Merchant Magazine - July 1985

Right handy the tuiderserfwindow factary

Close as vour local distributor.

In a manner of speaking, vou'll find the Andersen' window factory just down the road. Wherever your local distributor has his shinele out. in fact. Other than-at the'real factorY in Bayport, Minnesota, where else can you find such a complete stock of Andersen products in one place? Or count on immediate. dependable delivery? Andthe full support of Andersen reps, all down the line?

Toeether. Andersen's Western distribulors 0i3ted below) operate a fleet of 100 trucks. So when you call in,

ROCKY MOUNTAIN MILLWORKCORP DenEr Ptffi; (303)373-0210

IDAHO ROBERISON SUPPLY CO Boi* PhdE: (208) 322.4?55

MONTANA MISECASCADECORT

Billingt Ptffi: (406)652 325{)

to qulity CcIE hone tofudenen:

An^$p"r-sS*\trnt$pffi [sE

35911(dDrishr 1935 And.Rn(or0 &lFil MN

LUMBER YARDSUPPLY co,lNc. Cst Falts

PhqE: (4061 543{356

OREGON SAVAGE WHOLESALE BUILDING MAIERIAIT INC Bqtffi

PhdF: {503) 643-8505

UIAH

WES'TERN WHOLESALE

DISTRIBL.TIORS, INC.

Sait talc City PhdE: (ml)486-3767

WA^SHINGTON EXCTIANCE LIJMBER CO., INC, SFkare PhdE: (5091 487-1621

S{VACEWHOLESALE BUILDINC MAIERIAIS, INC, DodE Phdr: 206) 383i727

COUNT ON US TO COMMUNICATE:

We strive to know and understand your needs. Our traders have at their fingertips the most current market information, and we have the ability and tacitities to pass thtt vaiuable inlormation on to you. We constantly assess and interpret trends and keep you informed.

COUNT ON US i'O PROVIDE GOOD SERVICE:

Our philosophy is to sell the highest quality products available to you, when and how you want it. Quality of goods and timeliness of service is our biggest strength and highest priority. Problem solving as well as sales, is part of our iobwe pride ourselves on the quality of our follow-through. This is what sets us apartyou get what you want, when you want it. Our customers are as varied as our service. We can fill any requirement from the smallest to the largest. whethar it be mixed cars, trucks, vans, or LTL orders.

COUNT ON US TO MAKE THE BEST DEAL:

Our annual sales in excess of $120 million and over 10,000 carloads and trucks assures us of a respected position in the industry we serveour volume will keep you competrtive.

COUNT ON US TO DELIVER:

Our largest staff function is transportation. Our fulltime rail, truck, piggyback and van personnel are alltied to our central computer. We stay current with all the effects of deregulation, constantly searching for ways to further lower transportation costs and ullimately your delivered cost. We have the ability, the lacilities and the desire to provide you with the best possible product at the best price with the best service.

WHEN IT COUNTS, COUNT ON CASCADE.

The Merchanl Magazine

Publisher Erneritus A.D. Bell, Jr.

Editor-Publisher David Cutler

Senior Editor Juanita Lovret

Assistant Editor Anita M. Mumm

Contributing Editors Dwight Curran, Gage McKinney, Ken Thim

Art Director Martha Emery

Staff Artist Carole Shinn

Circulation Dorothea Creegan

The Merchant Magazine (USPS 7%-56000) is published monthly at 4500 Campus Dr., Suite 4E0' Newport Beach, Ca. 916t60, phone (714) E52-lll90, by The Merchant Magazine, Inc. Second-class postage rates paid at Newport Beach, Ca., and additional offices. POSTMASTER: Send address changes to The Merchant Magazine, 4500 Campus Dr., Suite 480, Newport Beach, Ca. 92660. Advertising rates upon request,

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FROM NORTHERN CALIFORNIA & ARI.

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Deregulation must be fair to all

fHfS is the fifth anniversary of the passage I of the landmark Staggers Rail Act of 1980 that loosened the regulatory collar on the railroads and allowed them a degree of operating freedom unknown for nearly 100 years. While this deregulation (actually, less regulation) is not universally approved, it is generally agreed that the results have been positive.

The Association of American Railroads points out that prior to deregulation, in the 1970s, railroads were going broke at an alarming rate; 22t/o of the nation's rail mileage was lost to rail failures in that decade. In the five years of deregulation railroads have made massive investments in new equipment and track repair. Stiff competition has controlled rates far more effectively than regulation did. Profits have returned.

But the benefits have not always been across the board. Large shippers have been able to negotiate highly favorable rates with the carriers that give them a competitive advantage not shared by the small firms. For some of these smaller firms the results have been nothing less than to make them uncompetitive in the marketplace.

Yet when the smalls attempt to ban together to

negotiate equally favorable rates from the railroads, they have met with resistance from the government. What seems to be happening is that one agency of the government encourages the linking of small shippers seeking favorable rates while another arm of the government, seeing something sinister in this union, attempts to block the efforts of the smaller shippers.

It is yet another instance of the left hand of government being unaware what the right hand is doing. While it is hardly an unknown phenomenon of the federal government, the effects of such inter-agency fighting are far too serious to allow government to blunder on in their own particular dreamworld, unaware of the real life consequences of their intransigence.

What caused the government nearly a century ago to begin regulation of the railroads was the circumstance of big shippers having far lower rates than small shippers. Yet today we seem to be in the beginnings of a replay. We don't need a return to regulation, but we do need some common sense to allow the small shippers to band together for the competitive rates they so desperately need to survive.

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Transit privileges-five years later

By B. R. Garcia Transportation Consultant, B. R. Garcia Traffic Service

IVE years ago, we wrote an article for the July 1980 issue of The Merchsnt Magazine. The title of our article was "Transit PrivilegesPast, Present, and Future (?)." In it, we traced the history of lumber transit privileges from their origin by railroads to promote traffic on their lines to later years, when the carriers bec:rme more cost conscious, and became dissatisfied with transit privileges. In our 1980 article, we ventured some predictions, which we will quote:

Story at a Glance

Transit privileges eroded by de. regulataon...increased piggy. back service at competitive rates....some shippers suffer... joint through rates will be a future factor.

"In the future, we may anticipate further inroads into transit privileges. Most carriers would rather eliminate them entirely; however, they realize it is not practical to take drastic action which will irreparably harm shippers who depend on transit to maintain their operation. We will see more attempts to eliminate transit through attrition. When new rates are negotiated, they will, in many cases, be published with provisions that transit privileges will not apply."

A great deal has happened in the ensuing five years, and it is time for an update. While we are looking at rail shipments, it is necessary to relate this to all modes of surface transportation, rail, truck, and piggyback.

1980 was a landmark year in transportation. On July l, 1980, the Motor Carrier Act of 1980 was signed into

law, soon to be followed by the Staggers Rail Act, which the President signed on October 4, 1980.

These two bills were loosely referred to as "deregulation," although the acts themselves contained a considerable amount of regulation. In the light of the Interstate Commerce Commission's interpretation of these laws, a better term might be "relaxation of regulation." While the Motor Carrier Act of 1980 served to increase competition, which had a downward effect on truck rates, the Staggers Rail Act was primarily intended to make the railroads more profitable.

The Staggers Rail Act contained a number of changes which directly affected shippers and receivers of lumber and lumber products.

First, it became easier for railroads to increase rates without interference from the Commission.

Second, contracts between railroads and shippers were encouraged, and guidelines were established. Complaints against agricultural contracts (which include forest products) may be based on discrimination and destructive competitive practice. However, the filing of such complaints has been very difficult, since the contracts are confidential, and usually not enough information is available for a shipper to know whether he is being adversely affected by a competitor's contract. Contracts may or may not allow transit privileges, and anything in a contract takes precedence over published tariff provisions.

One provision of the Staggers Rail Act which has affected lumber shippers is the section which permits the ICC to grant an exemption from regulation when the transportation is of

B. R. Garcia TrafJic kmice recently moved to 1926 B Tice Valley Blvd., Walnut Creek, Ca. 94595; (415)

limited scope, or there is effective competition, or regulation is not necessary to protect shippers. The Commission has taken a very liberal view of this provision.

In 1984, the commission deregulated intermodal rail traffic (TOFC, or piggyback). The result was a phenomenal growth in TOFC service at competitive rates. Most railroads, while actively seeking TOFC business, do not feel they are making an adequate profit on it. The general practice has been for the railroads to supply the rail service (ramp to ramp), leaving the details of pickup and delivery to the shipper and consignee, or to the numerous shippers' agents which have come into being as a result of this unprecedented opportunity.

Effective January l, 1984, the Commission deregulated shipments moving in boxcar service. Most carriers adopted the rates which were in effect prior to boxcar deregulation; however, this was not the case for some single line rates. The Southern Pacific, for example, issued circulars naming rates and rules for boxcar shipments. These circulars specifically prohibited transit privileges, so there are no transit privileges for lumber moving in single line boxcar service on the Southern Pacific lines. However, when inbound shipments rated under these circulars are applied on transit billing where the outbound movement moves on joint rates with other railroads, transit privileges may be applied.

The status of boxcar deregulation is (Please turn to page 43)

How to make delivery pay

By Wally Lynch Builders Express Inc. Dallas, Tx.

HOSE who have read my articles for the past two years should be aware that dealers maintaining delivery and delivery services for their customers are spending nominally 2090 of their daily operating costs on this activitY.

When a narrow specialized effort is this costly, it is necessary to look for favorable variations. There are four basic methods of compensating employees involved in delivery. Regardless of how people are compensated, vehicles used may be owned or leased.

The common methods of paying delivery personnel are:

Hourly WagqThis is by far the most popular method. It is easy to administer. It is usable no matter what size operation is involved and does not limit the use of drivers by management to vehicle operation only.

WSgs Plus_lncentives This method pays delivery personnel a regular hourly rate plus a unit bonus for each of their activities. Examples of this are $1 per stop for the driver and 30 a sheet for 12' sheet rock, 20 a sheet for 8' sheet rock and 50 a bundle for shingles.

Draw Agairst Commission Under this plan a percentage of the load value is paid to the driver. Generally different rates are established for different types of equipment. Normally they are based upon payload values of the various trucks utilized and the difficulty of the work. Dump trucks are the standard. Boom trucks are specialized and because of the low value of the materials detvered on this equipment and nature of the driver's responsibilities, a higher rate is established. Vans used to transport cabinets and millwork have the lowest rates because the payloads are much higher and easier to handle than ma-

terials normally delivered on the other two types of trucks.

Contract Delivery Generally this "farms out" the delivery function to someone outside of the company. Seldom is it necessary for the company to lease or purchase trucks. Some contract delivery services also provide routing and dispatching services. The essential effect is to relieve the dealer of a capital outlay and management of a function "outside of merchandising."

User benefits of all four methods are summarized in the chart (right).

(l) @y To Administer Payroll preparation is well ingrained and within the capabilities of most dealers. Incentive, commission and contract delivery require measurement and performance monitoring by management.

(2) Flexible Use Ofleopk People paid on an hourly basis can be moved around without affecting their income. People on incentives and commissions or under contract resist movement because it might reduce their earnings.

(3) Usable At Any Volume LevelFor all practical purposes a dealer must

Story at a Glance

Ways to minimize delivery expense...compensation strategies analyzed...how to determine favorable variations for individual business.

generate $1,500,000 in delivered sales before a contract delivery service is cost effective to the user and profitable to itself.

(4) Cost Effective Wages are fixed costs against seasonal sales. Overtime increases this burden. Incentive programs are designed to pay more when more work is performed, but only when performed. Contracts are designed to pay only for work done.

(5\ &lL Evoluate Wages go on regardless of what is accomplished to a point. The daily and routine tabulating of performance goes on under incentive and commission programs. Contract services are generally invoiced weekly.

(6) Requires Performonce Standofu Wages address hours put in. Incentives and commission programs require evaluation and planning to insure effective and measurable contribution. Contracts are agreements reduced to writing to insure mutual benefits to both parties.

(7\ Aid Control Wages do not provide for check points on individual performance. Measurable individual or contractual guide Iines generate gauges and comparisons on productivity.

(E) Eliminates Driver Overtime Wages and wage incentive programs do not exclude the cost of working overtime. Commission and contractual programs are paid on performance, not time spent.

(Please turn to Page 65)

WHAI DOES DELIVERY REALLY COST?

To determine the cost of trucks and include the following factors (per truck):

Depreciation

License/SE Taxes

Insurance

Garaging

Administration

Maintenance/Repairs

Washing & Repainting

Tires,/Tubes

Crease,/Oil

Fuel Equipment

TOTAL ANNUAL OPERATING EXPENSES

TIMES NO. OF TRUCKS IN FLEET

equpment, To determine the cost of delivery labor, the following factors:

include Cost of Monev

Driver wages

(wages) x (no. of employees)

Mechanic wages (wages) x (no. of mechanics)

Overtime wages (1590)

Fringes (2590) (medical, workman's comp, other insurance, sick leave, holidays, absenteeism, etc.)

Taxes

FICA/Social Security (7qo)

Federal (.70/o of $6,ffi per employee)

State (varies)

Local (varies)

Disability (l9o)

Payroll overhead (4%o)

Supervisory & management salary & fringes (690)

Outside contractors

Cost of damage claims

TOTAL COST OF LABOR

lncluding the items listed above, the Hertz Corporation has detemined the operating costs of is renta.l/leas mediumduty dies€ls with an average of l5,m miles per year at $1.35 per mile (adjusted for inflation). This frgure may be used as a guideline to detemine if your costs are in line. However, the cost p€r mile increases sharply for trucks with more than 50,m odometer miles.

CEffire

ELOAD centers have made significant changes in the way this industry shops for dimension lumber and plywood.

Gaining strength in the lean days of l98l when they were able to help the dealer who needed to make smaller, less costly purchases of lumber, reIoads have continued to grow. Al-

though the early reload centers were located near the Canadian border, they are found all over the country today, owned by lumber producers, private operators and railroads. Home centers, retail lumber yards, wholesalers and industrial lumber users are customers.

Canadian lumber still dominates al-

though domestic species travel through some of the centers. For example, a recently opened reload center in Eugene, Or., is serving as a contact between mills and customers in the Pacific Northwest.

Canfor U.S.A. Corp., Boise, Id., has been one of the most active lumber companies in the reload business, setting up reload facilities in key markets. At present, they are serving 30 states with eight reload centers. Four are located in the Sunbelt at Fort Worth and San Antonio, Tx., Rocky Mount, Va., and Memphis, Tn. Denver, Co., serves the mountain states area. Most of these centers cover geographical markets of 250 to 300 miles.

Management at Canfor says that they have found the process of unloading railcars, sorting units and then trucking orders to customers allows them to compete with fixed distributors in economy, speed and convenience.

Patrick Tyler, sales manager at the two-year-old Fort Worth reload center, says "The biggest advantage of the reload center for ttre home center

REL0AD centers are often no more than a railroad siding, but there is a trend to more elaborate facilities with covered slorage such as this Canfor reload center in Fort Worth, Tx.

is our ability to tailor an order to its individual needs." Timely shipments and competitive prices are other advantages which he credits to the reload center.

Tyler asserts that many customers have switched from rail to reload in the two years the center has been open. "The independent retail lumberyard owner is the backbone of our business," he adds.

Story at a Glance

Quick delivery, competitive prices and convenience arc claimed pluses for reload cen. ters...mixed or small orders are a specialty...original Canadian border locations have extend. ed, into the south and west.

When asked "Why do you use a reload center?" Ronnie Deford of Deford Lumber Co., Duncanville, Tx., replied "It's price competitive." He also likes the advantage of being able . to get items which he normally doesn't inventory when his apartment contractor customers want them, as well as the convenience of having materials held until he's ready for them.

Ken Harris, manager of Black Forest Lumber Co., Colorado Springs, Co., calls buyirig from the reload center "expedient." He's 65 miles away from a reload center in Denver and likes to be able to pick up a partial load when he needs it. Keith Weber, purchasing agent for Crissy Fowler Lumber Co., also located in Colorado Springs says, "The reload center is good for a quick stock when you run out of something."

On the east coast, Conrail operates five reload facilities which they call their lumber transfer and distribution system. The Conrail-Mathew LTD Center, a new l0 acre plus terminal in Elizabeth, N.J., is typical of their operation in that it is owned and oper-

ated by an independent contractor, Mathew Andruk.

It provides ready access to the local highway network for truck deliveries and offers storage facilities including covered storage for specialty woods.

In cooperation with Canadian railroads, lumber shipmbnts in boxcars or flatcars are interchanged with Conrail for entry into the U.S. "Conrail's lumber transfer and distribution center at Elizabeth offers an excellent opportunity for shippers in Western Canada and great potential for mills and wholesalers in the U.S.," notes Charles N. Marshall, senior vice president-marketing and sales. "They find the combination of low rail transportation rates, flexible inventory control and excellent service a very attractive package."

Larry Boyles and Jeanne Smith, who operate Valley Trans Loading in Eugene, Or., are working with Burlington Northern and Southern Pacific to bring lumber and plywood to their area from Northwest mills. They feel that they can offer an advantage to wholesalers in their area who in turn pass it on to their customers.

Reload centers have less overhead than a fixed distributor. They also have exceptional flexibility and mobility. Since a reload center usually has little or no property, buildings, or equipment and minimal employees, it can be moved readily if the market area shifts.

The Canfor reload center in Denver, Co., for example, is worked by an independent operator with shipments to customers being trucked by common carriers. Joe Reininger, manager at Denver, is based in Boise, Id., handling the operation by telephone.

Reininger cites the "flexibility to enter a market readily and leave if necessary" as a great advantage for a reload center. He also believes that the reload fills a gap for a retailer between the direct shipments from the mill and the fixed distributor.

Because the reload operates more efficiently, he says they can be more competitive in offering the products

and services while still maintaining the integrity of the marketplace.

Reload facility operators, wholesalers, home center lumber buyers and retail lumberyard managers throughout the country seem to agree on the benefits of the reload center. Availability of small, mixed loads, short delivery cycles, and competitive prices are all listed as perceived advantages.

What ls A Reload?

The definition is changing as the use of reload centers becomes more widespread, but the following definitions serve as a guide -ed.

Reloadl. A warehouse or distribution facility located relatively near producing regions. A reload operation purchases inventory in quantity, blends various items to customers' specifications, and reships them as mixed cars. 2. See Border Point. 3. A location where truckloads of logs are assembled from off-highway vehicles and reloaded on highway trucks or rail cars.

Border PointA location along the U.S.-Canada border to which ship ments of Canadian wood products are consigned. There they are broken down, reloaded on a truck or (ess often) a railcar, and shipped to an ultimate destination. Also called reloads or lumber transfer yards.

bwce: krms of the Trade, second edition, Random kngths.

Eureka Southern's staying on track

HE Eureka Southern, formed in November 1984, to fill a void on the Eel River section of the Northwestern Pacific Railroad in Northern California is proving that it's "the train that can," The Merchont Magazinelearnd in an exclusive interview with company officials.

The transformation of a nearly abandoned line plagued by floods, washouts, slides and tunnel fires to an optimistic, determined line serving the communities south of Eureka, Ca., has taken a lot of can do spirit.

The 168 miles of main line plus branch lines were acquired from the Southern Pacific's Northwestern Pacific Railroad subsidiary for $5 million last fall by Bryan Whipple, a railroad entrepreneur. Southern Pacific, which still operates the Northwestern Pacific between the end of Whipple's line at Willits and the San Francisco Bay area, financed part of the purchase.

The 70 year old line was in poor shape physically. After tunnel fires forced the line to close several times, the railroad announced plans for abandonment. A suit brought by the California Public Utilities Commission forced repair of the tunnel and resumption of service. The abandonment proposal was denied by the ICC, but a $l,ZD surcharge per car which had been imposed by the NWP virtually halted operations.

These were the problems assumed by Whipple as he boarded the first Eureka Southern train traveling down the Eel River Canyon to Willits. Now, eight months later, with a lot of hard work and blessed with a mild winter, his line seems to be on the right track.

"We'll make it work. But no one said it's going to be easy," Whipple said a few weeks into operation. Today he is able to point to a string of accomplishments.

Eureka Southern has established a regular schedule with train #l moving

south from Eureka to willits and trun tr2 moving north from Willits to Eureka each day. The two trains meet halfway to exchange crews, a move which sends the employees back to home base and cuts expenses. Each train averages 25 to 30 cars a day. Forest products travel south with northbound cars returning empty except for a few loads of cement each week. Plans are in the making for hauling logs on the northern trip.

'Ihe line began operation with locomotives borrowed from Southern Pacific, but now has four of its own acquired from Conrail. Three are freshly painted in corporate colors of orange, red and deep yellow, carrying Eureka Southern's logo of a redwood tree and a bridge. Cars also are being refurbished in orange and yellow with black stripes and black lettering.

Eureka Southern recently received a federal grant of $486,000. Half of this will be used for building a proposed locomotive and maintenance facility with the rest going to upgrade the roadbed, according to Michael Strider of the engineering department. "Improvement of grade crossings is underway in cooperation with the

Story at a Glance

Railroad upgrades line, equip. ment & service...two trains a day...25 to 30 cars each...forest products predominate.

City of Eureka," he added.

Now operating at a 65CI to 6600 annual car level, about two-thirds of capacity, the railroad has its sights set on 10,000 carloads annually in the next few years. "And that's only based on average years for the forest products companies which we serve," Whipple emphasizes.

Whipple says that the railroad, which is "hungry for business," is concentrating on building shipper confidence as well as establishing better rates. "Other priorities are work on improving the connecting service and upgrading our equipment," he continues.

The railroad also hopes to convince shippers that service to them can be improved if they make rail oriented investments such as purchasing equipment for loading chips. Eight Eureka area forest product companies are regulars on the Eureka SouthernLouisiana-Pacific, Simpson Timber, Sierra Pacific Industries, Schmidbauer Lumber, Eel River Sawmills,' Pacific Lumber Co., Arcata Redwood and Bracut International.

Although, as Whipple points out, forest products will probably continue to be their major cargo, efforts are being made to develop other customers. Since Exxon has signed with a Eureka firm for the manufacturing of oil drilling platforms, there is a possibility of getting contracts to haul pipe and materials for the job. Eureka Southern also is seeking a contract to haul rock for the U.S. Army Corps of Engineers which is rebuilding a jetty in Eureka.

Whipple, who has a strong background in engineering, business and railroading (Southern Pacific and Western Pacific) has brought several new faces aboard. Strider joined the organization in early spring to supervise engineering. John Kosack is manager of administration. The line has recently expanded to 30 employees.

KLUMBER bound south from Eureka to Willits attracts attention from the locals as well as the

many tourists visiting the picturesque redwood c0untry.

RAILROAD buffs love to photograph the Eureka Southern locomotives and eoui0ment which

Safety checks cut violations and accidents

ECAUSE in many states accidents involving trucks are increasing at an alarming rate, highway safety authorities are conducting surprise vehicle safety checks.

The results indicate that many unsafe trucks are operating on both local and interstate highways. As a result of these checks, there have been many citations and numerous vehicles prevented from operating until violations have been corrected.

Don't wait for a checkup such as this to determine the condition of your vehicles. Insist that your drivers make pre-trip inspections of their rigs.

An inspection sheet is helpful in making a systematic check and guarantees that all components are inspected in a minimum amount of time. A minimum circle inspection

would include performing the following functions:

In cab:

(1) Check for secured seating.

(2) Start engine.

Story at a Glance

Drivers should check trucks before each trip...circle inspection will catch problems...load securement is the responsibility of the driver.

Check all gauges, horn, wipers.

Make sure that the low air pressure warning device is operating.

While air pressure is building up, check emergency equipment.

Charge trailer system if applicable; apply and release trailer brakes.

Fan the brakes until pressure drops, warning signal operates and compressor cuts in. Stop engine when maximum pressure is regained; check for air leaks.

Apply brakes, again checking for leaks.

(10) Turn on lights (ow beam).

(11) Press dimmer switch.

(12) Turn on right and left directional signals.

Outside cab:

(1) Start with left front and check counter clockwise.

(21 Check all lights.

(3) Check wheel lugs, nuts and tires.

(4) Check air hoses and eiectric lines to trailer if applicable.

(5) Check tailgate, trailer doors or tarp tiedowns.

(6) Check trailer dolly wheels if applicable.

(7) Check fifth wheel if applicable.

(E) Check turn signal functions for both sides, front and back.

(9) Clean all glass and mirrors.

A good inspection, whether or not a check sheet and circle technique are used, includes tires, wheels and rims, brakes, steering mechanism, lights and reflectors, horn, mirrors, windows, windshield wipers, load securement, coupling devices and emergency equipment.

Emergency equipment should include warning devices, such as three two-way reflective triangles or flares, fire extinguisher, spare fuses and fuel or battery operated lanterns.

Each year hundreds of accidents are caused by improperly loaded cargo. Regardless of who loads the truck, the driver is responsible for checking to see that it is done properly. Even distribution of cargo, staylng within legal weight limits, keeping weight low and proper securement with ropes, chain or tarpaulin are essential. It also is the driver's responsibility to check the load frequently. Road vibration, bumps and turns can cause materials to work loose. Both cargo and restraints should be checked after a few miles have been driven and then periodically after that.

Stressing vehicle check-ups is of little value unless equal attention is applied to repairs and maintenance. When a driver reports a problem, there must be immediate action to correct it.

For help in organizing a truck safety program, you can contact your department of motor vehicles, state police and insurer.

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Southern PociJic and Burlington Nonhern Roilrood are simplifying interline shipping by allowing each railroad to act as the other's marketing agent for rates, equipment and service in selected corridors including much of the West...

Redding Lumber Tronsport is building a 4,000 sq. ft., two-story office building in front of the truck shop at Redding, C-a,., Hq....Horris Trucking Co., Pico Rivera, Ca., is celebrating its 4fth anniversary in business... Western Transportot ion Co. and Walerway Tenninals Co., Portland, Or., have merged...

Home Club, its 7th store officially opened in Sacramento, Ca., is readying early openings in a former Sears location in El Monte, Ca., and a scond Sacramento site; negotiations are underway for a bldg. in San Jose, Ca., as well as several other Ca. sites; public stock offering is expected this fall...

Builders Squore is renovating a 9\,2m sq. ft. warehouse in Riverside, Ca., for opening this summer while Home Depot has sued the landlord contending a prior commitment to lease the building to them...

Home Depot is spending about $500,000 for remodeling plus $500,000 for fxtures and computer equipment to prepare each of the former Zndy's stores it will open in San Jose and Sunnyvale, Ca....

K Mart is test marketing home finance with six mortgage companies opening mortgage info centers in their retail outlets...A/ational Lumber has opened a Fullerton, Ca., store with Encinitas, Fontana and San Bernardino stores nearing completion...

li,l !EFS

Diamond Lumber is selling five Sacramento, Ca., units to an unidentified investor for $10 million with leaseback arrangements; Roseville, Rancho Cordova and Stockton, Ca., stores have been remodeled with an accent on d-i-v...

Thrget department stores is negotiating for the La Habra, Ca., site presently occupied by Richordson Mill & Lumber Co....Chandler Lumber, Van Nuys, Ca., has added a drive-through lumber area...

Andercon Lumber Co. is converting a former Safeway store in Roy, Ut., into an 18,000 sq. ft. d-i-y store with a drive-in window (!) for quick service; they also are site seeking for a multi-million $ corporate office/retail complex in southside Ogden, Ut....

Forrell's Home and Gorden Cen/ei, Sonoma, Ca., is now owned by Yaeger and Kirk, Santa Rosa Ca. ...C. G. Long Building Supply, Keizer, 0r., has closed voluntarily ...Handymon stores in Oxnard and Dublin, Ca., have completed extensive remodeling...

Hulbert Lumber Co., Newark, Ca., is building a 20,000 sq. ft., $500,000 retail building and lumber shed for a Nov. opening...Galaway True Value Hardware has opened a 4,320 sq. ft. store in San Marcos (San Diego) Ca....

Stop, Buy ond Sove Plywood is the new name of Serve and Sove Plywood, Orient, Or., recently bought by former mgr. Jim Zeller ...Paduls Lumber Co., Willi*, Ca., is now Valley Lumber Co. with new owners Harry Brown, Tom Aust and John Orlowski...

Almanor Ace Hordware is the new name for Jan and Don Wagner's Lake Almanor Peninsula, Ca., store, formerly Almanor Builders Center...DeNault's' True Yalue Hordwore, Laguna, Ca., is celebrating its 29th birthday...

DAW Forest Productshas closed its Spokane, Wa., and Bend, Or., offices (for all but invoicing) and moved all other corp. functions to their new Hq. offices in Lake Oswego, Or.; the Redmond, Or., reman plant sales remain in Redmond...High Sierra Lurnber Sales has not discontinud operations as was incorrectly reported here in Muy; the Huntington Park, Ca., firm, currently in Chapter I I proceedings, is fully operational and is expected to complete the proceedings soon...

P&M Cedar Products, Sacramento, Ca., has purchased the Hudson Lumber Co. mills in Anderson, Ca., and Worden, Or., no price revealed...Hudson Hq. in San Leandro, Ca., has been sold to anew firm, HICS Co., which plans a small lumber operation; Hudson's cogeneration facility in Anderson is not being sold...

Gordy Martin and Gary Malfatti of Mortin Farqt Indusiries and Ron Lewman, North Bay Forest Products, as individuals, have purchased the milling assets of Eauers Forest Products which adjoined their companies in Healdsburg, Ca., to found Dry Creek Millwork and Planing Co. to do custom milling; Bob Sauers retains the land and buildings of his firm while Martin Forest Industries and North Bay have moved their separate companies onto the Sauers' property...

Furmon Lumber Co. has opened a sales office and distribution facility (softwood dimension and structural panels inventoried plus direct sales) in Commerce City,Co.;Terry Hagen and John Burgesser are manning the office...

(Please turn to page 24)

GALENDAR

JULY

Dubs Ltd.July 12, start of 38th year of golf, Meadow Club, Fairfax, Ca.

Inland Empire Hoo-Hoo Club - July 19, dinner & speaker, Prado Countrv Club, Chino. Ca.

San Joaquin Valley Hoo-Hoo ClubJuly 19, Coast Frolic, Pismo Beach, Ca.

AUGUST

Los Angeles Hoo-Hoo ClubAug. 2, golf & dinner, Monte. bello Golf Course, Montebello, Ca.

Rogue Yalley Hoo-Hoo ClubAug. 2, golf, Medford, Or.

National Wood Window & Door AssociationAug. 3-7, summer meeting, Santa Barbara Biltmore, Santa Barbara, Ca.

The llth Nordic Building Exhibition - Aug. 9-1E' Oslo, Norway.

American Hardware Manufacturers AssociationAug. ll-15, Hardware Industry Week/National Hardware Show, McCormick Place & McCormick Place West, Chicago, Il'

Mountain States Lumber and Building Material Dealers Association - Aug. 16-1E, Townley Hardware Market, Broadmoor Hotel, Colorado Springs, Co.

Wood Moulding & Millwork Producers AssociationAug. 2l-A, Mariott Hotel, Portland, Or.

western Hardwood Association - Aug' 2LA' gradng school' Thunderbird Motor Inn, Kelso, Wa.

Dubs Ltd.Aug. 23, golf, San Francisco Golf Club' San Francisco, Ca,

Humboldt Hoo-Hoo CIubAug. trj, annual John Kelly golf tournament plus dinner, Baywood Golf & Country Club, Eureka, Ca.

W.O.O.D., Inc.-Aug. 26, annual golf tournament, Invemess Golf Club, Englewood, Co.; dirurer at Racquet World at Invemess.

SEPTEMBER

China Build 'E5 - Sept. 27, international building and construction exhibition, Tianjin, People's Republic of China.

Rogue Valley Hoo-Hoo CtubSept. 5, installation of officers, Medford. Or.

lnternational Kitchen & Bath ExpositionSept. 5{, Toronto Intemational Centre. Toronto, Ontario, Canada.

National Kitchen/Bath WeekSept. 7-15' sponsored by the National Kitchen and Bath Association.

Nondestructive Testing Symposium of Wood - Sept. Fll' Washinglon State University, Pullman, Wa.

Builders & Merchants Trade ShowSept. 1G13, Wembley, England.

International Order of Hoo-HooSept. 1417' convention, Hyatt Regency, Minneapolis, Mn.

Western Wood Products AssociationSept. 1417' 1985 fall meeting, Sheraton Harbor Isle, San Dego, Ca.

Western Home Center & Building Supply Dealen ShowSept. 19-21, Anaheim Convention Crnter, Anaheim, Ca.

Inland Empire Hoo-Hoo (lubSept. 20, dinner & elections, Green River Country Club, Corona, Ca.

Timberbuild '85 Trade Show - *pt.7LXi, London, England.

2llth Annual Redwood Ernpire Lumberman's Golf TournamentSept. 27, Santa Rosa Country Club, Santa Rosa, Ca.

Architectural Aluminum Manufacturels AssociationSept. 29-Oct.3, meeting, Del Coronado Hotel, San Dego, Ca.

Northwest Port To Expand

Logs and lumber being exported to Pacific Rim countries now make the trip one day faster when shipment begins at Grays Harbor, Wa.

Last year the port exported 2.8 million metric tons of lumber and logs. A $77 million project to widen and deepen the channel is expected to expand this figure. Work, which will begin in late 1987, will involve 23 miles of waterway and replacement or relocation of a74 year old Union Pacific Railroad bridge.

New ICC Credit Regulations

Carriers are now able to set their own credit terms under Interstate Commerce Commission credit rules. Under the new regulations, a carrier can extend shippers up to 15 days free credit plus up to another 15 days of credit if the shipper pays a penalty charge.

South & West Lead ln Growth

U.S. metropolitan area growth was the most rapid in the West and the South between 1980 and 1984, according to the Census Bureau.

Populations of 55 of the 277 U.S. metro areas increased by at least l09o during the last four years. Florida, Texas and California claim the majority of these cities with Midland, Tx., Anchorage, Ak., and Naples, Fl., showing the most growth.

Houston, Tx., is the eighth largest metropolitan area in the U.S., easing out Washington, D.C., which is now in ninth place.

U.N. Forms Timber Group

In an effort to control the destruction of the world's tropical timber reserves, 26 timber producing and consuming nations have formed the International Tropical Timber Organization under the sponsorship of the United Nations.

The U.S. and Soviet Union are not members as yet of the group. Twelve timber producing countries and 14 consumer nations have joined.

Tropical woods are vanishing at a rate of about 3l million acres each year in the producing nations. The organization hopes to establish forest management programs in the Third World countries. Only 4.4V0 of the world's forests are considered managed forests.

H0,ME GENTER MERGHANT

Bill Fishman & Affiliates

'l 1650 lberia Place

San Diego, Ca. 92128 number of men in business attire passing a candidate location! Should we be counting pick-up trucks?

OPINIONS...1985

CoUpons. neUates end Otne

Customers are now complaining that coupons and rebates are no longer an incentive. It's lowered selling prices that they prefer in place of the hassle of mailing in completed forms. Your customer still compares shelf price not the redemption price.

Location! Location! Location!

For some, the three most important ingredients in successful retailing are still "Location! Location! Location!" The Sharper Image, the successful mail order company, is seeking retail locations to market their selection of "adult toys" to the affluent businessman. One of the criteria in their market research is to clock the

Don't Lose Your Position

Some dealers have unknowingly traded off their marketing position in their battle of the "Store Wars," In an effort to compete with price in their advertising, they now inventory inferior grades. This works as a short term promotion, but when the store or yard takes on the appearance of offering low-end merchandise, customers recognize the shift in market position. It's not what they want. Today's homeowner wants consistent quality at a competitive price, not shoddy goods at a low price.

It's going to take lots of merchandising skills to remain profitable in the second half of the 1980s. It's the decade of offpriced merchandise, but as Stanley Marcus, of Neiman Marcus, said, "lf you serve your customer with warmth and friendliness they'll come back. And if you

If You Don't Have It...Don't Advertise It!

When you or I, or your customers, shoP at K-Mart, Venture, Target, or any of the mass merchandisers, we anticipate no or little service and a line at the checkout counter. We've never really bel)n told to expect otherwise. On the other hand, in our industry, while dealers would never stoop to intentionally advertise merchandise they don't have in stock, some constantly promote services they can't deliver.

Advertising the existence of "knowledgeable salesmen" is the most disturbing falsehood customers talk about. If during peak selling hours the floor is covered by immature, untrained, part-time high school kids, who can't identify where the advertised items are displayed or inventoried, then the store signing and the institutional blocks in the ads should not read "Need help-look for our knowledgeable fellow in-"

Promote With Sty.lg

Ask your newspaper or printer if they can offer you an exclusive type face for your headlines and selling prices.

(Please turn to page 63)

Dorft gst caught in between

Handling your own lumber purchases can be a complicated, time-consuming business, with all the logistics, planning and scheduling involved. But when yoLF€all in the professionals from Hampton, you get exactly what you need, when you need it. Without hassle.

At Hamoton we make it our business to know the market. We keep tabs on

what's available throughout the industry. We understand your needs and can give you firm delivered price and shipping commitments, including freight at our favorable contract rates. And we provide remanufacturing and custom milling at our Woodburn, Oregon, plant.

feet of quality forest products, includ-

ing 200 MBF from our own mill and contract suppliers.

today

sell them a well made product-it won't."

E.J. JOHNSON executive vice president

f HE 6ath Annual ALBSA Convention, I held May 15-19 at the Loews Ventana Canyon Resort in Tucson, wils concluded with a grand prize drawing for a weekend aboard "La Yida," a 48 ' yacht out of San Diego, Ca., courtesy of Ray Lumber Company, Phoenix. This year's winner was Don Oitzman of Nielson Building Materials located in Mesa, Az. Congratulations Don, Dora and family!

This year's convention was held following the National Lumber and Building Material Dealers Association's Annual President's and Manufacturer's Councils meetings. We were most pleased that many of those attendees chose to stay and participate in our activities. We were additionally pleased to receive so many positive responses from everyone about the quality of our programs and the good times shared at social functions. Out going president John Wyss of Ray Lumber Co., Lake Havasu City, was given a standing ovation at the annual meeting and later was presented with a personalized raised copper plaque containing "thanks" and signatures of all the board members. Thank you John and Rosemary for an outstanding year!

Assuming the duties of president for 1985-86 is Jim Killen, vice president and western division district manager of Foxworth-Galbraith Lumber Co., Mesa.

Jim Killen is a native of Arizona and a graduate of the University of Arizona in Tircson. His family's interests in the lumber business began in l92l with the formation of several Foxworth-Killen Lumber yards in the southern part of the state. His father, C.J. Killen, managed the Foxworth-

TIMBER SIZER PRE-TABRICATION

Galbraith Lumber Co. in Yuma for years and also served the ALBSA as its president from 1939 to 190.

Jim Killen now shares this "Father,/ Son-President" distinction with James C. O'Malley and Larry Hamman whose fathers, John G. O'Malley and L. M. Hamman, also preceded them as association presidents. We are very fortunate to be the recipient of this rich heritage.

Other officers and directors elected at the annual meeting are: lst vice president, John Gaskin, Phoenix; 2nd vice president & treasurer, Dave Runyan, Flagstaff; executive vice president, E. J. Johnson, Phoenix.

Board members:

John Aldridge Phoenix

Bill Brines Glendale

Bart Byrne Miami

James "Woody"

Clark Phoenix

Paul Conley Phoenix

Dean Drake Phoenix

Don Fink, Sr. Phoenix

Sharron Gaylor Phoenix

Larry Hamman Payson

Sam Hauert Tucson

Bill Herman Phoenix

Don Hossack Tempe

John King Phoenix

Ray Lopp Flagstaff

Don Lue Phoenix

Dave Mason Scottsdale

Michael O'Malley Phoenix

TimothyO'Malley Phoenix

Tony Padilla Mesa

Larry Powers Tucson

Bob Ramsey Yuma

Charles Ray Phoenix

Steve Snavely Tempe

Jim Stewart Tucson

Bill Walker Chandler

MichaelWestcott Cottonwood

John Wyss Lake Havasu City

TIMBERS

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

gIx BAND MILLg

Over 50,000,000 feet annually

D.F. GRAPE STAKES REDVOOD & D.F. LATH

NEWS BRIEFS

(Continued from page 18)

Copper State Forest Products is a new pine millwork operation in Douglas, Az., Howard Burton and Bob Allen, owners...The Sunrise Forest Products'DC in downtown Portland, Or., has been closed... Gene Sjosrand has formed Wood Products Buying Semice in Redding, Ca., he had been with Paul Bunyan Lumber Co.,.,

Ihe Gos[ Eslimotor

The Cost Estimotor is on op plicotion progrom thot speeds ond simplifies the process of creoting cost estimotes. The Cost Estimotor speeds the job of processing cost estimotes, by doing oll the time consuming ospects of on estimote in micreseconds, The job of pre poring on estimote is reduced from hours to minutes.

.Does 100+ lines cost estimotes

. Moke mojor chonges in seconds

.Use your own inventory file

.Your copy will show:

l. % mork up 5, Boord feet

2. Totol cost 6. Sq. feet

3. Totol price 7. Lineotbet

4.. Profit

.Prints out hord copies

.Totolly outomotic

.Poys for itself the first month.

SoJt-Touc\

Conlputer Systerqs

7716 BALBOA BLVD., UNIT No. D VAN NLT6, CA 91406 CAIJ-

Weyerhaeuser Co. has imposed a wage freeze on about a fourth of its work force.,.Pittsburgh-Corning Corp. and U.S. Gypsum Co. are among 50 asbestos producers and insurance co.s opening claims facilities to resolve some 30,000 asbestos-related lawsuits; Manville, protected by Chapter 1l proceedings, is not participating...

ASC Pacific, which is building a plant in Anchorage, Ak., has acquired Omega Metal Building Producfs, Tacoma, Wa....Fairchild Industries, Inc., Chantilly, Va., is selling VSI Fasteners Co., Stanton, Ca., to a group of investors headed by founder Phil H. Furst and ZS1 Hardware Co., Sylmar (Los Angeles), Ca., to Charles H. Sweetman, pres....PPG Industries will build a float glass manufacturing plant about 75 miles south of Seattle. Wa....

T. M. Cobb has moved corporate Hq. to 2372 Morse Ave., Irvine, Ca....

Wood Finish Co. Backs Race

A center of the redwood industry, Ukiah, Ca., will be the setting of the first annual Performance Coatings Running Festival, Oct. 5-6.

Sponsored by the manufacturers of Penofin, a penetrating oil finish for wood, the event will include two road races, a mile and a l0K. According to John Mayginnes, president and c.e.o. of Performance Coatings, over 30 Olympians from I I countries have committed or shown strong interest in participating.

Entries for the mile include John Walker, New Zealand gold medalist;

The Merchant Magazine

Trus Jobt has opened a new plant in Stayton, Or., Bob McFarland, plant mgr.... ProJitPoint Consulting is a new firm for the bldg. mtls. and home center field...

Plywood Panels, Inc. of California has purchased Western States Plywood, Santa Fe Springs, Ca., from Coelco, Fountain Valley, Ca., for an undisclosed sum; H. C. McKendry, Western States'pres.,is expected to remain on, according to L. Russell Haan of Plywood Panels, Inc., New Orleans, La....

Lassen Lumber, Red Bluff, Ca., plans an expansion...inventories of Champion International and Mis' soula Forest Products Co. were lost in a recent Missoula, Mt., fire...

Black & Decker Corp. has acquired portions of Rank Electric Housewares Pty. Ltd. in Australia and Rank Appliances New Zealond Ltd. from Rank Organisation PLC of Britain as part of its move to expand small appliance sales to EuroPe this Year...

Analysts were unfazed as hous' ing starts fell 13.70/o in May (latest figs.) to a seasonally-adjusted rate of 1,663,000; falling interest rates are expected to cause a strong bldg. market this summer...single family starts were off 10.190, multis dropped 19. I 9o...bldg. permits for future construction rose 390...

Steve Scott, American record holder, and Ray Flynn, Irish national champion. The lOK, which will be on a course nationally certified by the Athletic Congress certification committee, also is attracting strong men and women's fields, Mayginnes reports. Purses totaling $70,000 will be contributed by the sponsor, Performance Coatings.

Over 4,000 runners are expected to participate in the festival which will include a Runner's Expo, a wine tasting, a banquet with awards ceremony, fashion show and celebrity entertainment.

Announcing: suN PLYWOOD, fNC.

SUN PLYWOOD, lNC. ioins the Sun family of mills producing quality building materials. SUN PLYWOOD, lNC. is located at North Bend, Oregon. Shi ppi ng facilities include rail (SP RR), truck,

piggyback van, and barge. We're a member of the American Plywood Association. Look for our grade stamp for your assurance of quality. Our goal at SUN PLYWOOD, lNC. is to

provide you a consistentlY quality product, fast service at market prices. lf You are not using SUN PLYWOOD-we are new-ask your favorite distributor to order a shipment today.

A NEW ADDITION TO THE QUALITY SUN FAMILY OF BUILD'NG MATER'AI.S

N STUDS, INC._5UN STUDS iS lebrating Thirty Five Years of production exce. Sun Studs was the first computerized I in the world. Production exceeds 90 llion board feet annually of KD Western mlock and Douglas Fir Studs graded under B grade rules.

SUN VENEER, lNC.-SUN VENEER leads the industry in computerized technology and fiber utilization. Production capacity exceeds 850 million square feet annually of .l/10 inch veneer. Sun employees are involved from logging to replanting to manufacturing for the benefit of you-our customer.

SUN PIYWOOD, INC.

MOUNTAIN STATES

FRED CARUSO executive secretary

EIUSINESS is looking up for both Edealers and suppliers as the industry rolls into the peak of the 1985 construction season.

According to a survey recently taken by the MSLBMDA, suppliers are much more optimistic about the earlier summer season than dealers. However, both dealers and suppliers report better days ahead.

The association was prompted to take the survey as a result of numerous conflicting reports of both good conditions and bad conditions, of the worst January in recent history versus the best January, and so on. MSLBMDA delegates attending the National Conference with Congress in Washington, D.C. in March observed similar conflicting reports at the national level. While dealers nearly ccnsistently said, "Business looks better next month." it

was difhcult to obtain a firm handle on the real state of business conditions anywhere.

The MSLBMDA survey entitled "How's Business?"was sent to members in April. More than 150 surveys were returned. Both dealers and suppliers were asked to show how business was for the months of January, February and March and to project for the months of April and May. They were asked if business was up more than 1090, up 6 to 1090, up I to 590, the same as the previous year, down I to 590, down 6 to 1090, or down more than l09o over the previous year. They were also asked to comment freely about conditions in their area.

Dealers were split regarding business conditions in January. HaIf indicated worse January conditions in 1985, while the other half indicated better conditions than in 1984. The mathematical average reported conditions being "the same as 1984." Again in February, some dealers showed extremely good conditions while others experienced extremely poor business.

In terms of mathematical averages, February found dealers generally down over the previous year, but down less than 2 to 590 as a whole. March was a little worse but still business was not down significantly in terms of mathematical averages.

Retail dealers in the Mountain States region predicted slightly better conditions for May of 1985 comparedwith l984.Some saw improvements of over 1090, while nearly 3090 of all retailers expected business to trail behind that of 1984.

Suppliers in the Mountain States region are more optimistic. Over 7590 predict better conditions this year over last.

Housing Still A Bright Spot

Housing construction is expected to level off at an annual rate between 1.6 and 1.7 million units over the next couple of months, according to John J. Koelemij, president of the National Association of Home Builders.

New housing units were started at a seasonally adjusted annual rate of 1,663,00 during May, down l49o from the rate of 1,927,W recorded in April. Sinele-family starts fell l09o to 1,042,000, while multifamily starts dropped l99o to 621,000. Construction fell in all regions except the Midwest, where the rate rose 5.6 percent to 262.W.

Mountain Statss Lumber& Buildlng Matorial Deal€rsAssn. 55oo so. svracuss circloll'105, Ensl€wood, co.80111

Dealer's choice in kitchen remodeling

FEPLACING kitchen cabinets as flpart of a kitchen remodeling has been something that most d-i-yers are hesitant to tackle.

No easy solution has been available. Retailers usually are able to offer only three choices: refinish, replace, or rebuild. Refinishing took a lot of hard work and didn't solve the problem of cabinets looking outdated. Replacing cabinets with readymade units was expensive and also required a kitchen designed to utilize standard sizes. Updating with the addition of new door and drawer fronts was practical only if the original cabinets were of standard size and the cabinet boxes were in good shape. Completely building new cabinets usually took more skill than the d-i-yer had.

Faced with these alternatives, many homeowners opted to live with their present cabinets or hire a professional

kitchen remodeler. Now a retailer can offer a fourth choice.A recent newcomer to the market is a system providing custom built-to-size hardwood cabinet doors with matching self adhesive wood veneer to cover the existing cabinet boxes.

D-i-yers are said to be able to install

(Please turn to page 59)

Story at a Glance

Options dealers can ofler d-i-yers for kitchen remodeling... skill needed ranges from none to semi-professional...availabil. ity of materials for cabinet fixup may encourage additional buying.

PR0BLEM: how can a do-it-yourselter replace or refurbish worn, out-of-date kitchen cabinets as part of a kitchen remodeling?

S0LUTION: custom-made hardwood cabinet door and drawer fronts olus self-adhesive hardwood veneer applied to cabinet boxes. Relurbished cabinets can be stained or oainted.

You'll be a winner with South Bay's modern manufacturing llant in Southern California. Our complete milling and dry kiln acilities produce REDWOOD, WESTERN RED CEDAR, )OUGLAS FIR FlNlSH, SPRUCE, and INDUSTRIAL MOULDING rnd MILLWORK items in hardwood and whitewood. South Bay Forest Products, a very special manufacturer of rpecialty lumber products, has a winning combination for you.

!ille'll getyguhome safe in a tight game

Warehouse Retailer Expands

HomeClub Inc., the rapidly growing Fullerton, Ca.-based chain of six warehouse retail stores, has set its sights on becoming a nationwide chain.

Founded in 1983, HomeClub outlets are in Norwalk, Fountain Valley, San Jose and San Bernardino, Ca., and Las Vegas, Nv. The firm is expected to earn between $5 and $6 million for 1985 on sales of $250 million, according to Robert McNulty, pres., and c.e.o.

In his move toward the East, McNulty hopes to have at least 18 stores opened by year's end and, by 1986, he plans to have some 37 stores in ll Western states.

HomeClub's concept is to buy in bulk, storing and selling the merchandise in the same distribution centerlike building. Members pay a $15 annual fee, while non-members must pay a 50/o surcharge on all purchases.

HomeClub, Inc.'s growth is said to lie in its reported l99o markup margin, while such competitors as Builders Emporium and National Lumber reportedly mark up prices over 2590.

Competition in the fiercely competitive Southern California home im-

provement market is expected to become even stronger with the arrival of The Home Depot, Inc., the Atlantabased discount warehouse set to make its debut this summer.

HomeClub, now privately owned, is planning a $40 million public offering to finance their expansion plans program.

West Takes Housing Lead

California outranks Texas and Florida as a home builder for the first time since 1979 with a total of 221,2N new units.

Florida, which was the top building state in 1980-81, claimed 202,000 units and Texas. leader in 1982-83. had 191,000 units.

Los Angeles-Anaheim-Riverside, Ca., is expected to be the top new home building market for 1985 with 90,000 plus starts. The National Association of Home Builders predicts that Dallas-Fort Worth will be second with some 30,000 units less. In the top l0 nationally, Phoenix, Az., is fourth with 42,500 units; San Diego, fifth, 25,500 units, and San FranciscoOakland-San Jose, sixth, 34,500 units.

The Merchant Magazine

Regional data compiled by the NAHB lists the West. which has 2090 of the United States households, responsible for 27.8s/o of the private housing starts and 320/o of the building permits issued.

Hardware Week Program

New developments in Universal Product Code usage, insights on how to more profitably operate a home center, inventory management control methods for wholesalers and relief from unfair import competition are among the topics to be featured on the 1985 Hardware Industry Week/ National Hardware Show program, August ll-15 in Chicago, Il.

The program, a central component of the HIW/NHS education program, will include I I management information seminars and a keynote address to be delivered by Lawrence R. Gavin, president of Ace Hardware Corp. Gavin's address. to be delivered from 9:00-10:00 a.m., Monday, August 12, is entitled "A Step Ahead."

Hardware Industry Week/National Hardware Show is sponsored and conducted by the American Hardware Manufacturers Association.

SP0RTING a white oak body, this newly reslored three ton, Model E l91Z Packard truck required 4,000 hours ol work to be brouoht back to life after being discovered lrozen in a northern Minnesoti swamp. lt is traveling nationwide totell the history of the early days of trucking. The Wingfoot express, which it duplicates, was beguri nearty 70 years lgo by Goodyear and was a forerunner to interstate lrucking.-

Simpson Door Co.'s Open House

Builders, architects, designers, dealers and pre-hangers from the Portland, Or., area attended an open house at the Simpson Door Co.'s Columbia River Plant in Vancouver, Wa., on May l, 2, and3. The open house was co-sponsored by Lumber Products of Portland.

Cathy Miller and Greg Schmitt, Simpson Door Co. sales representatives, were on hand in a tent in front of the plant to introduce visitors to Simpson's full line of quality doors. The display, which included several new designs, was presented in the award-winning exhibit which Simpson took to the National Association of Home Builders convention and the National Sash and Door Jobbers Association convention.

Guests also took a tour through the door plant where they had an opportunity to see fusthand the manufacturing of flush doors.

Western Softwoods, Mouldings & Millwork Agfiurlturaf Wood Products, Pl5nuood, Particleboard

LIIMBER: Robert Glatt. division mgr.;Jim Haas, Bill Hanrahan Mills

MILLWORI(: Richard H.

We are also pleased to be a West Coast area distributor for CF&I steel products as well.

BERGER & COMPANY (aConagra cornpany) IS AI\t INTERNAflONAL COMMODITIPS TRADING ORGANIZIITION WITH OFFICES IN:

San Francisco, Ca. (headquarters); Chicago. Il.; Colfax, Wa.: Fargo, N.D.; Filer, Id.: Grand Cayman, British West Indies; Santiago, Chile; London, England: Geneva, Switzerlandt Nicosia, Cyprus; Buenos Aires, Argentina; Moose Jaw, Canada; and Taipei, Taiwan.

GUESTS to an open house at the Simpson Door Co. plant in Vancouver, $fa., are welcomed by Cathy Miller, sales representative.

i i,.

I lll,:iitl ili tlrr lrl',Jrllt()ll (.rl!gi'!', ()l ( itlrir(lir '', \tr:tl ti' llt I:tr r'llc tl. t ilt l9lJ-1. lhc l)alirllcl -:trtttcl ltrttttrct ..tlicti i),ir.riiittri ,rtrtr Llrt. ;,, ,, 1,1,,.. lnc(llrl. I)r. ()tto Irrrgl,.'. \ll]'. rctrior \ i( (' Irr a\i(l('rtl o1' l ('\cir('lt lttltl clcr cl ()Jlncnr. .ltrtl lhlt! l)lrlrll:tttr is ottt' rt1 tll,-. ,rrr'i,1 . !r,.,\,r(,,!r ,,,\,r,i iIr..,'ri blrilclil-r 1r:ltal'illl, ";1. 11,'.i1'r1 \1ri-\\r'\ c\cced thosc ot' thc hi1r.itcrt \ll-tlcllltltl gradcs ol c()n\ cnli()nll lLrtttbcr nttrl tlt I r . .1. j- .1-.., -1' trcrl!llll! )tt!lrLllr !!!rl !\!.!!!1\ rrr((L ,/, glrrc lantinlrlt'il Irrrttlrct.

''['araliattt \ \ut)cllol \ltetlglll, l()tlg lcrrgths anil tlinrcnsir)rlal \labilil\ Nill nrakc it un attIaeli\c \tlbstltutc li)l high-urlrlc \tl ue I llllil ltttttbct lrnrl il |nay also ()l)elr ult Itctr tlLtt kct: itl * hich rr.'oocl is cttrt-ctttll It()1 ll l)l clcfred rrralcriul," hc said.

[)r. Irrrgacs c\plained llt:tt lltc l)arallarr ltroee:s i: cttt tctttlr irr tlre tlerclopn)cnl ltirit\c. \\ith pIotltteliott etlst

Vinyl Siding Market Growing

\':... r ;.1i..,, .,r., t,, ,1,,, I \ irr i\ 1,,,- f, i ,ttilli,tit ,\tii;lti'\ ill l()Si 1. 'rl' itrtlu.ir, '..]..' 11, g1riri,,,r,. ill. ;.i1-i.i tr.rrt it cri.t'irii'1r.,1,,, l')S-1. .t...,,,1,;;' Io ( crt:rin"l'cc(l ( ()l l).

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Sho',r rrrttl titc \\c.,lcrtt IIr'tttt ( ':tllr't rrnrl llrrrlrlirts Srrp;tlr' l)cltlcrs Slttl*.

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Busy Arizona annual meeting

ONGRESSMAN Jim Kolbe

(R-Az), the opening speaker at the annual meeting of the Arizona Lumber & Builders SuPPIY Association, told the state's dealers that major changes for their business could result from Congress's current attention to tax reform and the budget deficit.

Tax reform could bring the elimination of. exemptions favorable to dealers, such as second home mortgage deductions, he warned. The battle of the budget could also see changes in supportive programs that could change the housing market and have a pronounced effect upon those that supply that market.

Story at a Glance

Well attended 64th annual... rich mix of topics in the business sessions...James Killen elected new president...nexl year's meet set for Mesa, May 7.10, 1986.

The 63rd annual convention of the AL&BSA was held May 16-18 at the Ventana Canyon Resort in Tucson.

University of Arizona head football coach Larry Smith then spoke on selfmotivation ("the best kind") and the need to be goal oriented, to fight the fear of failure, to have a positive attitude and to believe that you can succeed in what you attempt.

Market positioning was addressed by Don Hunter, publisher of Home Center Magazine, who urged independent dealers to practice market orientation, become market driven, study target market opportunitiessuch as seniors, singles, women, installed salesand to develop a written strategic plan. Hunter said dealers

NEW president Jim Killen, left in (1) with the new oresident ol the Lumber Association ol Texas Ruel Alexander. (2) Jim Stewart, John \Ar!ss. (3) Bob & Nancy Ramsey, Bob Baker. (4) Phyllis Tygret, Cliff Moore. (5) Dean & Gene

Drake. (6) Steve & Mary Hancock, Jeri & Steve Ganison. (7) E. J. Johnson, Suzanne & Rich Bilby. (8) Beverly Bloom, Jean & John Schramm, Jim Johnson, Kathy Evangelesta, Norm Kendall. (Please turn to page 38)

HomeCenter& BuifdingSupply DeclersShorv isdesignedto meetyourneeds. Yourinterests.

Yourmcrketplcce

Not jusl for fhe big guys.

You moy be under lhe impression thot the the Western Home Center & Building Supply Deolers Show only exists lo serve those big home cenler choins with mulli-morket interesls ond big buying power. Not so In focl, smoll deolers ond independents like yourself serving bolh consumers ond coniroctors in the West benefit the most by ottending the Show The smoll investment in time ond money you moke to ottend the Western Home Cenler & Building Supply Deolers Show will poy for itself mony limes over in the months ond yeors oheod.

Ihe lorgest ond mosf complefe producf exposilion in the West.

Now in iis lhird yeor, the Western Home Center & Building Supply Deolers Show is your once-o-yeor morketploce for new products ond new ideos. Hundreds of leoding monufocturers will be disploying thousonds of the newesl qnd best products ond services ioilored to your mqrkels ond your customers. No buying group, wholesoler or ossociotion show in the western slotes comes close to offering the wide ronge of products ond profit-producing leorning opportunities ovoiloble ol the Western Home Center & Building Supply Deolers Show.

Seminors geored speciticollyto YOUR needs ond inferests.

We've designed o seminor progrom conducted by experts with first-hond knowledge of the unique problems ond opportunilies yorr foce on o doy{o-doy bosis. These seminors provide o weolth of ideos to help you successfully compete ond lhrive in your morkel. L.:eorn how lo better posilion your operolion in lhe eyes of your customers, how to buy more etfectively, how lo lroin ond molivote, how to survive ond ihrive in the foce of new choin ond worehouse competition, how to initiole ond improve o loss prevention progrom ond much, much more

Be our guest ot lhis yeor's Show.

One of the besl incenlives of qll lo ottend lhe Weslern Home Center & Building Supply Deolers Show is thot it cosl you NOTHING to register for lhe Show, visit the exhibil holls ond ottend the seminors ond speciol events, The coupon below is your invilotion to otiend the Show os our guest. You moy wish to comoleie the form now ond return it to ihe oddress indicoted beforeAugust '19, 'l985to receive o FREE embossed Show bodge sent to you by relurn moil. Or simply bring this coupon with you to the Anoheim Convenlion Center during Show hours, Additionol free tickets will olso be ovoiloble in the registrolion oreo, Either woy, lhere is obsolutely no chorgelo qttend the Weslern Home Cenler & Building Supply Deolers Show

Speciol holel rofes.

Weve mode orrongements wilh the bestAnoheim-oreo hotels to offer speciol convention roles to Show ottendees desiring overnight occommodotions. To quolify for these discounl rotes, coll the hotel of your choice DIREC| ond identify yourself os on ottendee of the Weslern Home Center & Building Supply Deolers Show Porticipoting holels include: The Ano hei m H lton & Towe rs, (7 1 4) 7 50-4321 ; Ano hei m Morriolt. (714)750-8000; Emerold of Anoheim, (744) 999-0990; Hol idoy In nAno hei m, (7 4 4) 7 50-280'l ; Hyoft Anoheim. (714)772-5900; Jolly Roger, (714) 772-7624 ond Quolity lnn, (714) 750-3'13'1, All holels ore wiihin eosy wolking distonce of the Anoheim Convention Cenler.

Show exhibit hours

Thursdoy, Seplember ,|9 'l 'l AM -

1. To receive o FREE embossed bodge complete this form ond reiurn il io the oddress below no loler lhon August 19. 1985. Your bodge will orrive by reiurn moil prior lo the Show No oddilionol regislroiion ol lhe Show is required.

2 To regisier FREE OF CHARGE ot the Show complele lhis form ond bring it to lhe Show Your bodge will be mode in ihe registrolion oreo.

3, REGISTRATION COMPUTERIZED. ALL INFORMATION MUSI BE FILLED IN.

Western Home Center & Building Supply Declers Show Sepfember 19-21, l985l Anoheim, CA

IMPORTANT: In order to process your regisirotion, your componys business octivity must be ind below: (lJ n Retoiler/Deoler (JJ n Wholesoler/Distributor (P) n Olher (pleose describe)

Note: Exhibitor personnel should noi use lhis form, Pleose use form provided in Exhibitor Kit. Hoiel forms will be sent on receipi ot pre-regislrolion forms

MAILTo: Weslern Home Cenfer & I Building Supply Deolers Show 600 Tolcoft Rood Pork Ridge, lL 60058

of Americq's

most sought-qfter speqkers

Slonley Morcus, former choirmon ond chief operoting otficer of Neimon-Morcus, Dollos, Texos ond world-renowned outhorily on retoiling excellence will oddress the Generol Session of the Western Home Center & Building Supply Deolers Show on Thursdoy morning, September ',|9, Mr. Morcus, generolly regorded os lhe "Founder of Quolity Reioiling," is fomilior to mony weslern reloilers. As the keynote speoker of fhe Notionol Home Center Show in ',|983, he drew the lorgest ottendonce ever for on opening session ond holds the distinction of being the only keynoter 1o receive o stonding ovotion. Mr. Morcus' exciting ond informotive presentoiion will be o rewording experience for oll home cenler ond building supply deolers who ottend.

John Wooden, former heod bosketboll cooch otihe University of Coliforniq ot L.:os Angeles (UCLA), will be the feotured speoker ot the Western Home Cenler & Building Supply Deolers Show on Fridoy morning, Seplember 20. Known os lhe "Wizord of Westwood," Mr. Wooden cooched the Bruins lo numerous conference tiiles ond NCAA tournomenl chompionships. He is considered omong his peers, os well os by college bosketboll fons ocross fhe notion, io be one of ihe greotest cooching innovotors lhe gome hos ever seen. Now o much sought-otter speoker, Mr. Wooden hos token his motivolionollheories from the bosketboll court ond opplied them to the morketploce You won't wont to miss lhis opporiunity to heor one of the country s most exciting ond dynomic speokers of lhis yeor s Western Home Center & Building Supply Deolers Show.

AIR TECHNIOUES INC, LONG BEACH CA OXNARD

AMERICAN HARDWOOD INDUSTRIES

AMERICAN LEATHERCRAFT ELCNON CA

AMERICAN LOCK&SUPPLY ANAHEIMCA

AI\,4ERICAN SAFETY PRODUCTS CLEVELAND TN

AI\,4TICO FLOORING DIVISION

AMERICAN BILTRITE LAWRENCEVILLE NJ

ARI,ILINE, INC, CHINOCA

ARMSTRONG WORLD INDUSTRIES. INC.

FLOOR & CEILINGS DIVISIONS LANCASTER PA

ASPINTERNATIONAL CLEVELANDTN

ATCO\ilOOD PHILADELPHIAPA

BEL.AIRDOORCO ALHAMBRACA

BELWITH INTERNAIIONAL CIW OF INDUSTRY CA

BOSTIrcH DIVISION OF TEXTRON INC. FULLERTON CA

BUILDERS FENCE COI/I|PANY INC. SUN VALLEYCA

BUSINESS INFORMATION SYSTEMS VENTURACA

CALIFORNIA HARDWARE CO. CITY OF INDUSTRY CA

CALIFORNIA REPRODUCTIONS LOS ANGELES CA

CANADIAN CONSULATE GENERAL LOS ANGELESCA

THOMASCANBY KIRKLANDWA

CANDU TRADING LIMITED CANADA

CASTAIC BRICK MFG. CASTAIC CA

CERTAINTEEDCORPORATION VALLEYFORGEPA

CHARLTON INDUSTRIES REDMONDWA

CHERNG JIATONG ENT. CO

CLOPAY CORP

TAIWAN ROC

CINCINNATI OH

CO[i1|\.4ODORE PRODUCTS CHATSWORTH CA

CONNECTABALL. INC. NATIONALCITYCA

CRAFTMASTER WATER HEATER CO

MOR FLO IND. INC.

CRAWFORD PRODUCTS COMPANY

CROFT METALS, INC.

DATALINE CORP

DAVIDSON PlilP

DELTA INC,, OF ARKANSAS

DIAIl4OND F CORPORATION

DIETRICH & SONS

D.T. HOIVETECH

DURASTEEL P & G

SUBSIDIARY OF KIDDE CORP

EMERSON

EMPIRE LEVEL MFG. CORPORATION

FASPAC, INC,

FENCEMENDER CORPORATION

FIREJET AMERICA LTD

GROW CRAFT INTEBNATIONAL/H&P SALES, INC.

DIVGROWCRAFT VISTACA

GUARDIAN HOIVE PRODUCTS LOS ANGELESCA

GUNN & BECKI\,1AN CORP CORONA DEL MAR CA

HAME|SREFRIGERATION LAKESIDECA

HARDWARE SALES. INC. BUENA PARK CA

HITACHI POWER TOOLS U.S.A. LTD. FOUNTAIN VALLEY CA

H.J.H, CHEMICALS, INC. PHOENIXAZ

HOME CENTER MAGAZINE

VANCE PUBLISHING CORPORATION LINCOLNSHIRE IL

HOUSE OF FARA LA PORTE IN H & R JOHNSON INC. KEYPORT NJ

HUNTERCONTAINERCORP VERNALISCA

HYPONEXCORPORATION FORTWAYNE IN

IKO MANUFACTURING, INC. WILMINGTON DE

INTERIOR PRODUC]S BRUNSWICK GA

TNTERSEL OF CALIFORNIA WOODLAND HILLS CA

IRON MOUNTAIN FORGE FARMINGTON MO

JENSENGENERALCO. LOSANGELESCA

JOHNSON PET,DOR. INC. VALENCIACA

K,C. I\4ETAL PRODUCTS INC. SAN JOSE CA

KEIJE WATERBURYCT

KELLER INDUSTRIES MERCED CA

KGM INDUSTRIESCOMPANY PASADENACA

LABELLE INDUSTRIES OCONOMOVVOCWI

LENAPE PRODUCTS, INC. PENNINGTON NJ

LE PICSYSTEMS. INC. PROr'O UT

LYONS INDUSTRIES INC. DOWAGIAC MI

MAJOR LINES DISTRIBUTING

MAPLE BROTHERS MOULDINGS

MELA ENTERPRISES, INC.

THE i,l|ERCHANT I\,4AGAZINE. INC, METAL INDTJSTRIES,

PACIFIC SKYLIGHTS l\,1FG.

PANEL CLIP COMPANY WEST

DIV THE PANEL CLIP CO.

PERMA-DOOR BY AI,IERICAN STANDARD

AMERICAN STANDARD INC.

PET.EZE

PLANITA

POLY.AMERICA

POOL DOCTOR

DIV OFWORLD IND. INT'1. INC.

PFAIRIE STAIR PRODUCTS INC,

GUAL.CRAFT INDUSTRIES, INC.

RAINDRIB INC.

REHRIG INTL.

RICHDEL,DRIP MISI

ROEBIC LABORATORIES, INC.

SHL BUSINESS SYSTEMS

SYSTEMHOUSE INTERNATIONAL

SHOP.VAC CORPORATION

STAR FLOOR COr'ERING

STEM SEARCH CORP

SUNSET BOOKS

LANE PUBLISHING CO.

SUPERIOR ALUMINUM PRODUCTS

TAIWAN HARDWARE (CENS)

THE TAPE FACTORY

TECHNICAL DESIGNS, INC.

TEECO PRODUCTS. INC.

THERMO SYSTEMS

TRI SIAR INDUSTRIES

TRIAD SYSTEMS CORPORATION

TUB.I/l|ASTER CORP

UNIVERSAL HOME PRODUCTS, INC

UNIVERSAL PAINT CORPORATION

SECURITY DOOR

R.D. WERNER CO, INC.

&

LAODERS

WESTEK

WESTERN BARK

WHITTIER WOOD

INC,

ORANGE CA HAYWARD CIIY OF INDUSTRY CA

ONTARIq

CA

INC. MIDWEST FASTENERS MILLER REDWOOD COI\,4PANY MONARCH MIRROR DOOR CO, INC. I,l|ORTELL COMPANY MR. ES INC. MV TECHNOLOGY PORTLAND OR LA MIRADA CA BREA CA NEW YORK NY NEWPORT BEACH CA ONTARIOCA KALAMAZOO MI MERLIN OR CHATSWORTH CA KANKAKEE IL SANTA FE SPRINGS CA NORWOOD MA NEW YORK NY SANTA CRUZ CA SIGNAL HILL CA VAN NUYS CA UNR HOME PRODUCTS DIV OF UNR, INC, PARIS IL VELUX-AMERICAINC. HAYWARDCA WARD MFG. &SUPPLYCO CITY OF INDUSTRYCA WEATHERGUARD ORNAMENTAL GENERAL ELECTRIC CO LAMP SALES GENERAL MARBLE CORP NATIONAL HOME CENIER NEWS NATIONAL STOCK SIGN CO NEWPORT CARPET MILLS, INC NO.BURN MFG. CORP OB/MASCO DRAPERY HDW OTTESON & CO RANCHO DOMINGUEZ CA SAN MARINO CA Exhibitor list cr.s of June 5, 1985 BALTIMOFE MD SANTA MONICA CA MONTEBELLO CA MoCOMB MS ALTAMONTE SPBGS. FL LONG BEACH CA JONESBORO AR CLEVELAND OH VALLEY CITY ND ADDISON IL SANTA FE SPRINGS CA RACINE WI MILWAUKEE WI CITY OF INDUSTRY CA FREMON] CA NEW YORK NY LOS ANGELES CA CUCAMONGA CA THE GREEN MACHINE GROSFILLEX

ARIZONA DEALERS

(Continued Jrom page 34)

must adapt ideas from whatever source, wherever they find them in an attempt to cope with a changing marketplace.

The final speaker on Friday morning, May 17, was David Landsberg, a communications consultant. who said listening was an underpracticed art that could make the difference between success and failure if what customers say is ignored.

Landsberg said listening skills can be improved upon. He listed the important factors as (1) paying attention

(2) perception of what is being said (3) comprehension and (4) feedback for more understanding.

The keynote speaker at the following luncheon was Herbert C. Winward, v.p. and general manager of building materials distribution, The Weyerhaeuser Co. He said that lumber supply was not a likely problem for Arizona dealers, adding that they could expect more Canadian spruce

and southern pine in their local markets in years to come.

Noting that product innovations may simplify dealer inventories, he forecast more products using oriented strand board and waferwood technologies, including building materials made of paper and more use of building systems, rather than simply lumber.

Winward said d-i-y remodeling sold through dealers was outstripping the Gross National Product in terms of growth. Noting that associations and

PROUD PAPAS: (1) E. J. Johnson & daughter Kimberly, Mike 0'Malley and son Michael Murray 0'Malley Jr. (2) Rosemary Wyss, Sharon Johnson. (3) Teri 0'Malley, Sherry Gaylor, Ray Wells, John 0'Malley. (4) Mike

0'Malley, Joan Millington, Art Wagner, Terry Powell, Duncan Hossack, Chad Hurd, John Lake, John Grace. (5) Ray Lopp, Tess Dellen. (6) Wilma & Ken Lott, Bill Walker. (7) Don Fink, Don Fink Jr., Patty Fink. (8) Sandy Laz-

ary, Dick Jackson. (9) Laurie & Bill Herman. (10) Jerry Jewett, Norman Gross. (11) Larry Bovce, Tom Marrin, Chris Lueck, Peter Krihak. (12) De Finch, Dee Brooking, Marsha Dayton. (13) Bob Cordes, Bob lvie, Craig Larson.

other industry groups were working to increase demand for wood, he forecast that Arizona would have 60,000 housing starts per year in the late 1980s contrasted with 40,000 in recent years. Nationally housing starts should average 1.7 million annually

this decade, Winward said.

The next day's business program opened with a talk on the effects of government budget deficits on the economy by Dr. John E. Buehler of the University of Arizona. Describing inflation as a disincentive to savine

and hence a negative factor on capital formation, the professor said deficits create a fear of inflation, and hence higher interest rates. The need of government to cover deficits results in it

iPlt,u.st'tunt t() 1tugt, 12)

PUTTING GREEN enlivened the Wholesalers Extravaganza cocktail party. Here (1) Scott Daley tries his swing on the LUA green. (2) Herb & Joan Winward. (3) Jeff Moore. Don Hossack.

(4) Nettie Harmon, Rene Klein. (5) Don Lue, Frank Stewart. Ralph Rodarte. (6) Lani & Scott Gates. (7) Nelson & Evelyn Sembach (8) Jack Fleck, Steve Brandehoff, Lori Sundstrom, Dan

Roads (9) Tom Shelt0n, Ted Calian. (10) Woody Clark, Tony Padilla, Bill Brines (11) Dave Runyan, Norb Edwardsen, LeRoye Olson. (12) Sue & Tim Spellman.

Bigger Sales With Add-Ons

Dealers looking to maximize sales and profits on kitchen cabinets always try to sell the convenience options and less-than-common sized cabinets, notes Clara Rosenblum, vice president of Excel Wood Products Co. Inc.

"Not many people in our industry are both cabinet makers and women. Hopefully, I can share some of the insights my dual role affords me.

"Assuming you have the basic kitchen cabinet project sold, the good sales person should then imaginatively find ways to add cabinets in helPful positions in the kitchen. These can range from carousel bases to rangehoods and microwave cabinets to both wall and base peninsula cabinets. Broom cabinets and utility cabinets in otherwise unused kitchen or adjacent space can be easy addon sales. And leaded glass doors as well as both refrigerator and dishwasher panels can create the final custom kitchen look."

Mrs. Rosenblum said that the dealer then has the opportunity to move into other rooms, beginning naturally

with the bath: "Many cabinets not only have matching vanities with regular and sink bases, but also medicine cabinets and linen closets."

"One's position in selling cabinets should not just be to beautifyyou should sell function as well. Remind the customer of all the things they didn't do with their last kitchen that they wanted to and really regretted later. Explain how it's less expensive to do all the things they really want to do now,"

Mansion In "Top 100 Cos"

Mansion Industries, Inc., Industry, Ca., has been listed by Business Week magazine as one of America's hot growth companies on the basis of return on capital, sales growth and earnings growth.

Ranked 22nd in the top 100 small publicly held companies, Mansion, which began in 1971, produces wood products including stair parts for doit-vourselfers.

Terrorist Threatens Stores

Neiman-Reed Lumber City stores in Southern California were threatened on May 8 by a bomb threat telephoned to corporate headquarters in Van Nuys, Ca.

Following the anonymous call, which said that a bomb would explode in one of the company's 12 stores at 3 p.m., according to Michael Gandee, risk manager, authorities were alerted. Searches by police bomb squads and dogs as well as Lumber City employees failed to locate any explosives.

Stores and the corporate office were evacuated for an hour at 3 P.m., but no explosion occurred. After the stores were reopened, each store manager received an anonymous phone call telling him that the next time would be for real, according to Bob Howard, director of personnel.

Howard also said that the company is working with the Los Angeles Police Department and the FBI in trying to locate the person who made the calls. Corporate officials say they do not know why the chain is being targeted for violence.

ARIZONA DEALERS

(Continued from page 3 9)

crowding out others in the caPital markets which also increases interest rates, Buehler noted.

He said that if inflation continues to abate as it has done recentlY, interest rates should remain low.

The next speaker was the marketing manager for Sunset Books, Rene Klein, who described the western market as the most dynamic in the country.

Klein noted that reasons for the unique characteristics of the western market include the population's willingness to experiment with new ideas, concepts and products. A diverse market. the West is more affluent than the rest of the countrY and spends l89o more on home imProvement than other areas. Klein noted that Western homes are more valuable than homes in other U.S. areas.

Wrapping up the formal Presentations was an informative panel discussion on lien laws and credit management. Moderator William Simon, an Arizona attorney, recommended filing 2O day lien notices in most cases

where doubt exists, but counseled filing the lien itself "only after considerable thought."

Other panelists included Rich Adams, Ponderosa Lumber Co., who described credit as risk management. He advised again letting sales outrun credit. Adams said the time to solve the credit problems was "before the lumber is out the door."

He was followed by Dale Masson, Specialty Forest Products, who reviewed the fine points of the Arizona Preliminary 20 Day Notice. He went over various lien areas including general background, how to file a lien, details of giving notice to a property owner, follow up techniques, and the full or partial release which is the waiver of the lien.

The final panelist was Scott Sievert, Ed Holderness Supplies, who reminded the dealers that "the sale isn't final until paid, all the rest are just promises." Noting that it is difficult to prelien all customers he said that pre-notification can be helpful. Sievert told the dealers that many joint check agreements are mere promises to pay and do not always offer the materialman the protection implied by their use.

The Merchant Magazine

In addition to golf, tennis and a number of outstanding social events including cocktail parties, a cookout and a concluding banquet and dinner dance, new officers and directors were elected to lead the strengthening association in the coming year.

The new president is James Killen; lst v.p. is John Gaskin; 2nd v.p. and treasurer is Dave Runyan. The immediate past president is John Wyss. Directors at large are Ray Lopp and Michael O'Malley. E.J. Johnson, the exec. v.p., was re+lected as managing officer of the AL&BSA.

Next year's convention is set to be held at the Radisson Hotel in Mesa (Phoenix), May 7-10, 1986.

Yuppies Like Solid Wood

The Yuppie market is demanding more solid wood furniture, which they consider superior in quality to veneers. In order to meet the demand, furniture manufacturers are stressing solid wood in the design of their case good products.

RR TRANSIT PRIVILEGES

(Continued from page 9)

somewhat clouded. The Federal Courts have vacated the ICC's deregulatory order for boxcar traffic moving under joint rates, because the Commission had not adequately considered the possibility of large carriers using their market power over the smaller carriers in dividing the revenues from joint rate shipments. Thus, while single line boxcar traffic is still deregulated, the ICC must reconsider their decision forjoint line boxcar traffic.

Perhaps the most important provision of the Staggers Rail Act is the section which practically eliminates the power of rate bureaus. Under this section, discussions of joint line rates may only be made between the carriers who actually form part of a particular route over which the rates apply. This has resulted in a trend away from joint rates, and increased use of single line proportional rates which are added to the rates of connecting carriers to form combination through rates. These combination rates often result in lower charges than the single factor through rates. The proportional rates, however, are usually published with the provision that transit privileges will not apply when they are used.

As an outgrowth of the loss of collective rate-making power, cooperation which formerly existed between connecting railroads has been replaced with a strong competitive stance by individual carriers. This has sometimes resulted in one railroad eliminating another railroad from through routes, or canceling reciprocal switching agreements. Shippers have at times been caught between competing railroads, causing loss of service or resulting in additional cost. In particular, carriers have in some cases eliminated routes over which transit privileges applied, resulting in loss of transit privileges for shippers located on the connecting line. Some canceled routes have been restored, due partly to pressure from shippers and partly to the fact that it is in the best interest of the carriers to participate in such routes.

In spite of all of these developments, there is still a substantial movement of lumber traffic accorded transit privileges under joint through rates, and it will probably continue to be an important factor in the foreseeable future.

Serving

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PERSONALS

Glenn E. Cruzan is now v.p. of sales and marketing at Piston Powered Products, Inc., Chandler, Az.

Bob Anno has joined Canfor U.S.A. Corp., Boise, ld., as sales mgr., for the Idaho div., according to Jim Brandstetter, gen. mgr.

Richard J. Thomas. North Carolina State University, Raleigh, N.C., is the new pres. of the Forest Products Research Society; Gilbert L. Comstock, Weyerhaeuser Co., pres.-elect; Michael R. O'Halloran, American Plywood Association, v.p.

Joe Wood is a new buyer for The Home Depot's west coast region.

Iryle Fearson is now with Guitteau-Newland Lumber Co., Eugene, Or.

Robert Crowson is the new mgr. at Furrow Building Materials, Tucson, Az.

Craig Cookingham is new at Paciftc Wood Products, Salem, Or.

Richard H. dyers is now c.o.o. and pres. of The Stanley Works, New Britain, Ct., succeeding Arthur E. Gledhill who has retired after 3l years, according to Donald W. Davis. c.e.o. and chairman.

Tony Gallagher is the new sales mgr. at Paul Bunyan Lumber Co., Anderson, Ca.

Richard Passaglia is the new west coast regional mgr.for W.R, Grace's Builder's Square.

Joe Ferrara, formerly western regional sales mgr., is now national accounts mgr. at States Industries, Eugene, Or. Charles Eden has joined the firm and Jack Gray has moved from eastern regional sales mgr. to independent distributor sales.

Walt Gahm, Kitchen Kompact, Inc., is the new pres. of the National Kitchen Cabinet Association; Gilbert D. Yerkamp' Aristokraft, v.p.; Joseph W. Nussbaum, Triangle Pacific Corp., treas.

Joseph L. Pokorny is the new v.p., public affairs, planning and administration at Champion International Corp., Stamford, Ct., succeeding Dudley Haupt who resigned. John T. Gould Jr. replaces Pokorny as v.p., regional public affairs.

Mike Mannex is now in the Portland, Or., office of McEwen Lumber Co.

Roy Sanchez is now store group director, responsible for all stores, at Hacienda Home Centers, Inc,, Albuquerque, N.M. Burt Stephenson is now director of advertising.

Julie lGller, Keller Lumber Co., Roseburg, Or.. has been named Lumberwoman of the Year by the National Hoo-HooEtte Club.

Jeffrey Newcomer is now mgr. of Lumberjack in Bakersfield, Ca. Other Ca. promotions include Debra Geerdes, mgr., Sacramento; Harvey Wheeler, mgr., Auburn; Brian Sindt, mgr., Roseville.

Rich Baskins is now assisting Jack Jenkins in cutstock and millwork sales at Jenkins Forest Products, Auburn, Ca.

Annadale Williamson, Fallow Forest Products, Lake Oswego, Or., is the new pres. of the National Hoo-Hoo-Ette Club; Rita Jedrzynski, J. E. Higgins Lumber Co., Sacramento, Ca., lst v.p.; Norma Delagardelle, Mullin Lumber Co., Burbank, 2nd v.p.; Bertie Dassler, Neubert Bros., Kamath Falls, Or., sec.; Brenda Carlson, Eel River Sawmills, Fortuna, Ca., statistical sec.; Avis Brazil, Glpsum Drywall Supply, Fremont, Ca., treas.; Loretta Morrissey, Scott-Caudill Lumber Co., City of Industry, Ca.; Porfie Gros, Mullin Lumber Co., Burbank, Ca., and Ramona Miller, Tanfeld Wood Products, Eugene, Or., directors; SYma Gapski, Rygel Lumber Sales, Newport Beach, Ca., past pres.

I(en Carter is new to sales at G&R Lumber Co.. Cloverdale, Ca.

Ted Geocaris is now mgr., corporate marketing for the Palmer G. Lewis Co., Inc., Auburn, Wa. Earl Van Buskirk is mgr., corporate sales and Gilbert Halley handles the corporate financial services.

July,1985

Gary Malfatti, lVlartin Forest lndustries, Healdsburg, Ca., is back from a Boston, Ma., trip.

Al (lerek, inside sales at Sequoia Supply, Fairficld, Ca., rron Salesntan of' the Quarter tor the tirsr quarter ot l9tl5, rcports Bob Riggs, ntgr.

Rich l)oss. Rich Doss, lnc., Sanra Rosa, Ca., is back lrom a Tx. business trip tbr his trucking company.

Tom Warnock is the new co-mgr. at thc 84 I-urnber Co. storc in Novark, Ca.

Bill Rugg, Rugg Lumber Co., Upland, Ca., is retiring as pres. ol the Upland Chamber of Commerce and taking over the job of treas.

Richard A. "Rick" Whitson, former mgr. of Ace Hardnare Corp.'s Yakima, Wa., distribution center! has relocated to LaCrosse, Wi., to manage the Ace DC, according ro Jerome E. Barton, corporate mgr. of operations.

Bill Ford is the neu gen. sales mgr. of DAW Forest Products, nerll.v moved Io Lake Osrvego, Or.

Lori Collins is now with Sierra pacific Industries, Redding, Ca., in sales.

Ed Founlain Jr., Fountain Industrial Lumber Salcs, Los Angeles, Ca., has rcturned from a business trip to Vancouver Island, B.C., Canada.

Jerry Harty is now co-mgr. of the 84 Lumber in Henderson, N'".. l)on Lapaceck has translcrred f'rom the Dublin, Ca., store to Vallejo, Ca., as rngr.

(iregg Schlieper has joined All-Coast Forest Products as a sales executi\e, according to Mike Nicholson. industrial sales mgr.

Irank Jason, Hirt & Wood Lumber Co., Walnut Creek, Ca., is just back from a l\\o weck sailing vacatiun in C-'openhagen, Denmarx.

Bill Derck has joincd Fallou, Forcsr producls, Lake Osrvego, Or.

Sleve Venrick has been added to sales at Pueblo l-umber Co., Tempe, Az.

Linda Prefontaine is now with CuitteauNewland Lumber Co., Eugene, Or.

Jim Williams is the new sales mgr. of Central National Corp., portland, Or.

Bob West has retired after 39 years rvith Champion International at Eugene, Or.

Rick Collins has joined Hampron Overseas, Portland, Or.

Dr. Erwin Schaffer and Roger Tuomi, Forest Products Laboratory, received the 1985 Special Award for Excellence in Technology Transf'er for designing and patenting the Truss-Framed Systern lbr residential con\truclion.

Gene Piper and Bob Lindemann have joined Western International Forest Products, Portland, Or.

Robcrl Senflen is now storc nlgr. ar Friedman llros. Hardware Inc.. Santa Rosa. Ca., succceding Harry Friedman, exec. \.p., llo\^ ttelirC irt \l)eciitl r'irr)tlJn)

Steve Hammans is now sales mgr. at N1cKenzie Trading Co., Eugene, Or.

Lowell Kolb, retired from Mullin Lumber Co., is making a good recovery from recent illnesses at his Fallbrook, Ca., home and would love to hear from his lumber fricnds, according to Ken Coleman, semi-retired after working for Eckstrorn Plywood Corp., who visits Lorvell frequently.

Shawn Altree is the new co-mgr. of 84 Lumber & Home Center, Lacy, Wa. Bruce Etherington, formerly at Builders Emporium. lrvine, (a., is now wesr coast advertising mgr. for the Home Depot of Atlanta, Ga.

Gary R. Harker is now sales mgr. at California Panel & Veneer Co., Los Angeles, Ca., succeeding Holt M. Alden who has retired.

Bob Carlson, Rolando Lumber Co., San Leandro, Ca., has moved from inside sales to outside sales for the San Francisco Peninsula and Monterey areas.

Karen M, O'Keefe is now rransportation administrator at Publishers Paper Co.. Portland, Or.

Mary T. Tavenner is the new associate director-govt. relations lbr the Nationa-t Association of Wholesaler-Distributors.

Hugh Mungus and l'reddy tr'ungus, MungusFungus Forest Products, Climar, Nv., have retained the law firm of Dewey, Cheatham & Howe as their lesal counsel.

NEW PRODUGTS and selected

sales aids

Self-Cleaning Grill

UNR Home Products now offers a self<leaning outdoor gas grill with a high temperature burner, a porcelain coating, rock briquettes and a round shape.

Other features include a 529 sq. in. cooking surface, a stay-in-place hinged lid, two weather-resistant redwood side tables, push-button ignitor for light-up without matches, colorcoded heat gauge, rustproof porcelain finish on all steel surfaces including cooking grid, warming rack and rock grate and a bell timer for cooking and cleaning.

The Merchant Magazine ties without the potential problems of asbestos.

It can be used in new construction, manufactured housing and renovation applications. Possible uses include wall and ceiling linings, floor substrate, soffits and infill panels, blower ducts, building panels, cuPboards, flrre doors, partitions and exhaust vents. The board reportedly will not flake, crack, peel or chip.

Deemed non-combustible bY ASTM-E84 standards, the board is also said to be moisture and weatherproof, with an accelerated weather test life of more than 40 years. It reportedly resists rot, insects, vermin and most chemicals.

Boxed Bath Products

A full line of plastic bath products has been introduced by GlasTec. The line currently includes two Tubinabox plastic tubs, the Corina plastic whirlpool and four Wall-inabox plastic wall surrounds.

Designed for the do-it-yourself remodeling market, a four+olor poster is attached to every box.

The tub reportedly weighs only 3l lbs., allowing the consumer to carry it home himself and has a waffle-like molded underside that is said to provide a firm feeling underfoot.

The plastic wall surrounds come in four styles; each is said to have different features to offer the consumer a choice in design and price and is adjustable to fit any size bath alcove.

Putting On The Dog

Six new bird dog designs have been added to Summitville Tiles, Inc.'s decorative tile line.

With retrievers and pointers detailed in full color, the wall tiles can be used to enhance kitchens, dens, family rooms and game rooms.

Tiles are 4" x4" x|/4" with irregu- lar edges and come in two background colors with matching ffal.l tile

Self<leaning of the entire inside is said to be a matter of turning the knob to clean for a few minutes while the cooking mess burns away in much the same way as a kitchen oven. On the outside, the porcelain finish reportedly wipes clean easily. The grill is said to be weatherproofed to allow it to be left outdoors all year, virtually maintenance free.

Asbestos Free Board

[Jltra-Board from Weyerhaeuser is a 10090 asbestos-free, fiber-reinforced cement building board which reportedlv has srrnerior fire-resistant DroDer-

Window WallSections

Fully integrated, one-piece aluminum wall and window sections are new from Quik-Fab Aluminum Manufacturing Co., Inc.

Each section contains a 5-vent awning type window, plus a built-in screen and kickplate. Kickplates are available in either insulated or non-insulated versions. The units are supplied in 2 sizes with a list of standard features including extruded aluminum, fiberelass screening. extruded screen i.ume. baked enamel finish and individual packaging.

The -units are designed to install with ordinary hand tools.

s a producer of a wide variety o California redwood and Douglas fir products, The Pacific Lumber Companl (PALCO) has developed an integratec shipping and packaging system whicl facilitates mechanical handling with the least possibility of product damage Whether certified kiln dried or green, surfaced smooth or rough, in random or restricted lengths; PALCO has deve oped this proven method of unitized shipment for easy loading, unloading and yard or jobsite handling.

PALCO Unit Advantages

o Unloading trucks, boxcars and pigg backs is faster and easier with PALCC unit packaging.

o Mixed loads of kiln dried, air seasoned and green redwood and kiln dried Douglas fir PALCO products are easrly combined in the same shipmen r Possible damage from handling anc shipping is greatly reduced.

o Units and multi-units are the ideal size lor forklift operations. Depending on forklift capactty, multi-units can be broken down and unloaded one or more units at a time.

o PALCO unit packaging provides eat unit selling and can prevent inventory buildup o{ short length lumber. Less money need be tied up in inventorY.

o Each unit is prece-tallied and numbered at the mill. A tally is attached to each unit, and a duplicate tally is carried by the truck driver. (With boxcar and piggy back flat shipments, the dt plicate tally is mailed to the buyer.)

o PALCO unit packaging provides the fastest possible delivery from PALCO warehouse to customers' vards.

1,Ll,t[11

1. Several PALCO units banded together Into a multi-unit. For easy handling, 2 x 4's are used lor added protection during boxcar shipments

2. PALCO's lumber press squares the 1750 FBM units, applies protective cardboard and heavyduty corner protectors and binds them snugly.

3. Heavy cardboard corner protectors help prevent damage and keep metal bands away from the lumber.

ALCO UNITPACKAGING

The PALCO unit system is esigned to reduce handling, allow asy mechanical unloading and to pro:ct the lumber PALCO packages its ry lumber products in units measuring cproximately 44" wide x 20" high x 20' ng Each banded unit contains about 250 board feet of one item and has a ece-tally attached Individual units of In dried and air seasoned oroducts 'e pre-packaged with cardboard rvering on both sides and the top to 'ovide protection against damage eavy cardboard corner pieces are ;ed to protect corners, reduce possie band slippage, and to keep bands vay from the sides of the units (See oseup photo on other side ) For even faster boxcar unloadg, up to frve units can be strapped gether wilh 11/q" metal straps These ;semblies are called "multi-unitsl' The raps may be removed when small rklifts have to be used for unloadino. rnnage 2x4'sare placed between LCO's large, covered inventory helps assure ;t assembly ot orders and on-time shipment.

the straps and the cardboard protectors of multi-units to orotect the lumber from edge damage caused by movement of the load against boxcar sides. (Note: For extra protection of siding and tongue-and-groove patterns, bundle paper wrapping is available for a small additional charge )

PALCO Unit Shipping lnformation

Versatile PALCO units are designed for easy loading on f lat bed trucks, prggy back flats and in boxcars. Unloading and reloading enroute is fast and easy, with the lumber protected against normal handling damage

Depending on truck capacity, 1B to 20 units of certified kiln dried redwood uppers, 14 to 15 units of Douglas flr dry uppers or 20 units of air seasoned redwood (such as PALCO rustic srding) normally will make a full load. Units of green garden grade redwood commons can be mrxed with dry items Note: These are general truck capacities. Some truck shipments may differ as they are regulated by both height and weight limitations. Several trucks can be loaded simultaneouslv durino inclement weather in PALCO''s indoo"r qtnrarro fanilitrr 'qv"'rt.

Depending on minimum weight requrrements, boxcars will contain Irom 12 to 20 units When reouired. dunnage air bags are placed in boxcars and inflated to stabilize loads during transport.

Warehouse Inventory

PALCO maintains a large inventory of stock redwood and Douglas fir unitized items. This provides convenient, quick assembly of orders and

Mrxed truck and trailer load of redwood and Douglas frr being loaded

LadderVise

A two-part ladder vise that reportedly bolts quickly to all types of wood, fiberglass or aluminum stepladders and to many other horizontal or vertical surfaces to hold materials is new from Bauer Corp.

Using patented spring-action jaws to hold materials securely at a convenient height for cutting, filing, drilling and other on-the-job operations, it makes a wire caddy when mounted on the back rails of a stepladder.

Cover Up Scheme

One-step, predecorated drywall paneling for do-it-yourself projects from down-to-the-studs or merely covering up old paint, wallpaper or wood paneling is new from Gold Bond.

Decorator Panels, which measure 4' x 8' x 5/16", come in a variety of colors and designs.

Able to be installed over most interior surfaces if not exposed directly to water or continuous high humidity, the product can be used to finish a typical bedroom, kitchen or den in less than a dav.

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

Pre-packaged Door System

A pre-packaged, knock-down door system designed to fit remodel applications or new construction while accommodating any Simpson door is new from the Simpson Door Co.

The SunBreeze system is versatile because the door and the door hardware can be chosen separately. Doors are available in configurations which allow left, right, or center swings.

Specially designed for quick and easy assembly at the prehanger level, all components come pre-cut and predrilled. The system includes an all-oak weathersealed sill which reportedly provides maximum energy efficiency.

Inspirational Kitchen

The Randolph Cathedral cabinets from Excel Kitchens offer traditional styling in a golden oak finish. The cabinets feature solid oak doors, an oven<ured, hand-wiped finish, and a selection of distinctive hardware.

Finishes are reportedly designed to insure maximum protection against scratches, stains and chemicals, while interior surfaces are said to wipe clean with a damp cloth. A smooth drawer suspension system reportedly facilitates quiet, e:$y movement and the shelves are adjustable to meet changing storage needs.

Baked EnamelFaucets

A new line of baked enamel faucets has been introduced by Kolson, Inc. White and champagne with either brass or chrome trim, faucets are available for immediate deliverv with other colors on special order. -

The Red Coats Are Coming

Red coated nails which slide through wood with up to 30qo less driving force than traditional cement coated nails are new from Keystone Steel & Wire Co.

Friction caused by driving the nail reportedly heats the coating which then cools to form a secure, long lasting bond between the nail and wood, providing up to 25qo more holding power. In addition, coated nails are said to offer cleaner handling because the coating does not rub off, eliminating dusting problems as well.

Lend A Hand

A line of pole and hand sanders to ease heavy-duty sanding applications has been introduced by Allway Tools.

The Universal Hand Sander. designed for all dryvall, automotive and marine sanding reportedly can also be used for cleaning and polishing operations. while the Universal Pole Sander is said to make sanding ceilings and walls while standing much easier. Both items are reportedly lightweight and rust-proof, and feature stainless steel retaining clips.

Turn On The Heat

An adjustable thermostatic der"icc that reportedlv uorks u;r to lO(D li. from the temperature conlrol, the new remote setpoint l'rom Independent Energy, Inc. has an adjustable temperature range of 60" to 105' F.

wsile

Easy Looking Locking

A new round ball knob door lock which features an all-brass cylinder has been introduced by Consolidated Hardware Industries. Corp.

Also included in the line are the diecut, ultra-sharp, silicon carbide drywall sanding sheets anci the abrasive nylon pads. The pads are made for household scrubbing, polishing and deglossing. Each abrasive measures 4 " x llVz".

The unit has a one-piece knob, reportedly for extra strength, and inner construction of all solid steeel and brass. Finishes include polished brass. antique brass and stainless steel.

A panic-proof inside knob is said to provide residents with easy exit in case of fire or other emersencv.

Use of an l8i2 iow voitage sensor cable and 24 volt power input is s4id to make this device versatile enough for any installation requiring remote temperature control. It is especially useful in pool or hot tub applications.

Caulking, Cordlessly

A cordless caulking gun that reportedly can be used for any caulking, Bluing or sealing application is available from AEG Power Tool Corp.

Quality and Appearance Are lmpoftant

The gun operates with a removable 2,4 volt DC, one-hour, quick charge battery pack that is said to provide power for up to 30 cartridges of caulk, glue or sealant per charge. With an extra battery pack, the operator can work continuously without interruption, The portable gun reportedly weighs only 3.4 lbs., is designed for heavyduty use and utilizes standard ll oz. cartridges.

A special nodrip feature is said to prevent material waste, while a lockswitch prevents the discharge of cartridge material during clean-up or storage.

Roof Topper

Rooflock is a protective system designed to add life to old or new asphalt shingles, wood shakes, asbestos shingle siding or insulated siding.

The compound, produced by The Gibson-Homans Co., forms a colored cover over patched roofs, rust stains or other discoloration. Available in red, green, blue/grey, brown, white, black and clear, it is applied with brush, roller or spray equipment.

The product reportedly resists damage from rain, hail, snow and ice, acid rain, sun, heat, ozone, fungus and most chemicals. It comes in eallon and 5 gallon sizes.

When it comes to studs you can count on our products to be among the finest available. All our products are end-waxed for weather protection and to resist season checking. Available in Douglas fir and white woods, both green and kiln dried, Lu -d' x 8'.

A Change ForStucco

A way to change or renew the color of stucco, brick and other masonry surfaces without risking the problems which can result from painting is offered by Expo Stucco Products.

E-C-S Stucco Refinisher reportedly penetrates the surface, bonds to the existing material and becomes an integral part of the substrate. The result is said to be a surface that has the look

and feel of new stucco with a moderate resistance to water.

The refinisher is applied with an airless sprayer, brush or roller. Coverage over unpainted stucco is said to be double or more than of paint.

The product, made from cement and compatible materials, reportedly avoids the potential problems of applying an organic film such as paint over a cementitious surface. The manufacturer backs the refinisher with a l5-year warranty against chipping, flaking, blistering or peeling.

Pool Chemical Dispenser

Chemtron 5, from Sophisticated Systems, is said to automatically dispense liquid chlorine (sodium hypochlorite) at a precise rate set by the pool owner.

The device is said to eliminate the daily dispensing chores associated with liquid chlorine, making its use attractive to the average homeowner. It may also be used to dispense other pool chemicals such as muriatic acid.

Reportedly a simple device with no moving parts to malfunction, the product consists of a venturi mixer, a flow adjusting valve, and a simple flow measuring pipette. It is installed in the pool filter system downstream of pool filter equipment. Charts supplied with the device enable the operator to easily select the required control settine.

WHY SHOULD YOU CALL KUSTOM TRATVSPONT?

RATES: Negotiated per trip. Kustom Transport is not limited to a specific rate or tariff.

AVAILABILITY: Computerized locating and tracking system. Presently utilizing over 550 carriers, with a commitment of some 4,500 units of equipment.

INSURANCE: Verified prior to each movement as to adequacy.

G0NTR0L: Disoatchfunction centralized within two ottices.

EXPERIENCE: 0ur entire staff is made up of trained prolessionals in the field of transportation, covering most lacets with multiple years of experience.

Y0UR

OWN FLEET??? lf you operate a proprietary fleet, check with us for loads back to your home base.

The Big Squeeze

A heavy duty, hot-dipped galvanized oval pail combined with a zincplated mop squeezer that can handle 12 to 36 oz. mops is new from Kelly Manufacturing Co.

The 26 quart pail, which is said to have an extra heavy bottom and heavy wire bail, rolls on non-marking 2 in. ball bearing casters.

The mop squeezer has a hand grip on a plated steel tubular handle which gives a 20:l pressure ratio. Other features reportedly include heavy onepiece construction, no-splash drainage louvers and the ability to fit any mop pail.

ForA Firm Hand

Handle and grip tape from the Mystik Tape Corp. is a 10090 cotton-adhesive and reportedly only sticks to itself, not other objects. In addition, it is said to absorb perspiration and prevent callouses and blisters.

The multi-purpose tape is said to have a number of uses ranging from home, auto and gardening to sports.

Light Without Leaks

A leak-proof skylight that utilizes a continuously formed vertical riser elevated on each of the two outside edges from the roof plane of the skylight and a metal step flashing with a similar riser to mate with that of the skylight is new from Kenergy Corp.

The flashing and skylight risers are

PACIFIC FOREST PRODT]CTS, //vC.

The Merchant Magazine

locked together with metal clips that also attach the entire system to the roof plane sheathing.

A continuous weather cap is press fitted over the risers' vertical standing seam. A weather flashing shroud over the high pitch ends of the weather cap is said to further protect the system from the elements.

A RoyalFlush

Two new toilet bowl fixtures for use with flushometer valves have been introduced by Mansfield Plumbing Products.

The Sanicomm elongated toilet bowl is specially designed with I l/2" top spud for flushometer valve installation and l0" rough-in floor mounting. The bowl design combines modern, reportedly easy-to-clean styling with a vitreous china finish that's said to be stainproof and unaffected by disinfectants and cleaning agents.

The Handicomm bowl provides an lS" handicap height with the features of the Sanicomm.

Weathenruise Window

Energy efficient casement windows from Louisiana-Pacific reportedly provide easy installation, smooth, tight operation and minimum maintenance.

They offer the superior insulating qualities of natural, clear-grained wood with the low maintenance advantages of a pre-finished extruded aluminum frame and sill, and a vinyl clad sash. All wood parts are toxic-

treated to prevent insect damage or decay and provide additional moisture resistance. Thermal set exterior finish is available in white or brown.

Fast Wash Job

A brush spray, a scraper spray and a holder are interchangeable with the new pull-out spray hose head for the kitchen sink from Grohe America. Inc.

The new brush is said to make fast work of cleaning crystal and china as well as the scraping of baked-on foods in pots and pans. The spray has two different water patterns.

WE SPECIALIZE IN PRE-STAINING "YOUR MATERIAL" IN ALL OLYMPIC COLORS, COATING ALL 4 SIDES OF EXTEROR SIDING AND DIMENSIONAL TRIM. PLUS ,I COAT APPLICATION ON ALL SIZES OF PLYWOOD. ENCLOSED WAREHOUSE FACILW.

19t 6133t-66'1t

roor

t' IIAIL

LUTIBER COIIPATTY

QUALITY LUMBER TREATED AND AVAILABLE d-ervwooD/ DOUGLAS FIR ./ roa MARTNA USE

WE SELL BYTHE PIECE...OR THE LOAD

A VARIETY OF *TREATED FOREST PRODUCTS ARE IN STOCK FOR YOUR IMMEDIATE USE:

thru 2 x 12 thru 3 x 12 thru 4 x 12

*TREATED FOR GROUND CONTACT WITH CHROMATED COPPER ARSENATE.

GOTTPAIIY 140 EAST 17th ST. cosTA MESA CA92627

CALL: MIKE JAMESON

Seal lt Up Calking

Fuel Control Corp. has introduced a new multi-purpose caulking compound available in both clear and white. The company claims the product applies easily, adheres to all surfaces and retains its elasticitY.

The caulk comes in a 10.3 oz. one piece plastic tube which fits a stan-

dard gun and has cutting ridges slanted at 45 degrees on the cartridge nozzle to indicate either a Vt" or Vz" bead size.

In addition to water clean-up and reported resistance to sagging, staining, cracking and shrinking, the sealer is said to adhere to wood, metals, glass, plaster, masonry, tile and siding.

Bits That Fit

A new line of Forstner bits has been added to the Arco Products line of power tool accessories.

Fitting electric drills and drill press es, they reportedly will bore any arc of a circle, enlarge holes and drill angles. They are guided by their outer edge so as not to move off center.

Shower Power

An economy, high strength corrosion-resistant shower head from Leonard Valve Co., features ABS construction and a selfcleaning swivel ball joint.

Integral 2.75 GPM flow control and a water stream adjustable from fine to coarse are said to make the shower ideal for residential applications.

Heating/Cooling Package

Electric cool/gas heat packaged units which reportedly provide high efficiency and meet oxides of nitrogen requirements are now available from BDP Inc.

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 proc€ss your request faster! Many thankst

A Handle On Tools

Metal handle putty knives, scrapers and joint knives for the homeowner have been introduced by Hyde Tools.

BiggerSize Stains

Deft oil base wood stains with water cleanup are now available in gallon cans with a new lithographed label.

The nine wood tone colors, the natural stain and the tint base also come in quart, pint and half-pint sizes.

The new units are said to provide a 9.5 seasonal energy efficiency ratio and a 75Vo (7190 California seasonal) annual fuel utilization efficiency ratio, while reportedly meeting the NOx requirements. The higher efficiency of the units also is said to make them eligible for higher utility rebates.

The new units come in 28 different sizes suitable for residential installation.

Geared toward the d-i-yer, putty knives and scrapers are available with stiff or flexible blades. Joint knives come in three flexible blade sizes. Each cutlery steel blade is coated with a rust proof sealant, which is said to be resistant to common paint thinner.

Holes in the tools' handles make them easy to hang and store.

When sencling in o change o/'address please include zip code on both old and nev, addresses and either rhe old label or the inlbrmation .from it. Thonks!

"LOOKING AROUND" says Paul Bunyan

Paul does not rest on his fame as the lumberman's svmbol of accomplishment. New requirements and changing conditions keep him alert to progress.

National Kitchen/Bath Week

Home center dealers again can take advantage of merchandising tie-ins with the third National Kitchen/Bath Week, Sept. 7-15.

Last year over 1200 retailers and 50 manufacturers participated in the event sponsored by the National Kitchen and Bath Association and its Council of Manufacturers.

Further information on the Promotion is available from the National Kitchen/Bath Week Headquarters, 800 High St., Pottstown, Pa. 194&; (2rs) 326-8177.

Wickes Acquires G&W Units

Four months out of bankruptcy proceedings, Wickes Cos., Santa Monica, Ca., is acquiring the consumer and industrial products businesses of Gulf & Western Industries, New York, for about $l billion in cash.

The Merchant Magazine amounts to about l0.4Vo of the Wickes' common stock.

Kayser-Roth, one of the businesses in the deal, includes apparel sold under brand names such as Catalina, Cole of California, No-Nonsense, Supp-Hose and Burlington as well as Calvin Klein, Liz Claiborne, Cheryl Tiegs and Jonathan Logan. Simmons (bedding and home furnishings), an automotive parts distributor, and G&W Manufacturing (automotive, electronic and construction products) also are part of the sale.

Public relations materials for the 1985 event have been distributed to over 35 national consumer homerelated publications and 75 regional and metropolitan home and garden publications. Point of purchase kits providing retailers with how-to guides, window banners, advertising slicks, radio scripts and promotional materials are available.

Word of the acquisition came less than three weeks after Sanford C. Sigoloff, Wickes chairman and c.e.o., announced that the company planned a major acquisition within the year. Wickes will assume $90 million in long term debt with the acquired businesses and grant G&W an option to purchase l0 million shares of Wickes common stock at $6 each sometime within the next five years. This

The acquisition will double the size of Wickes and let it use about $500 million in tax credits. Wickes, known mainly for its lumber and building materials divisions, also is in general and apparel retailing, food and drug and manufacturing businesses. Some industry observers feel that Wickes will probably divest itself of some of these as well as parts of the G&W group.

Sigoloff, who has the rePutation of being able to patch up ailing companies, is said by some observers to want to demonstrate that he can put together and operate a company of his own'

KITCHEN

(Continued from page 28)

these themselves for three to four times less than the cost of a professional cabinet replacement. An added benefit is that there is no need to empty cabinets and disrupt the kitchen.

Developed by Quality Doors in Duncanville, Tx., the program offers a choice of 12 door styles in four hardwoods, oak, ash, maple or paint grade. Door and drawer fronts are custom made to the measurements provided by the homeowner. Self-adhesive veneer can be stained or painted.

According to Robert Suarez, sales manager, the homeowner need only remove the old doors and hinges; prepare the cabinet boxes by applying the adhesive veneer; paint or stain the new doors and hang.

An advantage of this program which gives a dealer an added dimension to his selection of kitchen remodeling packages is that he need not stock an inventory since each set of doors is made to order. Additional advantages include the opportunity for add on sales such as hardware. stains, paints and tools.

BADLY WEATHERED Chesapeake, Va.. home (top) was extensively remodeled lo exoand the living quarters. Solid vinyl siding, vinyl trim and accessories includihg pre-holded sunbursls installed above the windows were used to blend the exterior of the addition with the original architecture (bottom). The home received a Vinyl Siding Institute's 1995 Homes of Distinction Award.

How To Solve Closet Hang Ups

With a recent survey showing that over 73Vo of all consumers feel that their closet space is inadequate, the potential for selling storage remodeling looms large.

The average home has 74 sq. ft. of closet space, usually doing an inadequate job. With construction costs of $70 per square foot this means that the average homeowner has an investment of $5,180 not working for him.

With the many shelving, racks, rods and basket systems now available, the retailer can sell a homeowner the material needed for a closet remodeling job at a fraction of this cost. Using layouts and storage designs prepared by the manufacturers, the retailer can help a d-i-y customer or remodeler to achieve a l00go improvement in utilizing storage areas.

Retailers can capitalize on interest in storage organization created by consumer magazines, wardrobe analysts and professional closet organizers. Special displays or workshops will show the customer how he can utilize readymade closet storage systems in his home for a reasonable outlav of money and effort.

Large 2nd Growth Gathering

Nearly 100 young people were Present for the Lumber Association of Southern California's recent Second Growth weekend meeting at Rancho Bernardo Inn, San Diego.

Speakers included motivator Jim Cathcart who talked on "Winning With People." Roy Ashbrook of Sierra Forest Products, Terra Bella, Ca., delivered a short, power-packed

talk on co-generation and timber sales.

Time for relaxing was included in the schedule as well as a luau. The event was held June 7-9.

Next meeting for the under-35 group will be a dinner meeting for the Second Growth Sept. I l, Hyatt House, City of Commerce, Ca. The San Diego contingent meets Sept. 12, in the hotel circle area of San Diego at a yet-to-be-announced location.

Big Bucks Promote Laminate

The Laminate Council of America has been formed by a group of six producers of decorative laminate to promote their products with home center and lumberyard management as well as homeowners.

A $450,000 public relations program has been established to increase use and sales of laminate in building and remodeling. Consoweld Corp.; Formica Corp.; Miscarta Div., Westinghouse Electric Corp.; Nevamar Corp.; Pioneer Plastics, Div. of LOF Plastics, Inc.; and Ralph Wilson Plastics Corp., Div. of Dart & Kraft are members of the council.

The OSB Company with the COMPTETE PRODUCT LINE introduces . . .

C-3Of '-PLY CEDAR SIDING-Cedar veneers and unique manufacturing techniques results in guarantccd solid cores and tight knots that NEVER fall out, at prices that puts cedar back in tsVERY()NE'S budget!

C-3Ol 5-PLY FIR SIDING-Thc same unique f'eaturcs in appearance, durability, performance, and price!

in a STAINABLE siding panel. Unequaled

OrientedStrandboard Structural Panels

O. 311" APA Rated Sturdifloor S. ll2" APA Rated Sheathing B. OREGON STRAND BOARD CO. p.o. Box 188 31363 LAKE CREEK DRIVE BROWNSVILLE, OREGON 97327

PRESI0ENTS present at the meeting were Ed Fountain, Ed Fountain Lumber Co. (left), president of the LASC; his wife, Barbara; Lisa Hawthorne and Pat Hawthorne, Northridge Lumber Co.. oresident of the Second Growth.

REDW0oD Million Foot Club Award is accepted by Gene Giesie (left), general manager, Capital Lumber, Phoenix, Az., from Ron Skulca, Simpson Redwood marketing manager in recognition of Capital's purchase of over one million feet of Simpson redwood during a year's time.

Canadian lmports Hurt Western Mills

The increasing amount of Canadian lumber imports entering the U.S. is not welcome news to western lumber producers, notes H.A. Roberts, president of Western Wood Products Association. He said 1.26 billion board feet of lumber produced in Canada entered the U.S. market in April, 17.8t/o more than was shipped in April 1984.

In the first four months of this year, 4.48 billion board feet of Canadian lumber came into the U.S., 8go more than in the same period last year. Should April's pace continue, Roberts said a record 14 billion board feet of Canadian lumber will enter the U.S. market this year.

While Canadian lumber shipments to the U.S. have increased, shipments by western producers declined ll.3Vo in the first four months of 1985. Roberts said mills in western Oregon and Washington have shouldered the brunt of the decreases as their shipments have fallen 16go from last year's levels.

Roberts said competition from Canada affects western lumber producers in all markets, but falls hardest on those mills most distant from consuming areas.

"For instance, mills in western Oregon and Washington are now heavily dependent on local and Far West markets," Roberts explained. "But these markets can't take all the lumber that could be produced by mills in the region. As a result, production and employment in the region have been hard hit. More thanlT0 mills haveclosed in the West since 1979."

The rise of lumber imports from Canada will put more pressure on the western lumber industry, which is still reeling from the economic recession of the early 1980s, Roberts asserted.

Second Store For Lodi Lumber

Grand opening of Lodi Lumber Co.'s new store in placerville, Ca., on June 28 brought El Dorado County a complete building materials shopping facility.

Four times larger than the parent store in Lodi, Ca., the operation is managed by Ray Hamilton, retail division manager of Lodi Lumber and a l0 year veteran of retail building materials sales. Owners are Richard Evans, Cameron park, Stan Foster, Lockeford, and David Grilli, Stockton.

Open seven days a week, the store offers delivery service, 30 day credit accounts, an expert sales staff, competitive prices, large selections and quality namebrand products, according to Hamilton.

is the PR0FESSI0I{AL'S Att PURP0SE PLASTIC

Boat builders, furniture makers, cabinet makers, etc. have found it the one sure answer to correcting wood defects, filling wood cracks, gouges, covering countersunk nails and screws.

Can be used under Fiber Glass!

Ready to use right out of the can, Famowood! ilr*ir

and will not gum up sander. Waterproof and weatherproof when properly applied. -1a

FINAL PREPARATI0NS for the grand opening of the new Lodi Lumber Co. store in Placerville, Ca., were undenrrray when this photo was taken.

How To Keep A Battery Alive

Neglecting to check equipment batteries can be a serious problem if left until it is too late. Three simple battery test procedures, recommended by J I Case, can determine a battery's true condition. All three tests must be done to obtain a reliable indication of overall battery usefulness.

The specific gravity test tells the condition of the fluid. For an accurate reading, do not add water before using the hydrometer, unless the level is too low to obtain a sample. If water must be added, charge the battery before making the test.

Draw enough electrolyte into the hydrometer so the indicator floats freely. The reading will be inaccurate if the indicator is touching the sides or top of the hydrometer tube. Hold the instrument at eye level to obtain a correct reading, and repeat for each battery cell.

A fully charged battery should show a specific gravity of 1.275 with electrolyte at 800F. A variation between cells of more than 30 points (.030) indicates that the battery should be replaced. Since specific gravity readings change with tempera-

ture, most hydrometers provide a thermometer and chart to make the adjustment from 800F. If no chart is available, add or subtract four points for every l0 degrees above or below 800F, respectively.

If the hydrometer readings are low, charge the battery and recheck readings before doing the next test.

The three-minute charge test will give a reliable indication of internal battery condition. This test can be performed by using the fast-charge setting on a battery charger.

Disconnect both battery cables if the battery to be tested is in the tractor. Connect the charger leads to the battery and adjust for the highest charging rate, not exceeding 40 amps for a l2-volt battery or 75 amPs for a six-volt battery. On low maintenance batteries, cell caps must be removed. Charge for three minutes onlY, while watching for excessive readings. Stop the test immediately if the voltage readings are high,which indicates badly sulfated or shorted plates.

After three minutes, with the charger still running, connect a voltmeter across the terminals. The reading for a l2-volt battery should not exceed 15.5 volts and that for a six-volt battery should not exceed 7.75 volts. If higher readings are obtained, the battery is internally defective and should be replaced. (A damaged battery has high internal resistance, requiring more voltage from the charger

SPECIFIC gravity test is one of three to determine condition of an equipment battery.

to overcome resistance to the current flow.)

A third test, the battery load test will give a reliable indication of cell condition and internal shorts. This test may be used on standard or "low maintenance" batteries.

Connect a voltmeter across the battery posts. Apply a 200-amp discharge for 15 seconds (crank engine with fuel shut off), and observe the voltmeter reading just before turning off the load.

A l2-volt battery has sufficient resiliency if it maintains a voltage reading of 9.6 volts or higher. If not, the battery should be replaced.

Remember, all three tests should be performed to determine the condition and usefulness of your battery.

HOME CENTER

(Continued from page 22)

T s $en Of The Times

As a group, home centers and building material dealers are now doing a much more professional job of visual merchandising and signing than in previous years. Stores with high profile gondolas and racks are taking a lead from the supermarket industry and featuring big, bold price signing at the end caps. Rounding out prices to even dollars instead of the typical ninetynine cent endings allow for the bigger eyecatching type styles. Bulk merchandising (hardware, tools, electrical, etc.) in addition to the same items on carded peg hooks is increasing the store's volume.

Power aisles with wanted basic and seasonal products are being merchandised for impulse shopping and fast turn-over. Wooden crates and barrels have made attractive dump displays.

Painting Tool Aids

A painting tool catalog is free from Shur-Line Manufacturing, P. O. Box 285, Lancaster. N.Y. 14086.

Shades Of Shades

Woven wood shades are featured in a free brochure from Woven Wood Designs, Box 14160, Portland, Or,9'1214.

Lifting Characteristics

"Yale...Value by Design," bulletin nll0A, is free from Yale Inquiry Center, Dept. 184, Box 12936, Philadelphia, Pa. 19108.

Moulding Promotion Kit

"Advertising Clip-Kit" for wood moulding is $6.95 from the Wood Moulding & Millwork Producers Association. Box 25278, Portland, Or. 97225.

Pearls Of Wisdom

"Perlite Loose-Fill Insulation Comparison Brochure" is free from Perlite Institute, Inc., 6268 Jericho Turnpike, Commack, N.Y. 11725.

Custom Log Cabins

Log homes are detailed in a free brochure from Builder Marts of America. Inc., Box 2006, Greenville, S.C. 2%02.

Light Reading

"The Complete Guide to Roof Windows and Skylights" is free from VeluxAmerica,lnc,, Box 3208, Greenwood, S.C. 29U8.

Roofing Prescription

A roof insulation brochure is free from Koppers Co., Inc., 1900 Koppers Building, Pittsburgh, Pa. t5219.

Vinyl Siding

A solid vinyl siding brochure is free from Vinyl Improvement products Co.. Box 498, Columbus. Oh. 43216.

Tropical Tree Talk

U.S. Forest Service's "Tropical Timbers of the World," PB85-156917/KBE, is $34, from National Technical Information Service, 5285 Port Royal Rd., Springfield, Ya.2216l.

Moulding & Jamb Standards

An 8-p. brochure of mouldings and jamb standards is $2 from the Wood Moulding & Millwork Producers Association, Box 25278, Portland, Or. 97225.

Architectural Concepls

"Design Directions, A Portfolio of Architectural Concepts From Duo-Fast Corp." is $8.50 from Juhl Associates, l2l W. Franklin St., Elkhart, In, 46516.

When To Call For Help

"When lt's Time to Call in an Outside Consultant" is free from Hoglund/Palmer & Associates, P.R. Dept., 150 S. Wacker Dr., Suite 780, Chicago, Il. 60606.

The Full Line

The 1985 catalog of weatherstripping, thresholds, counter and floor trim is available free from Pemko, Box 3780, Ventura, Ca. 93006.

Window Wisdom

"What Homeowners Should Know About Windows," a l2-p. brochure, is free from Vinyl Building Products, Inc., I Raritan Rd., Oakland, N.J. 07436.

Summer Redwood Fun

"Redwood Deck Over Concrete Construction Tips," "Redwood Tips for Garden Projects," "Redwood DecksOutdoor Rooms," "Redwood Landscape Guide," and "4 x 4 Redwood Planter Construction Tips" are free from the California Redwood Association. 501 Redwood Highway, Suite 3100, Mill Valley, Ca.94941.

Nail Base lnsulation

An information sheet on nail base insulation is free from Koppers Co., Inc., 1900 Koppers Building, Pittsburgh, Pa. 15219.

Building Maintenance Tips

" Building Maintenance Product Guide." is free from Consolidated Protective Coatings Corp., l80l E. 9th St., Cleveland. Oh.4ll4.

Made For The Closet

A 36-p. sliding basket systems brochure is free from Clairson International. 720 S. W. lTth St., Ocala, n.32674.

SFPA Buyer's Guide

A 36-p. directory of southern pine producers is free from the Southern Forest Products Association, Box 5268, New Orleans, La.70152.

Weather Stripping Control

A weatherstripping and door sweeps bulletin (#FPD-85-IP-8007) is free from BFGoodrich Plastic & Magnetic Products, Inquiry Handling Dept., Box 57, Dublin, oh. 43017.

Insulation lnformation

FOR PROMPT SERVICE

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

Product literature (form 2850-0681) on Thermax insulation board is free from the Celotex Corp., Building Products Div., Box 22Q2, Tampa, Fl. 33622.

Got Cabin Fever?

"ls a Log Home for Me?" is free from the Log Homes Council, National Association of Home Builders. 25th and M Streets, N.W., Washington, D.C. 20005.

DELIVERY COSTS

(Continued from page 10)

(9) Relotively_$lgble lx .lQos! Off season any wages are too high. In season overtime is never cost effective. Wage and incentives and commission are subject to seasonal ups and downs, and both costs and incomes vary markedly during the year. Contract delivery companies generally perform at a fixed rate per load or percentages of value of the deliveries made, thus stabilizing costs.

(10) Applicsble To Delivery Pnel Only Wages are easily used universally. Incentives and commission programs are virtually impossible to make available without including the entire yard cadre. Contracts allow management to selectively work out payment plans.

(.lll Eqy__fo_eost Since 1979 only one company had ever claimed they knew their delivery costs. In 1982 they filed bankruptcy. Contract delivery service invoices provide management with very accurate measurable costs weekly.

(12) Strong P. R. Cont ribut io n Ev eryone working for someone else is paid 2590 less than they're worth and 590 less than they need to live on. Contract drivers are in business for themselves. Your customers are the contract driver's customers. He is generally a willing worker looking for more business and satisfied customers.

0l fnp@f_Ext ern a!&p er t ise Delivery costs have soared in recent years. Managing these costs is more important the higher they go. Contract delivery services are in business to make money, but they must stay competitive to survive. In the process they must keep their several customers competitive and participative in the success of their contractual efforts.

(14) Reduces Maintenance CostsNo compensation plan will alter favorably maintenance costs. Most contract drivers own their own trucks and watch their investment like no one else will. Not only does this mean the lowest in maintenance costs. but also means very few vehicles go down for repairs for long periods, if at all.

It may be comfortable to pay wages and overtime and best when top management and workers are in continuous daily contact. As the company grows and the worker management proximity changes, the incentive program provides for needed perfelpance measurement and effectiveness. Multi store operations wishing to standardize costs and compensation across cities, states or regions will find commission programs and contract delivery helpful and a viable cost reduction contributor.

Oak Flooring Takes A Vacation

Oak flooring will be showcased in a vacation cabin to be featured in the September issue of Fomily Circle.

No. 2 common oak strip flooring is used in every room of the 800 sq. ft. vacation home with easy maintenance and a warm appearance stressed.

The Oak Flooring Institute supplied 700 sq. ft. of material for the project.

GLASSNFIED

ADVEN]TilSIEMENTS

RETATL LUMBER and contractor sales. Buena Park Lumber, Buena Park, Ca., acompany committed to excellence, is seeking experienced retail lumber and contractor salespeople. Excellent benefits. For interview call (714) s22-289.

LUMBER TRADER: Established No. Ca. wholesale company looking for a trader with minimum 5 years experience in pine and fir industrial lumber. Must be self-starter with customer following. Top compensation and benefit package. Send resume to Owen McKannay, Schaller Forest Products, Box N, Redding, CA 96099.

ATTENTION SPECIALTIES TRADERS

Twenty-five (25) words for $19. Each additional word 650. Phone number counts as one word. Address counts as six words. Headlines and centered copy ea, line: $5. Box numbers and special borders: $5 ea. Col. inch rate: $40. Names of advertisers using a box number cannot be released. Address replies to box number shown in ad in care of The Merchrnt Magazine, 451X) Campus Dr., Suite 4t0, Newport Berch, Ce. 9266t0. Make checks payable to The Merchrnt Magazlnc. Mail copy to above address or call (714) 852-1990. Deadline for copy is the 22nd of the month. PAYMENT MUST AG COMPANY COPY unless you have established credit with us.

FACTORY/INDUSTRIAL lumber buyer with good mill contacts, Central and Northern California. Purchase for a So. Ca. lumber company. Commission basis. Send resume to Box 531 c/o The Merchant Masazine.

If you are a specialist in pine boards, redwood, cedar, industrials, or low grade lumber, a real opportunity awaits you in our Newport Beach office.

Cascade Empire Corporation in Portland, Oregon is looking to expand our Newport Beach office. If you are a success in a specialty we would like to explore with you the possibility of joining our team.

Our commission scale and employee benefits are the best in the industry. Our annual sales volume in excess of $120 million and over 10.000 carloads and trucks assures you a respected and competitive position in the industry we serve.

Don't pass up this opportunity to take a good look at Cascade Empire. You'll never know unless you make the call will you?

All replies will be held in the strictest confidence.

Call Toll Free (800) 547-83'?l

Ask for Ray Haroldson - President or write me persondly at P.O. Box 2770 Portland, Oregon 97208

n @(QilErRm Ul!AEDrLliilU ADUERTISEMEIITS

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

WANTED: SHORTS & FALLDOWN

From clear, dry softwood 2" - 6" thick

The Miller Co. (41 5) 488-4333

TWISTED AND WEATHERED

Douglas Fir S4S and rough, 3x4 and wider and 4x4 and wider. Call Bill Hunter, Hunter Woodworks. (213) 't"t 5-2544', (2 I 3 ) 83 5-5671

ProfitPoint Consulting

Pointing the way to profitable decisions for HOME CENTERS and BUILDING MATERIALS manufacturers, wholesalers and retailers, of all sizes, through objective market research and analysis, Competition Assessment, Acquisition Analysis, Store Merchandising, New Product Feasibility, Marketing Strategy. Call Eugene, Or. (so3\ 342-7Us.

LOCAL LUMBER hauling Southern California roller bed truck and trailers and bobtails radio dispatched. Rail car unloading at our spur in Long Beach. 3C Trucking (213) 422-M26.

REMINDER: Payment musl accompany the copy you send in for classified ads. Just use the instructions above lo fisure the amount. When you call in ads. we'li tell you the amount that must be sent for the ad.

LI.JMBERYARDS BOUGHT AND SOLD

REDWOOD CUSTOM CUTTINGS Upto9"Xl2"28',

Wooten's Wood Products

QWI 826-158'7

REPRINTS of hardwood articles from The Merchant Magazine. Excellent for reference or training. Domestic Hardwoods, $10; Southeast Asian Hardwoods, $5; South American Hardwoods, $4; all three, $16. Send your check today including name and address to Hardwood Reprints c/o The Merchant Magazine, 4500 Campus Dr., suite 480, Newport Beach, Ca. 92660.

ffi I{ORTHERN A}'D GE]ITRAL GALIFORIIIA I${ffi

ARCATA/ EUREKA/ FOBTUTA

Bracut Internalional Britt Lumber Co. Combs Lumboi Co. Costa Trucking, Joe Humbolt Rodwood Co.

Louisiana-Pacilic CorP PVM Redwood Co.

& Wrighl SchmidbauorLumbor, Inc.. simpson Euilding Supply co.

AUBURl{/GRASS VATLEY

Ali-CoastFor€slProducts,lnc...

BAK€BSFIEtD Hiooins Lumbor Co. Paific wood Pres€ruing ol Bakersfleld,Corp........

Siskiyou-PlumasLumb€rC0...

Corp. (Fedwood)

BUVEMJS' GU[DE

KEI{t08E

PACIFIC NORTI{WEST STATES wAsHtltcrox

Lewis Co., Inc., Palmer G. .

GREATEN SEATTIE/TACOIIiA ABEA

American Plywood Association

American Tar Co.

BelAir Door/AlDineVeneers, Inc...

guilders Hardwars & Supply. (800) 426-2131

Burns Lumber Co.

Colonial Codar

Goorgia-PacificCorp.(Tacoma)

Georgia-Pacif ic Corp. (Sealtle).

LewisCo., Inc., PalmerG(Auburn)

LewisCo., Inc., PalmerG(Bremenon).

Lewis C0., Inc., Palmer G (Everett).. .......

Lewis C0. lnc.. Palmer G Alaska Div.

Lolh Lumber.

McFarlandCascade(Seattl€)

lrcFarland Cascade (Tacoma) Wa. only (800) 521-2131

Northwesl Foresl Products

Savage Wholesale Building Malerials, Inc..

Sequoia Supply...

Simpson Euilding Supply Co.(Kirkland)..

Simpson Building Supply Co.(Shelton).

Simpson Timber Co

Tumac Lumber C0.. (800) 9E2-8202

weyerhaeuserco. (smtile) (800) 562-0908

Weyerhaeuser Co. (Tacoma)

SMXAilE

Berger & Co..

Georgia-Pacilic Corp.

LewisCo.. Inc.. PalmerG.

Spokane Tribal Wmd Products .

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

WEIIATCIIEE

LewisCo.. Inc.. PalmerG.

YAKITA

LewisCo., Inc., Pa|merG. .

ALEAI{Y CanlorU.S.A. Corp.

c00s 8AY

CoosHeadLumber&Plywood COBVALLIS BrandS... (800) 547-3401

Mary's River LumberCo. (503) 752-0218

orooon Strand Board Co.

EUdEIIE/SPRII{CFIELD

Bel Air Door/AlDine Vsneers. Inc.

Diamond Wood Products.

ForeslFib€rProductsCo.

Fremont Forest Producls

G€oraia-Pacific Coro.

GNEATER MRTL^IIO AREA

J.H. Eaxt€r & Co.

Bel Air 0oor/Alpino

Veneers, Inc. (800) 547-6755

Eoisecascado. (800) 547'8016

Catlall grolhers.

CascadeEmpireCorp....... (800) 547-8371

Coie&Associales, JohnT....

continental Forest Products. (800) 547-8465

Crow's Weekly

Disdero Lumber Co.

Friesen Lumber Co.

Fullmer Lumber Co.

Furman Lumber, Inc.

Georgia-Pacific Corp.

Hamplon Lumber Sales Co.

inlercell Manufacturing Co., Inc.

Lewis Co., Inc. Palmer G.

Louisiana-Pacilic Corp

Lumber Products

Mt. Angel Plywood Inc..

Northwesl Hardwoods

Penberlhy Lumber Co.

Pope & Talbot. Publishers Forest Producls. (800) 547-6633

S€quoia Supply Simon, Crabtree & Ryan

Soulhern Pacilic Sunrise Forest Products (800) 547-1771 UniversalLumberCo....... (800) 547-4238 Western International Forest

(800) 547-5500 Western Red Cedar LumberAssn.... Western Wood Products Associalion .

ROCKY tOUt{TAll{S ffi COLORADO

BOUTI'ER lmperialWholesale....... Reid &Wrighl, Inc........

c0liltERcE cmf

RWSoecialties. Inc.......

Westdrn Turnings & Stair Co OEilVEN

ALASKA

Lumber Products

tEDFoSD

Cornett Lumb€r Co.

FounlainLumb€rCo., Ed

KustomTransport......... (800) 32.|-6322

Lumbor Producls

R&RTruckBrokers....... (800) 54i-2053

snavoly Forosl Products . (800) 547-3039

OtsITUARIES

Wendell B. Barnes, retired executive vice president of the Western Wood Products Association. died June ll, 1985, of a heart attack in Walnut Grove, Ca. He was 75.

Prior to moving to the Portland, Or., area in 1964 to join WWPA, as its first executive vice president, he was prominent in midwestern Republican circles and was named general counsel of the Small Business Administration by President Eisenhower in 1952. A native of Oklahoma. he was an attorney.

Loren F. Dorman, who had been chief executive of three national building materials trade organizations, died of cancer in Washington, D.C., May 25, 1985. He was 69.

After working with several companies including l0 years with Weyerhaeuser Co. in public information and advertising, he became advertising director of the national wood promotion program sponsored by the National Lumber Manufacturers Association in 1958. He later served as executive director of Wood Marketing, Inc., executive vice president of the National Lumber and Buildine Materials Dealers Association and president of the American Wood Preservers Institute.

When Mr. Dorman retired from the later position in 1980, he helped form Quantum Communications, Inc., in Arlington, Va., serving as vice president and treasurer until his retirement in 1983.

He is survived by his widow, Virginia, a son and two sisters.

Peter Johnson Jr.,61, general manager and secretary-treasurer

Valley, Ca., died June 9, l985,of a heart attack.

Mr. Johnson had headed the Redwood Inspection Service, the grading and quality control agency of the redwood industry, since 1976. He was a wood technologist and had also served for many years as technical manager of the California Redwood Association.

A graduate of the University of Washington, Mr. Johnson served during World War II as a carrierbased pilot in the United States Navy.

The Merchant Magazine

He was active in many redwood and timber industry organizations, had been chairman of National Forest Products Association Technical Advisory Committee and was the redwood representative to the American Lumber Standards Committee. For many years he was treasurer of the Forest Products Research Society and was also a member of the Cooling Tower Institute.

Mr. Johnson is survived by his widow, Vivian, four children and two grandchildren.

of the Redwood Inspection Service, Mill

Coming in October . . ANNUAL HARDWOOD SPECIAL ISSUE

The October issue of The Merchant Magazine will be a special Issue devoted to hardwood. We'll have stories, features, articles, plus merchandising and sales ideas . . all devoted to hardwood as it applies to you, our retail and wholesale readers. You'll enjoy reading this valuable issue . . . and profit from it. too.

ADVERTISERS:

Take advantage of this exceptional opportunity to get your message before our readers. The Merchant's extensive circulation in the 13 Western states assures excellent coverage for your advertising message. This Hardwood Special lssue is the perfect editorial environment for your advertisement.

Call today and reserve space. Deadline is September 16, 1985. You'll be glad you did.