Merchant Magazine - July 1984

We are a new company who purchased the former Edward

Co. mill at John Duy, Oregon. Our team of seasoned professionals is ready to provide you the quality Ponderosa Pine products you need.

All our lumber is wrapped in water-resistant paper.unless otherwise specified. Our product line includes: 5/4 shop , 4/4 shop, 6 / 4 VG shop, 4 / 4 commons, 6 / 4 commons, 5/4 rough moulding and 4/4 selects.

(5O3) 575-158r

Hines Lumber

Iim Fanell and Dinty Moore, part of our highly professional sales and service team.

Rough lumber ready to be sent to the planer for surfacing, packaging and inside storage.

Rail plus truck and trailer shipments. We also maintain a reload center at Baker, Oregon on the Union Pacific mainline.

Ilrtrod.Etrtg$.mark ofagoodbtrsinessm

For 72 years, Simpson has eamed the resoect of the industry for making handcrafted wood doon with the utmost attention to deail. And now to better communicate our dedication to old world craftsmanship, our doors will be called Mastermark.

And Simpson Mastermark means business.

Because nobody helps you sell more doors than Simpson Mastermark. First off, we offer you a wide selection of both exterior and interior doors under one name. And we back you with a complete marketing program designed to help you sell Mastermark doors even before potential customers set foot into your store.

To begin with, our marketing package includes

veftisements being placed in well-known regional and national irublications. What's more, a co-op advertising program is offered that makes it easy for you to place advertising in local publications you feel best reach your customers.

You also get a complete range of support materials such as in-store literature and displap.

But most importantly, we stand behind our products. Because that's the mark of a good businessman,

If youd like more information, contact EdYoung, Simpson Door Company, 900 Fourth Avenue, Seattle, Washington 98164.

Publisher Emeritus A.D. Bell, Jr.

Editor-Publisher David Cutler

Associate Editor Juanita Lovret

AssistNnt Editor Patricia Nowlin

Contributing Editors Dwight Curran, Gage McKinney, Ken Thim

Art Director Martha Emery

Staff Artist Carole Shinn

Circulation Dorothea Creegan

The Merchant Magazine (USPS 796-56000) is published monthly at 4500 Campus Dr., Suite 4E0' Newport Beach, Ca.92660, Phone (7141 852-1990,by The Merchant Magazine, Inc. Second-class postage rates paid at Newport Beach, Ca., and additional offices. Advertising rates upon requesl.

ADVERTISING OFFICES

FROM WASHINGTON STATE & IDAHO: contact Carole Holm, 7033 82nd S.8., Mercer lsland, Wa. 9804O. Phone (2M) 6U-n70.

FROM NORTHERN CALIFORNIA & OREGON: contact David Cutler. 4500 Campus Dr., Suite 480, Newport Beach, Ca. 926ffi. Call (714) 852-1990.

FROM SOUTHERN CALIFORNIA: contact Crrl Vann, 205 Oceano Dr., Los Angeles, Ca. 90049. Phone (213) 472-3rr3 or (714) 852-1990.

FROM THE MIDWEST: contact wayne Westland, I109 Willow Lane, Mt. Prospect, Il. 60056. Call (3t2\ 431-7377.

FROM THE NORTHEAST: Joseph A. Shea, 6l Maine Ave. F-4, Rockville Centre, N.Y. 11570. Call (516) 678-1625.

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SUBSCRIPTIONS

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Subscription Rates-

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DAVID CUTLER editor-publisher

lltHEN THE trucking industry gathers to UU discuss government regulation, there is only one point on which all can agree: the Motor Carrier Act of 1980 was not the magic bullet that solved all the problems through deregulation. Far from it.

The wrangling over how many rules and regulations are required continues unabated. Advocates range from no regulation at all to those who would like to see re-regulation and a return to a highly structured system.

Emotions continue to run hot. Ernest S. Cox, chairman of the board of the American Trucking Association, has charged that the Interstate Commerce Commission has taken it upon itself to deregulate the trucking industry in violation of federal law. He calls ICC moves to deregulate trucking a "continual violation of the Motor Carrier Act."

He says that it stiil remains to be seen whether the nation will end up with a first rate transportation system "that serves all the public efficiently

and cost-effectively. .the kind of system we had under regulation.' '

Cox charges that those who created deregulation and promoted it as an idea whose time had come "all had two things in common-impressive academic credentials and no practical experience in transportation."

While the new system is far from perfect, most observers feel it was inevitable, if for no other reason than the old method of government regulation was inefficiently complex and hamstrung with bureaucratic absurdities. While some feel the goals of deregulation are being met, others say it's too early to call.

We expect the deregulation of the trucking industry will continue, in fits and starts, in the coming years. Like it or not, it exemplifies a major American trend to decentralization and an increasing realization that reliance on the forces of the marketplace can provide most all the regulation needed.

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

got hea?t

To sell nothing but the best, you've got to have heart. And Disdero Lumber Company has plenty. We inventory all-heart, old-growth Redwood Lumber in grades ranging from construction to vertical grain.

We also have clear all-heart siding, paneling and rough-sawn plywood to meet your most demanding specif ications.

But our heart's not the whole story. We carry the top grades of Western Red Cedar. bo-"uolas Fir. Hemlock and Pine. Plus rie're a ' major distributor of Laminated Beams and Fire{reated Lumber and Plywood.

So whenever you need quality products, get in touch with someone who's got the heart to meet allyour specialty lumber neeos.

Disdero. A specialtv lumber distributor for dver 30 years.

In Oregon, calltoll-free (800) 452-5737 West of the Rockies (except Alaska, Hawaii, New Mexico and Colorado), call toll-free (800) 547-4209.

Disdero Lumber Co.

P.O.Box42247

1504 S.E. Woodward Portland, Oregon97242 (503) 239-8888

Lacking practical rail transpoil, mills go to sea to get their lumber to market

lltHAT do you do when there is UU no train coming down the tracks? Eureka, Ca., and other North Coast towns faced that question last fall when the Northwestern Pacific railroad ceased to function. The story of how two lumber mills in the area responded is interesting.

"Due to the inconsistency in modes of transportation, in particularly, the loss of the Northwestem Pacific railroad," Jim Hunter of Schmidbauer Lumber, Inc., Eureka, explains, "we decided in October, 1983, to experiment with barging lumber to Southern California destinations."

Management at Schmidbauer Lumber, Inc. and Sierra Pacific, headquarted in Redding, got together with representatives of Eureka Forest Products, a storage and dock han-

dling operation in Eureka, and Sause Bros. Ocean Towing Co., Inc., of Coos Bay, Or., to plot the strategy of barging lumber to Southern California destinations. The first barge shipment was booked for early November.

Since that time the two mills have continued to cooperate in filling one barge per month. They currently split the approximate footage of 3,300 MBF per month. The bulk of all shipments so far has been delivered to National City, Ca., although one portion ofone barge went to Long Beach, Ca.

According to Hunter, "Without rail service, our mill was placed in a distinct competitive disadvantage to sawmills in Oregon and Washington with rail loadings. Losing the ability to ship by rail put undue pressure on the number of trucks necessary to meet the demands on outgoing freight.

"The biggest problem to bear was the prohibitive cost factor of truck rates over rail which virtually eliminated our position of selling products into Los Angeles and Phoenix, Az., areas, our largest consumer areas."

Although they started with a try and see attitude, both mills feel that the relative value of this experiment has been the ability to move products into Southern California at a competitive rate with an efficient and reliable mode of transportation. The drawback for Schmidbauer has been tylng up a block of inventory for a longer length of time and putting sales emphasis on a smaller customer base, according to Hunter.

By booking the quantity of lumber necessary to fill their position on the barge anywhere from l0 days to two weeks earlier than shipment, they

have been unable to sell smaller quantities on a quicker schedule.

"We also have had to become more selective as to a customer base that can handle that amount of inventory without backing up the pipeline," Hunter adds.

Story at a Glance

California's North Coast mills respond to railroad's closure .ocean-going barges used to transport lumber. mills re. main competitive as costs are below trucking. program still experimental.

Sierra Pacific Industries has experienced some of the same changes to accommodate to barging. SPI's Paul Trueb reports that the mill really likes it better and finds it easier to do one large order although they have had to reschedule inventory.

Both companies have found that the main changes brought about by shipping on water were in package sizes and strapping requirements. The actual travel time for the lumber is three days.

By working together with the package, the two mills were able to arrive at a competitive rate for transporting their lumber into Southern California. The costs are only slightly higher than rail, but much lower than truck.

From the viewpoint of the mills the experiment is ongoing. Hunter feels that it has been too short of a time

BARGING lumber to the Southern Calilornia area from Eureka, Ca.. was started last November by Schmidbauer Lumber, Inc. Jim Hunter, Finn Hurley, Hap Hasty and Frank Schmidbauer (left to right) find it an acceptable alternative to rail or truck transoortation.

period to guarantee its advantages and effectiveness as opposed to its drawbacks.

He says "It has been a means of selling our lumber into an area that has consumed more wood than other areas in the past. At present we are competitive, but only time will tell whether it will remain economically feasible to continue to sell and ship in such a manner.

"Any increase in costs of any of the factors would necessitate a new look and a sharper pencil," he concludes.

From the viewpoint of the barging company, John Sweet, manager of marketing at Sause Bros., says "We feel that barging does have a role in the transportation system out of Eureka. We do not purport to be the entire answer to the void created by the termination of rail service, but we do believe that we fill a role, particularly in the shipment of lumber into Southern California. "

Theoretically, the Northwestern Pacific Railroad as of last February resumed operation between Eureka and Willits under a court order. In reality, a $1200 surcharge per car on both inbound and outbound freight means there is no business on the line.

According to Al Bradshaw in the public relations office of the parent company, Southern Pacific Transportation Co., San Francisco, Ca., the company is trlng to recoup the several million dollars spent to repair storm damage on the line. The surcharge has been in effect since July of 1983. At this time a petition to abandon the line is pending.

Despite transportation hardships, lumber continues to flow out of Eureka because there are lumbermen and transportation men willing to adapt and adopt new ideas.

LUMBER from Schmidbauer Lumber. lnc. (note smokeslack in top photo) is transfened by dock handlers to a loadino blatform alonoside barge (middle photo). Fro-ni here it is tiftdd by forklift on barge and stacked on the baroe by its crew. When loading is complete, the barge is moved out to sea by an ocean-ooino tug which tows it, often in tahdem with fsecr ond barge, to its destination.

Photos by Les Minton

Ways to cut damaged freight losses

HiYSy',"il";*fi:11";1

damaged freight.

Ask the sales representative when you place your order how the freight will be shipped. Get the specific details on how and by whom it will be delivered. If you have had a bad exPerience with the carrier named, ask for another. You have the right to request a carrier satisfactorY to You.

Become informed about the trucking situation in your area. Learn which lines are slow and careless. Slow service is often synonymous with damage. Be aware that damage occurs more frequently on less than truckload shipments since the freight may not be compatible.

Check the bill of lading coPY sent to you. Note the date of shipment and keep track of the time. If the shiPment is not in your hands within two weeks, ask the shipper to trace it. This can prevent potential loss and damage claim situations.

Examination is the second steP in handling freight. Tiain your employees to check arriving shipments carefully. They should not sign until certain procedures have been completed. The driver may protest, but he is required to wait. If he doesn't, make note of this on the receipt, as well as notifying his terminal.

Checking of a shipment should include:

(1) Ascertaining if the shipment is complete and unloaded.

(2) Making a notation on the receipt if the shiPment is short, indicating exactly what is missing if possible.

(3) Checking for damage to Packages including oil or water spills; ripped or torn cartons; retaped cartons; crushed corners; forklift damage to cartons on the

bottom of a pallet; riPPed Plastic on shrink-wrapped palletsi crushed cartons on the bottom of stacked pallets.

(4) Refuse shipment if damage is extensive.

(5) Make detailed notations of acceptable damage on the receiPt.

(O Open cartons with obvious damage to check contents. (You may do this before signing receipt.)

(7) Moving damaged merchandise with packing material to a secure holding spot to await inspection by the carrier. (Damaged goods should never leave your place of business before inspection.)

If damage is discovered, the third step is for you to call the carrier's claims agent to request an inspection and claim forms. This usually must be done within 15 days. Make note of the date, time and to whom the call was made. Follow up with a written request. Since claims for loss and damage must be filed in writing within a specific time, often nine months, keep track of the time and stay on top of the inspection.

There is no guarantee that you will

Story at a Glance

How prevention helPs. ..car' rier selection .delivery in' spection. ..reciPient rights. .. deadlines. .alternatives to fil' ing claims.

be able to collect for damaged freight since there is no government agency with authority to force payment. Often a carrier will agree to an alternative to paylng cash for the damage, such as making monthly payments with interest, having his insurance pay claims under $5000 or issuing a demand note for the amount of the claim.

Carriers will often stall paying the claim by one of several ploys: demanding to haul more goods to apply against it; claiming the loss occured on a connecting carrier; demanding payment of charges before considering the claim; denying the claim because it was not received within time limits, or notifying the shipper of the damage and denying any claim made.

None of these are valid excuses. The carrier is responsible for delivering the freight in good condition. The ICC doesn't require payment before claims are settled or if shipment is not delivered. Careful documentation of dates can control the time factor excuse.

Several options other than filing for a claim are available to you. Inexpensive merchandise (under $25) is probably not worth the filing of a claim. Merchandise which is damaged but still salable at reduced cost can usually be sold for cost plus a small Profit. This often can offset the amount which would be collected on a claim since the freight company is obligated to pay only the discount price and gets the damaged merchandise for salvage.

If you opt for this method, there is still the possibility of filing a claim if the merchandise doesn't sell before the filing deadline. For merchandise damaged beyond resale, there is no alternative except filing a claim for damage or concealed damage.

Damaged freight is alwaYs a headache, but if you take the Proper remedies it is rarely fatal.

Furman Lumber, a coast to coast distributor ol quality lumber products introduc€s Sturdi-Wood from Pelican Mills. This state of the art Oriented Strand Board is ideally suited for residential and industrial construction, plus a wide variety of do-ityourself applications. Furman Lumber has many years of experience in this new generation of structural panels and is confident that this improved OSB product will play a significant part in the dynamic growth of the western construction industry.

. Roof Sheathing . Sub Flooring/Underlayment

. Stair Treads e Lamination Substrate

r WallSheathing Shelving

D.l.Y. Projects o Crating . Pallets

ENGINEERED TO INCORPORATE

THESE SPECIAT FENURES

. Designed with a 3-layer perpendicular orientation for added strength, stitfness, and dimensional stability.

Constructed in thickness from Vr" to1lc" and in panef sizes up to 8' x24!

. Designed in one gradereplacing several grades of plywood.

. Engineercd with a solid core.

. Guaranteed Knot free, Void frce and Patch free.

. Designed to cut, drilland naileasily.

Formulated with a non-Urea exterior glue (Phenolic Resin).

Designed to be at least equalto plywood in every way.

Act now fo reserue your exhibi| spoce o] the 2nd Annuol

WE$'nERN HOME CEA'TER& BU ILDINE MATERIAIS SHOW

New Show DqW: Thurs, Fri, Sat, November'1547

Anqheim Convention Center

THE FIRSI AND ONLY REGIONAL EXPOSITION TAIIORED TO THE SPECIAL NEEDS OF THE HOME CENTER AND BUILDING MATERIALS DEALERS IN THE WEST.

The decision-mokers you need to sell. The WESTERN HOME CENTER & BUITDING MATERIALS SHOW delivers the retoilers you need to sell in the western stotes, They hove the purchosing outhority for your producis ond services. At the 1983 show,40% ideniified themselves os presidents, owners ond oortners, Another 37% held the title of vice president, generol monoger, corporote officer or other monoger,

Retoilers you won't see of ony other show. The WESTERN HOME CENTER & BUILDING MATERIALS SHOW delivers you on exclusive oudience of home center ond building moteriols retoilers from throughout the western stotes. Fost-Show reseorch indicotes IhoI44%of the 1983 Show ottendees hod ottended no other trode show in the previous 12 months. Only 2D. ottended the Winter Hordwore Show in Los Vegos. Only15% ottended the Notionol

Hordwore Show in Chicogo Only 4% ottended the Home Builders Show in Houston.

Buying decisions mode right on the floor. Decisionmokers ot ihe WESTERN HOME CENTER & BUILDING MATERIALS SHOW ore there to buy. Ai the .1983 Show,76% of the ottendees indicoted thot they hod ploced or will oloce orders with exhibitors.

Dont miss fhis

outslo nding selling opporlunity

RESERVE YOUR EXHIBIT SPACE TODAY.

CONTACT: Morvin Pork, Exposition Monoger Western Home Center & Building Moteriols Show 600 Tolcott Rood, Pork Ridge, lL 60068 Phone (312)823-2119

Distribution's largest truck fleet

EVERY building products distri- Sbutor knows that flexible and speedy delivery is essential to profitable operations. But managing transportation can be a big job, particularly when you turn over $3 billion in building products sales every year. At Georgia-Pacific, that responsibility belongs to Roy M. Seim, Dstribution Division general manager - transportation.

"Service is the reason we are in business. And efficient delivery is central to that service," says Seim. "We guarantee delivery, usually in 72 hours or less, including mixed and less-than-truck loads. That requires a high degree of coordination among our 145 distribution centers, more than 100 plants and mills, and thousands of outside vendors. But as a result of that hard work, our customers are served by the industry's largest purchasing and physical distribution network."

Georgia-Pacific operates a fleet of more than 1,000 trucks, the industry's largest, dispatched directly from the company's own distribution centers.

Most of these centers have their own 10,000-gallon tanks so that they can buy diesel fuel in full-tank-load lots at minimum price. Each branch is also responsible for maintaining its own trucks, big over-the-road truck and flatbed trailers as well as specialized rigs, and managing its own drivers.

In Atlanta, John Manning, Distri-

Story at a Glance

Delivery usually guaranteed within 72 hours by a fleet ol 1000 trucks each main. tained by its branch state regulations complicate truck specs high priority for fuel efficiency.

bution Dvision physical assets manager, oversees a budget that allows for replaccment of up to l09o of the company's trucks annually.

Ralph Buckner of corporate purchasing develops truck specifications. This is made complex by varying statutes in the 49 states G-P delivers to. "California laws are toughest," Buckner says. "Every state has length and weight requirements, but California has tough statutes on safety, emissions and noise as well."

Fuel efficiency is another priority. G-P fleet fuel mileage has increased up to one-third as newer trucks have been placed into service. Records maintained by Pat Patterson, responsible for company licensing and fuel tax reporting, help identify the most cost-efficient trucks and provide a guide to future purchases. These records also help ensure that the company pays its fair share of state and federal levies, but no more.

Concludes Seim: "Tiansportation is a big job, but an essential one to reduce our customers' carrying costs and to enhance their service."

Transportation brokers and you

rrUCH HAS been written and IUlsaid about the emergence of the transportation broker since the 1980 Motor Carrier Act. While this information may be educational in a general sense, it doesn't address the question of should a building materials shipperuse a broker, and,if so. how to select one.

Nailing it down to the strictest definition, a broker's primary function is to match shippers with carriers. In a broader sense, they are like a one stop shopping center-they should provide a shipper with all his transportation needs. A broker, unlike a carrier, has the ability to shop for the shipper, obtaining competitive rates, reliable service and proper equipment.

The building materials industry has many products which require special transportation expertise in equipment and handling. The expertise needed is constantly changing. One reason for the change is development of new and improved products and another is fluctuation in pricing from one manufacturer to the next. Both of these create shifts in points of origin, often involving geographical changes.

As each unique situation arises the shipper is potentially faced with researching a new carrier. To further complicate the issue, the carriers today offer a maze of pricing programs.

A good broker can do the shopping for you as these changes arise, as well as negotiate with the carrier to come up with a fair and understandable rate. There is no doubt that utilizing a good broker's services can save time and money. The dilemma isn't whether or not to use a broker. but how to find a good one.

Story

at a

Glance

Control, insurance coverage, special services important in canier selection. .transportation broker matches canier and shipper. .good choice saves time, money, worry.

effective program. It should be understood that the carrier, not the broker, is liable for any claims that may arise. Understand what your obligations are, what the carrier's liabilities are and how the broker will mediate between the two. Many brokers have contingent cargo coverage in case there are any problems with the carrier's coverage,

Ask how quickly the carrier is paid and verify this by checking carrier references. A satisfied carrier will handle your shipments with more care and professionalism than one which is unhappy due to late or non payment.

This article is the product of three experts in the tronsportation field. It was coauthored by Judy Sennett and Richard Schefers, partners in R&R Truck Brokerage, Inc., Medford, Or. ond edited by Duane Wolfe, v.p. of sales and marketing for R&R and Siskiyou West, Yreka, Ca. Siskiyou Wst is owned by Schefers ond Richard Etchbon.-ed.

In considering your selection there are a number of important factors to examine. Bigger is not necessarily better. The small financially sound company may very well suit your needs.

Find out what the broker's specialty is; while they may be a one stop shopping center, if their primary business is in building materials rather than canned goods, this can be a plus.

Be sure the broker has a large enough carrier clientele to handle your volume of shipments at the pace you require. Discuss what type of control is maintained with the carrier. If the broker works with other brokers it could increase the possibility of diluting that control.

One of the often overlooked but more important items to investigate is the broker's handling of insurance coverage. Take the time to discuss this thoroughly, making sure there is an

Finally, explore what special services are provided. Will the broker provide one bill for your door to door shipment, or will you receive a bill for their commission and a separate freight bill from the carrier? Ifyou require stops in transit, such as extra pick-ups or deliveries, be sure they will be taken care of. Additional services you might look for are tarping, tracing, routing and rate quotations. While you might find brokers in the Yellow Pages, by word of mouth, or upon recommendation from your particular industry, a membership roster from the TransPortation Brokers Conference of America will provide a listing of some of the most professional brokers today. In order to be a member of the TBCA, a broker must be licensed by the Interstate Commerce Commission and must also be bonded. To obtain this roster, contact TBCA, P.O. Box 209., Oak Forest, Il. M52.

As you can begin to see, choosing a broker is far more complex than merely throwing a dart or comparing prices. While getting involved in any new relationship may causg uneasiness, establishing a relationship with a good broker should prove to be a savings in time, money, worry and Alka Seltzer.

From the Trinity River '...,'...', Country.

retODGEro.E PINE PRODLCTS

f :Mt" ffii i*?$?$Hl#:,?JHlT**

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qulres no speclal technlques. Ttre primarSr tools are a drill, socketwrench, chaln saw a,nd ha,mmer. Arr6lles a,nd surves are easily accompllshedbecause jolnts can be made at arqlr an€[e.

BVC Round Stock used above glound requlres no treatment or finishing.ItweatJrers attractive$r and requires no maintenance. It may be stained or painted using corrmon flnishes.

Round stock for use in ground contact is available fuIIy pressure treated (Wolmano,CCA WoodPreserwatlve) orbutttreated w'ith

EIVG-H?:"ff""3,?T,"'ff'tsH"ilj:: DqtEt ED natural style t'Iratworkswellwittrr -Ffl.|^ Spanish a,ndrancn-stylehomes rEN\'lrf,t a,nd commercial instaUat^iong, a,rtd wlrere large-scale natural planting requires a visuall3r comp atible material.

BVC" Doweled-Rai] Fence is substantial

antl durable. It is available in a st€ndard and a laxge scale, and widellr used to corrta.inlivestock as an alternatlve to less attlactive fencin$ products.

Pre-cut, pre-drilled do'weled-rail fencin$ is readyto install without nailin$ or sawing!.It allows for turni.rlg corners in anJr direction and ca,n be

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copper naphthenate, or penta chloroplrenol.

For destgn id.eas ask for LPP Quarterly #2, "Desi$ning andbuitding wlth round stock".

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STAKES prw.ents splitting duringi installation a,nd they won't break in use so tJrey keep

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BVC BtnJres are fu115r treated for long life. They are available pressure treated (Wolmano, CCA Wood Preserwatlve) or cold soaJr treated in copper naphtJrenate, as requlred. Because ttrrey are rould and.have a natural flnlsh,tJrey blend. into tlre la.ndscape.

placed on steep grades. The pre-drilledposts are butt-treated (witJr copper orpenta), and are available in several hei5flrts, to accept from one to flve rails. They may also be custom drilled to your specillcations. For installation and designideas askfor LPP Qgarterly #6.

SlrecltV: BVC Stal<es, 2" doweled., cha.mfered top,6" conlcal point, pressure t'reated (WolmaJr@, CCA Wood. Presenratlve ) lodSfepole pine as providedby Bourb on Valley Comp argr. BVC Stakes are available in 2'k 6',8', IO' a.nd12' Iengths a.tlrd 3"x 8', IO'and 12' Ien6ltlrs.

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How you can save on delivery costs Gt

QUESTION:

When you open or add another lumber yard, how do you know what type of trucks and how many of each you need to make deliveries?

ANSWER:

This is really three or four questions in one and there isn't enough information given to answer any of them properly without making some assumptions. You don't say how far you must make deliveries, to what type of customer, into what kind of terrain, what products and what services you will be offering nor how much in dollars you think be delivering in your first operations.

These are questions you should ask yourself before making a judgment. The proximity of any new yard to an older one must be considered also by the joint operator.

For illustration purposes, let's say that you estimate first year volume at $1,500,000, 5090 of which, or $750,000, will be delivered to contractors building homes. You are located in an area that has no sugzu sand or mountains to contend with. Your delivered customers need, and you plan to provide, these broad product categories of materials.

Framing Lumber

Mortar Mix

Windows & Exterior Doors

Boxing

Roofing

Sheetrock

Interior Trim/Doors

Fireplace Material

The customers require the seller to place shingles and wallboard on the roof and under roof respectively.

A quick review of this information indicates that for every "house" sold in total to a customer, you will require at least nine trips to make the necessary deliveries per house. Only two of these normally, framing

lumber and sheetrock, will fill the bed of a 2Vz ton dump truck. The other seven deliveries will be partial loads. In addition, many of these less-thantruck-load materials require special handling and/or special equipment, like a van for millwork and a conveyor to place shingles on the roof. It looks as if at least two trucks, one a dump and one a van, plus a conveyor for shingles would be needed.

The first problem with this would be cost effectiveness. Two trucks in the 2Vz ton, 16 'to?n' range to deliver $750,000, or $325,000 annually would be a cost disaster. In addition, seven of nine deliveries to be made will not fill either truck. Thus, big expensive equipment would be idle or underutilized most of the time.

An alternative suggestion would be this. Purchase a I ton chassis with heavy duty shocks, clutch, brakes, dualrear tires, etc.In concert with the dealer, have a 12' to 13' flat bed dump rigged for stake sides with a fifth wheel mounted on the chassis. Also, with dealer's help, purchase a 20' flat bed dump (20,000 lbs.) goose neck trailer and a portable van body for the trailer.

This configuration of a I ton, trailer with dump and a forklift mounted

CHASSIS plus conversions can equal economy in lumber delivery. This model lrom

van body for the trailer will cost about the same as one 2Vz tonflat bed, but the advantages to a small dealer don't end there. If seven of nine deliveries are less than a 2Vz ton, 16' dump truck load, the I ton can carry them more economically-generally 9 MPG versus 5 MPG (gasoline). When framing loads and sheetrock are delivered, the I ton with trailer working on two of nine deliveries can handle them at about the same cost asthe2Vz ton dump.

When you have windows, doors and other millwork, which you wish to protect, use the van body. It generally takes 15 minutes to set on or take off the trailer. From a practical standpoint, the trailer and van components will not wear out and require little maintenance. As business expands, a second I ton, like the first, will be the next piece to add to the configuration. This would allow expansion to a point where the trailer and van could be moving more of the time, but most of your deliveries, 14 of 18, would be made by the I ton alone at 9 MPG, with easier maintenance and lower cost plus lots of versatility. Oh, yes-a heavy duty conveyor at $700 or $800 for shingle handling woud be needed.

the Ford Truck Division is typical ol the many available lrom various manulaclurers.

you will year of

nrt-nfrflR

Payless Cashwoys will open a 45,000 sq. ft. custom-designed unit in Phoenix, Az., this month as a replacement store for an existing 24,000 sq. ft. operation Neiman-Reed's Lumber City, Yan Nuys, Ca., is sponsoring a d-i-y decathlon to raise monev for local youthsports...

Adding 18,000 sq. ft. to a 58,000 sq. ft. ex-Woolco outlet in Aurora, Co., Homecrafters Worehouse plans to open the Zndof 4 proposed units in the state next month: #l in Westminster (Denver) has been openfor2months...

W.R. Grace is acquiring Oie's Home Centers chain, Pasadena, Ca. (see p. 30.for full story) . . Price Save,rs, 'the Ernst Home Centers wholesale club operation, has opened a second unit in Fife, Wa Wickes Co.snow says it expects to emerge from its Chapter I I bankruptcy proceedings before Jan....

Mendo Mill and Lumber, Ukiah, Ca., has purchased the stcire, fixtures and real estate of Alfaro & Stanley Supplies, Fort Bragg, Ca., and will operate their own retail business on that site, managed by Ray Stephenson Alfaro & Stanley has moved to'a new site about 2 miles north of townonHighwayl...

Anderson Lumber Co. is looking for land and willbuild a multimillion $ retail./corporate office complex in Ogden, Ut. . . . Burbank Lumber Co., Burbank, Ca., hosted an open house and barbecue to celebrate completion of an extensiveremodeling...

Lumbermen 3 held a champagne opening for its new building center in Clackamas, Or., (see p. 82 for more details) . . Eagle Hsrdwood Center is a new retail firm opened

at l2l0 N. Las Brisas, Anaheim, Ca., by Cameron Caudill, son of Ceorge Caudill, a partner in ScottCaudill Lumber Co.. Citv of Industry,Ca....

Crown Custom Hardware. a Louisiana Pocific wholesale subsidiarybased in Costa Mesa, Ca., is adding an additional branch at 12321 Sampson Ave., Riverside, Ca., and plans an early July opening of both a warehouse and sales office, Mike Strack, mgr.

Louisiana-Pacific Corp. has ended negotiations to sell about 5690 of its Alaskan facilities to an employee stu;k ownership trust Weyerhoeuserwill repurchase up to 5 million shares of its common stock . . . Georgia-Paci"fic Corp. has second-quarter earnings of between 750 and 80Q a share, up from 52Q ayear ago . . G-P also reports it plans to sell its Portland, Or., former Hq. bldg. to Standard Insurance.

DAW Forest Products Co. organized by bankers Kohlberg, Kravis, Roberts & Co. is purchasing Diamond Int ernationa I Corp.'s northwest div. including sawmills at Coeur d'Alene, Fernwood and Albeni Falls, Id., and Superior, Mt., and the Oregon Lumber div. including a Bend, Or., sawmill, and a plywood plant and a remanufacturing plant at Redmond, Or. ;

Croman Forest Products, Phoenix, Or., has opened a new Costa Mesa, Ca., sales office . Siskiyou Plumas Lumber Co., Quincy, Ca., is adding a new planer and dry kiln in an expansion due for completion inSept....

Rupert Murdoch, Australian publisher, has purchased an undisclosed number of Sr. Regrs shares and Bass Brothers Enterprises Inc., Fort Worth, Tx., has acquired approximately a 690 stake in Sl. Regrs Capital Corp., a unit of St. Regis, which publicly says it "isn't for sale"

Thirteen bids have been made for Conrqil including Norfolk Southern Corp. and CSX; highest bid ($7.6 billion) was from F"rrsf Allied Corp. of Washington..

Zynolyte Products Co., Torrance, Ca., will move to larger facilities in Carson, Ca., this fall . W.M. Barr, manufacturer of Klean-Strip and Gillespie products, has opened a mfg. and distribution facility in Ontario, Ca. . .

Coostal Lumber's California Wholesale Div. has closed its El Segundo, Ca., office, moving the entire operation to their City of Industry yard,147ffi E. Nelson Ave., Waltef Ralston, mgr. .

Snavely Forest Products Inc., Pittsburgh, Pa., has openbd a direct shipping sales office at 881 Dover Dr., Suite #14, Newport Beach, Ca.92ffi3, co-managed by Pete Nevins and Vince Cunningham. .

GAF Building Moteriols Div. has relocated to GAF Corp. facilities in Wayne, N.J. Turner Industries, Inc., Irwindale, Ca., has been acquired by Cooper Industries, /nc., Raleigh, N.C., no pricerevealed...

Big Creek Lumber, a new firm in Paso Robles, Ca., Bud McCrary, owner, and Collin Weyrick, mgr., has its own sawmill in Davenport, Ca. .. Ron and Pauli Harper have purchased,4 & W Building Supply, Prosser, Wa., for an undisclosed sum, renaming it Horper's True Value Building Center...L & L Buildine Supply, Woodburn, Or., is celebrating its l0th anniversary.

Jefferson Smurfit Group Ltd., Dublin, Ireland, which has bought 990 of Southwest Forest Industries .firc., Phoenix, Az., is considering plans to acquire all of the firm and sell off some of its assets . .

In every cloud there is GALENDAR a sflfivef lining.

fr:":W

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JULY

San Joaquin Valley Hoo-Hoo Club - July 20, l0th annual Coast Frolic, Shore Cliff Lodge, Pismo Beach, Ca.

lnland Empire Hoo-Hoo Club-July 20, dinner and speaker, Los Serranos Country Club, Chino, Ca.

National Retail Hardware Association-July 2L25, 85th annual congress, Hilton Hawaiian Village, Honolulu, Hi.

AUGUST

Rogue Valley Hoo-Hoo Club - Aug. 3, golf, Rogue Valley Country Club, Medford, Or.

Mountain States Lumber & Building Material Dealers Association - Aug. 4, Wyoming golf tournament and dinner dance, Riverton Country Club, Riverton, Wy.

National Woodwork Manufacturers Associallon-August 4E, meeting, Vancouver, B.C., Canada.

Hardware Industry Week,/National Hardware Show - Aug. 1216, McCormick Place/McCormick Place West, Chicago, Il.

Builder Marts of America, Inc. - Aug. 26-2t, Gold Rush Days, MGM Crand Hotel, Las Vegas, Nv.

W.O.O.D., Inc., - August 27, annual golf toumament, The Ranch Country Club, Denver, Co.

Mountain States Lumber & Building Material Dealers Association - Aug. 29, Utah golf tournament and dinner dance, Wasatch State Park, Midway, Ut.

SEPTEMBER

Rogue Valley Hoo-Hoo Club - Sept. 6, installation of officers, Medford, Or.

Batibois: Inlernational Wood Construction Exposition - Sept. 12-17, Bordeaux, France.

National Hoo-Hoo-Ette Club - Sept. 15, fall board meeting, Airport Executive Inn, South San Francisco, Ca.

Mountain States Lumber & Building Material Dealers Association - Sept. 15-17, annual convention, Sheraton Denver Technical Center, Denver, Co.

Los Angeles Hardwood Lumbermen's Club - Sept. 16, fall dinner meeting, Maldonado's Restaurant, Pasadena, Ca.

Inland Empire Hoo-Hoo Club - Sept. 2I, dinner and elections, Green River Country Club, Corona, Ca.

Q.U.O.J.E.M. - Sept. 23-Tl, Pais, France.

Associated Lumber Dealers of Greater Seattle - Sept. 25, Weyerhaeuser Distribution Center tour, Seattle, Wa.

Western Hardwood Association - Sept. 2G2E, annual fall meeting, Harrah's, Reno, Nv.

Want to see your organization in print? Send us information including date and place on your next meeting, convention, or social event for the Calendar. Please make sure that we receive it st lessl six weeks eheed of the dile and be sure to include your name, address, and telephone number.

ffiOME GENTER MERGHANT

BILL FISHMAN

Bill Fishman & Affiliates 11650 lberia Place San Diego, Ca.92128

IlHRoUGHour all of retailing to- I day stores are seeking to establish a stronger identity in their marketplace.

In our industry, merchandise assortments are being trimmed back to narrow the focus as they are being added to promote completeness. Services are either being de-emphasized to shave costs and lower selling prices or they are being reinstated to bring their customers "full services." Most often the full service store's advertising boasts "friendly, knowledgeable salespersons. " Regretfully, the guy that wrote the ad isn't the one who waits on the customer. But that's a future column.

Assumingthat management has taken all the steps to indoctrinate their floor people with their company procedures, good selling techniques and, most importantly, product and installation knowhow, it's all meaningless unless the salespeople are on the floor and identifiable, easily identifiable.

When the home center advertises, "Look for our Knowledgeable Fellow in Yellow," the salespeople better not be wearing street clothes and a small badge. Anybody working in the store without the proper advertised attire is not earning his pay!

Selecting a good, easily recognizable

uniform can be difficult. There are many variables.

First, the type ofgarment has to be considered. Home centers have been using jackets, vests, shirts, smocks, nail aprons, shop aprons, cobbler's aprons. While jackets, vests, shirts and smocks offer the most tailored appearance, they also present the biggest headache. Size! One size does not fit all. The apron types of garments are less restrictive and offer some exchange flexibility.

Fabric is the next consideration, especially where there are changes of climate. Many retailers need different summer and winter garments to keep the staff comfortable.

Color is the next problem. Our industry is partial to the range of warm colors-reds, oranges and yellows because they are so easy to spot. Only a few home centers use the blues or greens. Yellow, by the way, is difficult to find in some fabrics.

Today, retailers are selecting store colors that identify all elements of their operation-signing, fixturing, trucks, logos and of course the store's uniforms.

Other decisions to be made in selecting store uniforms are how many to issue per employee, who pays for the garments and cleaning (the company, the employee or a partnership of the two) and where to find a supplier.

Uniforms are available directlv from

local suppliers in major markets or from mail order houses. However, uniform cleaning services are the best source of supply for total service. Depending on the size of initial order and subsequent cleaning arrangements, management can negotiate with these companies for the entire package.

A word of caution based upon experience. Choosing a store personnel identification can be a frustrating and time consuming function. It's no job for the president of the company, although he should have veto power. And, if it must be a committee decision, keep the committee small-very small.

Thot's How lt Goes!

This \oursales theroof

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^ It opens three different ways, not just one. Andersen HighPerformance Insulating Glass'" tr provides more than three panes' worth ofinsulating po-wer with only two panes. Positive weatherstrip contact tr keeps window snug against the elements. Andersen step-flashing system tr integrates window with roof, for an all-weather seal. And there's more.

For details on this, other Andersen windows, and glidine patio doors,.consult your nearby distributor (listed below). nnO stdti up for roof-hitting sales!

cune hCIne toquality come honrc toAnderserr'

'

MOUNTAIN STATES

CARUSO executive secretary

r P 3?;f ;'ff '. Jl;':o'ff i,''fii

the theme of a new audio/visual training program for employees entitled "Feelings." The program consists of three La Belle Films, or video cassettes, a leader's guide and individual workbooks for each employee.

The films show retail sales employees how and how not to communicate with customers. The whole point is to improve customer relations and increase sales. "Feelings" is designed to be run by

Home Center Careers Day

A special "Careers Day" program will provide exhibitors and retailers attending the second annual Western Home Center & Building Materials Show, Nov. 15-17, 1984, at the Anaheim, Ca., Convention Center, with an opportunity to interview recent college graduates in retailing, business and marketing.

The program, set for Saturday, Nov. 17, is being coordinated by Wayne Gardner, exec. v.p., Lumber Association of Southern California, and a member of the Western Home

WYOMING UTAH NEW MEXICO

managers and supervisors. To prepare for the sessions, leaders are encouraged to read the leader's guide to become familiar with the material. Three separate sessions are scheduled three to seven days apart to show the films one at a time. Each session lasts 60-90 minutes with group discussion a major part of the lesson.

The films and workbooks are available to MSLBMDA at a savings or they may be borrowed from the association at no charge on a limited basis to use or preview.

The association is cooperating with the W.O.O.D., Inc., board of directors in investigating the feasibility of a mill tour in late September or early October to

Center & Building Materials Show advisory board.

Placement directors of 175 colleges in l3 western states are being asked to contact interested students and to display posters inviting students to pre-register for the Careers Day program.

Participating students will attend seminars, tour the show and be interviewed by the companies of their choice.

Show exhibitors and attending retailers interested in interviewing for entry-level positions will be provided

California's redwood country. Preliminary plans call for a five-day tour of several redwood operations near Eureka and Ukiah, visits to several other California based mills. a tour of the Redwood Forest, and a day in San Francisco. Cost for each participant would be between $550 and $600 for air and ground transportation and lodging. Most meals would be provided by our host mills.

We need to know if you or your employees would participate. This could be used as an incentive for top sales people or as a reward or bonus for keY employees. The tour would be open to spouses for the first time with a shopping spree planned for San Francisco.

Nearly 50 suppliers have committed to exhibit their products at the Mountain States Trade and Buying Show which will be part of the convention at the Broadmoor in Colorado Springs on Nov. 16'

Most of the exhibitors will offer show specials to make it a serious buying opportunity for retailers. Hours will be ll a.m. to 4 p.m. and 7 p.m. to 9 P.m.

with designated interview areas.

John Berry, director, trade show division, Vance Publishing Corp., the show sponsor, said: "In view of our industry's continuing growth, the need for bright, young PeoPle has never been greater.

"Careers Day will provide a forum for both retailers and show exhibitors looking for new sales and marketing talent. Participating students will, in effect, be pre-screened, having already demonstrated their interest in our industry by attending the Careers Day program."

COMPUTERS EXPRESSLY DESIGNED TO SOLVE THE UNIQUE PROBLEMS OF YOUR INDUSTRY

FRED

States Lumber & Building Material Dealers Assn.

ARIZONA SG

E.J. JOHNSON executive vice president

ArIfE 63RD annual convenrion of rhe I Arizona Lumber & Builders Supply Association was successfully held May 20 -22 at the Registry Resort in Scottsdale. Approximately 5fl) people participated in various aspects of the convention.

The business sessions were highlighted by welcoming remarks from Herb Drinkwater, mayor of Scottsdale; legislative updates by Bob Usdane, State Senate majority leader, and an economic outlook for the industry by Dr. Gary Driggs, president and ceo of Western Savings Association of Arizona. President William Morrow presented information and data from

the NLBMDA which touched upon national activities and future relationships with the federated organizations. Other programs addressed the topics of .,productivity Results," Art Jacobs; ,,Effective Advertising for the Retailer," David Cutler, editor of The Merchant Magqzine; "Frame and Masonry, a Comparative Cost Analysis," Frank Stewart, and a "Profitable Approach to Workmen's Compensation" by a panel of experts.

Fitted into the convention schedule were social events bringing people together under a variety ofsurroundings. A desert steak fry under the stars, above and away from the night lights of the Valley of the Sun, provided the opportunity to kick up the heels western style, while a wholesalers extravaganza night

gave suppliers an enjoyable way to say thanks for the year's business. An elegant banquet concluded the convention's program which honored retiring lumberman John O'Malley for his many contributions to the lumber industry and outgoing president, Don Hossack, for an outstanding year at the helm of the association.

The officers elected for the 1984-1985 year of operations are: John Wyss, president; Jim Killen, lst vice president; John Gaskin, 2nd vice president and treasurer; and E.J. Johnson, executive vice president. Don Hossack, Dave Runyan and Jim Stewart will serve as the remaining members of the executive committee.

The dates for the 64th annual convention were announced by next year's chairman, Jim Stewart. The beautiful new Lowes Ventana Canyon Resort in Thcson will host the event over the traditional Thursday through Sunday format, May 16J9. Finally, we all want to express our appreciation to Mike O'Malley, convention chairman, who did an outstanding job in making this year's convention a most rewarding and enjoyable experience.

Peers Recognize Chandler

Chandler Lumber Co., Van Nuys, Ca., has been recognized by a cross section of suppliers, wholesalers and associations from throughout the building supply/home improvement industry as a 1984 Retailer of the Year.

The Hechinger Co., Landover, Md., a 43 store chain with retail sales of over $100 million, and Handy Andy Home Improvement Centers, Gurnee, ll., a 12 store chain with retail sales under $100 million, also have been recognized. Chandler, who tallies annual sales of $40 million with one building supply home center and two contractor units, was the independent retailer recognized in the annual competition sponsored by Cahners Publishing Co.

Chandler which has operated in the San Fernando Valley (Los Angeles) since 1947 has evolved from a contractor oriented store to a d-i-y home center although heavy emphasis has always been placed on lumber and building materials. At present they are reformatting the 25,000 sq. ft. home center which they built in 1974.

Change has been a key to success at Chandler with studied acceptance of a

Posts, poles, pilings, r$ry timber, crossarms, grapestakes, dimension lumber.

Pacific Wood Preserving of Bakersfield produces virtually all pressure treated wood products. And, with computerized inventory control, Pacific Wood Preserving of Bakersfield offers accurate and complete service. A single phone call can put this complete capabi I ity to work for you. Call today:

Steve Ryan, General Manager

ln California (800) 582-3950

Outside California (805) 833-0429

shifting customer base and new advertising and sales techniques, plus utilization of computers for 26 applications including estimating/plan take-off services.

UP Seeks Trackage Rights

The Union Pacific is seeking 1,100 miles of trackage rights from the ICC in the proposed consolidation of the Southern Pacific and Santa Fe railroads.

The Union Pacific asserts its rights would preserve rail competition in California. Arizona and New Mexico since the SF-SP merger would give the combined system "a virtual monopoly along the southern route from New Orleans to Los Angeles and San Francisco," according to UP.

The UP is seeking rights on the SP tracks between El Paso, Tx., and Colton, Ca., to join two of their lines. It also wants to join lines extending to Los Angeles and Oakland by gaining rights on the SP lines running north to south in California.

REIAILER of the Year honors have been awarded to Van Nuys, Ca., retailer Chandler Lumber Co. Accepting the honor was Chandler president E.L. "Al" Newkirk.

WESTERN HOME CEIVTER& BUILDII{E MAT ERIAI.SI SHOW

It's your show. Don't miss it. The first ond only show specificolly designed to meet the unique needs of Western home improvement retoilers,

The lorgesl ond mosl complefe exposilion of home improvement, mointenonce, remodeling ond decoroting products for the DIY morket ever ossembled in the West for Western retoilers,

More thon 600 exhibifors of thousonds of products ond services for your growing DIY ond outdoor living morket,

. building moteriols

. hordwore

. plumbing supplies

ond fixtures

. electricolfixtures

ond supplies

hond ond

power tools

. point ond

point sundries

. heoting ond cooling products

.

.

shelving ond storoge cobinets

siding, roofing ond roinwore systems

. disploy merchondisers

ond store fixtures

reody-to{inish furniture

. bothroom occessones

. decorotor products

energy soving products

. cobinets ond vonities

. outdoor living home core products

DIY books ond monuols

. floor coverings

. noils ond fosteners

. lown ond gorden

Coreer Doy The Western Home Center & Building Moteriols Show hos invited college seniors ond recent groduotes with on interest in retoiling to ottend the Show on Soturdoy, November'l 7. Heres your chonce to interview interested ond eoger entrylevel condidotes for your stoff.

Seminors toilored specificolly for Western DIY retoilers, Designed ond presented by industry leoders who understond Western retoil operotions, A complete progrom including odvertising, promotion, in-store merchondising, co-op funds, monogement informotion systems ond more And oll ot no cost to you if you pre-register now

IMPORTANT: PLEASE LEAVE SPACE EETWEEN FIRST NAME OB INITIALS AND LAST NAME ATTACH SHEET FOR ADDITIONAT NAI\4ES,

SHOW NOVEMBER I5..I7, I98.I / ANAHEIM, CA

IMPORTANT: In order to process your registration, your company s business activity must be indicated below:

(l) ! Retailer/Dealer

(J) ! Wholesaler/Distributor

(P) n Other (please describe)

Note: Exhibitor personnel should not use this form. Please use form orovided in Exhibitor Kit.

Ptasorr,:1,-g B:n D,.-^-^r ! rv.rrvrLv

!lrl (ilil! lilt \rlllrlll' 'r'\'lli,il ll\rr lr\ rlr'' t ll\ll(rnlllellllti l'itrlt't1t()it -\!r'lt!\ (Jl r ir ru.riir lr]] trorrtl l)rr'\r'l \rrtr\{'\ \i,i,.,, -,,.,. .': :.rii;.li;ii.- il; \\ ,t,i,t;,-. tttrl. l).(.. tlte rteus "lciLks" tolcj ol l'erus Ihlrt clrcnrieal' usccl in \\'()()(l prcscr\ ati\ c\ eau\L'cl eiiltccr'. .,\etiort: ctttcl rtr pell(linn lrr 1lg1ql lr itlr thc plol. lenrs inclrrcle(l "anv lurnbcl trcatcd \\ it h prcscf \ at ir c: anti r.l\ccl incl()ors" \\'oulcl trc lcqLufc(i to tre eorcrecl willi lt rCtilt'r lrr tcdttec "ltlrie" raDors. ()lrr ioLrsll this \\ ould al lcct Llse of tfcalccl rroocl in lirrrndalions. bast-lr)cr)t\ ()l Plcn \\'ood installaliolrs. ()thel storics reforlc(l tlr;i1 Irl).\ rr1f ie ials ri cre Irfcl)aring lo bun ovcr'-thcC()rllllcf sillt'-r trl Cl C()sotC. I)Clttll chlolonhcnol ancl lr:e'nic lrasctl uootl prcscfYatiVC\ latcr irr tlrc nronth. ".A cilnrplllgn t() uarn colr\ulncrs that tltr'ir:r.rn clcck:, lricnic tablcs ancl \\'ooclcn l'cr.rccs ean bc haznrrlous to lhcir hcalth" nas plcdictccl as ucll as \\itn)in! llrh. lr ,trt itll nlr'\Ct \ali\elrcale(l lLrrnbcr.

(rl-1) s-il 1990

\\'oori nrr-icf \ ltli\ c arrtl litrcsl irt clrr-sllv ussociations \\ crc irrillttcrl tlrut no ultrrrinq lrarl bccn gir crr 1o thcnt ot' an) l)f ()l)()\cd aciion. -l'lre Nalionul Iore:l I'rotlrrels,,\s:oeialrorr. Amcrican \\'ood Presen'ing Institutc and Societv of Anrerican Wood Preservers scnt a joint lctter to EPA ol'ficials \a! ing "pf (rceecliug rvithout public conrrrent clflcrrcls the principlc ol public participation in thc regulatory' proccss; it is trnl-air ancl un wise. .uitliout lhcsc conrrnents an-v agcnc) is likcll'to rcach a bad rcsult that coulcl easill harc bccn aroidecl."

Iluilrlittq f)rodu<'ts Di.qest \\'as unable to obtain con firrnation or denial o1' the reports l'rorn the [,nvironnrental Protection Agencl"s public aff'airs oll'ice.

W. R. Grace Buys Ole's I lrirtr lir e Olc'. hon)u .e nlr'r\ irl Southern C'alit'ornia arc bcing ac(luircd b1' \\'. R. (iracc & Co. for an undis' clorc<l anrotrnl cll cash.

Basecl in Pasaclcna, (-a., thc prir atelyou ncd chain dcvclopcd frorn one storc in Rosemeacl, Ca. According to Ilancy' Kncll, ple:ident, "The companr''s prescnt managcmcnt tcarn *ill continuc to run the honrc ccntcr stores, thougli whethcr the C)le's namc riill bc retaincd has 1ct to be de cided. "

Thc original storc! a trading post t1'pe handling mainly used merchandise, rias purchased by Knell's l'arnily in 1946. Although thel' opened a sec()nd \l()rc in l96l . tlre rrrajor c\fran'itlrr hegan in thc l97t)s.

Footsteps to follow

About 25 years ago I encountered a delightful ally in the building materials business in the Los Angeles, Ca., area.We were both involved with small new retail operations but a few miles apart at the beginning of the original do-it-yourself type operations.

His strong suit was his intellect, foresight, ingenuity, excellent business acumen.

Sol Lowi originally owned and operated Woodruff Plywood in Downey, Ca., subsequently leaving to open a similar type establishment called Plywood Discount in the nearby city of La Habra. His next step was to establish Discount Builders in Azusa. This company, under his and other management, then expanded to Monrovia and El Monte.

He then headed his lumber and plywood show for the nearby San Fernando Valley. His operations are now housed in the cities of Chatsworth and North Hollywood and his "show of shows" is under the banner of Builders Discount. By this time you no doubt have noted the similarity in names of each of his continuing sucCESSES.

Another thing Sol has continued is the practice of being original, unique, different and terribly logical about all he does. A visit to one of his emporiums is a fascinating experience.

The signs that greet you are different and unique. One is greeted by a placard that reads "ALL >r,r-ES FINAL," followed by others that are no less firm and final in their connotation.

Here is a sampling:

ABSOLUTELY NO EXCHANGES OR REFUNDS. NO CREDIT CARDS!

81 Ken Thim CHECK ALL (YOUR) MERCHANDISE AFTER PAYINC, BUT BEFORE LEAVINC. DO NOT HANDLE ANY LUMBER/PLYWOOD. RING FOR SALESMAN. POLICIES ARE DESIGNED TO KEEP THE PRICES LOW. PLEASE DO NOT ATTEMPT TO CHANGE OUR POLICY. THERE ARE OTHER STORES THAT WILL ACCOMMODATE YOU.

Some of the other indicators that you are in a different and unusual establishment, continue the ring of order, method and system:

DOOR JAMB SETS DO NOT OPEN BOXES. DO NOT HANDLE VANITIES OR (VANITY) TOPS WITHOUT SALESMAN. PLEASE REPLACE BOARDS AS YOU FOUND THEM (OUR) TIME SPENT STRAIGHTENING COSTS YOU MONEY! DO NOT ENTER THIS AISLE WITHOUT A SALESMAN; ALUMINUM DOORS AND WINDOWS. PLEASE WAIT HERE FOR NEXT

CASHIER FOR ASSISTANCE WHEN READY TO LEAVE.''

Although any, or all, of the above might well constitute the "kiss of death" to many run-of-the-mill retailers, it is, nonetheless, a way of life at Builders Discount. A visit to the premises is worth the time.

To compensate for all of the above there is a method in the man's madness.

ORCANIZATION: Nowhere will you find everything in its place and a place for everything like you will here. Many of the warehousing, display and storage ideas are singular, designed and constructed on the premises.

QUALITY: Lumber, plywood, paneling, doors and windows, pullmans, particleboard, drywall and accessories, moldings and all the other condiments that finalize the project are adequate for the novice for they meet the demanding standards of the professional.

CLEANLINESS: The deterrents to indiscreet customer handling of the inventory are a direct reason for the excellence of the housekeeping. But company personnel also have to be trained to Think Clean and it doesn't happen by itself. Cleanliness may not be contagious but it is noticeable and a far better choice than its alternatives.

And to make sure that the salesman understands the house rules: ALL VENDORS MUST CHECK THEIR RETURNS BEFORE ANY ORDER WILL BE APPROVED.

STOCK CONTROL: These people seem to be prepared for any emergency. We would assume that their Special Order file is minimal compared to most,excluding odd sizes of doors, windows, pullmans, etc., which no one can possibly predict or plan ahead for. Not all operations can carry the backup inventory that covers all consequences, but the times must be remote when this concern finds itself short of a basic commodity.

This article is not an affront to all of you who do a super job at what you do so well, (though perhaps differently) but rather a compliment to a member of the fraternity who has excelled in our business.

Thanks, Sol, for enriching our little niche in the world of retailing.

..ASKCASHIER.

Aulhor Thim is a frequent contributor to The Merc'hant Maguzine. A longtinte inclustry mernber, he is ernployed by Genstur Building Materials in l-os Angeles, Ca. - ed.

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Denver Door Clinic Scores

Gittings Lumber Co., Denver, Co., has found a way to provide a valuable service to its customers and increase sales of doors. About 130 dealers and pre-hangers from Colorado, Kansas, Nebraska, Wyoming and New Mexico attended a door seminar sponsored by Gittings which covered everything they ever wanted to know about doors -construction, warranties, care and finishing, commercial standards.

"Lots of people have grown into their jobs-or have been thrown into them-and they really do not have the background information they need," said Bill Yeager, area sales representative for Simpson Door Co. "This seminar provided that information."

The seminar, the idea of Jeff Regan and Don Quist of Gittings, was a variation of what they call the "road show" which is held every spring in different locations.

AI Aarhaus, manager of training and development for Simpson Door Co., presented information on stile and rail doors at the one day seminar. Pete Dempsey, Western sales manager for Simpson, talked about flush doors and Steve Hinds, a Peachtree representative, discussed metal doors.

In addition to the presentations, which included a film tour of the Simpson stile and rail door manufacturing plant and a discussion about the differences in various species of wood, the participants viewed displays, got a preview of Simpson's latest new stile and rail door. the Empress, and received literature packets to take home.

"There were a lot of good questions asked during the seminar," said Aarhaus. "People came out with more questions than they had going in, but at least they now know where to go for answers."

New PCWHDA 1985 Dates

A change in the dates earlier set for the Pacific Coast Wholesale Hardwood Distributors Association has been announced. The original dates were March 71-27, 1985. The new dates are March 3l-April 3, 1985. Convention hotel remains the Camelback Inn, Scottsdale, Az.

Olympic Traffic Marathon

Shippers in the Southern California area are preparing for the Olympics with contingency plans for moving their freight.

With more than 4 million tourists invading the Los Angeles area, from July l0 to August 20, including about 600,000 coming to the games, traffic is expected to increase proportionately.

Two motor rate carrier committees reportedly are asking the California Public Utilities Commission to approve surcharges on any material moving within a 35 mile radius of the Los Angeles Coliseum for a period of 15 days before the Olympics until 15 days after the Olympics.

N0 GOLD watch, but a camera and all the equipment to go with it, were among presents for Milner Larson (left), retiring lumber sales manager lor Gregory Forest Products, Glendale. 0r.. seen here with GFP owner Bill Gregory. Larson's 32 year career included forestry, production and sales aspects of the wood business. Succeedino him as sales manager is Ray Lizotte.

WTO YOIRC

There'.s no rhing like a harcl-selling deck promotion to girre r.our slore trut't'ic d s hor in rhe arnr. W'! 'll sl',ort r or hou, frae

Promoting the notion of do-it-yourself So, for the price of a stamp, get everyJecks rr ith Western Vbod is admitredly rhing you need to pump up sales...-, notnew

/W\

But u'ith today's smailer homes, the idea ,nry not 6. original--but [ \nl|3 , of extra space u'ith decks is very easy to sell. it's just r.vhat the doctor ordered.V{,/o

Easier sti11, u'hen you take advanrage of Vtestern \Xbod's nelv promotional kit.

It combines the high-arvareness ofprofessionally produced radio and newspaper ads, with an idea book to get homeowners thinkins about decks.

There's no charge for any of these ma-

ECoNoMIcS' ProductivitY' Eworkers compensation, advertising, frame construction, legislation and industry affairs were all part of a comprehensive program presented at the 63rd annual convention of the Arizona Lumber and Builders Supply Association.

In a departure from usual practice, the convention was held this year from Sunday to Tuesday, May 2O-22.

The meetings and other events were at the convention headquarters, The Registry Resort, Scottsdale, Az.

New officers were elected: John Wyss, president; Jim Killen, lst v.p.; John Gaskin, 2nd v.p. and treasurer; Dave Runyon, member at large, and E.J. Johnnson, exec. v.p.

Productivity specialist Art Jacobs,

(Please turn to paee 38)

THE UNIOUE WAIL of a Scottish bagpipe band

(1) punctuated the big wholesaler cocktail party. Three players turned out to be the children ol immediate past president Don Hossack. (2) David, Don, Dianne and Chris Hossack. (3) Duncan Hossack, a former bagpiper, himself, Leamon Tankersley, Frank Heldt. (4) Mike 0'Malley, Ron Doyle. (5) Linda & Gordon Beach. (6) Joe Butkiewicz, Debbie Sandifer, Dick Jackson. (7) Robert Ryan, John Shipley, Jim Barlow. (8) Peggy Foster, Sam Birdsong, Sr., Sam Birdsong Jr. (9) Cully Howland, Ken Higgins. (10) Bob & Evelyn Kenyon, George Sievert. (11) Larry Hamman, Kelvin Hamman. (12) Sam Hauert, John Gaskin. (13) Clint Skrla, Tom Clark. (14) Bill Brines, Jack Francis. (15) Jefi & Tim Smith. (16) Dale Grabe, Howard Ashment.

Arizona Action

MEEI the new president (1) John Wyss with Steve Strong. (2) Manning the LUA-cocktail party putting green: John McMillen, Jeff Johnson, Wayne Jones. (3) Jetf Locke, Paul Bovle, Mary & Steve Hancock, (background) S6ott

Kelc[er (11) Teri O'Malley, Don Hossack. (12) Rick lvie, Bob lvie. (13) Sherry Gaylor, Scott Gates. (14) Dino Powell', Don [ue. itS) Paul Connelly, E. J. Johnson. (16) Frank Minarsich, Bob England.

Gates. (4) Pat Simone, Michele Marshall. (b) Bill & llaurie Herman. (6) Betty & Harry prdz: nak. (7) Joanne & Tori Lapinski. (Si Mike Ellis, Dave Mason, Ace Mason. {!i)'Frank Stewart, Lynn Shurtliff. (10) Jim Soiic, Ron

TONE HEM,FIR ffi

The newest fruit of our labors, from Willamette.

Cherry-tone Hem-Fir always has been a popular product with doit-vourselfers. And now, we offer a unique new product to this grow. ing market: kiln,dried cherry-tone hem-fir studs. At very competitive pricesl

Plus, these studs are precision end-rimmed in convenient D.l.Y. lengths up to 8 feet to meet your marketing needs.

\7e invite you to enjoy the fruit of our labors. Call us with your order for cherry-tone hem-fir studs. todavl

Relax, You've got Willamette Willamette Industries. lnc. Lumber and PlVwood Sales Division PO. Box 907, Albanv, OR 97321 503-926-7771

ARIZONA CONVENTION

(Continued from page 36)

the first speaker, discussed ways to increase people's efficiency. He stressed the need for goals and an ongoing program of improvement. Jacobs said peer pressures and shifting methods of job performance measurement constitute major threats to productivity.

The topic of retail advertising was addressed next by The Merchant Magazine's editor-publisher David Cutler, who identified problem areas in advertising and suggested a number ways to make dealer advertising more effective. He urged the dealers to take a greater interest in their advertising and to be as creative as they know how.

Arizona State Senator Bob Usdane spoke at the keynote luncheon. He

NATI0NAL lumber dealer association oresident (l) Bill Morrow and his wife, Bessie, and Sharon & E. J. Johnson. (2) Tim Spellman, Cliff Moore, Tom Shelton. (3) Scott & Marie Sievert, Phil & Carole Guyot. (4) Donna & Jerry Hahn, Ellie & John King. (5) John & Estelle Aldridge, Leamon Tankersley, Wilma & Ken Lott. (6) Marjorie Pensinger, Dennis Miles, Wendy & Todd Miller. (7) Evelyn & Nelson Sembach, Jim Stewart. (8) Peggy Snavely, Sue Spellman. (9) Ron & Linda Ulvedal Eilert, Lynne & Bill Jordan. (10) Hoyle Adams, Dorothy Bunting, Cal Bole.

reported on health care costs and forecast that hospital costs will continue to escalate. Several bills have been introduced in the legislature, Usdane said, that attempt to provide ways to Iower medical costs.

Wood's advantages over masonry

(Please turn to page 40)

ARIZONA CONVENTION

(Continued from page 38)

construction in the Arizona market were outlined by afternoon speaker Frank Stewart of the Western Wood Products Association. He illustrated wood's on-the-job performance superiority to masonry, saying the "bottom line is that wood is cheaper, more versatile and is a better insulator than masonrv."

Story at a Glance

John Wyss elected new pres. ident. next year's convention will be in Tucson...variety of business topics covered by speakers on management, economics, legislation and productivity.

Convention activities that night were dominated by the Wholesalers Extravaganza, a new wrinkle in ALBSA convention programs.

Rather than various hospitality suites scattered throughout the hotel, this year the wholesalers banded together to sponsor a single party in the convention ballroom. A new concept introduced by this year's convention chairman, Michael O'Malley, it was well received and is expected to be continued at next year's convention in Tucson.

Next day, Missouri retailer William Morrow, current president of the National Lumber and Building Material Dealers Association. with which the

Arizona group is federated, reviewed current progra.ms in progress at "National." Morrow said that the Mortgage Retirement Act was still under review by the federal government and urged dealers to continue to work for its passage.

Association workers compensation programs and how they save members money were outlined by ALBSA managing officer E.J. Johnson. Mrs. Pauline Sloan of the State Compensation Fund noted both management and employee resistance to loss control despite safety's proven role in lowering various operating costs.

Pat Nichols, another panelist, reviewed a seven step safety program of organization, inspections, reviews, recording, medical systems and responsibility acceptance involved in turning workers compensation activities into a "profit center."

Jeff Johnson of the Lumbermen's Underwriting Alliance told of the many variations possible in workers compensation and explained how safety can lower a dealer's costs and improve productivity.

The second day keynote address was given by Dr. Gary Driggs, president of Western Savings of Phoenix. He forecast a basic downward trend in interest rates "as inflation is not coming back." Driggs sees more growth in suburban Phoenix than the metro area and Tucson continuing as a strong market. He stressed that businessmen will have to be far more efficient than previously as "you don't have inflation to bail you out " he said.

Golf, tennis, sunning and the annual banquet rounded out yet another excellent convention by the Arizona Lumber and Builders Supply Association.

CO-STAB of the Pete Prlain show next season will be his daughter, Mari, who learned d-i-y skills in the family lumber yard while growing u0.

D-l-Y Series Changes Format

"How To With Peie," the nationally syndicated d-i-y television series, starring Pete Prlain, will continue with the same title in the 1984-85 season, although Pete will be joined by co-star, Mari Prlain, his daughter.

"Our new series combines several ideas," says Pete. "We took ideas for in-house training programs developed with Teri Sloss, media director for Payless Cashways, and Hines Lumber advertising manager, Dan Nicolich, and our own concept for a television series based on remodeling and adding to a typical tract house, and, by combining them, achieved both ends."

The resulting series of half-hour television programs for release in September, 1984, shorn step-by-step, the remodeling process as well as new construction from excavation to finish. Sponsored nationally by Louisiana-Pacific and regionally by local dealers the series is made available to home centers for use as in-house training pieces.

Fks Choice ROOFING

We stock asphalt shingles rolled goods and coatings. Metal products include various prof iles and gauges in both galvanized and painted, along with a selection of flashing and other accessories, We also stock wood shingles in many locations

COMPETITIVE PRICING

Weyerhaeuser prices are always competitive. You can count on it. You can also count on consistent quality of products at the best value in the industry. Day in and day out.

RELIABLE DELIVERY

When Weyerhaeuser people give you their word, you can rely on it. Allorders will be shipped when promisedon time. No excuses. lf a problem does occur, we will go the extra mile to satisfy our customer.

CONSISTENT QUALITY

Weyerhaeuser-prod uced products are measured against rigid quality controlstandards. We will not cut corners. You can rely on Weyerhaeuser products to meet your performance expectations. Products purchased for resale by Weyerhaeuser will meet

the same demanding requirements. lf it comes from Weyerhaeuser, you can count on its quality.

DEPENDABLE SERVICE

Weyerhaeuser Customer Service Centers are conveniently located to meet the supply needs of our customersquickly and accurately. We work with our customers as partners, anticipating their needs and staying ahead with new products and new ideas. And ourTrading Centers are primed to give you prompt service on all direct millneeds.

PEOPLE WHO CARE

You will always get a quick response, accurate information and insightful cooperation from the people of Weyerhaeuser. We are dedicated to solving customer problems, and working hard to be the pref e rred s u p p I ie r. You r res pect s Weye r h aeu se r s top priority. We will never take it for granted.

WEYERHAEUSER CUSTOMER SERVICE CENTERS: ARIZONA

Phoenix: (602) 269-3541

CALIFORNIA

Anaheim : (7 1 4) 7 7 2- S8B0

Fontana: (7 1 4) 87 7- 6100

Fresno: (209) 486-6221

Hayward: (415) 786-1 200

Long Beach: (213) 436-8475

Los Angeles: (213) 748 - 5451

Sacramento: (916) 371 -1000

San Jose: (408) 297-9451

Sepulveda: (213) 894-4015

COLORADO

Denver: (303) 433-8571

OREGON

Eugene: (503) 461-0500

Portland: (503) 646-061 1

UTAH

Salt Lake City: (801) 972-5525

WASHINGTON

Seattle: (206) 854-3550

T9eyerheerrser

@ Copyright 1984 Wsyerhaeuser Company

Hardwood Flooring

by Dave Ferrari President Virginia Hardwood Co.

This is onother in a series of columns by Dave Ferrari to oid retailers in selling hardwood floors.-ed.

.FINE of the strongest selling Ypoints for hardwood flooring is the abundance of attractive parquet and plank designs that range from modern contemporary to Early American and Old Europe. Home improvement centers and building supply dealers must learn to take full advantage of this most important feature in their merchandising programs, not just let it be assumed. Most potential purchasers of hardwood flooring have little concept of the vast number of beautiful patterns and textures that are available todav

for the do-it-yourselfer. Often, the only hardwood surface they are familiar with is the gymnasium floor where they went to school, or the narrow strip flooring at their mother's house that collected dust and always needed cleaning and waxing.

Constant effort should be made by hardwood flooring retailers to acquaint their customers with the attrac-

tive designs that are available. We must reiterate that an eye-appealing hardwood floor display is an absolute necessity for any store that is reasonably serious about selling hardwood flooring. If you do not have one, we urge you to contact your local hardwood distributor.

Many people have difficulty in visualizing how a floor will actually look from only viewing a two-footsquare sample. Every store should allocate some space (as much as possible) to a laid-down floor with sections of different patterns. Virginia Hardwood has learned from experience that dealers who have an actual installation of a floor in front of their hardwood flooring display will sell more flooring than those dealers who have none. The larger the display, the better.

A l2-foot-square display floor is an

"Our competition isn't standing stiil . . that's why we're always one step ahead."

ideal size. But if you do not have sufficient floor space available, use the walls! Wall pattern displays can be spectacular. At Virginia Hardwood, we have utilized our showroom walls for floor-to-ceiling displays to visually present designs to trade visitors. Otherwise this amount of display would have been impossible.

Hardwood flooring displays should be constantly updated and supplemented as new ones become available. It is important to capitalize on the many striking patterns and textures that are available to show the customers walking through the store what's new in the hardwood flooring market. Ask your local hardwood flooring distributor for assistance.

An excellent way to call attention to the various hardwood flooring patterns is to take a sample from your display and place it on an easel. Position the easel in a high traffic area and call it "Floor of the Week" or "Floor of the Month." Try placing the easel and sample in the front window and showpiece it at night with a spotlight.

Going one step further, offer a special discount on this particular floor pattern for a limited time. This type of promotion can be effectively coordinated with newspaper ads which call attention to the floor of the week or month and invite the readers to come in, see it, and take advantage of the reduced price.

In essence, what we are suggesting is that a dealer use every possible means to inform the potential buyer what is available to him or her in doit-yourself installation of hardwood flooring.

Because what customers never know exists, they certainly cannot purchase.

K mart Adds D.l.Y Centers

As part of a movement to refurbish and move their image upscale, K mart will open 125 do-it-yourself home improvement centers in its stores this year.

About 650 "kitchen korners" featuring kitchen equipment have been added. In addition several hundred bed and bath sections have been updated.

K mart plans to spend $450 million on such projects in the next two years.

Truck Lease Extension Sought

The Private Carrier Conference has asked the Interstate Commerce Commission to allow private carriers to lease drivers and equipment from any direct source, whether it be another private carrier, owner-operator or equipment and driver leasing firms, on a trip basis.

Current leasing regulations allow private carriers to trip lease to authorized carriers. However, the rules require that any lease between a private carrier and a non-regulated lessor (i.e. another private carrier, owner-operator or an equipment or a driver leasing firm) be for a minimum period of 30 days.

It is this 30day requirement PCC is seeking to eliminate.

In its recently affirmed decision allowing private carriers to trip lease to authorized carriers, "the Commission was satisfied that the term of such lease, admittedly less than 30 days, would not, in and of itself, compromise or negate the for-hire carrier lessee's ability to demonstrate its assumption of control and responsibility for the operation during the lease," PCC stated in its petition. "That be-

ing the case, there is no reason to assume that the situation would be any different when the lessee is a private, rather than an authorized carrier."

PCC argued that the traditional 30-day minimum lease requirement did not develop from a concern over ensuring safety, but rather a desire to minimize competition in the transportation marketplace so as to protect the interests of authorized carriers.

"Both the Congress and the Commission have, in the past six years, initiated measures which confirm that a shipper may transport for itself on a one-way basis, yet utilize the instrumentalities of carriage on backhauls for purposes unrelated to private carriage without sacrificing its status as a private carrier or undermining the legitimacy of its claim that it controls the transportation service. "

Such options include hauling regulated commodities on backhauls, compensated intercorporate hauling, trip leasing with regulated carriers and an expanded number of exempt commodities. So-called private carrier to private carrier trip leasing is but another manifestation of one-way private carriage, according to the PCC petition.

These reform initiatives "were implemented as a means of mitigating the pernicious effects of exhorbitant energy costs, unavailability of fuel resources, and a severe inflationary spiral, which, if left unchecked, posed extremely serious threats to the fiscal well-being of this nation."

L-P Workers To Vote On Union

Union decertification elections at 12 Louisiana-Pacific Corp. plants have been made possible by the National Labor Relations Board's dismissal of charges filed against the company by the Western Council of the Lumber Production and Industrial Workers union.

LP workers in Big Lagoon, Carlotta, Cloverdale, Crescent Mills, Fremont, Keystgne, Oroville, Samoa and Truckee, Ca., plus Tacoma, Wa., and Trout Creek, Mt., will take part in elections.

The strike started in June, 1983, after L-P chairman and president, Harry A. Merlo, tried to bring Pacific Northwest wages in line with those at southern lumber companies by offer-

ing lower starting wages for new employces.

The company says about 30.q0 of the union rvorkers have crossed picket lines to return to rvork with 15 of 17 mills rrow in operation usiltg a combination of old and new workers.

Rate Discrimination Changes

Unless it can be proved that two shippers actually paid difl'erenr rates for the sarne service, unlawful rate discrimination has not occurred.

Complaining parties r','ill havc to shou, evidence of actual charges, according ro the ICC'. Parric. in:piring lhe complainl are nor requircd to produce er,idence.

In thc past on11' a potential for discrimination had to bc orolcd.

REDW()()Dwas used both inside and outside t0 creale a ruslic mood at the Lakeside Medical Center, ncline Vl lage, Nv C ear all heart vertical grain 5l 4 x 8 beve s ding from Pacific Lumber, Scotia. Ca covers the exter0r lnteri0r wood is clear a heart vertical grain 1 x 4/1 x 12 f rom Simpson Timber. Arcata, Ca The lumber was acquired through Lrttle Lake Industries Willrts Ca.

Phil Robinson is now marketing and merchandising mgr. for United Lumber Co. Inc., Anchorage, Ak.

Sterling Wolfe, Marquart-Wolfe Lumber Co., Tustin, Ca., and his wife, Loraine, are back from a summer vacation in Hawaii.

Lyle Radcliffe has been named director of marketing at Charlton Industries, Inc., Redmond, Wa.

Al Ryan is now sales mgr. for LouisianaPacific in Red Bluff and Chico. Ca. Chet Conczeruk is new in sales.

Eric Schwartz and Byron Preul are new in sales at Woodco Sales Inc.. Lake Oswego, Or.

Trish Williams, dump truck driver at the Boise Cascade Building Materials Center, Ogden, Ut., won a Woman of the Year award from the YWCA in the non-traditional vocation category.

John Tl Charles is the new general sales mgr. and Robert C. Freitag new industrial sales mgr. at Millers Falls Tool Co., according to Ray Sponsler, pres.

Jerry Hahn is now lumber sales supervisor and Don Wilson is a lumber sales rep at the Pacific Northwest Div. of Southwest Forest Industries, according to l)on Graves, exec. v.p. for building products, at Phoenix, Az., Hq.

Scott Walker has been named co-mgr. of 84 Lumber in Dublin, Ca.

Don Molnar is now mgr. of Pete's Lumber and Home Center, Seaview, Wa.

J. Ward Allen, Vancouver, B,C,, is writing a book about the North American Wholesale Lumber Association.

Dave Bufe is new to sales at the Croman Forest Products office in Costa Mesa, Ca. Mike Hodges is a new-sales trainee at Phoenix, Or., Hq. Mike Householder is now business mgr.; Dennis Rogers, mgr. of the remanufacturing plant; Carey Paxson, mgr. of the Phoenix, Or., retail outlet, according to Rick Kellso who was recently in Vancouver, 8.C., on co. business.

Bob Brown is now gen. mgr. at B. W. Randall Lumber Co., Huntington Beach, Ca.

Mffvin Coats, v.p. of Willamette Industries, has been re-elected pres. of the Industrial Forestry Association.

Glen lllig, Prestige, Inc., has been reelected pres. of the National Kitchen Cabinet Association; Walt Gahm, Kitchen Kompact, Inc., is v.p. and Gilbert Verkamp, Aristokraft, treas.

Kerry Andenon is new in sales at Snavely Forest Products, Tempe, Az.

Bob Dickinson is now plywood sales mgr. at Bohemia, Inc., Eugene, Or.

Thomas Armstrong is now gen. rryr. at the Edward Hines Lumber Co. DC in Albuquerque, N.M.

Dave Chimienti and Steve Hall are new traders at Hearin Forest Industries, Portland, Or.

Jeff Lundegard is a new plywood salesman for Willamette Industries in Albany, Or., according to Gene Walters, gen. sales mgr., lumber and plywood sales div.

Marc Roberts is mgr. of the new Pay 'N Pak unit in Honolulu, Hi., with Roger Petenon as asst. mgr, Judy Sennett, v.p., R & R Truck Brokers, Medford, Or., is back from a two week vacation,

Syma Gapski, Rygel Lumber Sales, Newport Beach, Ca., is the new pres. of the National Hoo-Hoo-Ette Club; Anna Dale Williamson, Boise Cascade, Medford, Or., lst v.p.; Rita Jedzynski, Higgins Lumber Co., Sacramento, Ca,, 2nd v.p.; Linda Reed, Miller Family Partnership, Eugene, Or., treas.; Susan Morgan, M & M Hardwoods Co., Mytle Creek, Or., sec.; Brcnda Carlson. Western States Insurance, Eureka, Ca. stat. sec.; Porfie Gross, Mullin Lumber Co., Burbank, Ca.; Avis Brazil, Gypsum Drywall Supply, Fremont, Ca., and Norma Delegardelle, Mullin Lumber Co., Burbank, Ca., directors.

Jim Golding, Golding Sullivan Lumber Co., Westrninster, Ca., was a recent business visitor in Arizona.

Mike Taylor is now sales mgr., builder sales, at Window-Visions, Kirkland, Wa., according to Wayne McCann, pres. of the Timberland Industries subsidiary.

Rayrnond R. Masce is now field sales mgr. at Evans Rule Co., according to Jeffrey Epstein, v.p. sales and marketing.

John N. Andenon, pres. SeaPac Sales Co., a subsidiary of Palmer G. Lewis Co., Inc., Auburn, Wa., has been elected a director of PGL, succeeding Palmer G. L€wis, 80, who has retired.

Don Weber, Weber Plywood, Santa Ana, Ca., is recovering nicely after recent surgery.

Bryce Seidl has been promotd to business development mgr. at the Simpson Door Co., Seattle, Wa., according to Bill Ruddick, gen. mg. His former position of mgr. of the Columbia River Div. of Simpson Door is being filled by Buck Westfall, former controller at Simpson Extruded Plastics Co., Eugene, or.

James R. Ellis is the new works mgr. at Adhesives and Chemicals Dv. of Borden Chemical plants in Kent, Wa., LaGrande, Or., and Missoula, Mt., according to Robert G. Jenkins, div. gen. mgr.

Dwight Curran, DMK-Pacific Corp., Fremont, Ca., is back from an Oregon .business trip.

Norm Ottoman is new in sales at Northwest Hardwoods, Inc., Portland, Or. Robert F. Reid, Robert B. Reid and Ken Laudenschlager, Reid and Wright, Inc., Arcata, Ca., recently returned from a sales trip to Europe, visiting England, Norway, Denmark, Germany and Holland. Richard Reid of the Colorado office filled in at Arcata Hq. for them.

Skip Farmer is new at MSG Forest Products, Inc., Portland, Or.

Neil C. Riley is new as director of marketing and sales at Simpson Dura-Vent, Vacaville, Ca. Judy Berk is the new product mgr., according to Don Townsend, v.p. and gen. mgr. who recently transferred from Simpson's Strong-Tie div.

Walt Ralston has retired as hardwood lumber mgr. at Georgia-Pacific, City of Industry (Los Angeles), Ca., after 33 years with G-P and its predecessor companies. His successor is Steve Hubbard. Walt has since been named mgr. of Coastal Wholesale's City of Industry operation.

Dick LcClair is now branch mgr. of Western American Forest Products, Inc.'s branch in Benicia, Ca., according to Jim Edens, pres.

Pete Bower, Mariners Forest Products. Santa Ana, Ca., is back after an extended European vacation that included the famed Z hour LeMans auto race and a visit to the Ferrari factory in ltaly.

Thomas J. Donohue is now exec. v.p. and ceo of the American Trucking Associations, Inc., Washington, D.C., according to Ernest S. Cox, chairman of the board.

William J. Marcil is the new senior v.p./ marketing at Charmglow Products, according to William H. Rentschler, chairman, and Gene L. McGuire, pres. Richard "Dick" Nolan is now region mgr. in the southeastem U.S. plus Az., Nv. and No. Ca. for Water Jet Corp., Canoga Park, Ca., according to Dennis D. D'Amorc, exec. v.p. Sandy McKenzie is now So. Ca. sales rep.

Dennis Miller has been elected v.p. and gen. mgr. of Hampton Industrial Forest Products, Woodbum, Or., according to Gordon J. King, pres., Hampton Lumber Sales Co.

Greg Perry, mgr. of the Bellewe, Wa., warehouse unit, has been named Mgr. of the Year at Pay 'N Pak, Kent, Wa.

(Continued from page 50)

We knovy lumber Let us help

Whether your job is as ornate as the famed Carson Mansion in Eureka, Ca., or as plain as a do$ house, we have the experience and facilities to provide you with the unusual and uncommon in lumber, moulding and millwork items, as well as the ordinary, in any q{uantity you need. If we don't have it, we can make it. Just ask. A In Redwood, Union Forest Products has S4S and pattern lumber, architectural patterns; mouldings, mixed loads and units available LTL, T&T and rail. A Also please inq[uire on clear Douglas Fir and Hardrvoods.

PERSONALS

(Continued from page 31)

John Hollstein, South Bay Forest Products, Orange, Ca., and his wife, Christine, are proud parents of a boy, Anthony John, born on June 7, 1984, weighingTlbs.,6oz.

Jacque Rohr is new to inside sales and C. J. "Cully" Howland is a new sales rep at Prime Lumber Wholesale, Glendale, Az., according to Tom Shelton.

William R. Corbin, senior v.p., has been named group pres. for timber and wood products at Crown Zellerbach Corp., San Francisco, Ca.

Tim Farrell, John Day Lumber Co., John Day, Or., is back at it after a Ca. and Nv. vacation.

Michael S. Sitrick has been elected senior v.p. - communications at Wickes Co.s Inc., Santa Monica, Ca.

Jack Jackson is now gen. mgr. at Escondido Lumber Co., Escondido, Ca., according to Pete Gieb.

Charles A. Carroll has been promoted to v.p., sales, for the home products div. of Rubbermaid, Inc., reports Wolfgang R. Schmitt, pres. and gen. mgr.

Barry Silveus has been named mgr. of Virginia Hardwood Co., San Diego, Ca. Dan McKeon is a new sales rep covering San Diego County.

Greg Leverette is now co-mgr. of the 84 Lumber in Newark, Ca.

Gail Young is now paint buyer at Orchard Supply, San Jose, Ca.; Paul Smith, housewares buyer; Yivienne Whisler, nursery buyer, Louise Osterman, assistant buyer.

James Parker is now director of marketing at California Hardware Co., City of Industry, Ca.

Pat Donnelly, former store mgr., is now garden and nursery buyer at NiemanReed's Lumber City, Van Nuys, Ca. Richard Lambert, executive v.p. at the National Retail Hardware Association. Indianapolis, In., will become managing director, replacing William Mashaw who is retiring after l7 years.

William Lund, former sales mgr. at Diamond International's pre-finished moulding plant, Chico, Ca., is now national sales mgr. for Fibreform Wood Products, Rocklin, Ca.

Tony Orlandini is mgr. of the new Lumbermen's store in Clackamas. Or.

Thomas M. Sonoga, Sr. is now western region sales mgr. for Red Devil, according to Bob L. Hickey, national sales mgr., who has just been promoted from western regional mgr.

Bud Byard, RB Lumber Co., Santa Ana, Ca., and his wife, Barbara, are back from a Rocky Mountains vacation.

Joe Lumadue is now handling industrial cut stock sales at Setzer Forest Products, Sacramento, Ca. "Bud" Perkins is in charge of moulding and millwork sales.

Will Caull is new to the order desk at Mungus Fungus Forest Products, Climax, Nv., according to Hugh Mungus and Freddy Fungus.

Doug Doonan is now mgr. of the 84 Lumber Co. store in Albuquerque, N.M,

Joe Bowman; Bowman Lumber Sales, Cloverdale, Ca., and his wife, Doris, have been on a No. Ca. mill trip.

Dan Green has joined Wolfe Lumber Co., Newport Beach, Ca.,as a trader according to Sterling Wolfe, Jr.

Richard H. Ayers, v.p., hand tools, is now exec. v.p. of Stanley Works.

Valerie Johnson is now lumber sales mgr. at Treesource, Inc., Portland, Or.

Dennis Heet and Bill Hollingworth of Heet Brothers, Inc., Baldwin Park, Ca., hosted a recent albacore fishing trip out of San Diego, Ca., that included Ted Gilbert, Product Sales, Orange, Ca., and Bob Thacker, Thacker Container Corp., Santa Fe Springs, Ca. The 6 on board got 5l fish.

Mfrs. to Tour So. America

The Fall meeting of the Hardwood Plywood Manufacturers Association was set for Oct. 3-5 at the Doubletree Inn, Monterey, Ca., during a recent meeting in Ottawa, Ontario, Canada. A hardwood plywood and veneer mill study tour in South America including Brazil, Chile, Peru and possibly Argentina will follow the meeting.

A joint meeting with the Canadian Hardwood Plywood Association and the Western Hardwood Plywood Producers is scheduled for Oct. 3 at Monterey. The spring 1985 meeting will be held at Stouffer's Inn on the Square, Cleveland, Oh., April 17-19.

*sr,er.JorA suppLy

PLANT TOUR during Hardwood Plywood Manufacturer's meeting in 0ttawa, Canada: Gail Overgard, States Industries, Inc., Eugene, 0r.; Henry Van Brussell, Ruckle Splicing Systems, Inc., North Bay, 0ntario, Canada; Les Levin, G/L Veneer Co., Huntington Park, Ca., (left to right)

Meetings in Ottawa, May 16-18, included sessions of the Manufactured Housing Task Force, the Long Range Planning Committee, the Pre-finish Division, the Cut-to-Size Division, and the Stock Panel Division.

President Clark E. McDonald reported on the hardwood display at the 6th International Woodworking Industries Exhibition in England which included HPMA and four other U.S. associations.

J. Tait Hardaway, Memphis Plywood Corp., Memphis, Th.; Joe M. Clarke, Clark Veneer and Plywood, Jackson, Ms., and Harold Jones, Jones Veneer and Plywood Corp., Eugene, Or., were elected as honorary life members.

Avanti is a complete Entry Door System offering an energy saving insulated door panel with an "R" factor of 14.9, universal and reversible frames, the unique Endurseal weatherstripping, and patented prefinished oak and aluminum adjustable threshold. It is unrivaled in quality, security, attractiveness and versatility of design, and especially in its ability to conserve energy.

Place your confidence in Avanti-yet another Peachtree Door Way to Energy Conservation.

insulated side lite panels. An assortment of removable grille patterns is available to complement any architectural style.

and selected sales aids

China Delight

Universal-Rundle Bath Products has introduced the Delano Collection, a new line of china and fiberglass fixtures including a pedestal lavatory, a matching one-piece toilet, a bidet and two self-rimming lavatories.

To complete the collection, a fiberglass whirlpool tub, large enough for two, can be installed as a sunken or pedestal unit. The water efficient toilet is said to have a very quiet flushing action. The matching bidet features a hinged seat cover.

The pedestal lavatory offers a sculptured bowl with a large counter and overflow areas. One of the selfrimming units is specifically designed for shampooing.

The fixtures are available in a selection of colors.

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

lmproved Overhead

New from Armstrong are two additional designs in the Chandelier line of ceiling tiles, Pebblewood and Westwood. Both feature a pebble pattern surrounded by a wood-grain border.

The 12" x 12" tiles are washable, acoustical and fire-retardant. Designed to be easily installed, they can be cemented, stapled or put up with Armstrong's Easy Up Method.

Strong Arm Wrench

Excel Corporation has introduced Break-A-Bar. a new ratchet wrench designed to remove stubborn rusted nuts and bolts.

The tool comes with a built-in tubular handle extension which doubles leverage and torque capacity.

Made of durable chrome vanadium, heat-treated steel, it fits all standard Vz' drive sockets and accessories. It also can be used as a conventional Yz" drive ratchet wrench.

Lets Get Fresh

New from NuTone, the Air-To-Air Heat Exchanger, model AE-200, is designed to help alleviate the problem F of indoor pollution caused by poten- I tially harmful gases emitted from I building materials.

The device has a CFM rating to effectively ventilate a typical home up to 2200 sq. ft. Additionally, a rotary matrix wheel offers up to 7590 heat recuperation. Complete ventilation is controlled by a single switch.

The UL listed heat exchanger measures 29-l/2"x17-3/8x10-l/4". and weighs 25 lbs.

Pushing Hammers

A new push hammer has been introduced by Tajima Industries for pushing short steel nails into plywood, sheetrock, plasterboard, accoustical tile and other jobs.

The tool will handle up to 3/16" diameter by lYr " longnails. The magnetic pushing shaft holds the nail in the tool until its ready to be pushed into place.

If the wood is hard or the nail is too large to allow completion of the operation, the hammer head can be used to drive the nail home.

Keep lt Hot OrCold

New from Japan Oxygen, Inc., is the Nissan vacuum bottle, guaranteed to be unbreakable and thermally efficient for five years. Made of stainless steel inside and out, it reportedly has thermal capabilities that exceed 12 hours.

The container features a widemouth for ice-cubes, a spout which pours without removing the stopper and an adjustable carrying strap, in addition to its light weight.

It is available in two sizes, the HSA 900 (l quart) and the HSA 1200 (1.3 quarts), in a variety of colors.

Save With Safety

The Wiring Device Department of General Electric Co. has a new programmable Home Sentry II Memory Switch to hold environmental securitv as well as reduce energy costs.

A mini-computer inside the programmable switch makes it posible to turnan incandescent fixture on or off up to eight times ina ?Lhour cycle. It adds slight variations to its operating times giving the impression that there is someone home. A dimming feature enables lights to be put on at half their normal intensity.

The device which replaces a conventional wall switch can be programmed and changed at any time.

Handy Cart

The Log N' Lawn Cart Jr., a new product from FXG Corporation, is a multi-purpose cart with a welded steel rack which can be filled and removed, freeing the cart for other tasks such as hauling barrels, boxes, etc.

The cart is specifically designed for various duties not requiring the use of a larger model.

Redwood Garden Window

W.J. White Co.'s new Garden Galleria Window, a greenhouse window of clear heart redwood with insulating qualities, can be installed in new construction or as a retrofit unit.

The window with a thermallv broken glazing systern, insulated base and glass, side opening,screened vents provides a year around environment for plants.

Shelves are adjustable to accommodate both large and small plants.

The window is available in seven standard sizes as well as custom sizes with a stained glass top lite available as an accessory. The unit meets the Class A and Class B improved performance for air infiltration, water resistance and structural load tests.

Prefinished Job

Contact Lumber Co. has introduced Impact-?fr00, a new dimension in prefinished interior wood door jambs and mouldings.

Available in four wood grain colors that have a high performance finish, it comes in specified lengths in both ranch and colonial profiles. Colors are designed to compliment most prefinished doors.

The product is useful for single and multi-family housing, commercial, and remodeling projects. It reportedly is extremely easy for the do-ityourselfer to use.

Textured Look For Wall Panel

A new plywood wall panel with the dimensionally textured look of wallboard has been introduced by Weyerhaeuser Company.

The product comes in four finishes. A plain ivory finish resembles textured and pre-painted wallboards, while three patterned finishes have the look of heavy wallpaper over wallboard.

Like other plywood paneling products, the panel can be applied over existing walls or directly to studs. Battens are available.

The Class C Fire Rated panels also provide guaranteed low levels of formaldehyde emissions under specified test conditions.

Heavenly Bath

The Masterbath, a new environmental enclosure from Kohler Co., is designed to relieve tension and sore muscles by combining functions such as shower, sauna, steam and whirlpool with "climate functions. "

The two models, the Habitat Masterbath and Environment Masterbath, are water and energy efficient and measure 91"x52"x82". Both include vinyl pillows and speakers that can be hooked up to a stereo receiver.

The Habitat model includesa selection of 16 bold acrylic colors for the walls and fascia panels and a cypress deck which can be padded. The Environment unit comes with a padded deck and Vl carat gold plated controls and showerhead. The interior is paneled in genuine teakwood. The acrylic trim is available in black or parchment.

Fine Finishing

American Brush Co. has introduced the Sandrite fine finishing brush made of Amfil filament (an exclusive alloy of polyester and nylon) combined with China bristle.

The patented sanding process is designed to produce soft tips for a fine and streak-free finish with stains, urethanes, varnishes, enamels and marine paints.

Rust Remover

Crete-Nu, a live action cleaner to remove rust and other corrosion stains from concrete, grout, ceramic tile and metal surfaces as well as wood, is new from the Savogran Co.

If used before painting concrete, the product reportedly etches the surface to insure a stronger bond.

On metal surfaces such as aluminum, copper, and brass, the cleaner brightens and removes oxidation.

July,1984

Smart Hideaway

The new Tool-Bin storage organizer from Crafco Manufacturing, Inc. fits behind the seat of any pick-up truck as well as many other vehicles for easy access to tools, fishing or camping equipment.

The bin, which is 5%" wide at the base and 15" high, is available in three lengths: 54',45' and l5'i

Designed to fit the contour of the truck seat, it is said to be easy to install.

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

Keeping The Heat Away

Durock Tile Backer Board, a new product from United States Gypsum Co., protects surrounding walls and floors from heat, while reducing the required clearance between combustible wall surfaces and Ul-listed wood and other solid fuel stoves and room heaters.

Made of a specially formulated aggregate Portland cement and reinforced with glass-fiber mesh embedded in both surfaces, the board is available tn Yz " thick panels 3 ft. wide and 4, 5 or 6 ft. long. Designed for d-i-yers as well as professionals, the lightweight boards can be cut like gypsum panels.

Altitude Adjustment

Level Ladder, a multi-purpose step ladder with rear adjusting legs, is now available through K-H Marketing.

The ladders range from 4 to 12 ft

and have Type lA 300 lb. duty rating. Additionally, they conform to A.N.S.I. standard 14.2-81 and O.S.H.A. and bear the U.L. Listins Mark.

Quality and Appearance Are lmpoilant

Old World Flooring

ond to resist seoson checking. Avoiloble in Douglos fir ond white woods l "-6" x 8'.

Tarkett has added two new patterns to its vinyl floor collection.

The 12" x 12" tiles are protected by a no-wa( Brite-Bond urethane surface for high gloss and minimal maintenance.

Fountain Plaza features an octagonal-shaped filigree pattern in blue, almond, brown or yellow glaze. Each tile is dappled with a darker tone of the same pastel coloring to accent its design.

Provincia Grande recreates Mediterranean flooring with diamond borders of natural wood. It is available in three tones: gunstock and blue, gunstock and terra cotta, and gunstock and bisque.

Other styles offer popular European tile motifs in colors mottled for variety in accent and style. Th9 tiles are available with Sure-Stik adhesive backing for do-it-yourself installation.

When sending in a change ef address please include zip code on both old and new addrbsses and either the old label or the inlbrmation from it. Thanks!

Energy.Minded Garage Door

Wayne-Dalton' s new Thermowayne 34 garage door has an insulation system which contains a solid polyurethane core sandwiched between steel skins with integral struts. A U-shaped door bottom seal keeps out the air and tongue-in-groove sealing between sections forms an additional air barrier.

Non-corrosive rollers assure quiet and smooth operation, while impactresistant polymer hinges are durable. The embossed, pebble-finish flush outer surface is covered with a bakedon white prime coat, ready for final painting to complement the color scheme of the buyer's home.

Optional windows and automatic openings are also available. Doors come in 8, 9 and 16 ft widths and heights of either 6Vz or 7 ft, in extension spring installation only.

All Weather Nailing

New hot-dipped galvanized nails from Duo-Fast Corp. are qualified and certified by the National Forest Products Association.

Designed for All Weather Wood Foundation Systems, they are said to be resistant to corrosion and harder than stainless steel when used with pressure treated wood.

In addition, they can be used with power-driven fastening tools.

Insulating Foam Panels

Champion International Corporation has designed a new foam insulation product, ThermoWall, which is a non-structural sheathing panel of extruded polystyrene foam suitable for new construction as well as remodeling projects.

The rigid foam panel is lightweight and reportedly easy to install, with high insulating and moisture resistance prop€rties. It can be used for exterior sidewall sheathing, perimeter foundation, and underlayment for gypsum wallboard on interior walls and ceilings. With tongue-in-groove edges to minimize air filtration through seams, it does not require

reflective air space and foil facing to maintain a high R-value.

The product is available in 2' x 8', 4'x 8', and 4'x 9'in 3/r and, l" thicknesses.

Clear, Cool Water

AMF Cuno Consumer Products has two new types of "two high" filters for its Aqua-Pure home water filter line.

The filters, which remove dirt and rust and are available with either an opaque or transparent housing, can be purchased with an optional "Valve-in-Head" which shuts water off for easy cartridge replacement.

Reportedly eliminating the taste and odor of chlorine as well as musty, stale and metallic tastes from drinking water, both filters meet the demand for water filtration without restricting flow rates. They feature plastic housings.

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

Convenient Barbecue

Seven new Cookin' Cart models have been introduced by Structo. Designed as complete outdoor cooking centers, the gas grills offer features such as a warming rack, a swing-up front shelf, a two-piece porcelainized cast iron cooking grid, built-in utensil hooks and weather resistant side shelves.

Steel wheels make the carts easy to move. The heavy gauge steel frames, weather-proofed with baked-on enamel finish, are designed for maximum strength.

Steel wire or wood shelves beneath the grill offer storage space. Other features include double burners, an electric rotisserie, a heat indicator with separate controls and a fuel gauge.

Right In Your Own Backyard

The Reynolds Screenhouse is a new do-it-yourself aluminum structure from Reynolds Metals Company. Designed as an outdoor leisure living space, it reportedly can be assembled in 20 to 30 minutes.

The aluminum frame with a bakedon enamel finish and the fiberglass screen panels are built to resist corrosion. The roof is said to cut out about 8590 of the sun's ultra-violet rays, keeping the space cool even in direct sunlight.

The enclosure comes in three styles: a round l0' or 12'4" diameter model, a square I I '7 " model, and a rectangular version measuring l2'l0' x8 '6 ". Their height is 6 ft at the walls and approximately 8 ft at the center.

WE DOACOMMON THING UNCOMMONLYWELL

A-door-ing Insulation

Insul-Awn, a new patio storm door designed for sliding glass doors by ESM, Inc., helps solve the problems of drafts, heat gainlloss and glass door security.

It features a foam filled bronze aluminum frame with an all round weather stripping to prevent drafts. A 3/l6th' tinted acrylic insulates glass against cold and blocks the sun's ultraviolet rays that fade furnishings.

The unit can be raised up with two supports to act as an energy saving awning in nice weather, offering shade on the patio and less heat entry through the glass doorway.

I Specialists in framing and cuttings -all western species.

I Backed by company timberlands and sawmills, remanufacturing and custom milling.

I Outside mill sales contracts exceed 300 MBF annually.

I Technical exoertise and financial strength to buy from all sources.

I Size fosters flexibility and service.

I #1 in lumber wholesaling.

On Track Lighting

A new cylinder shaped unit for the Power Tfack lighting system by Halo Lighting has the ability to reduce glare and conserve energy.

The lampholder utilizes an integral transformer to operate the 50W MRl6lamp. The black Coilex baffle is regressed to cut down glare. Relamping is accomplished by pulling the baffle forward.

TnanspcDrtation Go.

Add Some Sunshine

New from L.R.C. Products, the Sun Shed leisure room can be added to an existing structure or integrated into new construction.

The slanted double pane insulating windows used in the front wall can be opened for ventilation. Laminated wood arches complement the 3" x 6" wood roof decking.

Insulated with 3 " thick panels, the roof keeps heat loss in the winter and heat gain in the summer to a nulllmum.

Good-Bye Leaks

Ice & Water Shield from W.R. Grace & Co. is a new leak-stopping underlayment for residential roofing. It can be installed as a problem solving improvement or in a complete job.

The membrane adheres tightly to the roof deck without requiring separate primers or adhesives.

Each roll measures 36" x 75" and weighs approximately 78 pounds.

glc;o;litg Produets

Kitchen Cabinetry

A cherry kitchen cabinet from the Guildmark Corp., the Montrose, features a hand-rubbed natural wood finish and solid cathedral raised panel doors.

The finish is oven cured to resist household chemicals and stains. The unit also includes adjustable shelves, a selection of hardware, optional leaded glass doors, coordinated buffets and matching range hoods.

Lawn, Garden Tool Displays

A custom-tailored plan-o-gram for retailers of lawn and garden tools is available for True Temper products from Allegheny International Hardware Group.

A new computerized system develops a plan-o-gram for any mix of lawn and garden tools while making the most of available wall space. The plan includes an outline drawing with complete information.

Ponderosa pine Douglas fir Sugar pineWhitefir

Our qualitg tumber co:n be tailored to gour exoct speci{icatrons; rougla S2S or S4S, greet\ air dried or kitn dried We can ship bg truck and traiter or bg ro;il.

htblicotions Ior the Industry since l92l

Crow's Buyer's Guides

Thousonds of Producers, Wholesolers, qnd Distributors in one cttroctive volume:

Guide, $79.50

Plyrrood/Pcael Guide, $69. 50

II you're poyiag aore, youie paying too much.

Crow's Mcrketing Services

What's the Cover Up?

$ new Griffolyn TXl200 storage and shipping cover from the Griffolyn Division of Reef Industries is a 3-ply co-extruded copolymer laminate reinforced with a non-woven grid of high strength cord.

The cover is designed to resist tears and punctures as well as the abrasion caused by sharp corners of lumber and other building materials. Because it weighs orly 22% lbs. per 1000 sq. ft., its installation is said to require b minimum of time and pers-onnel. Even a large 4,000 sq. ft. tarp (40, x 100') weighs only 9l lbs.

This high strength without unnecessary weight makes it versatile for a variety of applications ranging from standard outdoor storage covers to vapor barriers under concrete slabs.

It is available in stock size rolls from 4' x 100' to 40 ' x 100, in increments of 4' widths, super-size covers up to200' x2ffi'or in custom configurations as bags, tubing or S-sided pallet covers.

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

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

Wood Boring Bit

A new self-feed wood-boring bit from Vermont American, the Wood Boar is made of high-speed steel with a precision-ground head.

It comes in ten different sizes for boring holes in pipe and conduit, ranging from 3/t" to 4" in diameter. Depending on the size and usage, the tool can op€rate at speeds as high as 1000 r.p.m. in soft wood and 700 r.p.m. in hard wood.

Each unit has a l-ll8 " shank which will fit into a 3/8 " or Vz " drill chuck. For jobs requiring a longer reach, sleeve adapters and shaft extensions can be attached to one another.

Bits that are l3/r " inch in diameter and larger feature a replaceable center screw point to help feed the bit into wood.

Retrolit Lever Lock

Schlage Lock Co. has a new retrofit lever which converts its keyed and non-keyed " D' ' series Orbit, Plymouth and Tulip design knob locks into UL approved lever locks.

The installation of the retrofit lever can be completed without removing the lock from the door by removing the knob from the lock and replacing the knob sleeve with the lever kit.

The black lever is designed for high usage on all standard door installations and reportedly complies with accessibility and handicap regulations.

Arched Window Tops

New Morning Windows is now offering arch top custom windows with a number of options, including varied glazing; hard and soft wood interior trim; removable sunburst muntins, divided lite mulls, jamb extensions of any depth and interior hardwood jambs.

The company also offers a traditional wood arched window with an aluminum-clad exterior and curved drip cap piece. An installation unit featuring an insulated box system also is available. The square framed plywood box built around a curved jamb unit fits into existing openings.

High Pressure Blaster

A new line of high-pressure washers and washer accessories for paint preparation from Fuller-O'Brien Paints is called the Arrow and the Tomahawk.

The Arrow is a compact, light weight unit that delivers four gallons per minute at 0m psi. The larger

Tomahawk has five gallons per minute, ?-4fl0 psi blasting and cleaning capabilities.

Both units come complete with gutr, comfort grip wand, hose, nozzles and chemical injectors. Accessories such as a high efficiency sand injector kit and extension hoses are available.

A Wide Range of Redwood products Distribution Yard

Direct Mill Shipments

Olhiser, sales mgr. Chris tepsen, production mgr.

Old #45 Back On Tracks

Old steam engine #45, often called the Super Skunk, is again carrying passengers between Fort Bragg and

Northspur, Ca., along a route enhanced by redwoods, fern canyons, wildlife, creeks, bridges and trestles. The Georgia-Pacific owned Cali-

fornia Western Railroad, in cooperation with the Fort Bragg Chamber of Commerce, will have regular runs of the steam train every Thursday and Friday until September 7 in addition to a regular daily diesel train schedule. The train was recently repaired for a role in the film "Racing With the Moon" which was shot in the Fort Bragg area. Use of steam trains on the CWR line ended in 1956 but was partially resumed in 1965 with the purchase of Engine 45, built in l921by Baldwin for the Brownlee-Olds Lumber Co. of Medford, Or. After 15 years of service the train was discontinued because of major repair work needed and its high cost of operation.

Sigoloff To Open Home Show

Sanford C. Sigoloff, chairman of Wickes Companies, Inc., will be the keynote speaker at the second annual Western Home Center & Building Materials Show, Nov. 15-17, at the Anaheim, Ca., Convention Center. He will address the opening general session, Thursday, Nov. 15. His topic,

We cover the Western United States

SUPER SKUNK is in ooeration 10r the summer on the California Weslern Railroad line between Fort Bragg and Northspur. Tuesday and

Thursday trips will continue into September. Georgia Pacilic Corp. owns the line.

"A Nation in Tlansition," relates closely to the theme of this year's show, "An Industry in Tfansition."

The outstanding success of the first show clearly demonstrated the need for a truly regional annual show for manufacturers and suppliers of do-ityourself products with special marketing interests in the West, they said.

Show sponsor spokesmen said that as a result of strong response by both exhibitors and retailers to last fall's first show, both the south and southwest exhibit halls at Anaheim have been reserved for this year's show.

William

Fishman, seminar director and Merchont Magozine columnist,

said seven business management seminars zue scheduled for the show. Several will explore growth and survival strategies for 1985; a ceo roundtable will examine present and future outlooks;and a panel of retailers will discuss their recent successes and failures.

WE SPECIALIZE IN PRE-STAINING "YOUR MATERIAL" IN ALL OLYMPIC COLORS, COATING ALL 4 SIDES OF EXTEROR SIDING AND DIMENSIONALTRIM, PLUS 4 COAT APPLICATION ON ALL SIZES OF PLWOOD, ENCLOSED WAREHOUSE FACILIry

GR0UND BREAKINC signaled rhe start 0l construction on a 72,000 sq. ft. alder remanufacturjng plant by the Medlord Corp. adjoining their Diamond Cabinets plant in Hillsboro, 0r. Alger Chaney, chairmdn of the board and ceo, Bill Collier, v.p., products group, and Jerry Koch. gen. mgr.. Diamond Cabinets Division (left to right).

Two practitioners of the art of lumber buying

Being a fond reminiscence of two lively figures in the lumber fraternity of three decades ago.

By Stephen G. Freeman Stephen G. Freeman & Co. Newport Beach, Ca.

lrHE COZY cottage-like building

I setting apart from the rest of the bustling lumber yard, with its swivelfrom-the-wall bar, was the hallmark and office of Frode Kilstofte, president and major shareholder of Rossman Mill & Lumber Company in those halcyon days of the '50s. Company headquarters were at their Wilmington (Los Angeles, Ca.) yard.

The skillful buying and selling of lumber is, indeed, an art and the successful are truly artists. Here, veteran lumberman Freeman remembers two of the best from those very different business dsys of the '50s and '60s.-ed.

Calling on him was, judiciously, the last call of the day, it being an event, with Frode its hearty, effusive host. You joined him in a drink or so as well as lively conversation not related remotely to lumber-which, in terms of this publication, would register "R" if not "X" rating. He maintained too a lower desk drawer of "photo-art."

After a sufficient romp Frode would come to the business at hand. Despite his many outside activitiesvarious boards, service clubs, philanthropies-he was eminently aware of current market conditions and activity. He knew precisely what he wanted, bought decisively, well, and in quantity.

Then suddenly he died.

And a true figure was gone.

Frank Hill, a minority shareholder and general manager, took over operating from their Cherry Avenue location. (Apparently Frode's cottage-office would be a shrine). Though Frank's modus operandi was totally unlike that of Frode, he was one of the best, most astute lumber buyers of all time.

Frank was a quiet, gracious man, yet warm with humor. Nothing hurlyburly with him; time was forever. He enjoyed listening, whether in person or over a phone. A cardinal tenet became apparent: one never asked Frank "What do you need?" His answer, always cool, calm, and with

the ring of utmost sincerity, would be, "Oh, nothing. Really nothing at all. Our inventory is too heavy.,'

Yet in his subtle fashion, which even today I cannot reproduce, he had you go through your entire reper- toire of offerings. Listening courteously, silently (sometimes on the phone you felt perhaps he was no longer there) you would ultimately highlight certain items simply to evoke a response. At such times he would comment but noncommittingly.

On running through the entire roster of offerings and having received not even a flickering of interest, usually you paused, rather wearied. Frank might then say, ,,you mentioned studs, (perhaps one of the first items you had offered) what was the price again?" (You hadn't mentioned price). "And whose studs are they?" You stated the price and (to recreate an actual case) advised "They're Mendo studs." Mendo Studs was a large producer based on the old Ridgewood Ranch, near the California towns of Willits and Ukiah. It operated between 1957-1966 and was owned by the Welch brothers. It shipped truck and trailer only. The firm was not connected with the present Mendo Mill & Lumber Co., which is primarily a retail frm and is based in Ukiah.

"Well, I might be able to use some," Frank might say languidly, the implication being he might give you a token order, a gesture of graciousness for your time and effort. "But the price is a bit steep."

We'd work on that, and gently, in his charming manner, somehow he brought you to his figure.

"How many loads are you offering?" he'd ask.

"Oh, no specific number," you,d say. "As you know, Mendo is a large mill and with time they can handle good quantities." A silence would ensue before Frank would speak.

"Well, I guess we might use, say, 30 loads or so." And that was your order...but, of course, Frank Hill "never needed anything. "

Frank became very ill and was hospitalized. He wished to maintain contact and welcomed phone calls. And after awhile you knew it wouldn't be long. In light conversation I joked that we'd route the Mendo trucks with their studs by the hospital having them give a special toot on their horns in salute. He

laughed...and that was our last conversation.

The three facilities of Rossman Mill and Lumber were sold in 1967 to the Ward and Harington Lumber Co.

After several interim owners, the properties were purchased by LouisianaPacific, which in turn eventually disposed of them for purposes outside the lumber industry.

Tool Maker's Copycat Lawsuit

SK Hand Tool Corp., a manufacturer of quality hand tools, has filed a lawsuit seeking an injunction and damages against three distributors of hand tools for "marketing inferior quality hand tools with SK look-alike packaging and copycat advertising," according to SK.

The lawsuit requests a preliminary injunction order against Central Purchasing Inc., North Hollywood, Ca., Harbor Freight Salvage Co., Camarillo, Ca., and B&B Automotive Tool Warehouse Inc., Bensenville, Il.

The suit describes Central Purchasing as an importer, distributor and marketer of hand tools; Harbor Freight as

a warehouse distribution center for hand tool products and an affiliate of Central Purchasing; and B&B as a distributor and marketer of hand tools at wholesale.

The lawsuit alleges that the three defendants have used packaging, etc. which "copy every significant detail of the SK trade dress, including label layout, background colors, illustrations, type style, label format and container color'"

Further, the suit alleges, B&B distributed a circular advertisement entitled "The Twin Look to SK" which uses pictures and descriptions of SK's hand tools photocopied from pages of SK's own catalog.

"Use of these pictures of SK's hand tools in B&B's advertising is false because the pictured hand tools are not B&B's hand tools and B&B's hand tools are not replications of SK hand tools, and are of inferior quality," the suit states.

The lawsuit seeks redress on 12 counts including permanently enjoining the defendents from using the trade packaging and requiring them to turn all such material over to SK for destruction, to advertise to correct "misleading impressions" conveyed by previous advertising and to pay numerous damages plus court costs.

Thomas M. Corcoran, SK chairman and ceo, said, among other things, "Unless defendants' use is prevented, SK will lose sales and profits in amounts which will be very substantial. In addition, the good will which SK has obtained as a result of its investment in its distinctive trade dress for over half a century will be lost to it and diverted to defendants." He also stated that consumers place great reliance on a manufacturer's reputation in choosing hand tools.

LAWSUIT charging three hand tool distributors with duplicating their packaging wasJiled by SKHand Tool Corp. This ph0t0 is one ol several exhibits.

Wholesaler Performance High

Small to medium-sized wholesalers in the midwest and south are outperforming their counterparts in the west, southwest and east in revenue growth, according to a two-year search study conducted by Geneva Corp.

The study, called the Geneva Index, is reportedly the first verified index of revenue, profit and owner compensation figures of small to medium-sized privately-owned businesses.

Findings involve a group of 500 merger and acquisition candidates, firms that are involved in service, manufacturing and wholesaling. Such firms range in size from $500,000 to $20-million and are located in 43 states. To fill in the performance picture, each company's financial returns as well as business evaluations by Geneva were studied. Then the financial statements, including balance sheets and income statements, were restated to more accurately represent the true earning power of a company.

By and large, performance of small to medium-sized wholesalers across the nation remained mixed. Such enterprises were larger in terms of average revenues, recording some $4.7-million versus a national average of $4.1-million. That figure was the highest of all three sectors. So was the relationship of revenues per employee at $180,580an indication of employee productivity.

On the other hand, growth by small to medium-sized wholesalers lagged. Average annual revenue growth was held to 8.390 as compared to both a national average of 12.6s/o and a service firm level of 22.70/0.

Regionally, midwestern and western wholesalers were star performers, substantially outperforming their national counterparts. Average annual revenue growth rates of ll.4t/o and ll,3o/0, respectively, pushed them well above the national 8.390 average.

When it came to owner compensation, the findings show, wholesalers fared poorest of the lot. Such enterprises drew markedly lower levels than either manufacturers or service firms. This held true for total compensation, $109,000; indirect compensation, $21,000; or as a percentage of revenues, 2.390.

Compared nationally, eastern wholesalers are drawing the highest amount of total compensation, $12,0(n, while midwestern wholesalers draw the highest direct salary, $105,000.

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Seruing the lumber and home center markets in 13 Western StatesSlnce 1922

Southern Plywood Invades the West

The Westward movement is being revived by Southern wood product producers who are sending car loads of plywood into the Western markets.

Despite the distance, the Southern producers can compete favorably with the Western producers because of production costs and favorable shipping costs.

For example, Southern plywood manufacturers pay about $10 per cord for their raw material while Western mills pay about $60 per cord. Southern mills also are said to be more modern and efficient than Western mills.

Southern railroads are offering plywood producers at-

Free Lift Truck Seat Belts

Seat belts which will prevent drivers from falling out of overturned lift trucks are being installed free in vehicles manufactured by Clark Equipment Co. Owners interested in obtaining the Wrap-Around seat attachment developed by the company may call L8n-221-7854.

The toll free number staff will explain the program and send the caller a Clark Safety Seat Program brochure and a questionnaire to determine the type of equipment to be modified. The safety seat will be sent at no cost to the owner's local dealer for free installation. While at present the seat is not compatible with some older model lift trucks, it is expected that all models will be able to be equipped with safety seat equipment in the near future.

tractive rates to ship West in exchange for commitments for a specified number of cars. Plywood from the South often can be delivered in Los Angeles, Ca., as cheap or cheaper than materials manufactured in the West.

Southern pine plywood has been underselling Western plywood by about $10 per thousand square foot delivered in California.

Industry spokesmen don't see any change likely in the near future although Western producers will probably update their mills. Since timber reserves in the South are extensive supply should be no problem. In addition to pllwood, the South is also sending lumber, landscape timbers and particleboard into the West.

Aussies Prepare lor 1986 Expo

A 13 minute video introducing the Forest Industries Machinery Exposition to be held in Myrtleford, North Eastern Victoria, Australia, in April, 1986, is available from Vernon S. White, North American and U.S. representative/FlME, 11200 S.W. Allen Blvd., Beaverton, Or. 97n5.

The exposition will have a 143 acres static display site and five major demonstration areas. Study groups from the U.S., Canada, South Africa, Chile, New Zealand and Scandinavia are expected to attend, according to C. A. Lembke, Sydney, chairman of the honorary organizing committee. A number of U.S. manufacturers have indicated that they will have exhibits.

NEWS BRIEFS

(Continued from page 18)

Wickes Companies, Inc., has reached an agreement with Sequoia Forest Industria, Boise, Id., for the purchase of the Wickes Forest Industries' sawmill operations in Dinuba and Auberry, C?., Townsend, Mt., and Grangeville, Id. no price revealed.

Firestone has reorganized its roofing products div. as Firestone Building Products Co. Gardco Lighting, San Leandro, Ca., has been bought out by Thomas Industries, Louisville, Ky

Housing starls fell 10. 5 9o in May from April to a seasonally adjusted annual pace of 1,782,000 , off 0.Ztlo from the year earlier mark . experts said rising interest rates were responsible for the decline single family starts dropped 890, multis l4u/o starts fell 139o inthe West . construction contracting for bldgs., hyws. and bridges soared l4Vo to a record high.

RETAIL

seminar held in San Dieoo. Ca., was co-sponsored by the Western Wood Products Association and the San Dieoo Lumber and Wood Products Association. Attendance over three eveninos exceeded 200. 0bjective was to provide- information for dealers to aid specifiers, contractors and consumers while increasing lumber sales. Seminar emphasized grades and grading,

seasoning, specialty products, understanding lumber specs, handling and storage, manufacture and products. Top left: Frank Stewart, VVWPA district mgr., and John D. Sullivan, executive director of the San Diego association. Top right: Stewart and Doug Ketchum of the WWPA field services staff Lower photos: part 0t the large and enthusiastic ctasses.

o Posts & Poles

lumber

Ihere ore specf,olly pomponies, lften lhere is

Mqriner's

Forest Products

Manville Negotiates Reorganization

A committee for asbestos victims and the Manville Corp. are reportedly nearing agreement on a plan for reorganizing the company under bankruptcy law proceedings.

UNDER ROOFREADY FOR MMEDnIE SHIPMENI

MARINER'S

Hordwood Lumber

-The woy you like it

-Rough or surfoced or SLRIE

-Ooks, Birch, Ash, Teok, Mohogonys, etc.

-Alder, Wolnul Pine

Hordwood Plyr,vood

-00k, Ash, Louon, Birch, Teok, Mohogony, etc.

Red 0olr & Pine Mouldings

-Bose, Cosing, Crown, Jomb, Poneling, etc,

Red Ook Sfoirporls

-For outhorized deolers only

Complele Cuslom Mill

- Ploning, Detoil, Ripping, Cut-toLength

-Lorge Librory of Stondord & Cuslom Knives

Fosl, Courteous Service

-PreTollied Ook & Alder Bundles

- Fost Delivery

-Streomlined Will Coll Service

Morine Producls

-Glue

-Morine Plywood: Teok, Fir, Mohogony, Cobin Sole

Plus Much More

-Quortersown 0ok. Honduros

Mohogony

-Aromotic Cedor Shelving & Plywood

-10" + wide 4/4 Wolnut, os long os stock losts

AVAII.ABLE IN ALL POPUI.AR SIZES AND THICKNESSES

The plan would allow Manville to emerge from Chapter ll immune from further asbestos-related claims in exchange for establishing a trust fund that would pay off some of the 16,500 suits. Insurers of the company and Manville stock would fund the trust. Outstanding stock would be diluted by 6-2/3a/o to 8090 by the plan. Chances for ultimately changing the entire management at Manville are strong according to the committee spokesmen.

At present the company, which filed for bankruptcy to escape payment of asbestos claims, owes creditors about $500 million with present and future asbestos claims estimated at more than $2 billion.

European Building Material Data

Companies interested in keeping up with the use of building materials in Europe can now subscribe to a computerized information service offered by Battelle Memorial Institute's Geneva Research Center.

Known as Buildata, the data bank provides market information on both current and future demand for building products and services as well as building activity levels. Belgium, France, Italy, The Netherlands, United Kingdom, and West Germany are covered by the service.

gawnl W Inlpunle Lurtbsr

Hem-Fir Hemlock

Douglas Fir

GREEN or DRY o DIRECT MILL SHIPMENTS o LCL . CARGO .

RAIL o TRUCK & TRAILER o PRESSURE TREATED LUMBER

Yard & Offlcee: End ol Alrport Rd. P.O. Box 723, Uklah, Ca,95482

17071 f08-0t81

VITA BREVIS

If you don't stop putting so many old friends in your "obit" column, I am going to cancel my subscription.

I assure you I will cancel it the day my name is among those obituaries and that's for sure!

Not long ago it was Harold Smith and GeorgeV.Johnson (,'I'm not gonna go until I find a way to take it with me"). Last month Sandy MacDonald. Then Norb Bundshuh, George Otto and my old buddy Bill Niesen this month.

Knock it off. You're getting too close to home.

Saw Lowell Kolb the other day. He had a cat€uact operation recently. He and Kay seem to be enjoying retirement as we are. More later.

Robert Sutton

727 S. Sutton Hill Pl. Fallbrook, Ca.92028

NAWLA Art Famed Worldwide

The beauty of redwood and the free spirit of the eagle were selected by the North American Wholesale Lumber Association four years ago as appropriate symbols for the prestigious John J. Mulrooney award which they were establishing at that time.

Since then five outstanding wholesalers have received this highest recognition of their industry, a redwood eagle created by the internationally acclaimed woodcarver Wheatley Allen of Mendocino, Ca.

Each sculpture has been unique with the first four capturing an eagle in flight while the fifth is an eagle posed on a piece of driftwood.

The last sculpture is similar to carvings done by Allen for Secretary of Defense Casper Weinberger as a birthday grft from his wife, Jane. Allen was later commissioned to do the same sculpture in bronze for George Schultz, the Secretary of State, to present to West German President Carl Carstens as a gift from the United States.

Zhao Zyrang, top Communist leader in Beijing (Peking), China, was the recipient of a bronze heron which the White House commissioned Allen to sculpt.

J. Ward Allen, Vancouver, B.C.; Leroy McCormick, Seattle, Wa.; the late Hugh P. Brady, Seattle, Wa.; Louis E Huettl, Minneapolis, Mn., and James K. Bishop, New Rochelle,

N.Y., recipients of the Mulrooney award, now share art in common with leaders of the world.

EPA Formaldehyde Hunt

Lumber and home center dealers will undoubtedly feel the effect of the Environmental Protection Agency's decision to regulate formaldehyde off-gassing from construction materials used in both stick and manufactured homes.

In a reversal of policy set in 1982 when they concluded that formaldehyde exposure offered no health hazard, the EPA will investigate exposure to and health problerns of persons living in homes where fiberboard, particleboard, plywood, laminates, paneling, urea formaldehyde foams and moulding compounds containing formaldehyde-based resins have been used.

- Douglas Fir - Plywood - Redwood - Cedar

ELECTI0N time for the Los Angeles Hardwood Lumbermens Club, held at their June meeting in Long Beach, Ca., produced Dave Walther, pres.: Rob Kincaid, v.p.; Pete Bower, treas.: sgt. at arms, Mark Michie;social chairman, Vince Cortese; Ken Tinckler, resident scribe. (1) Dave Walther, Jerry Lapin. (2) Ken Tinckler, Greg King, Clint Bower, immediate past president. (3) George Cauditl, Chartey Bohnhoff, Alan Bohnhoff. (4) Mark Michie, John Buchanan, Paul 0'Donnell. (5) Gale Daugherty, Larry Knox, Tom Powell, Ed Slatlery (6) Jim Beck, Don Reel. (7) Bill Lamb, Charlie Jordon, Stan Swafford. (8) Howard Scott, Dennis Johnston. (9) Jack Buchanan, Jay Abele, Rob Kincaid.

European D-l.Y Sales Grow

A penchant for building furniture from kits and the desire to make homes more energy-efficient will lead the do-it-yourself products industry to $33.2 billion sales in Europe by 1988.

Frost & Sullivan forecasts growth of 26Vo between 1983, when sales were $26.3 billion, and 1988. In 1984, $28.3 billion is the expected demand. (Constant 1982 dollars are used in all the forecasts.)

In general, home energy conservation products like double-glazing systems and electronic control kits are likely to prove the fastest growth area with l39o per annum sales gains forecast.

Furniture and other build-it-yourself kits will be the second hottest sector, expanding by more than 790 annually, second only to paints in size.

Paints will roughly parallel the overall market's percentage gains between 1983 and 1988. Wallpaper, the third largest segment, will grow at the slowest rate, 3.5V0 per annum.

By country, West Germany is by far the largest market, worth $8.9 billion in 1983, but it will grow more slowly than the U.K., France and others. ln France, a $5.9 billion market, home decorating goods will do particularly well because there is a large stock of second homes. In the United Kingdom, d-i-y as a proportion of all private spending is seen likely to grow faster than in West Germany. Consumption in the U.K. was $5.6 billion in 1983.

Ireland, Greece and Italy are relatively underdeveloped in d-i-y and thus are expected to grow faster than average.

THE MOST SUCCESSFUL HOME CENTER/BUILDING MATERIAL ADVERTISING PROGRAM AVAILABLE

o 36 Different Promotional Themes

o 36 Feature llems

r 36 Sub-Features

. 432 Generic Product lllustrations

All in a sensational line drawing technique that makes it easy for you to adapt to your own advertising image. $lsOtvi,* 'and

Sassafras: good for drinking and sleeping

GASSAFRAS (Sassafras varii.f-olium) is probably better known for its medicinal properties than its use as a lumber or veneer. Although it is grown throughout the eastern United States, it is claimed that the only trees of commercial quality are found in the lower Mississippi Valley. A similar tree is found in China.

The first written record of the name appeared in accounts written by explorers in 1591. The name sassafras is thought to be Spanish, perhaps with an Indian origin. The Naragansett Indians living on the Long Island Sound called the tree sasauka-pamuch.

In the early days of the Colonies, sassafras was prized for the exporting of its roots and bark to be used in medicines as well as flavoring. Sassafras tea was considered an excellent tonic. Oil of sassafras, which was distilled from the root bark, was used to flavor candies and medicine as well as to perfume soap.

Along the Mississippi the large logs were used by settlers to make dug-out canoes. Because the wood is lightweight and resistant to water, it was ideal for this purpose. These qualities of remaining lieht and water tight still make sassafras wood useful in the manufacture of boat oars and small boats.

The size of the sassafras tree varies with the region in which it is grown. In the north, it remains small, almost a shrub. In Pennsylvania and farther

south, the trees grow :rs high as 50 to 90 fe€t. Diameters of 4 to 7 feret are found in the warmer regions. North Carolina, Tennessee, Missouri and Arkansas all grow fine specimens.

Growth is rapid in the sassafras while it is young. After it has reached a diameter of 2 to 2V2 feet, growth slows down. The trees live for centuries. Records document trees having reached 700 to 1000 years in age.

The appearance of the tree, which is of the laurel family, is unique. It has a broad, flat unsymmetrical crown with limbs jutting out at right angles from the main trunk. Sassafras has three different leaf forms and sometimes all three are found growing on the same branch.

Often compared to both ash and chestnut in appearance, the wood is pale brown in color. It is lightweight and tends to be weak and brittle

Story at a Glance

Little commercial demand for sassafras. growth rate varies with region. comparable to chestnut & ash...still popular for teas, medicinal uses.

although it has excellent waterproof qualities and resists rot even when exposed to dampness. It has a coarse grain and is slightly aromatic. Airdried sassafras weighs from 3l to 32 pounds per cubic root. It tends to check during dryrng.

Sassafras 4/4 lumber weighs only 2,660 pounds per thousand feet, making it a very light hardwood. When compared to chestnut, it is higher in hardness, bending strength, compressive strength and shock resistance. It is lower in stiffness.

In addition to being used in boat building, sassafras wood is excellent for foundation posts, shutters and general millwork. Its durability in contact with the ground and excessive moisture is its main asset although it can be used in wall paneling, furniture, novelties, cooperage, fence posts and crating. Although rare, some sassafras boards have a curly grain and compare favorably with the most beautiful woods. Tea and other distillations are still popular uses.

Many amazing powers have been attributed to sassafras over the years. It was once thought that bedsteads made of the wood could protect the sleeper from night visitors who would intenupt his sleep. Other legends credited a bed made from sassafras wood with providing sound sleep.

Availability today is limited, mainly because of the lack of demand for both lumber and veneer.

GTASSIFIED ADUERTISEMENTS

Full product line responsibilities. Hardwood sales experience in So. Ca. territory required. Knowledge of alder market especially helpful. Immediate opening with competitive salary, year-end incentive plan, plus large company paid benefits. Write in confidence to Branch Manager, Weyerhaeuser Co., P.O. Box 487, Fontana, Ca. 92335.

WHOLESALE SOtr"TWOOD and plywood distributor needs experienced salesperson in So. Ca. area. Excellent compensation with unlimited growth potential. All resumes kept in strictest confidence. Write Box 5O3 c/o The Merchant Magazine.

wholesale lumber company, industrial accounts in So. Ca. area. Commission plan, benefits. Send resume to P.O. Box 2627,

rise Forest Products). Expanding wholesale lumber firm with yards and milling facilities in So. Ca. is looking for experienced sales people. One is to call on industrial accounts. One to call on the independent lumber yards and home centers. We offer an excellent incentive compensation plan and benefits package. Replies held in confidence. Mail your resume to H.G.H. Lumber Sales, P.O. Box 2'17, Chino, Ca. 91710, or call (714) 591{.24/., Larry Holguin, for appointment.

Twenty-five (25) words for fl9. Each additional word 650. Phonc nunbcr counts as one word. Address counts as six words, Headlines and centcred copy ca. line: $5. Box numbers and special borders: $5 ea. Col. inch rate: t30. Namcs of advertiscrs using a box number cannot be releascd.'Address replies to box number shown in ad in carc of Thc Mcrchent Mrgrdnc, r(ll[ Crmpur Dr., Sultc 4tll, Ncwport Bcech; Ce. 91,6610. Make checks payable to Thc Mcrchut Mrgrdnc. Mail copy to ibove addrcss or call (714) 852-190. Deadline for copy is the 22nd of the month. PAYMEI\T MUST AO COMPANY COPY unless you have established ctedit with us.

TRADERfi

We are a new sales company that offers you the tools to be a success. We have mill production, remanufacturing, on-hand inventory and good financing. Commission with draw plus insurance. We have openings in both our So. Ca. office (contact) Dave Bufe Ql4) Al:70fl and at our Phoenix, Or. headquarters (contac0 Pat Reagan (503) 535-5541. Croman Forest Products.

plywood seeks experienced salesperson with good following for domestic plywood sales. Salary, commission, car allowance and benefits. North American Plywood Corporation 213-723-3319.

Immediate opening in San Pedro, Ca. Position will include waiting on customers, telephone inquiries, figuring lumber bids, extending invoices and sales backup. Please send resumes, in confidence, to LouisianaPacific Corp., P.O. Box 54017, Terminal Annex, Los Angeles, Ca. 90054. EOE M/F

TRUSS CO. MGR. WANTED 45-year-old co.'s truss division looking for mgr.-sales-estimator. Liberal benefits. Salary commensurate with experience. Write or call Jack Jackson, l8l8 Cortez Ave., Escondido, Ca. 92026 (619) 1

Our New Telephone Number:

The telephone company, for reasons known only to itself, has assigned us a new number. We regret the inconvenience to our readers and advertisers, but battling with the phone company is not a productive pursuit. Please make note of the new number for your records. It is:

Qt4) 8s2-r90

Lumber Yards & Home Centers (etc.)

AL CARLSON broker

"Al" specializes in the sale of lumber yards and home centers only. After 30 yeare in the lumber breiness he b able to prooide etpeience, discretion and confidentiality in all tranilctions,

CALIFORNIA: Small and profitable

or buy fixed{\l EDY,Soi,ooo "skins price for ever-nning.

ALASKA: Beautiful Home Center, Truss Plant & Lumber Yard on 701/z acr.er.5/z million price is a bargain with reasonable terrns.

CENTRAT ARIZONA: Nice lumber yard with small home center. Has excellent profit history. Good location, good equipment and buildings. Terms to qualified buyer. Asking $500,000.

RESORT ARM; Modem Arme center, truss plant, & ltg1i{t{Lrl on main highway ft'J'l[lF*t-..rrntage on rear t5TA.l*"-Y*'H0"111,J"?"'!1"'il indzor in good working order. Good lease with room to expand.

CALIF. OCEAN BREEZES and no SMOG make this six acre lumber yard & home center extra special. Good mix of DIY and contractor business. Asking $3,300,000. Motivated owner will listen to creative offer,

CALIFORNIA MOUNIAIN CITY: Yery clean small yard with big DIY business and some contractor sales.

SO. CAUF. SMALL TOWN: lfar't:'re il:Jlt ffi'p%tio{HH; f".*. o*iDEAL }itu,om with Ez

COMING UP: Exclusive listings on a home cmter, truss plant and lumber yard in Arizona, two lumber yards in Colorado, one each in Utah and Indiana and two in Northem Califomia.

ADVERTISING Order Blank

CUSTOM DRY KTLN AND PLANING Eugene, Or. Approximately 3 acres close to airport. l98l appraisal $1,868,000. 2 office buildings, machine shop, lift trucks, total 45,000 square feet undercover storage with sprinkler system. New $650,000 wood waste system. Priced at $750,000. Contact Norman Perry, Tiee Products Co., P.O. Box 280, Lake Oswego, Or.97034.

EXPERIENCED lumber salesman seeks management position within industry. Highly motivated man with many years experience in hardwood, softwood panel products. Write Box 510 c/o The Merchant Magazine. TWISTED

Douglas Fir S4S and rough, 3x4 and wider and 4x4 and wider. Call Bill Hunter.

Hunter Woodworks. (213)

77 5-2544; (2 I 3) 83 5-5671.

"LOOKING AROUND" says Paul Bunyan

Paul does not rest on his fame as the lumberman's symbol of accomplishment. New requfuements and changing conditions keep him alet to progress.

LU]IIBER AND PLYW()(ID

AmericanHardwoodCo.....

Bur ns Lumber Co.

California Wholesale

Coos Head Lumber & Plywood

Dooley Foresl Co., Inc.

Ellinglon Wood Products

Essley & Son. D.C.

Founlain Lumber C0., Ed

FremontForeslProducts

Galleher Hardwood Co

Gemini Foresl Producls.

Georgia-PacilicCorp. (213) 968-5551

Heppner Hardwoods

Hill Lumber Co., Max

Hutl Lumber Co.

InlandTimberCo......

MacB€ath Hardwood

Maple Bros.. Inc. Mouldings

Marquarl-Wolte Lumber C0.

osoood lnc.. Roberl S.

Pa;ilic Madison Lumbet Co. (213) 773-2292

Parr Lumber Co.

Penbenhy Lumber Co.

Pelerman Lumber Co.

Philips Lumber Sales

Producl Sales Co.

Reel Lumber Seruice.

Sanlord-Lussier

Simmons Hardwood Lumber Co.

South 8ay Foresl Products

Stahl LumberCo.

Sumwmd. lnc....

Swanerllardwood Co.

unitedwholesale LumberCo....

BUVEA]S' ffiUIDE

Beaver Lumber Co.

cititornia Fo?isiFiooucts.

0MK Pacitic Corp.

Fl0orSeruiceSuoolv(San Jose)....

G&RLumberCo.......

Georqia-Pacilic CorD.

Georoia-Pacilic Corb. (San Jose)

HarnassTimberPrdducts

Hiooins Lumber Co. aMonlerev)

Hi66ins Lumber Co. iSan Josrii

Hiibins Lumber Co. iUnion Cili/)

Hibdins Lumber Co. lwalnul Cidek)

Holls wall Lumber Co., Inc.

Louisiana- Pacilic Coro

Mac8eath Hardwood

P. R.0. D. Wholesale Dislribulors

Redwood Emoire. Inc.

Rolando LumberCo.. Inc.....

Seouoia SuDolv

Sinipson Biildlng^Supply Co.

5rm0s0n I rm0er u0.

Trianole Lumber Co.

Wendlino-Nathan

WeslernTorest Producl Sa|es........ WeyerhaeuserC0. (408) 297-9451

ffi

IIORTHER]I A]{D CEIITRAL CALIFORIIIAffi

ARCAIA/CUBEKA/FOBT U1{A

Bracut lnternational Biititim'Gidit.. ...., EelRiverSawmills HumboltRedwoodCo.

Louisiana-Pacilic Coro

PVM Redwood Co.

Reid & Wriohl Schmidbau-er Lumber, Inc..

Simoson Buildino SuoDlvC0.......

AU6URl{/GRASS VALLEY

All-CoastForest Pr0ducts, Inc......

R&LWoodProducls

BAKEASFIETO

Hiooins Lumber Co.

Paiilic wood Preseruino ol Bakerslield, Corp. ...... {805) 582-3950 cHrc0

NorfieldManulacturino

Siskivou-PlumasLumberCo.

CTOVEIOALE

Eowman Lumber Sales

G&R Lumber Co.

Louisiana-Pacilic Corp

RolandoLumberlKintonDiv.) .....

FORT BSAGG

Georoia-Pacific CorD. (Redwood)

Holm-es Lumber Co., Fred C. .. FBES}IO

Georgia-Pacific Warehouse

Higgins Lumber Co. Lewis Co.. lnc.. Palmer G. Pacilic Forest Products............

Trus Joisl

Western American Foresl Products WeyerhaeuserCo. (800) 742-1939 Woodv{ork Institute 0l California. tos 8A1{0s

Stewart Hardwood Lumber C0.........

il00EsT0

SniderLumberProducls.............

SunriseForesl Producls.............

Sward Truckino

REO|III{G AREA

LewisCo.. lnc.. PalmerG.

Louisiana-Pacific Corp. (Red Blutl) Paul Bunyan LumberCo. Redding LumberTransporl...... TrinitvRiverLumberCo..............

SACRAl{EI{TO/STOCKION AREA

Calilornia Builders Supply

oRAltGE, RIYERS|DE & SAl' BERIIARDIXO COU]ITIES

InlandTimberCo........... KopDersCo.,Inc........

L-PDistribution Center......

Laminated Timber Seruices Inc

MacBeath Hardwood

Mariner's Forest Products

Marquart-Wolfe Lumber Co.

Newport Planing Mill, Inc.

oldWorld Art Products......

PaciticLumberoo.

Patr Lumber Co.

Pelerman LumberCo........

Precision Pine Co.. Product Sales Co.

Ed..........

Freeman & C0. Stephen G.

FremontForesl Producls

Geor0ia-Pacific Corp.

Golding Sullivan Lumber Sales

Chandler Corp.

ensworttrFoiestprooucts (sooi 525-b015

Floor Seruice Supply.

Georgia-PacilicWarehouse. . .

Hedlund Lumber&MachineSlaining.......

Higgins Lumber Co.

Koppers Co.

LewisCo.,lnc.,PalmerG.

Louisiana-Pacilic Corp.

Mello Inc.

Nikkel Corp., The oslermann & Scheiwe USA.

P&MCedarProducts.

Rocklin Forest Products

Siskiyou ForeslProducts

Slockton Wholesale

Trus Joist

UnionForeslProducls

UnionPacilicRailroad.

Union Planing Mill

WaldronForestProducts ....

WesternWoodTrealingCo.

WeyerhaeuserCo.......... (800) 952-5616

SANTA MARIA

Higgins Lumber Co.

SANTA R(|SA AREA

J.H. Blevins Co., Inc.

Hiooins Lumber Co.

Miilin Foresl lndustries.

NovoTimberProducts. Inc.

Nu:ForestProducls

Rich Doss, Inc..

WindsorMill, Inc........

Woodland Products Co., Inc.

UI(IAH/CALPEI-LA/wlLtITS

All Heart Lumber Co., lnc.

CoastwoodPreservino. Inc.

Forest Producls Transborlalion. .

Hammd Products

Hopland ForestProducts

Little Lake lnduslries

Louisiana-Pacitic Corp

Penolin Marketino

Pedormance Coalinos. Inc.

RedwoodCoastlumberC0.

Willits Redwood

WEED

Siskivou ForeslProducts

wLtlAils

San

Tweedv Lumber Co.

Wendl[na-Nathan Co.

Weslern'lnlernational F0rest Products

WeyerhaeuserCo. (714)

Wolle Lumber Co.

Wmdland ProduclsCo.. Inc.

American Mill & Manulacturing BakerHardwood.....

PACIFIC TIORTIIWEST ETATES

wasHt]aGTox

AU8UR1{ LewisCo., Inc., PalmerG.

ERETESTOT

LewisCo., Inc., PalmerG.

CHEHALIS

Discount Products

EVERETT

LewisCo., Inc., PalmerG.

KE1{lIIORE

LewisCo., Inc., PalmerG.

I(IRKLAI{O Simpson Euildin0 Supply Co. .

L0ilGVTEW

Union Pacilic Railroad

SEATTLE

Bel Air Door/Alpine Veneers. Inc.

G60rgia-Pacilic Corp.

Simpson Timber Co.

Trus Joist

Union Pacilic Railroad

WeyerhaeuserCo. (800) 562-0908

sHEtToll Simpson Building Supply Co.

SPOKAI{E

6eorgia-Pacific Corp.

LewisC0., Inc.. PalmerG.

Spokane Tribal Wood Products

Trus Joisl

Union Pacilic Railroad..

Weyerhaeuser Co. (ln0r.. ld., Mt.).........

TACOMA

American Plywood Association . .

Bel Air 0o0r/Alpine Veneers. Inc.

Burns Lumber Co.

Cuslom Panels,lnc.

Georgia-Pacilic Corp.

Lewis Co., Inc., Palmer G. Alaska Div. .

ostermann & Scheiwe USA . (800) 344-W00D

Savage Wholesale Building Malerials, Inc

Sequoia Supply Trus Joist

Union Pacilic Railroad..

fveyerhaeuser Co.

,AilCOUVER

Columbia Visla Corp.

WALLA WATIA

Union Pacitic Railroad .

WENAICHEE

Lewrs Co., Inc., Palmer G.

YAKIlIIA

Lewis Co., Inc., Palmer G. ORECON

ALBAIiY

Willamene lnduslries, Inc.

BEND

CuslomPanels,

OB[TUARIES August E

Lusardi, former coowner of the Cal-Mex Lumber Co., did in San Dego, Ca., on June 2, 1984. He was 93 years old.

A mernber of one of San Diego's

Fifteenth Lumbermen's Opens

Lumbermen's opened its l5th home building materials center at 15877 SE 98th Ave., Clackamas, Or., on July 13.

Including approximately 36,000 squaxe feet of main retail space and an additional 22,W square feet of merchandisd warehouse axea, the center, situated on five acres, is the largest Lumbermen's outlet to date.

A drive-thru customer service area and self-service merchandising axe features. Serving both commercial contractors and residential home

Lumberyards Are Changing

Lumberyards are selling less lumber and more paint, glass and wallpaper these days according to the U.S. Department of Commerce Census of Retail Tlade.

Sales of lumber and building materials dropped between 1967 and 1982 with the exception of metal windows, doors and frames, kitchen cabinets and wallboard, all of which increased from .l9o to lq0. Paint, glass and wallpaper, central air and heating units, insulation, floor coverings, kitchenware and home furnishings,

TIMBER SIZER PRE.FABRICATION

pioneer families, he was born on what is now Fairbanks Ranch, which his family sold to actor Douglas Fairbanks and Mary Pickford. He was a graduate of San Diego High School where he played football.

Before joining Carl Gavotto in forming Cal-Mex Lumber Co. in 1951, he had been a salesman for Benson Lumber Co. He retired in 196.

Mr. Lusardi is survived by one sister.

builders as well as do-it-yourselfers, retail space is devoted to electrical, plumbing, general hardware, har-rd and power tools, paint and sundries, floor covering, cabinets, appliances, woodstoves and a wide selection of lumber, plywood and building materials.

Headquartered in Shelton, Wa., the chain operates eight building material centers and a truss manufacturing plant in the greater Portland, Or., area and retail outlets in both Oregon and Washington.

hardware, tools, plumbing and electrical supplies, lawn and garden equipment and supplies all increased in ranges from l9o to 8qo.

The nurnber of yards increased from?A,7l0in1977 toA,94 in 1982. Sales increased to $31.4 billion from $24.5 billion. Average sales for 1982 were $1.3 million, up from $991 thousand in 1977.

There were 263,369 lumberyard employees, including both full and part time, in 1982 in contrast to 254,270 in 1977. Payrolls in 1982 reached $3.7 billion against $2.6 billion in 1977.

D.F. GRAPE STAKES REDVOOD & D.F. LAIH

TIMBERS

From cutting a wedge to pre-fab'd crane pads or mine shafts. Angle cut, cross cut, drilling, dapping-S7e'll do them all to customef specification.