need. "It takes perseverance - showing up at 6:30 a.m. and staying until 6 every evening," explains Mack.

He adds tbat in an era when large chain stores grab ever larger shares of the lumber and hardware markets. his independent store has survived because cooperative buying keeps the prices competitive and the clerks know the difference between a carriage bolt and a lag bolt. We're competitive because we have knowledgeable people, Mack adds.

Builders Material was founded in Kelso, Wa., on March 17,l923,by B. F. Monis. Wilson-Mack Lumber Co., owned by Edgar Wilson and J. B. Mack, opened a branch of its Kansasbased business in Longview about the same time. In1924 Mack and Wilson bougbt the Kelso store and combined tle businesses on the present site as Builders Material.

Mack moved to the area in L937 from Kansas and began working at his

grandfather's store when he was 12 making pickets for fences. After graduating from Kelso High School and serving with the Army in Korea, he returned to Longview and bought the family business in 1968. "I hadn't planned to come bach but here I am, fat, dumb and happy," he comments with a laugh.

Things have changed over the years including a new building constructed on the old location in 1970. Early price books show 2x4s selling for $21 a thousand in 1929, compared with around $500 today. Equipment has changed as well. "My dad was so proud when he bought a Hyster forklift," Mack recalls. "Now we couldn't do without it."

Adding a computer system in the eady 1980s brougbt more change. "In this business, the market changes every day and you have to keep prices current," Mack says. "People who don't are losing money.

The business averages between $3.5 million and $4 million a yetr, but times have not always been good. The store suffered in the early 1980s when several local contractors failed. In one year alone, bankruptcies cost the business $10,000 in unpaid bills. "It's kind of tough on us because we're definitely a small business," Mack comments. "When people don't honor their commitments, then we

have txouble."

Government regulations and paperwork required of small businesses frustrate Mack. "There are so many pitfalls," he says. "You have to be careful and do your homework."

Because his children aren't interested in taking over the business, he will probably continue "until he drops" to keep from paying high taxes that would result from selling the store. "In the climate that we have today, you have to have a certain attitude, a certain toughness," he emphasizes. "If you don't want to do it, I don't think you should."

Despite early rising, long hours and frustrating paperwork, Mack doesn't plan to quit. "When times are good, you just don't throw confetti, say hurray and go to Acapulco. You have to try to live modestly and keep on an even keel."

Story at a Glance

Small town independent fights the chains with handson management, product knowledge and co-op buying ... frustrations of government regulations, paperwork and unpaid bills.

BUILDERS MATEBIAL owner since 1968, Jim Mack uses lhe front counter as his office, greeting and serving d$tomers with personal atlention and service.

Television discovers forest products

A S part of a new television series 4l a major w cable channel will be featuring outstanding forest products companies as examples of what's right with corporate America.

Curt Bean Lumber Co., Glenwoo4 Ar., one of five firrrs selected, will be featured in 'Fruits of the Forest," part of a television series set to air July 9, 7:09 a.m. Pacific Time, on cable's Discovery Satellite channel.

The Bean operation includes two mills cutting 600,000 board feet of southern pine daily, a treating plant producing 100 million feet of Eeated products annually, several thousand acres of intensively managed forest land and 115 rucks for coast-to-coast delivery.

Other featured companies are: Universal Forest Products, Grand Rapids, Mi., which has wholesale and remanufacturing operations nationwide; Erickson Air Crane, Central Point, Or.; Will-Penco, a Sheboygan, Wi., paper manufacturer; and 4M Corp., a papeftoad products producer based in Valhalla- N.Y.

The forest products series is produced by Criterion Productions, Inc., Richardson (Dallas), Tx., for its "USA Corporate Profiles," a pro-business look at the accomplishmens of American industry.

Senior producer Tim Sanders notes, "As we have produced our television series, we have become very concerned about the public's perception of our key industries. Over the last few years, there has been a lack of understanding about the industries that utilize forest products. With the recent envirorunental emphasis in politics, people have lost sight of how much they depend on forest products like paper and wood."

FILMING at Cuil Bean Lumber Co. included (top) a crew replanting trees in a recently logged area. Logs (center)being placed in the

loo deck afler unloadino from a loooino truc*. Wood products (below)-being badfi oi an 18 wheeler for delivery to a qlstomer.

TELEVISION crew's camera catches the aclion as logging operations proceed.

Our pre-stained DEK\WOOD@ will add durability and a beautiful finish to any project.

NEWS BRIEFS

Sandpoint Building Supply will open a 5,000 sq. ft. store and a 9,000 sq. ft. warehouss on 8 acres in Sandpoint, Id., in July, selling both contractors and retail customers

Lumberjack opened a 1,500 sq. ft. Yutra City, Ca., salesofice/showroom/catalog store for contractors and do-it-yourselfers to test the feasibility of opening a fully supplied store in the YubaSutter area in about 2 years

HorneBase will move corporate headquarters from Fullerton, Ca., to neighboring Irvine, expanding from 90,000 sq. ft. to about 150,000 sq. ft with a $23 million, 11 year lease ... Victorville, Ca., H omeBase celebrated completing a renovation and addition of a 33,000 sq. ft. drive-through lumber yard, new store lighting and a 3,600 sq. ft. special order area for kitchen and bath design ...

Home Depot, which plans to open 50 new stores and relocate approximately seven others nationwide this year, intends an early '94 opening in Federal Way, Wa., just across the street from rival Eagle Hardware and Gardeni Seattle, Puyallup and Tukwila, Wa.. Valencia and Chula Vista (San Diego), Ca., stores are in the offing ...

A building boom in Wenatchee, Wa., is attracting contractor suppliers with Wenatchee Lumber Co. (sharing space with U.S. Pallet) and Wenatchee Lumber Supply opening and Schaecher Lumber and Building Matericls expanding sales to the area...

Woodv and Carole Pierson withdrew their request to build a retail lumberyard in Klipsan, Wa., after neighbors protested rezoning

Builders Emporium, Tustin, Ca., was burglarized recently; a suspect has been arrested Home Depot has joined the effort to eliminate graffiti by locking up spray paint at San Diego, Orange and Los Angeles County, Ca., stores...

Errtst Home and. Nursery, Seattle, Wa., received the 5/. Matthew Award for outstandins community service to the pooi from Northwest Harvest HomeBase received a Hundreds of Partners Award for its leadership in electronic data interchanse ltom EDl, Dallas Tx., and ef&T Easv Link Services

Fidelity Management & Research Co. will be the new majority owner of Standard Brands Paint Co., Torrance, Ca., under a reorganization plan approved by a federal bankruptcy courljudge...

Anniversaries; Ernst Hame & Nursery, Seattle, Wa., I00th; Building Material D istributors, Galt, Ca., 50th; Plywood Pioneers Association, 29th

Mountain States Lumber & Building Material Dealers Assaciation has moved to 9034 E. Easter Pl., Suite 103, Englewood, Co. 80112; phone numbers remain the same

Sam's Select Wood Review, a new weekly lumber and panel market report by Dr. Sam Sherrill, former exec. editor of Crow Publicatiotts, is based in Porttand. Or., (800) 500-5100...

Pacific Western Forest Industries, St. Helens, Or., has reopened Brazier Forest Industries, Seattle, Wa., has a new computerized stud mill with an

The Merchant Magazine

estimated 40 million b.f. annual output in Molalla, Or. Cedarbrook Lumber, Cashmere, Wa., opened a re-man facility on 36 acres formerly occupied by W.l. Forest Products, upgrading with 140,000 sq. ft.of dry storage, an 11 acre asphalt yard, kiln dryer, moulders, saws, notching and pointing equipment...

Fred C. Holmes Lumber Co., Ft. Bragg, Ca., is moving this summer into a new office, warehouse and wholesale yard north of town; new facility is double the size oftheir current operation

Hampton Lumber Sales Co., Portland, Or., has formed a Southern California Sales and Distribution Division, incorporating the Rygel Lumber Sales staff in Newport Beach, Ca., to develop new services, customers and products in So. Ca. and Mexico markets; Rygel will voluntarily liquitlate...

PrimeSource Inc., has moved major accounts hq. and sales supp0rt offices from lrvine, ca., to Dallas, Tx. Exatic Woods, lnc., Torrance, Ca., is voluntarily liquidating ...

Louisiona-Pacific and its Kirby Forest Industries ftrc" sutlsidiarv will pay $11.1 million to avoid liiigation for violation of the Clean Air Act at 14 plants in 11 states and spend $70 million to install emissions control equipment; the fine is the second largest ever collected by the EPA under the Clean Air Act

Trus Joist MacMillan, Boise, Id., is negotiating to build a TimberStrand Iaminated strand lumber facilitv on a 100 acre site in Kentucky

Housing starts advanced 6.7Va in April (latest figs.) to a seasonally adjusted rate of 1,213,000 .." single family home building rose 6.3o/o; multifamily 9.SVo ... building permits increased 5.8Va ... in the West new construction edged up 3.44/o with permits up 4.3Vo

(Please turn Io page 54)

IMPORTED HARDWOOD LUMBER SPECTALISTS HARDWOONS

A DlVlSlOIrt OF BECKITIA}I I.UiilBER SERVICE ESTABLISHED IN 1954

(7141 272-1000

Office and Yard Address:

1695 California Ave.

Corona, Ca.91719

FAX 714-272-1071

KATHY BECKMAN

JOHN BECKMAN

DENNIS SNOW

GEORGE BECKMAN

t/om Suppl,IER oF CHotcn

o Choosing Hampton Lumber Sales Company to meet your lumber needs is one of the best moves you can make. oYou get a dependable supply of high-grade lumber from one of the country's largest independent forest products companies. Hampton grows and harvests much of its own timber - and uses the latest sawmill technologies to process it. rYou get courteous, professional treatment from your assigned sales representative. This means fast answers to enquiries, expeditious order handling and on-time delivery. r Hampton even has its own fleet of center-beam railcars. Make the smart choice. Call Hampton and enjoy the benefits of a half century's experience in the forest products business.

etclwiwly represents these sertm establidud nills:

Lumber Company -Grem Douglw fir haning up to 28'

Lumber Company - KD hmluk up to 26'

Manufacturing Co. - Specified heaog cuttings up to 40'

Hampton Lumber Sales Co., Portland,0R 503t 297 -7 69t, FAX 503/297-3188

Hampton Distribution Center, Portland, 0R 503/289-2174, FAX 503 I 289-226r

Precision Lumber Company, Pollok, TX 7\ 409/8s3-9333, FAX409/85i-3344 H

PRECISICN REDWOOD MANUFACTURING

JUI{E

Bulldlng Industry Credlt Associatlon - June ll, credit seminars, San Diego Hilton, San Diego, Ca.

Cascade Wholesale Hardware - June 12-13, show, Holiday Inn, Portland, Or.

Euroshop r93 - June 12-16, storefitting, display & merchandising fair, Fairgrounds, Dusseldorf, Germany,

North Amerlcan Vgholesale Lumber Assoclatlon - June l3-lt, executive management institute, University of Virginia, Char_ lottesville, Va.

Temperate Forest Foundatlon - June 14, New Horizons seminar, Denver, Co.

Los Angeles Hoo-Hoo Club - June 17, Angels baseball nighl Anaheim Stadium, Anaheim, Ca.

Bulldlng Industry Credit Assoclatlon - June 18, credit seminars, Irvine Holiday Inn, Irvine, Ca.

Phoenix Hoo-Hoo Ctub - June lE, golf, prescott Country Club, Dewey, Az.

Forest Products Soclety - June 20-23, annual meeting, Clearwater Beach, Fl.

Roseburg Hoo-Hm-Ette Club - Jrune 22, installation of officers meeting, Roseburg, Or.

Western Wood Preservers Instltute - June 27-30, summer meeting, Chateau Whistler Resort, Wbistler, 8.C.. Canada.

JULY

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

Amerlcan lorest & Paper Assoclatlon - July t-9, open industry forum, Alexis Riverplace Hotel, Portland, Or.

Sidinq Nails-

o No Staining

. No Streaking

Haghest quality nails tor cedar, redwood and other flne wood materials.

o Slender shank and blunt diamond ooint

r Diamond pattern head blends with wood texture o Small head diameter permits face nailing and blind nailing r Annular ring threads preclude nail head popping and cupping of siding boards AlSl Grade

30zl nickel/chromium allov.

SWANEZE

Ulhod Screws II wwE WLK

Inland Lumber Producers Assoclatlon - July E-9, l0th annual golf, tennis & dinner, Coeur d'Alene Resort, Coeur d,Alene, Id.

Portland Hoo-Hoo Ctub - July 9, golf tournament, Forest Hills Country Club, Forest Grove, Or.

Serrlstar - July ll-14, home & garden showplace, Marriott Lincolnshire Resort, Chicago, Il.

ryIil

@reL

o Selt-counter sinking bugle and trim heads Square drive recess eliminates driver bit cam-out Sharp point for quick penetration with minimal pressure

r Self-tapping coarse threads Coated with non-stick, dry lubricating film r Solid nickel/ chrome stainless steel for superior corrosion resistance .6 lengths: l" through 3"

For additional data and dealer inlormation:

Sw:rn Secute Products,

Natlonal Bulldlng Materlal Dlstrlbutors Assoclatlon - July 13, strategic electronic data interchange planning course, Los Angeles, Ca.

Spokane Hoo-Hoo Ctub - July 15, calendar planning meeting, Spokane, Wa.

Inland Empire Hoo-Hoo Club - July 16, speaker's meeting, El Rancho Verde Country Club, Rialto, Ca.

\Mestern Bulldlng Materlal Assoclatlon - Juty 23-2t, mid-year board and committee meetings; WASI annual meeting, Sun River Resort, Sun River, Or.

lntematlonal Lawn, Garden & Power Equipment Expo - July 25-27,Louisville, Ky.

Bulldlng Materlal Assoclatlon Executlves - July 31-Aug. 4, Mackinac Island, Mi.

AUGUST

\ilood Mouldlng & Mlllwork Producers Assoclatlon - Aug.39, semi-annual meeting, The Keystone, Denver, Co.

Spokane Hoo-Hoo Club - Aug. 12, horse racing, Spokane, Wa.

Los Angeles Hoo-Hoo Club - Aug. 13, golf tournarnent, Costa Mesa Golf Course, Costa Mesa, Ca.

Natlonal Buildlng Products Expo & Conference - Aug. 15-17, McCormick Place Wesg Chicago, Il.

Depot Fined For Misleading Ad

Home Depot has agreed to pay $U,369.95 in civil penalties and costs to settle a case in which it was alleged to have violated false and misleading advertising and unfair business practice codes in selling plywood, according to Riverside, Ca., County district attorney Grover C. Trask II.

The corporation also agreed to an injunction which prohibits it from selling or offering for sale plywood unless stat€ments about its length, width, thickness, strength, quality and/or grade and /or quantity comply with California business and professional codes.

Coforado Show Prize Winner

Max Quenon, general manager, Summit Lumber Co., Buena Vista, Co., won a wood sculpture given away at the Penofin booth during the recent Mountain States Lumber and Building Material Dealers Association show in Denver, Co.

The 36 inch carving of a wolf was created by Dana Fergerson. A Chesire, Or., artist who has been carving for 25 years, she uses Performance Coatings' Penofin, a transparent wood finish made with Brazilian Rosewood

oil, to enhance her work. The Ukiah, Ca., manufacturer featured both Penofin and Weatherblaster, a wood cleaner. at the March 18-19 show.

Trimco Opens Colorado Plant

Trimco Millwork has opened a new 56,000 sq. ft. facility in Aurora Co.

A 50,000 sq. ft. warehouse and 6,(XX) sq. ft. two story office building on 2-ll2 acres have been completely refurbished. Offices, restrooms and shop/assembly area now meet American Disabilities Act requirements. The entire plant has been repainted, the parking lot resurfaced, and landscaping, signage, fire and safety improvements added.

A state-of-the-afi, 2,600 sq. ft. training center will allow the staff to conduct an extensive training schedule for customers, says John olson, general manager. Jeff Sheirbon is Peachtree product manager. Al Thunnan is administrative numager.

A subsidiary of Hoff Companies, Boise, Id., the wholesale millwork distribution center joins existing Trimco facilities in Boise, Reno, Nv., and Salt Lake City, Ut.

LMA 54th Annual Well Attended

Bob Jessell, Cenral Valley Builders Supply, St. Helena, received the Presidents Award for outstanding leadership at the Lumber Merchants Association of Northern California's 54th annual convention.

Attendance at the May 13-15 meeting at the Hyatt Regency Lake Tahoe, Incline Village, Nv., was up substantially this year, reaching 2M with 33 exhibitor booths at the trade show.

Southern Lunber Co., San Jose, was recognized as the Most Outstanding Yard of the Year. Others receiving awards from retiring president Larry McFadden: Breeze Cross for political involvement; Meeks Building Centers, employee education, and Don Johnson, National Lumber & Building Material Dealers Association service. A $200 educational grant for LMA seminals, convention workshops or correspondence courses was established in memory of the late Bob Patterson, Jr., Central Valley Builders Supply.

Ways to survive in the ever chang-

ing political environment were reviewed by Allynn Howe, NLBMDA lobbyist, in his discussion of "Politics As Usual? No Way!"

Suppliers," a kickoff seminar moderated by McFadden. Following sessions covered numagemenl borrowing money, employee benefits, business succession, government regulations and what to tell customers about timber supply and price issues under the leadership of Gerald Grider, PGL Building Products; Mark Hageman, Weyerhaeuser; Hardy Wentzel, Trus Joist MacMillan; Kevin Hatten, Owens-Corning; Andy Wolf, Federated; Jim Roberts, Sunnyvale Lumber; Harry Williams, Acacia Group, and Wiiliam Burke, Cigna

Jerry Olrich, NLBMDA president and president of Oxford Lumber; Bob Riggs, Sequoia Supply; Frank Solinsky, Payless Building Supply, and David Still, Weyerhaeuser Co., explained new ways to do business in "Building Relationships With Your

Frank Solinsky was installed as president; Kathleen Patterson, Cenral Valley Builders Supply, lst v.p.; Bob Rossi, Rossi's Building Materials, Fct Bragg, 2nd v.p.; Gary DeYourg, Close Lumber Inc., Sutter, treasurer. John Saunders, Bill Sullivan and Mike Wilson are executive committee members-at-large. New board members: Jim Roberts, Jerry McMillan, Ken McCrary, Brad Harnden, Jeff Perritte, Scott Kassahn, Randy Blakemore, Matt Petersen and Ray Stephenson. Insurance trustees: Phil Larios, Mike Yaeger, Vito Mule, Greg Gay and Florine Auch.

Reforestation Drive Underuay

Harry Bleile, P&M Cedar Products, Redding, Ca., has developed a PlantA-Tree Program to help reforest areas scarred by last year's Fountain Fire.

Operated by Redding's Forest Museum, the program seeks to raise funds for the planting of some 4,000 seedlings along a three-mile stretch of Highway 299. For a minimum donation of $10, the museum will plant a tree in the donor's name and provide him or her with a certificate to commemorate the gift.

"People can plant trees in tle names of their loved ones, making a terrific living gift or memorial," said Bleile, a museum trustee and chaimran of the Plant-A-Tree Program. He notes that the seedlings will recreate the mix of incense cedar, white fir, Douglas fir, ponderosa pine and sugar pine that grew on the site prior to the fire.

The Forest Museum also has adopted Highway 299's Hilllcrest Rest Area with plans for a memorial grove on the site. Each tree planted in the grove will be identified with a marker listing the name of the donor. The minimum donation is $500 per tree. Additional funds will be used to construct viewing trails through the grove.

To send a tax deductible donation or receive more information, write TREES, The Forest Museum, P.O. Box 2291, Redding, Ca. 96099.

Japan Microwaves Lumber

Whole logs from runty, crooked trees that would ordinarily becone wood pulp are being microwaved and compressed to form high grade lumber in Japan, a Feb. 1993 issae of Popular Science reports.

While still in the research stages, the technique can produce superior lumber with more efficient use of wood resources. Whole debarked logs are heated to about 212"F, until they are mushy enough to dent with a finger. Then each log is compressed from all six sides into a board shape using about 142 tbs. per square inch of pressure, and reheated to remove remaining moisture.

The process produces squared-off timber which retains natural grain patterns and is superior in many ways to ordinary lumber. The increased density makes the wood stronger, with a tighter, more consistent cell structure, and less likely to warp or split, tbe repat says.

I PINE finger joint & solid moldings

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

I OAK picture frame moldings, selected furniture details

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

I FIBREBOARD products

I PARTICTEBOARD shelving

LUMBER & MOLDING

Representing 130 years of Iumber industry experience:

TNTII]NIBER

P.O. Box 196, Alamo, California 94507-0796

(5r0) 837-e545 lffi

FA)( (510) E37-2nan t #m Eo''o N g*o*

cALrF wArs (800) 521-4-rNr il" ; idk i ., ,1,.!:j

WHOLESALE ONLY . J. '&.".!.1

ATTN: LUMBER BI.IYERS AITD SELLERS

NOW AVAIIABLE: A nevu "high tech" way to buy and sell lumber. TNT FAX NETWORK is easy, fast, saves you money and the TNT Fax Network gets results. q

TNT's new computerized fax system provides lumber buyers and sellerc with cunent weekly price and availability updates. The system faxes your inquiries to almost every U.S. West Coast and Canadian sawmill, giving your lumber needs immediate exposure, Mills: we can fax out your offerings to ov€r 400 TNT customers.

SOFTWOOD...HARDWOOD. PLYWOOD . . . PALLET STOCK

OI.JRBUSINESS GKOWSON

Stick to the Basics with Adhesives

With all the adhesives on the market, oonsumers can have a tough time selecting the proper one for a particular job. And sometimes confused customers will choose to buy no product rather than risk buying the wrong product, A knowledgeable sales staff can help buyers make the right choice.

Epoxy Glues: Designed mostly for non-porous surfaces, but can be used on wood. Uses include pipes, radiators, metal, china, marble, ceramic tile, masonry and glass. Among the stongest adhesives available, bue epoxies come in two pads (a resin and a catalyst) that are mixed together before use, Once combined, they set permanently in a specified length of time to withstand vibration, shock and nearly all @rnmon solvents.

Redwood

Comrone Thru Utryers

o Tlnrberc . Pattetrns

. Dockfurg . Fenc.furg

o $takes

Western Red Gedar

For All Your Redwood }{eede Catl

Charnaine Robinson or Bob Baxter

!r79 West Washinglon AYe. Escondido.CA.g2o2li (org) ?4r-5ttr

C.l Wholesale Redwood Lurnber Co.

Urethane Adheslves: Tbe one-part adhesives bond most materials, offering the strength of an epoxy without mixing. They require clamping and 24 hours to fully cure. Uses include mending fumitue, tool handles and children's toys.

Contact Cement: Used on many surfaces, though joints may come apart under heavy loads. Most effective on porous or semi-porous surfaces, it bonds immediately without clamping and resists water, fungi and extreme temperatures, though instant adhesion makes it difficult to use. It bonds laminates to countertops or cabinets and plastic foam, bardboard or metal to wood.

Clear Cement: Works best on porous materials. It is clear, colorless, water resistant and suitable for flexible and rigidjoints.

Whlte Glue: Used to bond fabric, paper, cardboard, cork, leather and interior woodworking jobs not requiring a waterproof joint Tbe affordable, milky-white glues dry clear, set quickly and can withstand moderate strain.

Woodworkers' Glue: For jobs needing ease of sanding and better water and heat resistance. It grabs faster than white glue.

Instant.Settlng Glues: Ideal for most non-porous (ceramic, some plastics, rubber, metal, synthetics, polyethylene, but not glass) and some porous materials (wood, leather, paper, but not foam). A small amount of the gel creates a strong instant bond, so it should be handled carefully.

Plastlc Resln Glue: Powdered urea formaldehyde glue is mixed witb water to make highly water resistant bonds that are non-toxic and impervious to most materials.

Wolnanized@ pressure-treated wood

Dicon@ fire retardant treated wood

Waterproof Glue: For wood joints, the two-part (liquid resin & powdered catalyst) adhesive cures under pressure in l0 hours.

Caseln Glue: Features good filling qualities for heavy wood gluing. Powdered casein mixes with water, is less expensive than plastic resin and waterproof glue, and sets in three hours.

Acryllc Adheslves: Bond most surfaces including oily or porous surfaces. The waterproof, non-flammable, two-component adhesives don't need mixing, hold well under stress and bond in less than a minute, pemranently in 45 minutes.

Heavy-Duty Adheslves: For flat interior or exterior surfaces, The solid adhesives permanently attach rigid plastics, ceramic, glass, metal and finished woods. The industrial shength bond resists temperatures, water, oil, gas, detergents and vibrations.

Anaeroblc Adhesives: For creating bonds in tbe absence of air, such as when sealing nuts and bolts. They guard against corrosion, leaks and parts loosening from vibration and shock.

Hot-Melt Adheslves: Available in several types, including clear sticks for general puryose use, white caulk sticks and wood repair sticks. They are used only in hot-melt glue guns.

We have a large inventory of these proven products. Call us.

Wood Fit For A King

E ot the King Shops, a recently f completed shopping mall on Hawaii's Kona Coast, nothing but the best would dowaterfront location, award winning architecture, and durability tolastthroughthe ages. Theproject met all these demands plus more, and it didn't require a king's ransom.

King Shops' architectTed Garduque of Garduque Architects, in Honolulu, Hawaii, said, "Our goal was to create a project that balanced economy with design, whilecreating adelightfulplace to shop in this Kona Coast resort setting. To achieve these goals we selected Chemonite treated Douglas Fir as our primary framing material because of its flexibility, speed of construction, and low cost."

These expectations were fulfilled when the project was completed on budget and on time.

functional compromise nor does it require accompanying soil treatment. Garduque said it accepts all coatings readily and like untreated lumber is easy to work with.

Built with durability by design, the King Shops 75 ,000 square feet of shopping space will host visitors for years to come. What's more, the King Shops are more thanjust a pretty place to shop. In addition to merchandise, the complex features displays highlighting Hawaiian legend, lore and volcanology.

Chemonite is the registered trade name for Ammonical Copper Zinc Arsenate (ACZA); itwas initially formulated at the University of California in the 1920's, and developed forcommercial use in the 1940' s by J.H. Baxter, a Califomia timber and ffeatment company, which continues to hold the product's license today. Chemonite treated wood has maintained its structural integrity for over 50 years with no reported removal due to failure.

Building in the lUlorine Environmenl

In addition to helping Garduque meet his economy, speed and durability objectives, the King Shops have been getting the royal treatment for their aesthetics too. The project recently received the "National Commercial Builders Award" from the National Association of Home Builders, and on the Islands the King Shops have been praised by locals and the media alike.

Fromthe smallest 1"x4" to the largest 6"x14", all 350,000 board feet of timber used in the project were treated with Chemonite. The treating was done by Conrad Wood Preserving of North Bend Oregon, for Forest Products of Hawaii, located in Kailua, Hawaii. Speaking about the King Shops Forest Products' Owner Lee Haskins said, "Here in Hawaii, Chemonite's about the only treatment we can depend on."

While it's tough enough to withstand the rigors of Hawaii's warm, humid tropical environment including the voracious Formosan termite, Chemonite treated Douglas fir doesn't require

Choose the perfect tombinqtionDouglos fir lreqled with Chemonite3

The marine environment-both salt and fresh water- requires building materials that will withstand tough times. The right wood, pressure treated with the right preservative to the proper penetration and retention has been proven to

resist the stress of the environment best. For complete details on Chemonite treated Douglas fir and the name of your nearest Chemonite wood treater call 415-573-33 I 1, or write P.O. Box 4215 Foster citv. cA 94404.

Go-ops Help Stores Build An lmage

Membership in a co-op can give a retailer more than an advantage in buying power. In many cases the buying group becomes a mentor, guiding the store's management. Whether the store is rethinking sales philosophy, training employees, contemplating a public relations program, planning a special event, adding computers or redesigning the

store, a specific program, a helping hand, advice and encouragement are available. Affiliation with an organization which focuses on their growth and success can be a powerful stimulus fu many small independents who feel lost and inadequate facing the cunpetition of large chains.

Co-op members are encouraged to feel that the group is working for them. Mike McClellan4 HWI president, stresses that the focus of his company is developing programs to helpindividual members grow. "'We've got to protect the future of independent retailers," he said.

Couer and Company president Dan Cotter seeks to develop a feeling of fraternity among his True Value Hardware members. He encourages them to share ideas, suggestions and solutions with each other.

Cotter's monthly Members magazine is filled with ideas successfully tested by member stores. Stressing merchandising and marketing, the publication is a cheerleader urging stores to stand strong against the competition of discount chains.

Although support services are increasing, the buying advantage is no less of an incentive for membership with the focus broadening from the traditional hardware. Lumber and building materials are offered by most organizations with special buyers and services for these products.

Buying groups are also taking on the role of image makers, offering store plans ranging from interior remodeling to new stores incorporating the latest merchandising features. All rely on attention grabbing symbolism. Ace's Store 2000, Do-it Center 2000 and Sentry Hardware's Store of Tomorrow look to ttre future for their theme. Others, including TrustWorthy with "We're the Problem Solvers" as a slogan, emphasize service. Traditional symbols of quality characterize True Value's Store of First Choice and Build America programs.

The retailer who wants the confidence and benefits provided by membership in a multi-faceted organization is usually well served by the coops and buying groups of the '90s.

COOPS encourage slores lo add popular services such as lhb nursery and garden sedion.

PERSONALS

Ramsey Fendall has joined Dixieline Lumber Co., San Diego, Ca., as senior lumber buyer and purchasing mgr., according to Harold Bell. Scott Cowllng is now supplies buyer, joining plywood buyer Rlck De La O in the purchasing dept. Tlm Llssner is new to fence sales & industrial sales, and Ed Ludwlck and Dave Hamllton to the Dixieline huss div.

Jeff Howard is new to sales at Capital Lumber Co., Healdsburg, Ca., reports Barbara Caldwell, sales mgr. Kent Tam and Earl "Whlteytt Sothman are now in sales in Denver, Co.

Randy Johnson hasjoined Plateau Forest Products, Bend, Or., reports Wayne Mcby.

Patrlce Tardlf is now a market develop ment specialist and quality auditor with the American Plywood Association's field & quality services div.

Rlch Harlow and John Mlchael have joined the sales team at North American Plywood Corp., Santa Fe Springs, Ca. Ilonald Kuser has returned to the Jersey City, N.J., office as mgr. after seven yeani in Santa Fe Springs.

Nlck Rendlno has joined the sales force at Pacific Forest Pnrducts, Fresno, Ca., according to Blll Barr.

Susan Alford has been promoted to v.p.human resource services at Ernst Home and Nursery, Seat0e, Wa.

f,'rank Sherldan, Afrasian/Gross Veneer Sales, Mineola, N.Y., bas been elected pres. of the International Hardwood Products Association.

Vlctor Rlolo, director field services, Westem Wood Products Association, Portland, Or., plans to retire in Dec.

Dlck Newsham, Fremont Ca.. has been named Regional Sales Representative of tbe Year by Celotex.

Jlm Cameron, 3-C Trucking, Long Beach, Ca., was honored at Daytona Race Week in Florida for outstanding contributions to the sport of tials riding involving vintage motorcycles.

Dave Bethea, PrimeSource, Inc., Irvine, Ca., has been transferred to Dallas. Tx., to head up the inside sales support group.

Jeff Steele is now gen. mgr. of Lafayette Lumber, Lafayette, Co.

Maryallce Acevedo, Cal-State Lumber Sales Inc., San Ysidro, Ca., spoke at the opening breakfast of World Trade Week'93.

Blll Poulter has been named installed services director for HomeBase, Fullerton, Ca., reports pres. Blll Patterson. Jay Croslln is mgr.-sales & mktg., installed sales; Cralg Pottenger, mgr.operations, installed sales; Blll Kaplan, decor buyer, and Steve Budrow, hardware buyer.

Duncan R. Hossack, Snavely Forest Products, Phoenix, Az., has been transfened to Baltimore, Md., as gen. mgr.

Mike Durk is new to the industial sales div. of Snow Peak Forest Products, Coeur d'Alene. Id.

Steve Bruner, owner, Tali-Pak Lumber Milling, Hopland, Ca., competed in his first Yerington, Nv., 4fi) mile off-road race, Class #4 driving a Jeep Honcho. Co-driver was Tali-Pak forklift driver Don Eberle.

Hoover Treated Wood Products announces 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 recold, a So-year projected useful life, and is the FIBST Fire Retardant Treated Wood with;

a fhlrd Party Klln frlonllorlng ln addiilon ]o

U.L.follow-up serrice

a FRf labor and moterials replacemenj cost wononty

I Code Compliance P,eport with evaluation of elevaledtemperature strength testing for roof opplications

I Hlgh temperalure strenglh test resuht

I New York State Smoke loxlclty test resutts

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

For Technlcol Informqrlon Coll r-800-TEc-wooD

Bllt \ilhelan, former ceo, Roseburg Forest Products, Roseburg, Or., has resigned from the co.

Cralg Klncald, Kincaid Hardwood, Fair Oaks, Ca., is back from boogie boarding down both forks of the American River.

Bob Dewald is new account rep at Reid & Wright, Inc., Broomfield, Co.

Blll Ahrens bas been named sales and purchasing mgr. at Canfor USA, Meridian. Id.

Tom Hanson, Portland Pacific Forest Products, is back in Grcsham, Or., following vacation.

Greg Trapp is now architectural rep for L.A. and Orange counties at OrePac Millwork hoducts (Maple Bros div.), Chino, Ca., reports sales mgr. Tlm OtNell. Blll Valols is now covering the Inland Empire and San Gabriel Valley, and Dlrk Myers and Mltch NaranJo, O.C.-L.4. South Bay region.

Jeff Shelrbon has joined Trimco MiIlwork, Aurora, Co,, as Peachtree product mgr., reports gen. mgr. John Olson. Al Thurman is new as administrative mgr.

Wllllam B. Slnmonds, former Weyerhaeusr v.p,, is new to Market Resource Associates, Inc., Minneapolis, Mn., reports ceo John Cashmone.

Jlm Ballln is new to Timber Products Sales' intemational dept., Springfield, Or., specializing in imports.

Chrls Jenson is new to outside sales at Adam Wholesalers, Denver, Co.

Bob Valponl, Hales & Symons, Inc., Sonora" Ca., and his wife, Mary, are celebrating their 4Oth wedding anniversary.

Dennls Rlchardson, Oregon-Canadian Forest Products, Orange, Ca., reports son Brad was one of 42 U.S. Marines selected for a college education program followed by Office Candidate Scbool and commissioned officer status.

Robert Cabrera is now hardware sales mgr. for Yale Sales Wholesale Hardware, lns Angeles, Ca.

Mark Ellasson is now national account executive for CertainTeed's residential insulation group.

Alan Hern is now gen. mgr, at Regulus Stud Mills, Inc., SL Maries, Id.

A.D. ttPetett Correll, pres. and c.o.o., Georgia-Pacific, A0ant4 Ga., was presented the Earth Pledge Foundation's flrst Sustainable Development Award.

Ron Hughston has been promoted to western regional hardware sales mgr. at Phifer Wire Products. Mary Brltton is a new hardware sales rep. Scott Grlswold is new to sales at Idaho Timber Corp., Boise, Id.

R. Dale Lausch, pres., Universal Forest Products, Grand Rapids, Mi., recently visited thefu Universal Far West Co. Huntington Beach, Ca.

Gene Llvely, pres., Valley Distributors, Turlock, Ca., plans to retire in Sept. after 45 years in the business.

Jerrald T. Kabelln, Cotter & Co., has been named chaimun of tbe boar4 replacing retiring Wllllam Claypool trI, who remains on the board.

Robert Josephson, Stanley Tools, is now product line mktg. mgr.-paint applicator and surface preparation tools, and Kate Donley, product line mktg. mgr.fastening tools.

Duncan Moflat has joined Henry Co., Huntinglon Park, Ca., lrs v.p.-operations, Hemy Coatings Group.

Dana R. Lowell is now mktg. mgr.doors, openers and electronics products for Stanley Door Systems. Rlchard J. Caceres is product mgr.-electronics, gate operators & security systems, and Larry C. Kaufman, products mgr.garage openers.

Chrlstopher A. Bochm6 has been nanred western regional sales mgr. for The Genie Co.

Ron McFarland, Seasle, Wa., has been named Pacific Northwest dishict mgr. for James Hardie Building Products, Fontana. Ca. Todd MacCallum is now Hardieshake sales rep for Orange, Riverside & San Bernardino counties.

Elleen A. Llttle is now selling ladders for Mungus-Fungus Forest Products, Climax, Nv., according to owners Hugh Mungus and Freddy Fungus.

Group Formed To Fight Lumber Thefts

Exasperated and enraged by a string of costly, late night wood products thefts, Southern California lumber yards have fomred a special task force to prevent fufure crimes and, if possible, carch the crooks.

Since January, it is estimated more than $1 million in materials has been stolen in similar truck robberies (see Thc Merclnnt, May, p. 32>. Typically, thieves break into &e yard late on a weekend night and load one of the company's own trucks with handpicked materials, usually plywood. Most of the trucks have been rccovered empty within a 10 mile radius in Los Angeles. Authorities suspect the wood is unloaded at a central warehouse for storage or shipment locally, to Mexico or possibly overseas.

The retailers and wholesalers called an emergency meeting of Lumber Association of Southern California members to discuss the problem and begin forming a new Anti-Theft Committee. A concerned group of 24 members representing 15 yards attended. The lumbennen shared what they're doing to guard against becoming the next victim.

"Many people felt like police weren't doing anything, like their indi vidual police deparmrent was too busy to care about their one case," said committee head Martin Temple, Weyerhaeuser, Long Beach. "But as it tums out there's a multi-divisional police task force that is pursuing not just wood products thefts but cargo thefts in a fairly wide range of products and geographies. There's a ring that steals to order."

The committee is compiling adatabase to aid the multi-divisional task force. All victims are being asked to fill out a fomr stating what happened, where, when and what police agency they contacted.

Clues are mounting. A late night robbery at one yard was recorded on tape by ahidden security camera.

And on May 10 police apprehended three teenagers as they tried to make off with a fuck and its loosely secured load from Ganahl Lumber, Anahein. Around-the-clock security services now patrol all three Ganahl yards.

The committee is considering posting a reward and LASC is disributing a letter to law enforcement agencies in

Riverside, San Bernardino, Los Angeles and Orange counties to alert them to the problem. "If they spot a Euck carrying lumber on the highway between midnight and 3:00 a.m., they should know it's not supposed to be there," said LASC's Wayne Gudner.

Companies who can provide information or would like assistance are urged to contact LASC, (800) 266434r'..

"We want to at least shut it off and see that it doesn't happen anymore," Temple said, "and at best help catch and convict these guys."

Ganadian lmportTariff Unfair

The U.S. tariff imposed on Canadian lurber imports has been found to not comply with a free trade agreement between the two countries.

An international panel detennined the Bush administration ened in part when it levied a 6.57o duty on Canadian lumber last June. Aug. 4 is the deadline for U.S. response to the ruling, which the Commerce Departnent found "disappointing. "

A panel of Canadian and American trade officials is expected to rule June 27 on whether Canadian forest policies affect U.S. lumber sales.

Higher Lumber Prices To lncrease Home Costs

Lumber prices will climb steadily during the rest of the decade, each year adding $6.6 billion to the nation's lumber bill and $1 billion to its trade deficit.

A study by the Irland Group shows new home buyers will pay about $3.5 billion of the annual increase. Based on average annual sales of 1.1 million new homes, this could range from $3,500 to $5,000 for each home.

Although softwood lumber prices have dropped in recent weeks, they doubled from October 1992 to March 1993. Blaming this on timber supply restrictions, particularly in the Pacific Northwest, Lloyd C. Irland said, "The

majority of analysts have concluded that supply trends are the dominant factor causing pric€ increases."

High U.S. lumber prices will create pressufe for harvesting overseas as well as domestically, he pointed out. This could lead to overcutting or premature cutting of forests and result in potential environmental darnge, espesially overseas where forest protection laws are sometimes weak.

"Higher lumber prices will spur an unprecedented wave of innovation in building materids markets and technology," he said. "In a decade or so, increased supplies of engineered wood products and non-wood substitutes are

likely o significantly moderate further increases in prices."

But the switch to non-wood substitutes will create negative environmental effects in the form of higher energy conumption and carbon dioxide emissions, he warned.

The American Forest & Paper Association, National Association of Home Builders, National Lumber & Building Material Dealers Association, North American Wholesale Lumber Association, Northeastem Re0ail Lumber Association and Northwestern Lumber Association co-sponsored the study.

HomeBase Picks Up Where Sears Left Off

HoneBase is beefing up both its installation sales and service to contractors.

The chain has conEacted with over 120 fomrer Sears installation sales representatives and senior managers in a move to capture a portion of the $600 million home improvement installation market abandoned by Sears, Roebuck and Co. in January.

"Sears' reorganization offered us a once in a lifetime opportunity," said William Patterson, president of the Fullerton, Ca., chain. A 25 year Sears veteran, he headed their home improvement division prior to joining HomeBase.

The progran focuses on projects most commonly requested by homeowners including complete bath and

kirchen remodeling, re-roofing, seamless gutter installation and wood and chain link fence installiation. Complete installation of central heating and air conditioning, windows, entry doors and garage doors is also offered, with additional services planned.

HomeBase is also adding a full service contractor's desk and manager at stores.

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Preliminary figures released by the Home Improvement Research Institute show 1992 home improvement product sales at $106 billion, a 5.27o incrcase over 1991.

Consumer sales increased 5.84o to $73.2 billion while sales to professional remodelers rose 3.6Vo to $32.8 billion. Data are exclusive of labor for professional services and new construction figures. Based on these estimates, the home improvement product market will ouperfonn retailing in general.

Projections for 1993 estimate the total home improvement product ruuket at $115.4 billion, 8.97o higher than 1992. The consumer market is expected to reach $78.8 billion, a7.lVo growth, and the professional segment $36.6 billion, a ll.S%o growth.

Annual San Diego Awards

The San Diego Lumber Association presented seven cash awards to students from architecture classes at Southwestern, Mesa and Cuyamaca Community Colleges in is 27th annual architectural design competition.

A $500 first place, $300 second place, three $100 honorable mentions and a $300 graphic presentation award were made at a May 26 awards dinner. Winning projects were displayed to the public at Dixieline Lumber, La Mes4 Ca., May22.

"The competition, which integrates lunber and wood products, gives the studenB the opportunity to study the structural and aesthetic values of the different species of lumber," said Clyde Jennings, vice president of both J&W Redwood and the association. Henry Garnjobst, Jr., president, Helix Wholesale Co., is executive director of SDLA.

Environmental lssue Seminar

The Hardwood Council will sponsor a booth and present a seminar on "The Envhonmental State of North Anerican Hardwood Forests" at the American Institute of Architects Expo, June 18-20 in Chicago, Il.

Answering concerns about the envinrnmental impacts of wood products, hardwood spokespersons will assurc attendees from around the world that wood used in buildings is ecologically corect, structurally secure, cost efficient, safe and beautiful.

ttWe put our reputation on your

Dixieli ne Forecast Meeti ng

An authoritative look at the industry's future was provided at a conference sponsored by Dixieline Lumber Co. of San Diego, Ca, in conjunction with Weyerhaeuser Co. and Trus Joist MacMillan.

Problems in Douglas fir lumber supply and other western species as well as market conditions and other factors affecting price and supply were covered by Dan Kearin, Weyerbaeuser vice president of sales and narketing. Tom Devlin. Trus Joist MacMillan division manager, outlined the bright future of engineered wood. Eighty-yearold Dixietne is Trus Joist MacMillan's largest customer in the U.S.

More than 300 contractors and 80 Dixieline staffers attended the April20 meeting at the Hilton Mission Valley Hotel, San Diego.

Because of the huge success of the gathering, Dixieline president William S. Cowling II said similar meetings are likely for the future.

Founded in 1913, the Southern California company is currently celebrating its 80th year in business.

BANNEB TURNOUT for industry confersnce sponsored by (1) Dixieline Lumber Co., San Diego, Ca. (2) (l-0 Dixieline builders conlrol fund's Cathv Osbero and Mofl Stanlev, manager. (3) Dixielineblassics Collectioris div.

manager Jess Hall, Shuon Sale, Kathy Zucker. (4) John Enerva, corporate merchandiserbuilding materials. (5) Dan Kearin, v.p.-sales & mhg.,-Weyerhaeuser. (5) Guests enjoy the buffet dinner.

CLOUDY skies and rain didnt bother the 150 cuslomem and guests aflendinq Diablo Timber's second annual open houseind qolf tournament in Napa, Ca. -(1)Joel Hamei, Robeit Hanis, Ben Cassinerio. (2) Rick Zazlove, Jim Robeils, Jimmy Zazlove, hick Roberts.' (g) Lonoll Wall, Chris Malstrom, Steve Pozo. l4l Woody Woodlief, Hank Klevn-Schoorel. Johri Kammerer. (5) Bob Handegard, Pete Beineke. (5) Alan Boyd, Julie Wriqhl. (7) John Souza. Bill Blachreill, After playino qof on ADdl 23 ai the Chardonnay Club, leildrs from'northern and soulhern California, Nevada and Oreoon tourod the mill which proce$e6 180,Cr00 bi of westem soflwood species per day, specializino in redwood, accordinq lo owners'Rich Favreai and Cassinerio. -

Prodigy Adds Treated Forum

To combat inaccurate information about treated wood being exchanged on the Prodigy Homelife computer bulletin board, Jerry Harke, AWPI manager of public affairs, has worked with the service to set up a subject area called "Treated Wood Expefts."

Found under both "Garden" and "Building and Home Repair" categories, it provides an opportunity for those in the industry to answer consumer questions about pfessure Eeated wood. Harke has already had elec-

tronic dialogue with several consumers, using material from AWPI's new "Answetrs to Often Asked Questions" book as a sour@.

"Everyone in the wood preserving industry who has a computer, modem and the proper software needs to get on all of the bulletin boards on a routine basis to answer questions," he said.

CompuServe and On-Line America also offer gardening forums where the public can exchange infonnation on ureated wood.

Hardwood Distributors'

THE BEST TOOL 70th Annual Convention FOR THE DECK BUILDIilG IilDUSTRY

Joe Wahed, chief economist of Wells Fargo Bank, moderated a discussion of the economy at the 70th annual convention of the Pacific Coast Wholesale Hardwood Distributors Association with participana showing modest optimism for the nation and cautious concern for California until 1995

President Shidey Reel, Reel Lrmrber Service, Anaheim, Ca., presided over the April4-7 meeting at Meadowood, St. Helena, Ca. , and introduced the sectional reportS:

Washington, Jack Butson, Brady International Hardwoods, Renlon: Customers continue to be cautiously optimistic with the mid-size cabinet shops catering to the mid to high-end residential market the busiest.

Oregon, Jim Price, Emerson Hardwood Co., Portland: Some lower-priced competitors beginning to move to replacement cost mentality. There is a srong emphasis on cleaning up accounts receivable. Steady business in 1993 with sEonger competition and weaker margins.

Northern California, Joe Long, J. E. Higgins Lumber Co., Concord: Credit and accounts receivable became more frightening as actual losses and need for additional reserves become a rcality. There is no reason to be optimistic about Califomias economy for the next year or two.

Orange County, Shirley Reel: Competition still very tough. A difference of one cent in the price of a deiail may detennine if you get or lose the order. Increased domestic and imported plywood prices with most suppliers on allocation. Undependable shipping with increased lead tine. A decrease in bar*ruprcies.

San Diego, Jim Frost, Frost Hardwood Lumber Co.: Residential building starts 87o lower than last year's dismal number. New environmental regulations are further aggravating the economy. Past due accounts have increased in the last three months. The economic picture for San Diego for the next four years will continue bleak.

Los Angeles, Lynn Monthaven, Lane-Stanton-Vance Lumber Co., City of Industry: A rash of bankruptcies since

(Please tum to page 54)

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LARGE VARIETY OF SCFEWS including QUIK DRIVE RUST BUSTERS, colored to blend with cedar and pressure trealed lumber; also sell-drilling tips to avoid wood splitting.

Preservative Rods

Impel Rods from Chemical Specialties Inc. provide cost effective, internal wood protection against rot and certain wood damaging insects.

NEW PRODUCTIS

and selected sales aids

Point-Of-Sale Software

Keystroke POS, a comprehensive point-of-sale software system to aid retailers in sales management and inventory control, is new from Specialized Business Solutions.

Version 2.1 includes bar code printing fornats, enhanced inventory receiving functions, new hadware interfaces for customer pole displays and elecronic scales, improved muliistore functionality and a new inventory maintenance module. Using its bar code capability, sales transactions can be completed in seconds with the touch ofjust three keys.

User interface conforms to the

A Tall Order

Totally weatherproof and virtually maintenance-free, PermaCast columns from HB&G are molded from a proprietary fiberglasscomposite material for exceptional loadbearing capabilities.

Available fluted or unfluted in four popular sizes, the columns can be used with HB&G's Polvwood (polyurethani:) caps and bases for a completely rot, wary and insect-proof column system that needs no weather protection such as internal asphaltum coatings or ventilation.

The upper twothirds of column shafts are tapered to offset an undesirable optical illusion generated by parallel lines in vertical structures.

Windows-style IBM Common User Access standards (pull-down menus, pop-up windows, list boxes, hot keys and push buftons).

Molded from water-diffusible boron, they are inserted into small holes drilled in wood where it is most susceptible to rot. The holes are sealed with a wooden dowel, putty or caulk that can be painted or stained. Rods remain in a solid state until the wood's moisture content exceeds 20Vo. They then begin to dissolve and diffuse into the wood.

As the rods dissolve, the boron migrates to areas of highest moistue, where wood is most susceptible to rot. If the wood dries, diffusion stops and the residual preservative remains in place. Depending upon conditions of moisture, rods need not be replaced for years.

Ododess, colorless, non-staining and low in toxicity to humans and animals, they fit virtually any application, including beavy timbers, beams, joists, posts, millwork, windows and door frames.

Aluminum Rail Line

A new line of heavy duty aluminum railing with the look of wood has been introduced by Superior Aluminum Products.

Featuring l-112" wide pickets and

Get Hooked

Colorful, durable, plastic pegboard hooks which stay in place are new from Sta-Put Color Pess.

For use on ll4" peg-board, they feature a unique locking design which keeps the hook securely attached when adding or removing items. Once attached, pegs can be removed for reuse with a quick pull and retain their original grip srength.

Constructed of non-toxic, highstrength polypropylene, pegs come in thrce styles: round hook, angle hook and adjustable tool ring hook. Each !l-uq, red or yellow hook holds up to 10 lbs.

4" high top rails, the Series 990 rulings_are available in a wide variety of confi gurations and eight maintenaircefree anodized or baked-on enamel decorative finishes.

Wremarkable Wrench

The CLAW Cinch Lock Adjustable Wrench from First Choice Tool Co. features nvice the gripping power of conventional adjustable wrenches by locking onto four sides of a hex nut or bolt instead of onlv two.

FREE ADDITIONAL INFORMATION

on any product in this section is available by writing 4500 Campus Dr., Suite 480, Newport Beach, Ca.92660. Or call (7 74) 852-1990 or FAX 7 74-852-023 1 Requests will be fonparded to the manufacturer. Please list product(s), issue and page number:

The three model sizes can each handle more than 30 different sizes of nuts and bolts, replacing more than 30 different conventional wrenches and sockets, both standard and metric. Built to professional specifications, the tool comes in 8, 10 and 12" sizes. Other features: high quality hot drop forged moly alloy steel construction; angled handle to keep user's hand clear of work surface, and open top to allow long bolts to extend through wrench to access nuts not reached by standard sockets.

Save Your Energy

A radiant barrier that can be installed in attics, floors and sidewalls to drastically reduce energy costs is new from Advanced Foil Systems. When applied in attics, AFS-RB reportedly will reflect 95-97Vo of the radiant heat striking a roofs surface, stopping it before it saturates attics, batts or blown-in insulation, to reduce heat flow by upto21%o.

Name Company

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The three-ply reflective product is non-toxic, features a vapor penneability of zero and can also be used as a chemical and vapor barrier.

Pick A Picket

Thirty different styles of vinyl fencing are now available from Heritage Vinyl Products.

Specially added ultraviolet inhibitors protect the fencing from sunlight. Impact modifiers added to the bonded blend of 1007o virgin, high polymer resin increase its strength.

Classically Crafted Columns

A new line of load-bearing architectural columns manufactured from an innovative fiberglass, marble dust and resin composite have been infroduced by Focal Point.

With the cool feel and sturdiness of stone, non-porous ClassiCast Columns resist ihpact darnage, fire, weather and termites. They are easily painted, installed and, for a precise fit cut from the base.

The fencing reportedly won't rot, rust, crack, chip or peel and is maintenance free and highly impact resistant. The fine includes picket fences, privacy fences, ranch fence and swinming pool fence, in white, tan and gray.

Designed for interior or exterior use, they are available both in fluted and plain profiles, with coordinated decorative caps and bases. Columns come in 8' and 10' lengths and 8" and 12" diarneters at the base, with gracefully tapering tops, and carry a 15 year warranty.

Pre-Built For Privacy

Redwood Empire's SequoiaFence pre-built redwood fencing is now available in a new lattice paneltopped design to provide an extra degree of privacy.

Privacy Plus fencing features tongue and groove fence boards and dadoed rails to ensure a solid fit, a sturdy rabbeted 2x6 kick board for longJasting stability, and op quality, corrosion resistant fasteners. Its solid, pre-built design saves time and money. Panels attach easily to posts through three pre-drilled holes. Clear, concise instructions are included for do-it-yourselfen.

The "good neighbor" fence looks great from both sides and reportedly costs no more than comparable nailup fencing. The high quality redwood is said to look good for years, resist splitting; checking, cupping and warping, offer high durability and insect resistance, and take and hold finishes well.

Ideal as a boundary fence, property line fencing, privacy screen for pools, spas or hot tubs, or enclosure for rash cans, afu conditioners or utilities, panels come 8-fr wide by 4 or 6-ft. high, with 6-ft. high gates and 8-ft. chamfered posts.

Personal Openings

FashionWindows from Wing provide homeowners with a stylish, inexpensive way to make personal design statements.

(7O7) 8s4-2575 FAX 707-894-2588 P.O. Box 547, Cloverdale, Ca. 95425

The new specialty windows come in 15 different models, featuring octagon and oval styles and a choice of glass, including leaded, clear, clear beveled or frosted beveled. Single, double or triple-paned glass is an option in several models.

Included are a l0-minute installation video and an instruction booklet in English and Spanish.

Warms The Windows

Wann-Edge technology to combat drafty windows and condensation build-up is now standard on Marvin's entire line of wood windows and doors.

Tpically the coldest and least energy-efficient part of a window is at the edge of the glass, where temperatures can be 3" to 12'colder than at the pane's @nter. Warm-Edge helps increase the temperature at the edge of the glass, so the window Eansfers less of the outside temperature into thehome.

Labor-Saving Luxury Door

The Mvstic series French door. a luxury ofening crafted of mainienance-free PVC vinyl, has been inEoduced by Acadia Windows & Doors. Features include outswinging and inswinging models, standard threepoint locks with solid brass handles and three-way adjustable brass hinges. Real wood veneers, distinctive beveled glass patterns, designer levers and transoms are optional. Mystic models include single, center-hinged and French doors in 6'8" and 8' heights.

It utilizes a new "IJ" shaped spacer constructed from tin-plated steel, one of the lowest conducting metals available. The spacer is placed between the panes with only one bridge where temperature might conduct across the space, increasing the temperattrre at the edge of the glass.

Lock-On Window Guard

Adjustable window guards from Petmark can be installed in minutes and opened or removed with a key in seconds.

Guards require no padlocks, can be installed horizontally or vertically from the inside or outside. They feature a zinc-plated finish that is rust resistant and paintable and are available in tbree sizes.

ItalyUnderfoot

The Italia Collection, a complete line of ceramic, porcelain and marble floor tiles, has been introduced by Ply*Gem.

Available in 64 distinctive patterns and sizes, the tiles ane wear, scratch and scain resistant and require little maintenance.

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Recycling System

The MURF (Modular Utilitarian Recycling Facilitator), an efficient system that simplifies recycling by providing three separate removable cornparfiients in an afiractive stain-resistant container, is new from Nova Sylva

Each compartment is uniquelysized for separating out moist kirchen waste from recyclables (such as cans, bottles and paper) and non-recyclables. The large capacity 52-qum unit is designed with two upper comparffients of 8 and 12 quarts, as well as a 32-quart lower compartment.

MATERIATS

Self-adhesive pictorial symbols, representing the bin's function arc provided.

Made from consumer-recvcled plastic, they come in neutral shailes of white, beige and light gray.

Tags For Treated Lumber

A new lumber tag stock material specifically engineered for pressure treated lumber has been developed by Multi-Plastics, Inc.

The opaque white, modified oriented polystyrene tags are ideal for use in the new fully automated application guns.

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Look Like Lites

Simulated divided lites that don't actuallv divide the glass on the window or door have been in'troduced by Manvin.

The crafted wood muntins arc permanently attached to the outside glass surface on both sides of the window, providing the look of authentic divided lites (small panes of single or insulating glass individually glazed into the muntins) with added design flexibility and energy efficiency.

Since lites are at[ached to the glass, the builder may choose lite panerns without being limited to the sizes and shapes in which glass may be cut.

They are available in 1-118" or narrow 7/8" widths, in a virtually unlimited array of pattems, with single or insulating glass.

Tough Vinyl Shutters

Vinyl shutters produced from an advanced polymolecular forrrulation for improved impact resistance and greater resiliency are new from Heartland Building Products.

Single beam torsion-bar construction adds stiffness and reduces warping and twisting. A protective weather-resistant shield concentrates ultra-violet inhibitors on the shutter surface to combat the effects of long-temr sun exposure.

Handcrafted woodgrain impressioning and a low luster exterior finish produce a deep, realistic, paintable wood pattern on the top and sides of the shutters. Louvers are set at a true 90" angle to create sharp shadow lines.

Shutters are available l4-3l4" wide, in two basic styles, Cathedral Louver and American Panel, in sizes ranging from 25" to 79" long. Colors include black, white-and brown.

Wholesalers pine away in Florida

WHOLESALERS: (1) Karen & Dave Wilson. (2) Ted Blodr, Gregg Riley, (3) Dor6 Morton, Tim Brennan. (4) Burke Hill, Bob Smilh, John Campbell. (5)John Moore,Wll Riegel, Garey Keltner. (6) Duane Kuzak, Tom Bailey. (7) Rick Wamer, Kurt Wlliams, Rod Wilsoh. (8) C. W. Patdck (9) Haruey Graves, Ward Alkin. (10) Jim Kehl, Larry Hanson, Jack Skriden. (11) Jack Stevens, Stan Elberg. (12) Chuc* Harris, Ted Fullmer, (13) Stan & Ahn Bell. (14) John Bender. (15) Clayton Barns, Don Waller. (16) Jane Gaiennie, Jim Ramsey, Tess Hutlon. (17) Buddy Klumb, Barndy Bbndel.

1f, renewed devotion to southern 4l yellow pine marked the lOlsr annual neeting of the North American Wholesale Lumber Association. Over the years, a number of SYP producers and wholesalers have left NAWLA due to a perceived lack of representation. To woo back the southern companies, NAWLA fomred a Soutlern Pine Advisory Council, a sounding board intent on fostering better conmunications between manufacturers and wholesalers of SYP

products.

Co-chairmen are Doyal Marks, Marks Forest Products, Birmingham, Al., and Clayton Barns, Willamette Industries, Ruston, La. Four others are developing a mission s0atement.

"As loyal NAWLA members, we should be able to work together to c:reate a binding relationship to generate good partnerships," Bams told tle 50 wholesalers and producers attending the council's inaugural meeting.

Also during NAWLA's May 2-5 annual at the Innisbrook Resort, Tarpon Springs, Fl., Southern Forest Products Association's Stan Elberg delivered an update on Southern Pine Marketing Council activities. He revealed that their 5 Point marketing plan has been a great success with last year's 14 billion bf of SYP production the highest since 1914.

Dr. Robert Lee spoke on sustainable yield, population growth and how the nuclear fear age has changed to the environmental disaster age.

Next, NAWLA president Dennis

Downer, Intemrountain-Orient" Boise, Id., discussed its support of the Temperate Forest Foundation. "Education is the key to our industry's survival." he said.

Downer then introduced the world premiere of the foundation's new documentary, Circle of Life. Following the 28-minute video presentation, the audience of 250 gave executive producer Bob kgg a standing ovation.

Other speakers included Northwest Forestry Association's James Geisinger addressing Pres. Clinton's future policy on federal timberlands; Dr. Stewart Malone on creating economic value in a business; Patrick Dolan, changes in wholesale distribution; Lou Marchegs, "The Interstate Tax Muddle," and keynoter W.T. "Tom" Richards, Idaho Forest Industries, Coeur d'Alene, Id.

Story at a Glance

Wholesale distributors renew interest in southern pine "Citcle of Life" documentary unveiled record number of new recruits announced.

Past president Ward Allen, author of NAW,A; A Century of Friendship, Service and Vision, received the Distinguished Service Award. He dedicated the honor to his late wife, Dorothy. Incoming president William E. Tufts, Plunkett-Webster, was later introduced, with lst vice president Jack Skriden, Metropolitan Lumber Co.; 2nd vice president Eric Canton, Canton Lumber Co.; treasurer Stephen Boyd, Manufacturers Reserve Supply, and a slate of new directors.

A record 61 new association members have been recruited since April 1992. Top recruiters were Dennis Downer, Stephen Boyd, Duthie Welsford, Cados Furtado and Jack Skriden.

The next annual meeting will be held April 23-26, 1994, at the Canelback Inn, Scottsdale, Az.

r Reports on Current Building Trends

r Analysis of lndustry and Government Activities

r A Better Understanding of Your Business

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More NAWLA meeting

photos on pages 44-45

NAWLA EXECUTIVE: (1) Nick Kent, Jim Pappas. (2) Dennis Downer, Jim Geisinger.

(3) Anita & Jim Carroll, Jim Mace, Rich Schaberg. (4) Bob Legg, Ken McClelland. (5) Chris Grover, Charles Jourdain. (6) Steve Killgore, Mike Durga. (7)Wade Boyd, John Branstetter. (8) Mark & Mictelle Fingerle. (9) Jim Graham, Boy Canoll, John Ferguson. (10) Bob Pippen. (11) Jim Butler, Mike Durga, Andy Goodman. (12) Vicky Seid, Doug Davis.

(13) Doug Holt, Jack Gianni. (14) Ail Burke. (15) Jim Clarke, Bob Owens. (16) John Dziedzic, Bob Wenige. (17) Fred Babcock, Carl Stillllano. (18) Marianne & Dick Schmid. (19) Jim Stewart. (20) Joe Zanone, Bob Bootay. (21) Keith Malheney, Vince Lachance, Dave Olden. (22) Rick Palmiter, Dave Hallack. (23) Jim Elder, Tess Hutton. (24) Totl Krejcni, Gary Tragesser. (25) Randy James, Bob Handegad.

ASSN. H0NCHOS: (1) Bob Hunt, Sherman Leibow, Vic Riolo. (2) Bill Stevens, Lavern Glover. (3) Wally Swanson, Bob Smith, Bob Shull. (a) Ed Burke, Dave Komar, Bob Bell.

(5) Ron Fatzinger, Jack Scholl, Ahn Hem. (6)

MilciellWommack, Morris Douglas. (7) Dirn Grantham, Sleve Rountree. (8) Ralph Schmidt, Chris Mergel, Herb

York. (9) Mike Mackin, Jim Epperson, Jr.

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

Agency stomped, ground contoct fire retordont oressure-treoted wood oroducts

A TREAT for pressure treaters at AWPA annual meeling: (1) Mords Ingram, Karen Smith, Maggie & Les Lonning. (2) Howard Powell, Jon On, Lary & Lindy Abeinathv. {3) Joe & Ebie Pate. (1) Tad Orii, Ted Chv, Ha'ni WarO. (5) Bob & Aase Gowin, Becki & Jack Neal. (6) Dick Leinfelder, Marie Kino. fl Bob Baeoolbr. Jim Buchac*er. (S) Bill Donlev, toren &'.tini Forshaw. (9) Stri Heath, Johri Snead, Hank Feenstra, (10) Cony McFarhnd, David Bruck, Bob Lee. (11)AWPA mgr. John Hall, Ihe Merchant llal1azine senior editor Jubnita Lovret & her husband Clint. (12) Joe Elder. Alan Preston. (13) Brad Buimriister, John Honon. (14) A.lan Miller, Dennis Hayward. (15) Howard Collingwood, Dick Russell, Bob Smith. (16) Bob Inwards. (17) Frank Ma. (18) Paul & Lissie Boyle, Jim'Batchelder. (191 Lloyd Docter, Victor Lindenheim. (20) Jbrni Lathan, Steve Ainscouqh. (21)' Frei Omundson, Patrick Bali. (22)' Frank Bobedson. (A) Bdan Delbruecli, Dbb Saur, Lee Gjovik. (24) Jim Black, Dick Jackson. The meeting wbs held in Newport Beach, Ca.

Treaters'Tech Session reviews environment

IifOMPARING the presenr enviVronmental crisis to a religious war and apocalyptic vision, Dr. Robert G. Lee, University of Washington, challenged the American Wood Preservers' Association at its 89th annual meeting to change the industry and become more efficient in extending the life of wood.

The industry must be obsessed with quality, Les D. Lonning ob-

served in his president's report, and look for new products for the 21st Century, products based on technical merit with the least risk to user and environment. We can't do business as us'al. We must extend the life of the foresg he said.

Lonning noted the addition of 142 new members and the fonnation of a non-pressure committee.

Lee R. Gjovik received the award

of merit for his many years of service to the association and the industry. Now a consultant, the former U.S. Forest Products laboratory worker and AWPA past president was called the "conscience of the association" by presenter Chuck Stoddard.

In accepting the honor, Gjovik recalled and thanked the people with whom he had worked over the years and introduced his wife and son Erih who now works with him in Gjovik Consulting.

The remainder of the MaY l-5 meeting at the Newport Beach Marriott Hotel and Tennis Club, Newport Beach, Ca., was devoted to technical sessions and comminee reports. P. G. Shaw, president, British Wood Preserving and Dampproofing Association, and managing director, Hickson Timber Produca Ltd., England; W. H. Hardord, Ph.D., professor emeritus of environmental science, Belmont Abbey College, Belmont, N.C., and John

Story at a Glance

Treaters attend technical sessions ... Giovik receives merit awatd Lund named president next annual: MaY 1$18 in San Antonio, Tx.

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L. McGinley, president, Railway Tie Association, and marketing manager, Kerr-McGee Chemical CorP., were among those addressing sessions.

Anders E. Lund, Anders E. Lund, Inc., was elected president; William S. McNamara, Osmose Wood Preserving, lst v.p.; Eric Yeadon, Hick' son Corp., 2nd v.p.; Fred L. Omundson, Chemical Specialties, Inc., treasurer, and John F. Hall, staff executive.

Other executive committee members: Lonning, Ed H. Hildebrand, Allen M. Kenderes, Joseph R. Pate, Jr., Bobby W. Perkins, Howard T. Powell, Alan F. Preston, David A. Webb, and committee chairmen

Gjovik, James L. Basler, D. Mike Dilbeck, John N. Kressbach, Jeffrey J. Morrell and Alan S. Ross.

Next annual meeting is May 15-18, 1994. Marriott River Center, San ,Antonio, Tx.; technical committees m@tings, Sept 12-17, Reno, Nv.

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A History Of Wholesaling

The 170-p. hardbound *NAWLA, A Century of Friendship, Service & Vision" is $24.95 from North American Wholesale Lumber Association, 3601 Algonquin Rd., Ste. 400, Rolling Meadows, Il. 60008; (800) 527-8258.

Lumber Stabilizer

A 4-p. brochure on Seasonite Stabilizing Treatment for new pressure treated and unfreated exterior wood is free fiom The Flood Co., Box 399, Hudson, Oh. t4236; (8aO) 32r-3444.

Nominal lmportance

"How Importantls lB2 of an Inch?," explaining the difference between full and nominal thicknesses, is free from the American Plywood Association, Box 11700, Tacoma, Wa. 98411; (206) 5656600.

Deck Talk

The l6O-p. softcover "Building and Designing Decks" is $21.95, and a companion VHS or Beta fonnat video, the 70minute "Building Decks with Scott Schuttner," is $34.95 from The Taunton Press, Box 5506, Newtown, Ct. 06470: (800) 926-8776.

Timber Treater

A 4-p. look at Taylor Lumber & Treating's capabilities in pressure treated timber is free from Box 567, Beaverton, Or. 97 O7 5; (8OO) 547 -1447.

Remodeler's Reading List

The six volume Black & Decker Home Imprcvement Library is $12.95 softcover and $14.95 hardcover for each 128-p. book from Black & Decker, 59fi) Green Oak Dr., Minnetonka, Mn. 55343. Included are'tsuilding Decks," "Workshop Tips & Techniques," "Everyday Home Repairs," "Carpentry: Tools, Shelves, Walls, Doors,"'Carpenty: Remodeling" and "Landscape Design & Construction."

GETYOUR COPY

of anv New Literature items by contacting each company directly. Plea"se mention you saw it here!

MetricBimonthly

The bimonthly newsletter "Metric in Conshuction" is free from the Construction Mehication Council of the National Institute of Building Sciences, (202) 2897800.

Crime Stopper

"How to Avoid Retail Robbery, Burglary and Violence" is free from McGunn Safe Co.,4917 S. Central Ave., Chicago, Il. 60638; (800) 621-2816.

Forklift Selection Guide

"How to Choose and Use Your Lift Truck Dealer" is free from Hyster, Box 847, Danville, Il. 61834; (800) 221-1191.

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ELASSIFNED ADVERlIISEMENTS

FOR SALE: Clark forklift. Dual pneumatic tires. Gas. 8,000 lb. capacity. Good operating condition. $6,500. Fred Holmes, (916) 7433'259.

Twenty-five (25) words for $21. Each additional word 700. Phone number counts as one word. Address counts as six words. Headlines and centered copy ea. line: $6. Box numbers and special borders: $6 ea. Col. inch rate: $45 camera ready. $55 ifwe set the type. Names ofadvertisers using a box number cannot be released. Address replies to box number shown in ad in care of The Merchrnt Megrzine, 4500 Campus Dr., Suite 4E0, Newport Beach. Ca. 92660. Make checks payable to The Merchant Magazine. Mail copy to above address or call (?14) 852-1990. Deadline for copy is the 22nd of the month. PAYMENT MUST ACCOMPANY COPY unless you have established credit with us.

REPRINTS of hardwood articles from The Merchant Magazine. Excellent for reference or training. Domestic Hardwmds, $12; Southeast Asian Hardwoods, $7; South American Hardwoods, $6; all three, $19. Send your check today including name and address to Hardwood Reprints, c/o The Merchant Magazine, 4500 Campus Dr., Suite 480, Newport Beach, Ca. 92ffi.

COPELAND LIJMBER WISHES TO BUY Lumber Yards in the Western States. Contact Copeland Lumber Yards Inc., 901 N.E. Glisan, Portland, Or.97232, Attention John

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LUMBER SALES: Northern California wholesale/distribulion lumber brokerage company has an opening for an experienced lumber trader(s) with a strong following in Redwood sales. ExcelleDt compensation and benefits package to proven perfamers. Send resume to: Morgan Creek Forest Products, Inc., P.O, Box 5588, Santa Rosa, Ca. 95402. All inquiries srictly confidential.

LIJMBER SYSTEMS SUPPORT

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OBIlIUARIES

David L. Shafer,64, salesman for Kelly Wright Hardwoods Inc., Placen:a, C8., died of heaft disease May 21, 1993, in Anaheim, Ca.

Born in Pueblo, Co., he began his cane€r in sales at Rodd's Plywood and then U.S. Plywood/Champion Intemational. He served as general manager of Phillips Plywood and J.E. Higgins Lumber before joining Kelly Wright last year.

HardwoodDistributors

( Cont inued Irom page 35 )

the first of the year. Payables up by three to four days. Import plywood situation is very difficult with some importers not honoring orders and scarce local availability.

Arizona, Brent Mullen, Southwest Hardwood Co., Phoenix: Insurance premiums on the rise. Competition has remained tough with competitors coming over from Southem California as well as Texas. Economy will slowly improve in '93, increasing 3-57o with margins remaining the same.

British Columbia, Gordon Reimer, Reimer Hardwood Ltd., Clerbrook, B.C.: Activity at a satisfactory pace; credit and collections improved.

Officers elected: Lynn Monthaven, president; Jim Frost, first vice president; Joe Long, second v.p.; Jim Price, secretary/treasurer; Gordon Reimer, sec./ treas. elect. Directors: Brent Mullen; Hal Kerry, Brady International; Joe Cortese, MacBeath Hardwoods, San Francisco, Ca.; John

Fahs, California Panel & Veneer Co., Ceritos, Ca.; Pat Ahern, Emerson Hardwoods; Pete Hall, Lumber Products, Portland, and Rick Burrows, Plywood Tacoma, Tacoma, Wa.

Tentative dates of April 17-19, 1994, were set for the 7lst convention at Cannel Valley Ranch, Cannel, Ca.

New Standards For Glulams

The American National Standards Institute has approved the American Institute of Timber Construction's revision of rhe ANSVATTC Al90.l-1992 standard for strucnral glued laminated timbers.

"In an effort to enhance the reliability of our end joint manufacturing process, upgraded testing evaluations and reporting procedures have been instituted," AITC executive vice president Matthew Mathias explained. "We have switched to a statistical process control procedure which more closely monitors the manufacturing process of glulam end joints. Testing full size end joints in tension is now required."

In addition, the standard requires tighter quality conhol by dividing production lots into specific units for inspection purposes. Wider width lumbef, sress levels and related technical and engineering changes are also addressed.

News Briefs

(Coainuedtrompage 18)

Georgia-Pacific Corp. will build an $18 million sawmill at Coos Bay, Or. Sawarne Lumber Co. Ltd., Richmond, Canada, is opening a $3 million, 50,000 sq. ft. remanufacturing plant on 8 acres in Ferndale, Wa. ... BMC West Corp., Boise, Id., is adding

pre-hung door facilities in Fresno, Ca., Beaverton, Or., and Lewiston, Id., this year

t}ne Justice Dept. is expected to appeal a ruling by a San ,Francisco, Ca., federal appeals court that the ban on exporting timber from state lands interferes with a state's right to conduct commerce.