Merchant Magazine - June 1995

Serving the lumber and home center markets in 13 Western States - Since 1922 f une 1995

Formerly

Centrally located in Fairfield, California, and Seruing the Nofthern California / Northern Nevada Markets.

Featuring

EDIIORS Dwight0unan, Gage McKinne uuN I HrEu ililu Eut I ut{tr uwom uuran. uaoe Mq{nnev ART DIRECTOR MarthaEmery STAFFARilSI MarvS6on -CnCUUftOtt Cindvwitd

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Photo by P&M Cedar

You simply can't beat the beauty and warmth of wood. Wood siding actually helps sell homes. But can it take the heat. rain and cold?

We're so sure Stimson Duratemp will stand up to the worst Mother Nature can throw at it, we guarantee it for 25 years.

DURABII.ITY

It's even dent resistant, with a finish that won't crack or peel. And it requires no special care. Normal care of painted surfaces will provide years of jusrbuilt beauty.

BTAUTY

Stimson Duratemp matches the textured appearance and warmth of rough sawn wood.

VTRSATITITY

All this beauty and durability, but at a price comparable to ordinary siding. And it's easy to install. It comes in standard thickness and panels come in 4'x 8', 4' x9'or 4'x 10'. Put Stimson Duratemp on the side of your homes, apartment or commercial buildings. Your buildings will be attractive and durable for years to come.

BD[T@RIAL

Uncovering Myth America

The idea that most small businesses fail in their first few years is not true, according to a recent study apparently debunking one of America's cherished business myths.

We hope the study will induce many more would-be entrepreneurs to make the big jump to business owner. A proud part of this industry today is the high number of successful small retailers, wholesalers and distributors. It is nothing less than the American Dream come true. The new Dun & Bradstreet study indicates these dreams can continue to become reality well into the next century.

D&B investigated the notion that two out of three U.S. businesses fail in their first year and four out of five within five years. We've heard even higher failure rates quoted as gospel for years. What they found in their study of over 800,000 small businesses was very different from the myth. After eight years, more than 70Vo were still alive and kicking. Also, most owners ceased operations voluntarily, not because they couldn't pay their bills and were being hounded by creditors. The D&B study covered businesses started

THE TREATED ANSWER

Lumber, plywood, round stock

stokes, poles, & pilings

Agency stomped, ground contoct

fire retordont oressure-treoted wood products

DAVID CTITLER editor-publisher

in 1985, charting their progress through March, 1994.

Besides deterring employees from becoming business owners, the failure falsehood has made it more difficult for small business to raise capital. If lenders believe most start-ups will fail in five years, why advance them money? If a small business at three or four years needs additional capital, why lend it if the repayment odds appear small? Thus the misconception of fragility and low life expectancy handicaps businesses in their quest to survive and remain profitable.

Many people dream of starting their own business, but the myths of failure scare them. We hope these new figures give people heart to try it on their own. Lord knows, there are enough difficulties in business without worrying over false statistics.

Currently, we see wholesalers buying from fewer mills and other manufacturers. Wholesalers have fewer retailers as potential customers. A few more players in the game could well be a good thing for all concerned.

Seruing the lumber & home center markets in 13 Western states - since 1922

. No Streaking

Highest quality nalls for cedar, redwood and other fine wood materials,

r Slender shank and blunt diamond point

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

SWANEZE lilood Screws ;I WKK KK

o Self-counter sinking bugle and trim heads

o Square drive recess eliminates driver bit cam-out. Sharp point for quick penetration with minimal pressure

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

For additional data and dealer information:

T1|T POUTR

BT]IIIID T1|T PRODIJTTS

Our four mi[[s haue lhe manufacluring muscte to produce the mang producls gou need: modern facilities equipped urith computers and etectronic technologg l0 ensure lhe highest product quatitg.

lllhen gou uant the besl al lhe right price. calt Bean first for radius edge decking. lrealed ptgnrood. dog eared fencing. lattice. mail box kits. deco-posts and hand rail batuslers. picnic tabtes. Gothic top fence posls. stair stringers. patio squares. bench supports for decks. French Gothic and [othic ln4 fencing in 4' and 6' Iandscape timbers.

llJe produce ouer ll0'mittion board feet of treated forest producls dnnuattq. ptus an addilionat 170 mittion board feel of untreated. fldditionattg. ue haue a comptele line of southern pine dimension in atl lhree grades.

Backed up bg lhe Bean Team. our slaff of trained professionats makes cerlain t1ou get lhe uerg best in seruice as ulell as producls. Our compang fleet of 200 trucks nritt speed gour order to gou. from coast-lo-coasl or in-beluleen.

Thisiswhy:

Because when lt comes to quality, your customers need only three letters of recommendation: APA

1. They can count on quality and product performance. APA has the most intense auditing procedures in the industry. And 39 professional quality assurance auditors see to it that APA trademarked products do what they say. APA is the only quality assurance agency with five regional testing labs dedicated l00o/o to engineered wood products. Bottom line: APA helps you avoid costly claims.

2. They can count on technical and field support. Lastyear alone, 14,000 of your customers attended APA technical seminars. And 29,000 of your customers called APA about the right engineered wood product for the right job. APA's 26 full-time professional field representatives provide answers to local questions every day all year long. Bottom line: APA helps train and educate your customers - at no cost to you.

3. They can count on marketing support. APAis the onlyquality assurance agency that offers a full range of market support-advertising, publicity, publications, field support, trade shows, seminars,videos - all aimed at increasing demand among your customers and their customers. Bottom line: APA is continually building markets to increase your sales. You can take that to the bank. Next time you order engineered wood products, accept no less than the best. Make sure the engineered wood products you sell your customers come with three letters of recommendation: APA

For a list of manufacturers of the engineered products specified most by builders, stocking wholesalers, contractor yards, architects and engineers, contact APA -The EngineeredWood Association, P. O. Box I 1700, Tacoma WA 984 ll-0700. Call (206) 5 65 -6 600. Fax (206) 565-7265.

The Engineered Wood Association

Fnation based on 1q94 Tradcmark Recognition Surve)'conducted by The Fielcl Compan) among 1.530 industr,vprofessionals

Do the right thing right.*

Wood is good. lt is the earth's natural, energy efficient and renewable building material. Ensineered wood is a better use of wood. It uses less *ood to make more wood products. That's why usingAPA trademarked pllvood, oriented strand board and APA EWS laminated beams is the right thing to do.

Tapping the ideal wholesale partner

By Roger Hunsberger

ffOW does a dealer find and keep

committed, capable wholesale partner?

A considered approach to evaluating your suppliers is the best way to determine which wholesaler - I matches your business.

Understand your needs and expectations: At a roundtable with your sales, buying, yard and office staff discuss your customer base (both present and future clients you wish to target), then outline what types of lines would complement existing products and what services

what you are looking for:

Res earch pro sp e ctiv e s up p lie rs : The very basic questions concern the products you already stock. Suppliers representing large-capacity, wellregarded mills with a variety and depth ofproduct line, should have priority in your search. This applies in all cases, be it specialty woods, construction lumber, laminated or structurally designed products. Options to mix species, thicknesses, widths and surfacing hold freight costs down and give you special order flexibility and extra service for your customers who require custom milling.

If a firm has products associated with your existing lines, add-on sales may be achieved with a mini- f j mum of inventory.

Be sure your sales people know the full extent of what each supplier carries and instruct them to mention non-stock items to increase sales.

Topics of concern to your competitive edge might include product quality, pricing, quantity restrictions, promotional materials and training.

Beware of the current trend toward single vendor programs. When shipments are late and supplies tightenas will always happen - it is too late to establish the close relationships needed to ensure good pricing and quality. Unless you are a tremendous volume purchaser who can demand a commitment, it's best to diversify. The majority of your business will naturally gravitate toward a main sup-

plier - the one who gives you outstanding service. Maintaining a lesser-volume, lower-order frequency relationship with back-up vendors gives you breathing options when you're scrambling to secure supply.

Credit is a major factor in wholesaling and should be a careful consideration of dealers who wish to establish long-term relationships with suppliers. High-volume wholesalers with excellent credit often get first shot at special deals and premier stock, and their resular customers benefit.

Dependable delivery by a regular route is a desired feature in a distribution supplier. Company-owned trucks driven by regular employees generally result in better handling and less overall cost. Timely delivery of small quantities may be the most important feature to a rural yard or smaller dealer.

Understand their business emphasls: In evaluating a potential or current supplier, learn about their business. Arrange a meeting and give them a chance to educate you. The relationships resulting from such an exchange will overcome many obstacles and produce lasting benefit.

In today's marketplace, the lines of comoetition are increasinglv at blurred and you will want to clar-ify them as much as possible.

Does your wholesaler also have a retail operation? Do they enforce the quantity ordering policy equitably? Are they targeting your customers (e.g., cabinet shops, manufacturers, industrials users)?

Also of interest when evaluating warehousing operations is the policy applied to customers who request to "pick over" lumber. This practice should be avoided as it has the real effect of lowering the grade shipped

Story at a Glance

How to choose the best wholesaler for your business criteria for a good match.

to unit customers who have special milling performed. It also can result in increased prices to cover losses incurred by handling damage.

Check references: Use your networking from shows and meetings to tap into new wholesalers who are providing excellent service as well as to avoid problem firms.

Negotiate the best package: Your goal should be the best products and terms for all the items your wholesaler stocks.

In addition to pricing, discuss order quantities and any policies you see as inflexible. Ask if they'll make an exception - they often will.

Negotiate simultaneously with several suppliers and be certain they all are asked the same questions and given the chance to counter propose. If the field isn't level, not only is it unfair, it's unwise. How can you know the best choice if you coma pare different criteria?

This approach to wholesalers' I functions well as a review focus and involving your supply partners strengthens your relationship. Done annually, you will be certain you are receiving the best possible service package for your needs.

- Freelance writer Roger Hunsberger spent 20 years in lumber wholesaling, holding senior management positions with both regional and national companies,

ells siding and roofing

By Francine Achin Marketing Services Manager

James Hardie Building Products, Inc. Mission Viejo, Ca.

lirODAY, building product manuI facturers are introducing more siding and roofing materials than ever before, each with its own distinctive and sometimes complex set of specifications, applications, features and benefits.

At the same time, purchasers of siding and roofing products are becoming increasingly discerning. Primed with information gathered from construction and remodeling industry publications and trade shows, theyknow product options are expanding. They won't just settle for what worked last time.

For retailers, this fast-changing environment demands an aggressive marketing strategy, powered by hightech, highly disciplined marketing initiatives but grounded in good old-fashioned, pers onalized

customer servlce.

In a recent survey of retailers who report strong siding and roofing product sales, four major factors were consistently credited with producing results: good product knowledge, systematic evaluation of customer needs, proactive direct mail and pointof-sale materials, and highly personalized promotional events.

Product Knowledge

"We provide three private offices plus a CAD machine and operator so contractors can give their customers a floor layout and exterior drawing, showing how a home will look with products selected from our extensive display center," said Sherwin Lindsey, president, Lindsey Builder Supply Inc., Lyman, S.C. "Homeowners love this be-

Roofing & Siding Glossary

Building Paper (felt, sheathing paper) - Asphalt-saturated felt or kraft-paper installed between the siding/roofing and the structure to minimize air infiltration

Course - A row of shingles

Deck (decking, sheathing) - Wood surface on which roofing material is applied

Dormer - Framed window unit projecting out from the side of a sloping roof

Drip Edge - Weather-resistant metal "L"s installed at eaves to help shed water and protect the roof s wood components

Eaves - Overhanging horizontal edge of a roof structure

Exposure - Surface of a shingle exposed to the weather

Fascia - Flat trim board that covers the ends of the roof rafters at the eaves

Flashing - Strips of sheet metal, roofing or siding used to make waterproof joints

Frieze - Trim board against the wall immediately below the soffit panels or boards

Furring Strips - Boards fastened over uneven surfaces to create a flat nailing base

Gable - End of a wall that comes to a triangular point under a sloping roof

Hip - Sloping line formed where two roof decks meet

Ridge - Topmost horizontal line formed where two slopes or roof surfaces meet

Soffit - Panels or boards Closing off the bottom of the roof overhang

S6il Stact< - Vent pipe that passes through the roof and requires flashing

Square - Amount of roofi ng required to cover I 00 sq. ft. ( 10'x l0') of roof surface

Valley - The trough formed where two roof slopes meet

cause it's easier to make decisions when you can see how products will actually look and feel, rather than choosing from a catalog. Contractors have often said our display center closed the deal for them."

Courting end-users through product education is also a successful approach for Bob Sutherland, manager at Mendo Mill & Lumber's Fort Bragg, Ca., store. "Besides Contractor Nights, we sponsor homeowner clinics on such topics as how to replace rotted fascia board, how to repair roof leaks, and how to build a deck. Consumers who attend usually either purchase the products we showcase or ask their contractor to use them. Either way, we sell more product," he said.

On-site product workshops are a favorite with Clay Cowden, contractor/outside salesman at BMC West, Vancouver, Wa. "We recently hosted a product workshop to spotlight a siding product at a mansion under construction. We invited more than 100 contractors to attend a barbecue at the 8,700 sq. ft. house. This gave them a chance to learn more about a new product and actually see how it is installed. Every time we host a product workshop, our sales for that product double the very next month."

Evaluating Customer Needs

Hand in hand with product knowledge, a careful evaluation of customer needs is an equally powerful selling tool. One retailer recently worked with a 240-unit condominium devel-

Story at a Glance

Innovative ways to sell siding androofing ... use product and customer knowledge, marketing, special events.

opment in a harsh-weather East Coast environment. The development's textured plywood siding had been replaced twice in 20 years due to the salt spray, high winds and humidity. The retailer suggested fiber-cement Hardiplank siding.

When several homeowners voiced concern over the aesthetics of fibercement, the dealer installed a wall of fiber-cement siding and a wall of wood shingles. Most owners couldn't tell the difference.

If it's a new product, though, be sure the customer understands how to install it. If necessary, meet with the contractor and the framing crews to review application instructions stepby-step. Go on-site the first day to make sure the product is being properly installed. It's worth the time because if the product fails due to faulty installation or the work crew dislikes the product because no one was there to resolve difficulties, the retailer loses future business. In effect, a retailer's success depends on the success of the products they sell.

Proactive Marketing

Keeping in constant touch with customers is a winning strategy for Rouge Pacific Lumber Co., Medford, Or. President David Stuart notes that "to help launch a new product or renew interest in an existing one, we include highly targeted statement

stuffers in customer billings. We also have a monthly newsletter which includes product profi les, time-saving and labor-reducing installation tips, and notices of impending price increases."

Promotional Events

Special events with disciplined follow-up are vital for a balanced marketing mix, according to successful retailers. When one retailer heard that his lumber dealer association was opening its annual show up to contractors, he rented a luxury bus to take his contractor customers to the event.

"En route we served breakfast and showed videos of our newest products," he said. "Later, we hosted dinner at a top-notch restaurant. We received many thank-you letters, which we thought was significant since most people in our industry hate paperwork of any kind. And, over the next quarter, folks on the trip increased their business with us and purchased many of the new products."

Another building supply firm recently held its first promotional golf tournament. The company created foursomes by pairing a sales rep with three customers. After golf, the company hosted a cocktail reception where selected vendors displayed products, followed bya festive "awards" dinner to hand out trophies for the best and worst scores. Such

thank-you events allow customers to feel appreciated and to get to know retailers better.

In terms of pure TLC, Dub McGinnes, McGinnes Lumber Co., Plant City, Fl., takes the prize. He said his program of home-cooked thank-you lunches instituted six months ago is "the most effective promotional event we've ever had. We take lunch to a contractor's entire staff- from ceo to receptionist."

"What makes this program so special," said McGinnes, "is that my wife, Pec, who's a gourmet cook, prepares the food. Our customers love getting a free lunch for their employees and when they discover it's home cooked, they're really impressed. A catered lunch is nice, but a homecooked meal is so much more personal. I've had customers kid me. 'Gee, you must really appreciate our business if you made your wife cook for us."'

Considering the marketing costs of drawing each prospective customer into a retailer's outlet, it's certainly worthwhile to do whatever it takeseducation, installation training, needs evaluations, special events - to keep good customers in the fold.

PRODUCT and cuslomer knowledge are key in selling niche products such as fire/wind resistant Hardiplank fiber-cement lap siding (below)lrom James Hardie Building Producls.

Wood door & window sales tips

f OOKING for ways to increase I-lyour profits from wood door and window sales? Here are some recommendations from Simpson Door Co.:

Ao Study your buyers - Just who is vour customer? Is it the builder.

Most manufacturers offer a variety of training materials and opportunities, from videos to plant tours. The more your sales force knows, the more enthusiastic (and persuasive) they will be. Establish yourself as an expert on wood panel doors, and buyers will

doors and windows positioned in more "real life" settings, surrounded by moulding, etc. A showroom also provides the perfect opportunity to merchandise hinges, hardware, sills, weatherstrip systems and other accessories.

4 oFotto* the leads - Many manufacturers run national and regional ad campaigns that generate thousands of responses. Trade shows and publicity produce additional inquiries. Manufacturers regularly supply their dealers with inquiries received from their particular region. Such a qualified list of potential customers makes the selling process that much easier.

IE

the architect, the remodeler or the homeowner? All of the above? Z,ero in on your ideal customer profile and begin to build a list of what that customer would look for in a wood door. You can do this through informal surveys, tracking actual sales patterns, or conducting focus groups with a few typical buyers to see what makes them tick. What are their price, quality and service needs? Market research is a key to knowing which sales approach will work best.

6r

/1o Know your products (and the competition) - The more familiar you are with what you're trying to sell, the more confidence your customers will have in you. Make sure employees are up to speed as well.

look to you first when they need answers.

5)

€Jo Display to win - While catalog sales are great for some products, when it comes to doors and windows, most people like to be able to see how they look first hand. Especially with entry doors, there is a certain depth that cannot be conveyed in a brochure.

As a result. more and more dealers are turning to in-store displays. Not just racks of unfinished productsthese are sophisticated displays that often hold fully operational, finished doors and windows that allow customers to open and close them and see how they feel. Showrooms are increasingly popular as well, with

Oo Host clinics - Set up a time when customers can come in and learn about the installation, care and finishing of wood doors and windows. Often, manufacturers will be willing to join you in such an effort. Customers may be hesitant to buy a wood door because they are uncertain about hanging, staining, painting, etc. A clinic provides not only the opportunity to increase door sales, but also a chance to sell the hardware and finishing products as well. And it reflects positively on your company's involvement with the building community.

As with any product, increasing profits from wood door and window sales takes creative thinking and strategizing. But with the virtually unlimited potential, the rewards can be well worth the effort.

Story at a Glance

Steps to hike sales of wood windows & doors ... research is as important as execution.

FULLY FUNCTIONAL displays are one powerlul way to increase wood door and window sales.

n't|\4FER exports from Brazil have I iisen::steadilV for two decades. But, cuibedii.iby.rt:.f8c'tcfsi....sUCnir.sSiiian. i ntern ation:ali;i ifeef i;. of defCIle$ltatio u ;, heightened by images,.of ,Cattle ranch', ers slashitrr$i,ii4hid,.ib;Ufniilg,,,AttaZU,*, rainforeSts; eifort! are e*peCted to decrease this iear,

As recentl,11,,,:,43,,,,the,, e,nd of, t,h,e, 1960s, forestry was al! but i$noied:,in Brazil. Wood exp-off$.,baslC t$..Con,. sisted of about $70',,rn!llion..woffi..:.of Parana pine, with reforestationr::aeiiVii, ty limited to less than 30,000 hbCiares (one hectare = 2.47 | acres).,,,,,,,,,,,,,,,,,,,,,,,,,,,

The scenario has changed significantly. Today reforestation covefs"an area of approximately 6 million hectares. Revenues in 1994 surpassed $11 billion, including nearly $2.9 billion in timber exports. Brazilian producers of sawn lumber, veneer, plywood, fiberboard, particleboard, pulp and paper will invest $10 billion over the next five years.

In 1913, the small number of producers were using only two species for manufacturing plywood. Now there are about 350 small- and medium-sized plywood companies utilizing 10 different species.

In 1973, fewer than 10 species were being exported as sawn lumber. Today there are more than 85, with about 50 species having volumes higher than 1,000 cu. meters per year.

The two main species, ever-#1

Bl#4il.ir.llian i mports tlUrn south

lnahogany:::::and traditional #2,::,r ir ola, fell to #3 and #7 in 1994. Oncel unkncwhri$pecies have jumped from zero l'0'y€arS..aUo.bo more than 70,000 cu. meters, especially new top export tauari and #2 curupixa.

Sales at home and'for eXport::hAvs. skyrocketed (see charts be!ow), Yet years of continuous, .tlemendous growth may be coming,,to,,an,,errdr Notes Gabriel Gasparetto, executive director of AIMEX (an assoCiation of Brazilian lumber/plywood,,ex fief3)' "The situation started to change drastically on the first of.Iu.l){..(i1.994) when the Brazilian government adopted a new currency, the 'real;l,,,wlli0hr would have a serious impact on exports in general and plywood in particular."

Six months ago, the Brazilian government imposed a l5%o tax on export fiilancing. And, to make matters woise, the price of plywood has dropped steadily.

:::::: Ulithin the next five years, Ga$,p,ar,el!o foresees stability for mshoganjl..[utupixa and traditional HaidwA.aUS::.'SUCh..a9 ipe, jatoba and tataj:ubAl: r:Other,rr:$pecies may fall as itheii','pride.i SSdS,thefr cost of prodUctionl.,.,.whi:le.theiiaVAilffi ility,,,o{.,new markets leaves: ioom,,foi: tauari,sales ,to increase. ,, i,,, ,' ,,,,,Gasparetto: .Br€dictsi:thet...in .i.l0.i)leard Brtilian planis will,have greai need .f"|1 nizAtionii;i:ii,In;i;l.51.ito,:30,,'Xear$t production shouta incrbaCe duE tb ,treeS. ifrorn.,,fefurestafi$n. .pfojects....0bming of;age. :,: ,, ,, ::

$8.97 million

1983 $48.41 million

1993 $274.12 million 1994 $299 million

"In the whole of Brazil's history, Brazilian currency has always suffered devaluation facing the dollar,lr he explains. "When the real was cie:: ated, the exchange rate was supposed, to be one-to-one. However, soon after, it decreased to one U.S. dollaf to 93Q, and now it is $l to 84P. ::ffiet means the real had an appreciatibh of l9%o, or the dollar 6"ua1ua1ed,::1690., In addition, we still have inflhiioni which has been25Vo since Julyuii,:, :::r,,,::, Some costs have increaSed,,Cverl more than the rate of inflationi::::,:Glue, prices have risen about 40V0, carion packages about 1507o.

.St0,ff1at...4.....G I a n ce Veai$,...ut..'iisi,h$,,,.plywood and lUln.b,eii:.itnlP.o,itS f rom Brazi I metistufiei:,,th'" t""r enviio,nmehrtal pressures, plywood,,,,piices, exchange rate btamed.

But in 1995, he believes exports will begin to decrease. Factors to revert thg::situation include: (1) the Brazilian government must adopt mechanisms to stimulate exports (especially related to the real/dollar exchange rate), (2) prices must improve on the internatibnal market, and (3) buyers and sellers must cooperate further.

Above all, Gasparetto stresses, Brazil must convince the cattle raisers to stop forest clearing. By training small landowners in techniques such as repositioning the organic matter in soil, the country would make slashing-and-burning unnecessary.

Retailer's new contractor complex

nIXIELINE Lumber's recently rel-f modeled distribution yard in National City, Ca., has given the company the capability to grow well beyond the 10 San Diego-area retail locations it's best known for.

The company acquired the l4-acre mill, office and truss manufacturing complex (across the street from its headquarters) in late 1993 from former competitor Western Lumber. The facility was completely overhauled and upgraded. The total National City contractor complex now covers I,200,000 sq. ft.

Earlier, Dixieline had done standard milling (surfacing, resawing) for

its own yards. The new operation provides the capacity and capability to serv'e other yards and cabinet shops. Moulders, matchers and stickers allow the company to produce elaborate pattern work.

"Previously, our only real bottleneck (to growth) was our mill," said general manager Harold Bell. "We could increase other areas. but we couldn't add any more to the mill. It held us up. The new milling operation has three to four times the capacity of our old facility. And I don't think there's a more complete milling operation of its kind in Southern California or even the West Coast."

The location is ideal. "It's right here on the docks in National City," Bell explains. "Everything is brought into this location, by cargo, rail and truck, and redistributed to our branch yards or directly to the contractors' job sites."

As well, the remodeled 12,000-sq. ft. office at the facility provided ample quarters to house three Dixieline divisions under one roof. Having the Roof Truss, Contractor Lumber Sales and Engineered I-Joist Floor Systems divisions (previously spread out at various locations) in the new building created true one-stop shopping for the contractor.

"It's a great convenience for bidding and estimating purposes," Bell notes. "A guy walks in and everything he needs is right here, lumber, engineered wood, roof trusses, milling."

Because of its new capabilities, Dixieline has refocused its energies on branching out from its San Diego hub, abandoning a fledgling wholesale export division. "The new facility is one of the main reasons we got out of the wholesale export business," he said. "We want to expand into all of Southern California, going along the 5 and 215 corridors, to Orange County, Los Angeles and Riverside. Clark Taylor (formerly of Las Plumas Lumber) was brought in as director of

FOURTEEN-acre mill/office/truss manufacturing complex in National City, Ca., shows the company is more than its 10 retail locations.

wood products are among the fastest growing parts of firm's business.

outside sales. We've hired a couple of new sales guys already and we'll be adding two or three more."

One of the biggest growth areas for the company has been its Engineered I-Joist Floor Systems Division. It began operation in 1988 at the company's main distributionyard in National City. To ensure high quality, Dixieline decided to carry the engineered wood product line of Trus Joist (now Trus Joist MacMillan). That first year, the fledgling division's lone salesman and single parttime load builder generated sales of $7s0,000.

Over the next three years, sales climbed to more than $3 million a year. Dixieline slowly built its sales team, both training veteran employees as well as hiring experienced engineered wood product specialists.

In early 1992, they realized the division had outgrown its home and moved the operation and its eight fulltime employees to its 10-acre truss manufacturing facility. The move provided the room necessary to boost sales to over $5 million by the end of 1993.

The staff was up to 14 full-timers when it was moved to the former Western Lumber complex.

Story at a Glance

Refurbished mill/office complex poises Dixieline Lumber for expansion...why engineered wood sales are rising.

Fischer is here almost every day, constantly helping with the change from dimension lumber to l-joists."

Other key considerations are the availability and performance advantages of engineered wood products (including lifetime warranties), cost

and the "extras." he notes. "We hold architects lunches twice a month and also teach construction classes for San Diego State University and Mesa College. It helps to keep our name out there and become a bigger part of the communitv."

Engineered wood product sales have steadily increased for the division despite a declining San Diego economy (95Vo of the division's customers are Southern California contractors). Engineered Wood Products Division manager Bob Hargraves and TJI manager Roger Thurmond attribute the growth to a marketing package anchored by the total commitment and support of dedicated employees. Dixieline decided early on that the team would be made uP of specialists, dealing exclusively with engineered I-joist floor systems.

Although the division is relatively new, the team members "have Years in the business, in the field, in engineering, layout, customer service," Hargraves says. "TJM sales rep Bob

REVAMPED facilitv houses a top-of-the-line milling operation (top photo), including a computerized timber sizer (middle), and reportedly the only double band resaw in the region (lower photo).

worth. (6) Ed Heinemann, Ludwio Furtner. Chris Thoman. (7) Norbert Strieck, Pat Kellerman, Don Faulkner. (8) Eric Abercrombie, Darrell Simpson, Gina Holfman, Bill Yeiler, Lane Anderson. (9) Ernie Reves, Tammie Van Landingham, Derinis Kelly.' (10) Glenn Freeman, Monika Batko, Pete'Meichtry, Vikki Dean, Steve Martinez, Mike Lono. ({1) Bill Koorowski, John Brosterhous. Pet-er Elieff. Eric Anderson. (12) Denise & Jim Breitenbucher. (13) Eric Walz, Nathan Dickens. Sharon Scotto. Ray O'Hara, Nancv Harrinqton. (14) Mike Brohson, Bill Clow. (tS) Aitt Flumphiev.'Karen Rawls. (16) Douq Gieeh, Cathv tlodobs. (17) Natashd Edscoiir, Kav Estvo'td. tIAt fomi Vickie, Greo & Janet Lanosfeld. (lit) bave a Susie Nikifoiuk, Steve Laub. Ovei300 attended the April 27 qrand openino and buvino show for Wevtirhaeusi/s Sahta Clarita CSC. -

TEAMWEYERHAEUSER: (1)JackGreen, DC center. (2) John Lipani, David Stiil. (3) gen. mgr. Nathan Dickens ahd Bill Corbin, with Reinhard Hdu, Tom Taylor, Pete Sikora, Brhri Rod Jones at the opening of the companv's Mazur. (4) Bob Bushm'an, Ron California. (5) new North Los Angeles, Ca., customer dervlce Mark Midonnell, Sean Ryan, Paul Hollirigl

IIELC0ilE I0 HARIIIE Sllllt0 C0UilIRY.

Lire is a rittle easier in our neighborhood, thanks to Hardiplank lapsiding and Hardipanel vertical siding. Their natural textures give any home the warm beauty of wood. And these durable fiber-cement sidings simply don't burn.

Of course life is easier for contractors and their customers, too. After all, not only is Hardie siding impervious to fire, it's also easy to install. Termites hate it and it's designed to withstand hurricane-force winds up to 130-mph-. It won't swell, warp, or rot like Even harsh UV rays won't hurt Hardie fiber-cement siding. wood-based products.

Hardiplank and Hardipanel are backed by a 50-year limited transferable, product

warranty. They take the heat, so contractors.customefsand firemen- don't have to.

Pacrfie Grove Builders Sup.ply, Pacific Grove, Ca.' is closing this " ..month...

' Anderson Lumber Ca. has opened Anderson Components, a 17,000-sq. ft. truss manufacturing plant in Idaho Falls, Id., yet postponed constnrction on a 36,000sq. ft. Idaho Falls replacement store due to the local economy ...

HomeBasC acquired a site in Highlands Ranch,-Co., for its 5th Dehver area lotation; the,109,505. : sq, ft. store plus 25,000-sq. ft. nursery will open next spring

,", Aeii:'Ilardware' Corp. pla*s to build a $13 million,500,00&sq. ft. DC in Colorado Springs, Co., to open by mid-'96 ..,

Other Lumber Co., Kailua

Kona, Hi., has closed; a Kamuela, ,,,,11i., location ctrosod,hst year .,. ',i.t,t,,i;; Horirbi;,fipot opened its loqgprotested, 102,000-sq. ft. store last month in Errcinitas, Ca.; is building a 100,000-sq. ft. store in North Hollywood, and reportedly has ,,,:ffibseh,a site:in SantaCruz, Ca. ...

Orchard Supply Hardware opened a reconverted Builders

EffiFgriwrn *n::Ira Creseenta, Ca., mgr. Rob Evans ...

Califo rnia' Do -it C e#e r E:as acquired a fonrpr Builders Ernponum in Rancho Palos Verdes, Ca., for an Aug. opening

F;* Lwnber C*. held, aa,,official grar*d openin$1,al itC dtidatad

,,,,Alohat,,S'r,'

Ernst Home & Nursery has opened new stores in Chico, Ca.; Oroville, Ca., and.McMinnville, ,:,,0r. {Boh.tVaughn, @), and plans :ir,,+, .S$100$$s. ft. unit in,Springfield, oi.

,,,,,'.,,,,, 8 rac t*t,Lx.t g,tnn:tibilaJ" A rc*l a, Ca., has added a 3-axle truck de.livery service for its retail store, The MillYard

Nail Apron, Mission Viejo, Ca., is liquidating its hardware operation; the store will be remodeled and ieopened io sell seasonal goods (bbq, patio, freplace) -.

Anniversaries: Honsador Lumber Corp., Kapolei, Hi., 60th Product Sales Co.,Orange, Ca., 30th ... Forest Pro,ducts MarketmgInclr;:srovillen ea.,30th ,

Mar-Mac Lurnber Co., New Almaden,.Ca., has clgped .., ',,,i , Reel Lumber Se:rvice's Fiine Window & Door Division is now selling doofs and wirdows to contf,actors only ,... : :i.:: ',' '' &.edwoad):l;amb e t tib,., C u*urillo, Ca., hai ceased operations ...

Jens en-By rd' Spokane;: We., ha$ changed its name to Jensen Distriburton Services ...

:

DWP Reload Center, Spokane, Wa., has been opened by Jerry Kuisti, owner of DWP Trucking ...

Bunwille L* be, Co., Onalask4 Wa., is a new cedar fencing mill acquired by Dan and Virginia Clare from the old Sharp Cedar Products) son Doug Clare is sales mgr., Don Rouse, plant mgr.

Rogge Forest Prodacts has shut down,its sawmill, planer and Douglas Pacffic Veneer veneer mfg. plantlmill due to depressed lumber prices; reopening is "extremely doubtful" ...

. $ampton Affiliates has laid off 35 workers at its Tillamook L ber Ca,'mill, Tillamook, Or,, to end curhiled shift$:ifbi the entire crew ...

Kaibab Forest Products, Phoenix, Az., auctioned off its Fredonia" Az., sawmill and closed its only other mill, at Panguitch, Ut., for an estimated two months

Louisiana-Pacific is under investigation by a federal grand jury for altregedly violating envirqnflilertal laws at its Montrose, Ca., OSB mill, tampering with emissions monitoring equipment, and srbmitting false OSB product samples to APA

Honsador; /nc., changed its name to Howador Lulnber Corp, ,,.,,,.;;,,

Boise Cascade's Timber & Wood Products Division was presented an Idaho Exporter of the YearAw ... , :::,,::'

James Hardie Building Products has opened a new sales office in San Jose, Ca., Sean Ryan, Southwest regional sales mgr.

Burke's Protective Coatings, I t hougal,.Wa., voluntarily filed Chapter l1 bankruptcy and expects to emerge next year

A bornb scare forcdevacuation of a Department of Forestry & Fire Protection office in Santa Rosa, Ca.; three suspicious objects found outside turned out to be pieces ofconcrete ...

National Gypsum agreed to a $1.2 billion takeover by Delcor Inc. aftsr resisting its bids for six months

Boise Cascade's lst quarter earnings reached $57 million, up from a loss of $37.6 million in lst querter '94 ... Georgia-Pacifit's senior unsecured long-term debt was upgraded by Moody's Investors Service, reflecting improved co. performance ...

Home Depot's lst quarter earnings rose LSVa,wtth sales climbing 24Ya to $3.5? billion' .., Ernst Home Center Inc.'s 2nd quarter sales were up3.2Vo

North American Building Material Distribution Associa{ion has formed the Kitchen/Bath Distribution Alliance, composed of cabinet distributors and rnanufacnrrers; it is NBMDA s firs{ prcduct*kused segment, joining three customerfocused membership segments

F

Stot$i'',1

,,...fs&fl H'a,,Cenlst;.Seaside, @1.hascloS...,.

FBI Bomb Team Seeks Lumber Industry's Help

Thc F.B.L has been contacting Northern California lumber companies lo:oking for information leading to the Unabomber or radical enviionmentalists involved in the Catrifornia Forestry Association bombing death of Gilbert Murray (see The Merchant Magazine,May, p.25).

The culprit appears to have a tetish for wood, One possible suspeCt is James William Kilgore, a California lumberyard owner's son, who went underground,20 years ago, according to KCBS-TV, Los Angeles, Ca.

Anyone with possible information should contact the F.B,I.'s Unabom Hotline, (800) 7 O | -2662.

Injured Millworker In Coma

A Ganahl Planing Mill, Anaheim, Ca., employee is in a comatose state, but in stable condition, after being hit in the head by a thrown crank.

Joseph Sanchez, 58, who had worked for Ganahl as a sticker set-up man and a knife grinder for less than a year, suffered serious head injuries May I while working on a sticker machine. Jim Taft, lumberyard gen, mgr., speculates a wrench or crank was left on the sticker machine and thrown off as it was started.

Ganahl is awaiting a report from OSHA, which examined operations following the accident.

G-P Shuts Moulding Plants

Georgia-Pacific has closed its two moulding plants in Juarez, Mexico.

G-P attributed the closures to rapidly changing market conditions and a strategy to divest under-performing assets. "Our international competitors are using lower-cost wood to manufacture moulding, while we continue to face escalating raw material costs," said v.p. William D. Rose. "We will continue to focus our manufacturing growth in the engineered wood products business."

As well, the company will continue to purchase moulding products from other manufacturers.

A buyer is being sought for the facilities, which annually produce about 16 million bfof solid wood and fingerjoint moulding.

FOR DOMESTIC SALES CALL: Jerry Long. Michael Parrella. Lynn Bethurum, Janet Parrella. Pete Ulloa. Bruce Keith, Matt Petersen. Jim Lawson.

FOR INTERNATIONAL SALES CALL: Nestor Pimentel. Abel Flores.

CALBNSDAR

Listings are often submitted montlu in advance. Always verify dates and locations with sponsor before making plans to attend.

JUNE

Western States Roofing Contractors Association - June 1214, meeting, Las Vegas, Nv.; (206) 453-1323.

Mountain States Lumber & Building Material Dealers Association - June 16, Utah golf toumament, Homestead Resort, Midway, Ut.; (800) 365-0919.

Silver Dollar Invitational - June 16, goll Alta Siena Country Club, Grass Valley, Ca.; (916) 272-3451.

Phoenix IIoo-Hoo Club - June 17, golf, Antelope Hills, Prescott, Az.; (602) 97 4-3729.

Pacific Coast Builders & Remodelers Conference - June 2124, Moscone Center, San Francisco, Ca.; (916) 325-9300.

Spokane IIoo-IIoo Club - June 23, golf & dinner, tba; (509) 6U-455t.

Wood Adhesives 1995 - June 23-30, Red Lion Inn-Lloyd Center, Portland, Or.; (608) 231-1361.

Forest Products Society - June 25-28, annual meeting, Red Lion Inn-Lloyd Center, Portland, Or.; (608) 231-1361.

Umpqua Valley Hoo-Iloo-Ettes - June 27, installation meeting, Roseburg, Or., Linda McGinnis; (503) 672-6528.

JULY

American Association of Woodturners - July 6-8, symposium, U.C. Davis, Davis, Ca.; (916)757-3331.

Lumber Association of Southern California - Juty 14-16, Second Growth annual meeting, La Quinta Hotel, La Quinta, Ca.; (619) 5il-3312.

China Construction & Decoration Materials tr'air - July 1621, Guangzhou, China.

Spokane IIoo-Hoo Club - July 22-23, directors & planning meetings, Post Falls,Id.; (509) 624-4551.

Inland Lumber Producers - July 26-2E, invitational golf meet, Coeur d' Alene Resort, Coeur d' Alene, Id.; (208) 276-3401.

Servistar - July 28-31, market, Pittsburgh, Pa; (412) 283-4567.

International Lawn, Garden & Power Equipment ExpoJuly 30-Aug. 1, Kentucky Exposition Center, Louisville, Ky.; (800) 558-8767.

Mountain States Lumber & Building Material Dealers Association - July 31, Front Range golf tournament, Meridian Golf Course, Englewood, Co.; (800) 365-0919.

AUGUST

Woodworking Machinery & Furniture Supply Fair - Aug.47, Convention Center, Anaheim, Ca.; (310) 477-8521.

National Wood Window & Door Association - Aug.5-9, summer meeting, La Costa Resort, Carlsbad, Ca.; (708) 299-5200.

Western Wood Preservers Institute - Aug. 7-8, directors meeting, Tacoma La Quinta Inn, Tacoma, Wa.; (206) 693-9958.

Ilumboldt IIoo-Hoo Club - Aug. 10, cocktails, Ingomar Club, Eureka, Ca.; Aug. 11, golf, Baywood Country Club, Arcata, Ca.; (800) 837-7077.

National Wood Window & Door Association - Aug. 12-16, meeting, La Costa Resort, Carlsbad, Ca.; (708) 299-52N.

National Building Products Exposition & Conference - Aug. 1115, Navy Pier, Chicago, Il.; (708) 605-1025.

National Hardware Shodllardware Industry Week - Aug. 13-16, McCormick Place, Chicago,Il.; (708) 605-1025.

ou can't control the weather but you know that primer must be applied promptly the wood is clean and dry and temperature is right. That's why we PALCO Prime.

ou'll save time and monevwhen order our kiln-dried redwood Douglas fu products with

Just as a building needs a solid foundation, painted wood needs a solid prime coat. Lumber needs to be primed on the front, bach ends and edges.

When wood siding, fascia and trim are primed at our mill, they're primed properly for longJasting performance. With less handling you'll have fewer headaches, toeall the way from the mill to the lobsite.

So, don't worry about the weather. Order PALCO lumberwith the PALCO Prime factory finish.

LUMBER

lVood Fiber Products lnc. ADVfr]ITAGT HiloERlottr

REDUCED CATLBACKS

WFP FlltlGEUOlNI studs reduce slud replocemenl by 50 to 75%.

STRAIGHTER WALLS

FINGEUOINIING mixes groin pclferns & knol struclules minimizing lhe chance of bow ond croolc

CUSTOMER SAT',SFACTION

Fewer callbccks mcke o hoppier builder ond stoighl wolls make o sclisfied homeowner.

,MPROVED RESOURCE UT'UZAT'ON

FINGEU0INIING allows ony length ol slud grode lumber to be used fo ils fullesl. Enviromentolly responsible.

WESlIERN ASS0elATt[0N NEWS

Western Building Material Association members are concerned about the wording in contracts from contractors accepting suppliers' bids that intimate, "If and when I get paid, you will get paid.r' Texas recently passed a bill making such language "unenforceable." In another state, so many retail dealers continually crossed out such language from contracts that contractors eventually stopped including it.

Credit and collections expert Barbara Sarkis, CCE, Associated Sand & Gravel, suggests never signing something you don't understand. Cross it out. Watch out for "condition precedent" clauses in the payment portion of the subcontract, tricky language in the extra work and claims sections, suspicious language in the insurance section, and "entire agreement" language (usually insisting that the contract and no other paperwork is binding). Whenever possible, Sarkis likes to incorporate her company's bids and proposals into the contracts.

Mountain States Lumber & Building Material Dealers Association's annual Product Expo and Building Materials Buying Show March 16-17 drew more than 1,000 dealers and suppliers to the Holiday Inn/J.Q. Hammons Trade Center, Denver, Co.

Among the 138 booths, Environmental Building Products won the Best Single

Booth award; honorable mention, Snavely Forest Products; Best Double Booth, Hutchison Western; honorable mention, The Millworks; Best Multiple Booth, Boddington's; honorable mention, R/!V Specialties.

Winners of the $100 prize drawings were Dave Bear, retail mgr., Alpine Lumber, Louisville, Co., and Tim Wisdom, Wray Lumber Co., Wray, Co.

Lumber Merchants Association's 57th annual convention is scheduled for Nov. 9-ll at the Hyatt at Fisherman's Wharf in San Francisco, Ca.

An area meeting May 18 featured two roundtable sessions (covering personnel and warehouse competition) and a tour of Sequoia Forest Industries, Dinuba, Ca.

"Cltlote" vof .u. MOnth

"For regulatory purposes, a wetland is whatever we decide it is."

- Robert J. Pierce. fo rme r w e tlands re gulato r, te s tify ing before Congre s s

eFinger Joinl Blocls neBox Shook lgFinger Joinf Studs s(ul Sfock

o 9-car SP spur for flats, boxcars or Aframes . IIP & Santa Fe . Truck & trailer

. Vans or pigggbacks Dock-hi€h StoraEe

. Fully fenced, paved lO-acre yard

o TWo 20,000+ sq. ft. covered ri sheds . Computerized inventorv control . To yard orjob site

.Inbound or outbound quotes

. Full serwice facility: 3 resaws, lO cut saws, gang rip saws at your disposal . C/LTimbers Header packages

. Built-up loads/pullto length

. Trim & fascia loads Details &corbels . Custom mfg.

GRAND OPENING was held at California Do-it Center, Burbank, Ca., April 25-26 to celebrate its conversion from a Lumber Citv to the Do-it Center format. Other recent openings were held in Heniet, Fallbrook and Thousand Oaks. Palos Verdes will be unveiled in Auoust.

FETED upon his retirement from Pacific Lumber Co., Bill Stevens (left), with (to right) wile Bonnie Stevens, Gil Sissons, Bob Handegard, Jim Ramsey, Jennifer Ramsey, Bill Scott, Robert Hanis, Frank White. The swan-song party was held April 12 in MillValley, Ca.

INDY LIGHT driver Alex Padilla of Team Sacramento raced a car sponsored by Penofin-Perlormance Coatings Inc., Ukiah, Ca., in the recent Grand Prix of Miami, among other races.

Lumberyard Owner Dreams Of Dealing Harleys

Ron Shearer's dream is to sell hogs not logs.

Annual revenue at his Timberline Redwood Co., Laguna Niguel, Ca., once $1.8 million, is down 85Vo. The builder of an adjacent toll road took over a corner of his yard that included his back gate, plugging up his drivethrough lumberyard and preventing lunrber deliveries. Once offering the finest redwood clears, the yard, when open, now sells weathered railroad ties and telephone poles.

With the site now unsuitable for a lumberyard, Shearer sees the freewayand toll road-side property as an ideal location for another business... a Harley-Davidson motorcycle showroom and restaurant. Yet franchises to sell Harleys are very popular.

"It's a good-old-boys-type operation. You've got to know somebody," explained Shearer.

So, Shearer has replaced his "going out of business" sign with one asking, "Do you know Willie G." (aka Harley-Davidson principal Willie G. Davidson).

Since putting up the sign in April, several motorcyclists have stopped by to chat.

Shearer got the idea to open the yard 15 years ago while selling homemade mailboxes. He took over an unprofitable satellite yard for a concrete/gravel company and persuaded his redwood supplier, South Bay Forest Products, Orange, Ca., to "loan" him the wood.

"I figured I'd need $30,000 worth of lumber," Shearer said. "It anived on a truck and a half. I stacked it all by the front gate so the yard would look full. But when people drove in they discovered it looked more like a parking lot."

OWNER Ron Shearer hopes Willie G. Davidson allows his yard to become a Harley-Davidson franchise.

Ploning Mill ot the turn of the

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PDRS@[YA[,S

Bill llerman has left Kaibab Forest Products Co., Panguitch, Ut., after 20 years as sales mgr. to join Clifton Moulding Corp., Clifton, Tx. Ted Atherley succeeds him at Kaibab.

Jim Frank has been named division commodities merchandise mgr. for Contractors Warehouse, Sacramento, Ca.

John Fox is mgr. of OSO Lumber Inc.'s new Granite Falls, Wa., yard.

Don Cooley is new to the mktg. and industrial sales div. of Sylvan Forest Products, Portland, Or.

John de la Montanya has resigned as sales mgr. at Sequoia Forest Industries, Dinuba, Ca., after 26 years with the co. Doug Hanson, Sierra Forest Industries, Terra Bella, Ca., is now handling lumber sales for both firms.

Charlie Cain is now gen. mgr. of Mill Valley Lumber Co., Mill Valley, Ca.

James Haley is mgr. of the new Tualatin Valley Builders Supply, Salem, Or.

Joe Lumadue is the new sales mgr. at Setzer Forest Products, Sacramento, Ca., replacing John Campbell.

Joe Tidwell, exec. v.p. and sec., is now c.o.o. of all three divisions of AllCoast Forest Products, Inc., Chino, Ca, Phil Dodson is now gen. mgr. and Tim Kennedy is executive sales mgr.

Martha F. "Marty" Monjure was promoted to coordinator of advertising promotion at Pacific Lumber Co., Mill Valley, Ca. Fran Snelling, John Samuels and Bob Smith have taken early retirement, prior to Palco's early July move to Scotia, Ca.

John Dietz is now v.p.-sales and mktg. for Lumber Supply & Warehouse Co., Seattle. Wa.

William Swindells will retire as ceo of Willamette Industries, Portland, Or., Sept. 30, but remain on the board. Steven Rogel, pres. and coo, will succeed him.

wood products co.

Dewey Mobley, v.p. of Georgia-Pacific's western wood products manufacturing division, Portland, Or., is retiring after 47 years. Richard Benedetti is now western group gen. mgr.-manufacturing & sales, and Carl Ehlen, westem region mgr. -forest resources.

Randy Lilyengren is new to the sales team at Lumbermen's Buying Service, Eugene, Or.

Paul Kreamer was named regional sales mgr. for Brand-S Corp., Corvallis, Or.

Terry Keith is the new computer systems operator for Landmark Forest Products, San Bemardino, Ca.

Ilerb York, formerly with Enterprise Lumber Co., has joined Welco Lumber Co., Marysville, Wa., as sales mgr.

Larry Barker, formerly with MFP of Oregon, is a new lumber and plywood trader at Maywood-Anderson Forest Products, Springfi eld, Or.

DeDe Ryan has been promoted to director of corporate communications at Trus Joist MacMillan, Boise, Id., replacing Craig Bodmer, who has left the industry to open a bakery with his wife.

Rob Pardo has been named gen. mgr. of Enterprise Lumber, Arlington, Wa. Gene Baker is acting sales mgr.

Betty R. Fleshman has been named corporate sec. for Potlatch Corp., San Francisco, Ca.

Chuck Kremers, Cotter & Co., was promoted from director of mktg. to v.p.

Peter Van Eerde, ex-Pan Pacific Forest Products; Randy Brown, ex-Central Forest Products, and Larry Bristow have joined Northwest Forest Products, Inc., Tualatin, Or.

Bob Saklofsk'y, exec. v.p., American Intemational Forest Products, Portland, Or., retired after 28 years with the co.

Gene Parker was promoted to window division mgr. at Carroll Moulding Co., Huntington Beach, Ca.

John Samuels has joined Tumac Lumber's international sales div., Portland, Or., as redwood market development mgr.

Tim Long is now communications mgr. for Jensen Distribution Services, Spokane, Wa. Larry Gross was named Sales Professional of the Year.

Scott Daley, Taylor Lumber Co., Sheridan, Or., is back from a So. Ca. and Az. business trip.

Mike Parli has joined sales at Snavely Forest Products, Pittsburgh, Pa.

Steve Hogan is gen. mgr. and coo at Exterior Wood, Washougal, Wa. Newt Baker has retired from active sales & mktg., but remains on the board.

Jack Rowan, Furman Lumber Co., Lake Oswego, Or., is successfully recovering from heart bypass surgery.

Erik Wilson is now covering the Pacific Northwest for the Western Wood Products Association, Portland, Or.

Susan Murtishaw and Kathy Delozier are new to the purchasing dept. at Universal Farwest Co., Woodbum, Or.

Mike Massey and Tim Hammons have joined Lumber Mutual Insurance, Sacramento, Ca., as account reps.

Carol B. Tome is now v.p.-treas. for Home Depot. Terence Smith was named senior v.p.-logistics/imports.

Richard T. Bailey has joined the American Pulpwood Association as western technical div. forester.

Shirley Reel and Jim Cadwell, both of Reel Lumber Service, Anaheim, Ca., were married May 19 at the North Rim of the Grand Canyon. They honeymooned at Yellowstone National Park.

Ken Zwvoloski, LJB Lumber Sales, Tigard, Or., and his wife, Trish, had a 7 lb. 13 oz. baby, McKenzie Francis, born April 29.

Carl Henoch, Cal State Forest Products, Santa Ana, Ca., is back from a Eureka./Arcata, Ca., business trip.

Terry Wesseln, Taylor Lumber Services, Grand Terrace, Ca., and his wife, Julie, are the proud parents of 8 lb. I oz. Makenna, bom April 28.

Ron Hanson, Pan Pacific Forest Products, Bend, Or., recently hosted an Aloha Friday bbq for 35+ area wholesalers.

Mark llageman, Weyerhaeuser Co., Federal Way, Wa., and his wife, Patricia, had an 8 Ib. 7 oz. boy, Dylan Michael, born April 18.

George Little, Union Planing Mill, Stockton, Ca., and his wife, Mignon, are back from a lumber buying trip to Memphis, Tn., and environs.

Ronald W. Young, former Weyerhaeuser executive, was reelected to a three-year term on the American Lumber Standard Committee board of review.

Scott Mclean, Minton's Lumber Co., Mt. View, Ca., and his wife are back from a two-week Bahama vacation.

Tom Haapala has been named v.p.-mktg. of Kwikset, Irvine, Ca., replacing Robert Shortt, now v.p.-mktg. at Price Pfister, Pacoima, Ca.

Warren Barry, Volco, Inc., Twin Falls, Id., has been appointed to the board of Regents for Liberty College in Va.

Rex Karz is the new parking lot attendant at Mungus-Fungus Forest Products, Climax, Nv., according to owners Ilugh Mungus and Freddy Fungus.

Custom Products Relocation

Willamette Industries plans to relocate its Custom Products plant to a site near its Millersburg, Or., paper mill.

The new facility will house Custom hoducts (drawer sides, furniture components, lumber substitute,

primed mouldings), plus a new laminated veneer lumber plant.

Set for early 1996 completion, the operation will triple the division's capacity. David Ferris, current manager of the Custom Products plant, will manage the combined facility.

Depot Employees Arrested

Four employees of Home Depot, Glendale, Ca., have been arrested and charged with helping customers steal hundreds of thousands of dollars worth of goods, according to police.

Two salesmen, a line manager supervisor and a customer service manager were charged with conspiring to commit grand theft after security managers became suspicious of potential credit card fraud.

An investigation suggested that the four workers were convinced by customers to accept falsely coded credit cards. According to police, one customer was seen in the store every day for about two months making credit card purchases of$1,000 to $2,000.

Door Suit Appeal Denied

A federal court has denied Peachtree Doors' appeal of a ruling that its compression molded door infringed on Therma-Tru's Fiber-Classic patent. The court returned the suit to district court, which Therma-Tru expects to issue a permanent injunction barring Peachtree from selling its Newport door.

Faux Slate Roofing

Hardislate, lightweight fibercement roofing featuring the look of slate, is now offered in four colors by James Hardie Building Products.

IVBW PR@DUCTS a;ln;d seleeted sales cdds

schedules, 35 tables on drying times for 650 tropical woods, Southern pine span tables and design values, glossary of wood terms, and over 40 other tables and graphics on wood weights and moisture content.

Circle No. 602 on p. 54

Hang In There

Smooth Gliding Clamp

An aluminum c-clamp with a quick release feature has been introduced by Wolfcraft, Inc.

Designed for easy on and off, Quick Jaw comes with removable plastic grip guards for work piece protection and is available in 3". 4" and 6" sizes and double packs.

Circle No. 601 on p. 54

Multimedia Wood Database

Reportedly the first interactive, multimedia database on wood products is new from Tree Talk.

Woods of the World Pro is a Macintosh- or IBM-compatible database of 900 tropical and temperate woods and 50 wood-based composite products. For use in a CD-ROM or 3.5" floppy drive, it includes a directory of wood suppliers, a list of wood certification organizations, names and addresses of companies listed in the database, USDA forest products lab codes and tables for kiln drying

A table-top machine that delivers continuous hang strip on a roll for hanging any number of products for display is new from North American Plastic Manufacturing Co.

Reportedly easy to install, the l/4"x8"x18" tiles can be walked on without breakage and resist heat, moisture, termites and hurricane force winds.

Circle No, 604 on p. 54

Three-ln-One Ceiling System

A three-in-one ceiling system has been inhoduced by Chicago Metallic. Components of the easy-to-install Matrix ceiling suspension system come in three grades.

The light duty Economy system is ideal fol use in the home, office, or anywhere unusual ceiling loads are not anticipated.

Programmable in any number of clip positions, the P.O.P. Hang Strip Auto Load System positions clips to ease product attachment, with a foot pedal controlling each cycle, and has an automatic cut off.

Circle No. 603 on p. 54

FREE ADDITIONAL INFORITIATION

on zrny product in this section is available by circling the corresponding Reader Senrice number on theform on page 54 and sending theform to The Mercharft Magazine, either by FAX 714-852-0231, by mail to 45O0 Campus Dr., Ste. 480, Newport Beach, Ca. 92660, or just call (714) 852-1990.

The Standard system offers a stronger light commercial main runner for applications using lay-in style light fixtures and air diffusers. The main runner can be used with either economy cross tees or stronger standard tees.

The Premium system uses Chicago Metallic's Intermediate Duty main runner designed to work with both standard and premium cross tees.

Circle No, 605 on p. 54

Stop Drop And Roll

A new drop stop device that Prevents personal injury and door damage in the event of a free fall is new from Wayne-Dalton.

Compatible with any regular or insulated steel rolling door, the device is designed with six notches per revolution to resist door travel when free falls caused by roller-chain breakage, key shearing, motor failure, sprocket and spring breakage occur.

Circle No. 606 on p, 54

Virtually Wood Vinyl

A siding panel that replicates the look of wood shake siding is new from Heartland.

Lite-Shake features wide-top nailing fins to resist moisture; a dual self-

aligning system; multi-chamber, cross beam construction, and step-down design.

It is available in white. cedar brown and gray and has a surface UV blocker.

Circle No. 607 on p. 54

Energy Efficient Patio Door

A thermal-efficient, pvc patio door has been introduced by Spectus Systems.

The Lifestyle 2000 patio door is suitable for replacement or new construction and comes with picture window options. It is reportedly resistant to blistering, flaking or peeling, and never needs painting.

It comes in white, sandstone, Harvard oak and light oak.

Circle No. 608 on p. 54

Masked Bandit

Pre-taped masking paper is new from Tufco Industries Inc.

Designed to mask and protecl woodwork, baseboards, windows and

Stop The Drip

Reportedly the frst automatic vacuum action no-drip caulk guns have been created by Z-ko International.

Featuring the Acu-Vac mechanism, the new caulk guns draw unused caulk back into the nozzle. Three models are available.

Circle No. 610 on p. 54

Bathing Beauty

A large, one-piece tubwall unit is new from Plaskolite Inc.

Measuring 59" high and made of high-impact, co-polymer plastic, Mira offers four shelves and two virtually shatterproof mirrors that can be placed in two or three panels.

It is available in white and bone.

Circle No. 611 on p. 54

more, Tuf-Mask unfolds to give seven inches ofprotection.

It features a plastic dispenser with a built-in cut-off blade.

Circle N0.609 on p. 54

Building Materids Software

trior IBIfr @mputerc

Desigrred for butlding materials retailers and wholesalers, this complete-system includeE point of sale, order processtng, billing' sophisiicated pricing (markub, markdown, contract. quantity breaks' etc.) accounts recelvable arid credit, inventory control, purchase order control, sales analysis, accounts payable, geneql ledger.

Easy to use, completely integrateda sin$e transacUon updates all relwant data. Call or wrlte:

Masa Systcmg Co., Inc. 363 Mass. Ave., I-edngton, MA 02173-4018

617 674-1055

LoralSupport Aunilable

'ACO" Preserve was thednswerl It's the wood with noarsenic lo orchromium."

Ualifornia health authorities were at odds over whether treated wood would be permitted in rebuilding the Gladstone Reservoir cover.

They chose ACQ' Preserve; America's new environmentally advanced pressure-treated wood. It effectively deters rot, decayand termite attack without using arsenic, chromium, or any other EPA listed hazardous compounds.

ACQ Preserve is the cost-effective alternative to redwood, cedar and plastic alternatives. It weathers naturally to a warm brown color or it can be stained or painted. ACQ is available in a variety oi species, and has been approved by the California Department of Water Resources.

CallJ. H. Baxter andlearn why new ACQ Preserve is the right choice for environmentally sensitive applications.

"Choosing the right wood to rebuild the Gladstone Reservoir cover was a real issue," says Tonv Zampiello, Glendora, California Water Superintendent.

Thru A Glass Clearly

Roof window and skylight glass said to be more than twice as effective at heat retention as standard insulated

Storage Drum Security Lock

A security drum lockout device that prevents accidental or unauthorized storage drum entry is available from T&S Equipment Co.

The Drum Vault features a solid head design that accepts a l/2" zincplated rod to prevent turning and double seal to minimize contamination.

Circle No. 612 on o. 54

Portable Strike Plate Fixture

A portable fixture that prepares jambs for strike plates is available from Norfield Industries.

Recommended for use with a plunge router, the bench-mounted Strike Master uses an interchangeable template system for different strike plates.

Their kit includes a plunge router and bit, template guide and set, Strike Master fixture and shop kit.

Circle No. 614 on o. 54

Hands Off!

A tamper-proof labeling system has been introduced by Kroy, Inc.

Designed for Kroy's K2000 printer, Tamper-Evident labels imprint the word "VOID" on the label and the object if tampered with. They resist chemicals, water and ultraviolet light.

Circle

glass is new from Velux Comfort Plus features a two-lavered, clear coating to block the sun''s infrared energy without impairing visibility and a laminated pane said to block99Vo of the tfV rays.

Circle No. 619 on p. 54

Shake'em Up

A lightweight, impact-resistant fiber cement roof shake that looks like cedar is new from Louisiana-Pacific. Made of Portland cement, recycled fly-ash and wood fiber, Nature Guard shakes are said to resist water, heat, humidity, rot, fungus and termites.

Circle No. 620 on p. 54

Fir entrance doors, slab doors, door hardware, locksets, fiberglass doors

SISKIYOU FOREST P

SPECIES Pine Hem-Fir. Douglas Fir PRODUCTS $elected Fascia. Patlern Sidings

Canadian SPF (Spruce) White Fir Redwood. lncense Cedar Pallet & Crating Lumber. Fencing Boards

Wholesalers go high tech

Story at a Glance Technology themes annual meeting as wholesalers prepare for new century Eric Canton elected new president attendance: 485.

THE North American Wholesale I- Lumber Association may be 103 years old, but you'd never know it from the high-tech, we're-ready-forchange atmosphere at their annual convention.

Kicking off with the Software Shootout, the initial program included computer demonstrations followed by talks on bar coding and Electronic

Data Interchange as the lumbermen (lumberpersons?) began three days of meetings May 6.

Following golf and tennis Sunday morning, the opening general session heard more about bar coding and electronic business from Lowe's Cos.' Tom James. electronic commerce administrator for the big retailer.

An all-day Monday management seminar was staged by D. Bruce Menifield, Jr., Merrifield Consulting Group, who discussed a sequence of strategic steps wholesalers must follow to thrive in the next century. Emerging infotech developments and opportunities were also covered.

Seven Manufacturers Council advisory meetings preceded Tuesday's second general session and the presentation of the latest Temperate Forest Foundation video by its president Bob Legg.

Two-hour-long contact sessions were held Monday and Tuesday. The popular convention feature allows wholesalers and their suppliers to discuss business over table top exhibits.

NAWLA is tentatively planning a three-day Fall Traders Market that would expand on the contact session concept. Preliminary plans call for it to be held in Dallas, Tx., in 1996.

William Swindells, ceo, Willamette Industries, was honored as this year's recipient of the prestigious John J. Mulrooney Award for community and industry achievements.

Eric Canton was elected new pres.; Steve Snavely, 1st v.p.; Fagan Cox, 2nd v.p.; Jerry Gustafson, treas., and Nick Kent, sec. and executive v.p.

Next year's annual meeting will be at Loews' Ventana Canyon Resort, Tucson, Az., May 3-7. The 1997 annual will be at the Hyatt Hill Country Resort, San Antonio, Tx., May 26. This year's meeting was held at the Westin Resort, Hilton Head Island, S.C., May 6-9.

NAWLA photos on next two pages

AWARD winner (1) Bill Swindells, Dave Hallock. (2) Tord Wadell, Allison Hayes, Jerry Gustafson. (3) Jim McGinnis, Dor6 Ripley, Geoff Faust, Duane Nelson. (4) Robert Harris, Dave Kaney. (5) Jim Brown, Bob Legg. (6) John Davidson, Pelie & Nel Assink. (7) John Heath. (8) Heidi & Holly Skriden. (9) Ray Haroldson, Mark & Sandie Lof land (10)

Richard & Jill Byerly, Karen & Eric Canton. Andrea & Joe Kusar. (20) Gene Walters, Bill (11) Frank Burns (12) Mark Hopkins. (13)Jim Scott. (21) Ann Cox, Annette Skriden, Ed & Epperson, Nancy Burgin. (14) Robert Burgin, Carole Mooers. (22) Eric Salem. (23) Mike (15) Lamar Bullington, Randy Luebe, Bob McFarland, Jim Elder. (24) Todd Fox, Bill Guthrie. (16) Clayton & Gayle Barns. (17) George, Barry Kronick, Ralph Schmidt. (25) Virginia Walters, Ann Swindells. (18) Laurie Ted Fullmer, Fagan Cox, Tom Fullmer, (26) Funch, John & Margaret Campbell, Jim Funch, Steve Killgore, Eddie McMillan. Jr,, Will & Kitty Riegel. (19) Barb Nissen,

ffiww

NAWLA networking at work: (1) John Gaskin, Wally Swanson, Sam McOrary, Keith Kersell. John Campbell. (2) Bob Petow, Frank Slewart. (13) Cynthia & Bob Bell. (14) Mark Nizic, Mike (3)TonyTrubiano. (4)JohnSnead. (5)Mike Holm,WayneHolm. (15)Nancy&ChrisLynch, Jones. (6)Jim Ramsey. (7)Tom Lapinski, Ron Kathie & Bob Reid. (16) Ellen M. Hill, Joe & Wilson, Bob Bootay, Art Andrews. (8) Bernie Karen Galvin. (17) Steve Knight, Bruce Ayres, Bernstein, Jim Scharnhorst. (9) Mark Fingerle. Chris Grover, Gary Miller, Charlie Jourdain. (10) Tom Fitzgerald, Jim Pappas. (11) Larry (18) Karen & Bob Shull, Dawn & Shannon SulliWork, Pat King, John Heath, Joe Kastelic. (12) van. (19) Dick Schmid. (20) Bob Brady. (21)

Ann Davis. (22) Carol & Scott Gregg. (23) Paul Krihak. (24) Dan McKinney. (25) Buddy Klumb, Vicki O'Neill, Ann Klumb. (26) Doyal Marks. (27) Bob Balfour. (28) Duane Nelson, Fran Arnould. (29) Steve Littlelield. (30) Scott Ellenson. (31) John Cooper. (32) Mark Williams. (33) Steve Comer, Terry Griffith. (More NAWU photos on previous page)

INTERMOUNTAIN area dealers attended the 1995 Spring Products Expo hosted by J.M. Thomas Forest Products, Ogden, Ut. Twelve vendors manned booths inside a huoe 60'x120'tent and an elegant catered lunih was served. (1) Lowell Crossley, Brandon Stephenson. (2) Matthew Thomas, Linda Sabrowski, John Kennedy. (3) Geri Jorgensen. (4) Richard Rose, Dave German. (5) Glen Anderson. (6) Ken Kraich, Mi[ Coop. (7) Rich Tingey, Fred Hale, Karl Gore. (8) Terry Cherry, ShuRee Taylor, Linda Moore. (9) Stacy Raymond. (10) John Warlikowski. (11) Jeff Tornai, David Billingsley, John Helela. (12) Dwayne Jones, K.G. Melde. (13) Bill Anderson, Enid Butler, Steve Butler. (14) Tom Patterick. The April 28 event drew 180 guesls, with sales in the neighborhood of $2 million. The next day, over 115 golfers hit the links at the Mount Ogden Golf Course.

Southwest Pine Association's lucky seven

SOUTHWEST Pine Association: (1) Rich & Suzanne Bilby. (2) Dean Cheshire, Harold Sluga, Emil Romero. (3) Mike, Chris, Janel & Dean Cooley. (4) Donna, 3-1/2-month-old Rachel, & Scott Cardwell. (5) Eddie Justus,

Fred & Jo Ann Hamlin. (6) Bob & Carol Shook. (7) Ralph Rundle, Kevin MacPhee, Don Crane. (8) Judv & Bob Baxter, Shirlev & Don Kruse. (gi Sner1lt Cooley. (10) Mary'& Bob Gonsalves. (11) Janet Bacon, Peter Hanett. (12) Don

.-_qrttf

ORGANIZER and emcee lor the 7th annual Southwest Pine Association golf weekend (1) Bill Herman and his wife, Laurie. (2) Susan & Robert Monroe. (3) Sam Birdsong. (a) Bob, Ruth, 19-monlh-old Shaleigh, Kevin & Karen Walker. (5) Ken & Wilma Lott. (6) Sandy & Scott Hill. (7) Jerry Hahn, Kris May, Brian & Leigh Dunn. (8) llene Crenshaw. (9) Gary & Robin Cumberledge, Pryce Campbell. (10)Ted Atherley, Jim Ulrey. (11) Patty & Jay Orendodf. (12) Mark & Sue Herms. (13) Patty & Steve Baugh. (14) Shanna Edwards, Paul Caba. (15) Greg Kruse, Harvey Woodall. (16) Keith Runyon, Brent Frederickson, Frank Stanek. (17)True & Liane Can, Eileen & Don Fink. (18) Jim Pope, C.L. Burlon, Joy Alexander. (19) Sharon Johnson, Ron Denick, Norma Nelms. (20) Frank Penberthy. (21) Sheri & J.R. Birdsung. (22) Clyde Crenshaw, Mitch Boone. Gathering place was the Orange Tree Resort, Scottsdale, Az, Apnl20-22.

Photos by The Merchant Magazine

AVBW LTTBRAflPURB

Bar None

A l6-p. bar coding catalog is available from Par Code Symbology, lnc.,1275 Bloomfield Ave., Building 3-54, Fairfield, N.J. 07004; (800) 524-0599.

Platform Trucks & Dollies

An 8-p. brochure on Dura Products' complete line of hardwood dollies and platform trucks is free from Dura, Box 1008, Neenah, Wi.54957; (800) 7653872.

of any New Literature items by contacting each company directly. Please mention you saw it in

Shapely Windows

A geometric windows brochure is free from CertainTeed Corp., Box 860, Valley Forge, Pa. 19482; (800) 233-8990.

CD-ROM Architectural Gatalog

The first architectural ornamental millwork featured in a new CD-ROM version of Sweet's architectural catalog is available from White River Hardwoods, ll97 Happy Hollow Rd., Fayetteville, Ar. 72701; (800) 558-01 19.

Enviro-Friendly Operations

Several environmental operational guidelines for managing a lift truck fleet are outlined in a free booklet from Hyster Co., Box 847, Danville,ll.61834; (217) M3-7t36.

Hidden Hand Tools

A hard-to-find hand tool catalog is free from Tool Traditions, 7815 S. 46th St., Phoenix, Az. 85044; (800) 453-6736.

Water-Resistant Wallcover

A 6-p. brochure on water-resistant AquaTile tileboard is free from ABTco, Inc., 3250 W. Big Beaver, Ste. 200, Troy, Mi. 48084; (800) 521-4250.

Fiery Comedy

A Dricon fire retardant treated wood training video featuring a take-off on Wayne's World has been released by Hickson Corp. In the 3O-minute video, Wayde and Garp leave the set of their Wayde's WorldTY show to build a rock concert hall "to attract babes." As they look into Dricon FRTW, they encounter both effective and shoddy sales techniques. A guest editorial is added by Andy Looney. The video is available with a printed reference guide from Hickson Corp., 1955 Lake Park Dr., Ste. 250, Smyma, Ga. 30080; (404) 801-6600.

Landmark Forest Products fhe Olher @uys!

In bUSingSS SinCg 1955, HOOVgf TlgatgdWOOd PfOdUCtS,

Inc., is.the premier fir ll-l ine _prcssule trea.tel in NorthAmedca.

In addition, Hoover's firc rctadant formulations arc licensed to

a select group of licensee treaing plants.

Hoovir has had the same AmJrican ownership since 1983 <- .ni ii'r same executive team for over 20 years. Stability and

expedence assureilre industry's most erffuctive prcducts ano suppon.

tt) ^ rrrr r. I fIAATFFIF tlfiFlttFf

GallUsAt 1-800-TEC-WOOD

AndTest0urlfuowledge!

We welcome your letter to the editor. Just FAX your comments about the magazine or particular articles lo 714-852-0231 or mail to Editor, The Merchant Magazine, 4500 Campus Dr., Ste.480, Newport Beach, Ca.92660.

OVERLOOKED IN OROYILLE

The attached notice of Ernst Home & Nursery stores was clipped from the May Merchant. No mention was made that an Ernst store is also opening here in Oroville, Ca. Ernst took over and extensively remodeled a Kmart store that closed in February. The grand opening for Emst's newest store was May 20.

I am not associated with Emst in any way. Neighboring Chico seems to get in the news but never Oroville, and I thought you'd like to at least give us honorable mention. I worked for Koppers for many years, now long retired, but still an avid reader of your magazine. Tell Hugh Mungus and Freddie Fungus that I highly recommend retirement and they couldn't find a finer place than here in the north state.

Richard E. Gardner

37 Inglewood Dr. Oroville. Ca. 95966

ET\IVIRO.FRMNDLY

I am a regular subscriber to The Merchant Magazine. My husband and I own and operate Community Lumber Company in Idyllwild, Ca. I am both a business person and a person who cares about the future of our world. I felt very offended when I read your editorial "Die Eco-Weenies!" (January, p. 6).

I do not feel that doing business and preserving the environment should be mutually exclusive. The solution needs to

@tsITUARItsS

Lathrop K. "Lay" Leishman, 91, Pasadena lumberman, died of cancer April2T in San Marino, Ca.

Born on Terminal Island, Ca., he joined family-owned Crown City Lumber and Mill Co., Pasadena, Ca., rn 1926, selling it in the 1960s. Former pres. of the Southern California Retail Lumber Association, he was known as "Mr. Pasadena" for his contributions to the city and "Mr. Rose Bowl" for his active role with the famed stadium and the sarnes.

be an integration of sound business and environmental practices. This is not a matter of "us" and "them." We are all in this together.

I hope you'll find that you have a lot in common with those of us who care deeply about the earth and wish to find a balance between rampant development and "eccweeniedom."

Karin Greenwood P.O. Box 37 Idyllwild, Ca.92549

John M. Curtis, 78, former owner and pres. of Curtis Lumber, Olympia, Wa., died May 2 in Olympia.

He started selling building materials and construction supplies in Packwood, Wa., buying Curtis Lumber in 1952. He retired in 1989.

Wayne Mattson, 79, co-founder of Logan Lumber Co., Burien, Wa., died after a lengthy illness April 27, 1995, in Gig Harbor, Wa.

He started the business with Dale Bierce in 1949, handing it over to son Steve Mattson about l0 years ago.

Wallace "Wallytt Bonesteele, 68, founder and former ceo of Cascade Warehouse, Salem, Or., died of can(Please turn to page 54)

CI[ASS[FrcE ADS

CalI (7 14) 852-1 990for rates. To reply to Box Ads, write The Mercfunt,450O Campus Dr., Jite.480, Newport Beach, Ca.92660.

STNR INSTALLATION PROFESSIONAL

Start-up business in Los Angeles, Ca., area is seeking a licensed stair installation professional to hire & manage stair installers. Dinect instdlation experience is needed. Contractor relationships & ability to lead team of installers. Company plans are ambitious & immediate. We offer a competitive salary & attractive benefits. Interested & qualified persons should send resume, references and salary history to Box 655, c/o The Merchant Magazine.

PLYWOOD SALESPERSON I{ANTED:

Landmark Forest Products is looking for experienced plywood salespersons. Be a part ofour growing San Bernardino, Ca., company. Excellent compensation & benefits plan. Five warehouse locations in 3 states - All rail lines. Lance Duke, (909) 888-6747; FAX 909-885-5778.

ATTENTION Lumber Traders. Northwest Forest Products is a new, well-financed company in the greater Portland, Or., area. This is your opportunity to get in on the beginning of a new venture. We will keep your inquiries confidential. Please call Dave Miller at (5O3) 692-6483.

STAIR INSTALLERS: Stair installation company seeks experienced wood stair installers for business expansion in the Los Angeles, Ca., area. Past experience, present ability & contractor relationships important. We offer a competitive salary & attractive benefits. Interested & qualified persons should send resume, refercnces & salary history to Box 657 , clo The Merchant Magazine.

ESTABLISHED specialty wholesaler has commission sales positions available for experienced lumber, plywood or specialty products salespersons. Onsite reload/distribution facilities are located in prime geographic area. Send resume to Cedarwood Products, P.O. Box 7157, Eugene, Or.97401.

CONTRACTOR SALES MANAGER: Ganahl Lumber Company in Anaheim, Ca., is seeking a proven sales leader to fill this posi tion. If interested, please contact Jim Taft, P.O. Box 31, Anaheim, Ca.92815-0031.

LUMBER TRADER lilANTED: Landmark Forest Products is looking for an experienced lumber trader for our lumber sales dept. Be a part of our growing San Bemardino, Ca., company. Excellent compensation & benefits plan. 5 warehouse locations in 3 states - All rail lines. Lance Duke, (9@) 888-6747; FAX 909885-5778.

SPECIALTY BROKER: Expanding, established Southern Oregon old line lumber wholesale company has immediate opening for an independent specialty wood products commission broker with strong clientele base. Superior financial split; professional office support; great place to live. Neeley-Nelson Lumber Co. Phone (503) 773-7368 or(800) 547-5988.

GEMIM FOREST PRODUCTS is looking to fill a clerical office position with someone with computer & lumber experience preferable. Send resume to P.O. Box 105, Los Alamitos, Ca.N720.

STAIR INSTALLATION BUSINESS

WAiITED: Expanding compatry seeks to purchase an existing wood stair installation business in the Greater Los Angeles, Ca., area. Quality of existing stair installers, rclationships with area contracton, & general reputation in the comrnunity arc important factors. Will consider retaining cunent nmnagernent & employees. If you wish to discuss this situation, please reply to Box 659, c/o The Merchant Magazine.

WEATHERED, TWISTED OR USED LUMBER, Plywood blows, used or trims. Carl Hanson, (619) 661-2510, FAX 619-6615547, San Diego, Ca.

COPELAND LI,JMBER WISEES TO BT,IY Lumber Yards in the Western States. Contact Cop€land Lumber Yards Inc., 901 N.E. Glisan, Portland, Or. 97232, Attention Ed Fournier, Real Estate Manager. (503) 2327181. All inquiries kept confidential.

BUSINESS FOR SALE; Custom lumber milling/pre-stain facility for sale. Prime Northern California-Sacramento foothill location. Price includes 6+ acres land, buildings, equipment and inventory. Seller financing available. $1,415,000. Bruening Associates Real Estate, (9 16) 546-5161 ; FN( 916-5&547 4.

VINTAGE DOUCLAS FIR DECTING. 3"x4" 3' to 2(I T&G DFfloor deck. Grade is equivalent to D Clear. Stock is over 100 years old and is in excellent condition. Manufactured to lay up as 4" thick floor. Price is $375lrn F.O.B. Bend, Or. Deschutes Pine Sales, [nc., (800) 547-5650.

LOCAL LIIMBER hauling Southern California roller bed truck and trailen and bobtails radio dispatched. Rail car unloading at our spur in Long Beach, Ca 3-C Trucking, (310) 4220426.

NHIT|m ffiPffiIIIil ffiUIGT

A Division of California Redwood Association

Lumbar crading h- | ,t Eupta f''3pecrion Uf\ lTotl1{p,-s@.l

':"ff:il1" J\DJ" 0Hi:flfl66, The Redwood Rules Writing Authority

Authorized by American Lumber Standard Committee Board ol Review

-SOUTHERN CALIFORNIA

BINND]RS'GUIDT

GREATER SAN FRANCISCO BAY AREA

Mac8eah lhdiood (Betkeley) rfi cBA[i Ha;dwooi iffi ];fi,S6f :: (No. Pao1ic Lumber Co.

Crown Planlng Mill.. FibroFom Wood Pro&cb............................

Fountaln Lumbor Co., Ed rremdii roreirpnroiids....................::::::::.::

Harlen Mohl Inc. .(800) 82.|-962

Lane Stanlon Vancs

Modfi le, lnc.........................(800) 338-8153 NidG|scn Lumb€r & P]y{|md...................... ODPac Milhort Prodim........................

san Anhnio Rigi&Pde constructon @. Saroran LumberCo

Sorfiwest Plvwoodl-umber (213) 6il&9t

Toal Lumber B€ar Forost Producls

Capital Lumber Co.

Caroll Moulding ^Co. -...---.----..-.-.:.--. Coashl Lumber Co. ColumHa Forest Prodrcb.............................

Chemmite Coundl. Datatilro- co'!:.-.-:-:.::.::. -- - (ei 6j oe;'-iti6,i DMK Padfic CoD. FBmmt)......................... Geoqiafadffc Corp. (oaldand) ..................., Gsor$a-Padfic CoD. (San J060)................... Greens Prodrcb, Co

Snarely Thanos..................(800) 233€795

CENTRAL CALIFORNIA

lntemalional Forest Prcducb........................ Keleher Coe. Landnaft Forsst Producb..................

Lane Slantd| vanco Lumber Co...................

Lodshnafacific Distrihrton Conter.....

Mesa Focst Prc&ct..........0m) 41cdl72

Orcgm4anadian Fomst Prcducb...............

OrsPac Millwoft Producb.............................

Pactfr Hadwood Co

Pacilic LunSer Co..

Pan Lu1t6er Co......

R.E. Truddn9.......... .............18cf], 22-8782

San AntoniqRigid-tole Conltruction Co.

Lumber...(800) &-7300

Woinig, M|draal...............

Woyefiaeuser (Anahelm) Wayefiaouser (Fontana)

Prsdsim R€dmod llanuladudng...... hiiildd 6"p6 -...-.:..:.is"0iddiJdi;

Cop.

Bulldlng Prcdrcb............................ Reid A Wd$t, Inc. ......................................., R6smannlladonald & Bonelt. Inc. CPA.. Sadamento Pacific San Antmio Pole Cd|sfudbn Co................ Siskiyou Forsst Protub.....(800) 695{P10 Stochon Whdesah Stnaight l-ine ...........(ln SuporiorWood Unim Planim i Unim Planim Mi[... diil'ff *i'F.iil;il.... j:::{sod t4i'"iii,iii' Unlvetsal Fo16t Prodwts...(800) 188{826 Weyerhaaser Co................(800) 952-561 6 Geoda-Padlic

AREA Gemini Forest

Louisiana-Pacifi c (Red Bluff)......................... RFP Lumber Co.

Tdnity Rivor Lumber Co. ...............................

Tumac Lumbsr Co..

SACRI,IIEI{TO / STOCKTOT{ AREA

B€dex Intomalioilal.............(800) 627-531 I (9.|6)

Buildes Pre-Shin, Inc....................................(800)

BMD ..............................................................(20s)

Bowrnan Lumbor Sa|es..................................(91 6)

Calilomia &ildes Supdy..............................(800)

Cafitol Pacific

Weyefiaeuser Co.

Capatal Luder Co. Dhblo limber.........

Georgla-Padfic Cory Kefiefo r Lumber Cd. ..........................:::::.:::::

Mailn Fo|ost Produc$........(800) 675-2501 Morgan Croek Forest Producb.....................

SAIIIA ROSA AREA Nu For€st Producls ur0AH/wttuls

Ahl FoFst Producb

All Hoan Lumbor Co., 1nc..............................

r

52 Txnl\rlnncmr,nM,l,c^lzrxp JuHe 1995 Woyefi aeuser Co................(8m) 283-5678

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Obituaries

(Conrtnuedfrom page 50)

cer April 6 in Salem.

A native of Salem, he founded the company in 1957, retiring in 1991. He was treas. of the Transload Distribution Association from 1992-94.

Ron Foreman, 69, longtime O'Malley's mgr., died of an aneurysm April 4 in Cottonwood, Az.

He started with O'Malleys in 1946,

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For more information from advertisers, use FAX Response nwnbers in brackets-

Accents in Wood If2E]..................................35

Anfinson Lumber Sales t108]............,...........,7

APA - Engineered Wood Assn. [1f2]......9-f6

Baxter, JJI. Insl ..........................................40

Bean L'nber Co., Curt [111]........................8

Bear Forest Products [121] ..........................32

Big Creek Lumber Co. [1O........................2E

Bowman Lumber Sales [47]...,...................50

Bractt Internationat [49] ...........................51

Buse Timber & Sales [39]...........................42

C&E Lnmber Co. [140]................................42

3-C Trucking I1301........................................36

Clearlield Conveyors tf 54l ..............Cover III

Colville Indian Prrcision Pine Co. If101...,...7

Crown Planing Mi[ [f43].............................4E

Danair Inc. I1531...............................Cover III

D Stake MiIl Inc. [14U..................................45

Fontana lVholesale Lumber, Inc. [48].......50

Forest Products Sales [127].,........................35

Georgia-Pacific Corp. [123] .........................33

Haase Industries (Magnetic Broom) [125]..34

Hardie Building Products, James [113]......25

Holmes Lunber Co., Frcd C. [f29]..,..........36

Hoover Treated V9ood hoducts [f46]........49

Huff Lumber Co. [150].................................53

Keller Lumber Co. [19] ..............................30

Landmark Forest Products tf451................49

Louisiana.Pacilic Corp........................Cover I

Lumber Tag Specialties Co. [5U ...............54

Maks TYood Products Co. t141...........,,..,...34

Mallco Lumber & Bldg. Materials [136]....4f

M&M Builders Supply [107]..........................6

Mass Systems Co., Inc. [133]........................39

MaxiTile, Inc t1561.................---.-.Cover

serving as mgr. of Tempe and Buckeye stores for 30 years before retiring in 1981. In 1985, he founded Green Valley, Camp Verde, Az., retiring and selling the business to his son in 1993.

John M. "Jiggs" Cooper, 76, founder of Cooper Trucking, Ukiah, Ca., died May 10 in Cloverdale, Ca. He founded Cooper Trucking in 1945 and was joined by his brothers in 1947 as Cooper Brothers Trucking. He retired in 1985.

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Shown painted with water-based acrylic. Sold and shipped unpainted in light gray.