Merchant Magazine - July 1988

Serving the lumber and home center markets in 13 Western Sfafes

For its natural beautv and enduring qualities, there s never been a better decking lumber than redwood And until now therds never been a redwood decking so affordable to so many. Louisiana-Pacific presents LP Desert Dry Redwood, in construction heart and construction common grades

With tight knots and natural variations of color and patterrl Desert Dry Redwood is easily distinguished from cedar and pressure treated lumber. Ifs a prestigious look And you can supply it so economically.

LP Desert Drv Redwood is kiln-dried so you can offer economy and performance every step of the way. By taking the moisture content down to 19 percent or lesg the load is lightened and you get more board feet on every truck Desert Dry Redwood loses nothing but water in the process On the job, joints stay tight and shrinkage is contolled Italso main tains a superior resistance to decay and insects Drie4 trimmed, and surfaced so sizes are true, ifs paper wrapped for protectionin2" x4", 2" x6",2" x8" - 12" dimensions

and lengths up to 20 feel

For more information about Desert Dry Redwood or any of our other grades of redwood, call Mike Parli Redwood Sales Manageq, at 707 - M3-751L

LP Desert Drv Redwood Go first class But paytoactr.

Builder: Glenn Blackmore,

Dometimes life can be utterly simple. Even wonderful. So wonderful, that the only thing left to do is make a wish.

And the craziness of it all, is that when things are this magical, it may simply be because there is a window and a twinkling star.

Y Y hen you think about it, a lot of nice things happen because of windows and doors. At Peachtree, we think about that a lot.

Kelleher

PnacHIREE'

We make windou-ts anddoors.

Corporotion is very proud to represent Peochtree Windows & Doors in Colifornio.

JULY

DOORS

SPECTAL

No. I

Edltor-Publlsher David Cutler

Senlor Edltor Juanita Lovret

Asslstent Edltor David Koenig

Contrlbutlng Edltors Dwight Curran, Gage McKinney, Ken Thim

Art Dlrector Martha Emery

Steff Artlst Carmen Wollerman

Clrculrtlon Lynnette A. Perkins

Second

The l\ilerchant Magazine (USPS 79656000) is published monthly at 45fi) Campus Dn, Suite 4E0, Newport Beach, Ca. 92.660, phone (7L4) 852-19W, by The Nhrchant Magazine, Inc. Second-class postage rates paid at Newport Beach, Ca., and additional offices, POSTMASTER: Send address changes to The Nlerchant Magazine, 4500 Campus Dr, Suite 480, Newport Beach, Ca. 92660.

ADVERTISING OFFICES

Advertising rates upon request.

From all states east of the Rocky Mountains: Contact Jean waggoner Cogerty, national sales manager. From Arizona, Nevada and California: Contact David Cutler. Both may be reached at (714) 852-1990 or by writing 4500 Campus Dr., Suite 480, Newport Beach. Ca. 92660.

From Washington State, Oregon, ldaho, Wyoming, Montana, Utah, Colorado, Northern California and Canada: Contact Carole Holm at (206) 7'14-3773 or 21819 77th Place West, Edmonds, Wa. 98020.

Change of Addttss-Send subscription orders and address changes to Circulation

Dept., The Ivlerchant Magazine, 4500 Campus Dr., Suite 480, Newport Beach, Ca. 92660. Include address label from recent issue ifpossible, new address and zip code.

Subscription Rates-U.S.: $l 1-one year; $17+wo years; $22-three years. Foreign: one year payable in advance in U.S. funds-Canada or Mexico: air-$35; surface-$30; South America: air-$55; surface$30; Asia: air-$68; surface-$3O; Europe: air-$98; surface-$30. Single copies-$3; back copies-$4.5O when available plus shipping & handling.

The I\derchant Magazine is an independently owned publication for the retail, wholesale and distribution levels ofthe lumber and home center markets in 13 western states.

FRANCI SCO SAN JOSE

GRASS VALLEY To Wdh and Nevado LAKE IAHOE

Our exoansion into Northern California makes us truly an "all California" company. With locations in Chino and Cloverdale we can now offer the quality products and prompt service we're known f6r in Southern California to all of California. And Arizona and Nevada, as well. Call us on vour next order. Let All-Coast service vour business. Experience the differen6e, you'll be pleasantly surprised.

DAVID CUTLER editor-publisher

Guaranteed No. 2 Dry Rot & Btr.

llt HILE MOST lumber sold is on grade and UU what the seller says it is, there is still enough below grade product around that the dealer and wholesaler need to pay close attention to what passes through their yards.

In our sue-happy world, even the innocent purveyor of defective lumber or lumber bearing counterfeit grade stamps may be dragged into court-at considerable expense-to defend his actions. Should you be suspected of selling a product that you knew was not what it should be, the legal consequences rise sharply. The courts are taking an increasingly tougher line on sellers who don't know or don't care what they sell. And not incidentally, these remarks apply equally to a wide range of building products. Counterfeiters here and abroad have built big businesses producing everything from auto parts to wiring that aren't what they seem. Do you know for sure that those tools on your shelves

aren't fake? It's not beyond the realm ofpossibility that some judge may decide you had a legal duty to know and will fine/imprison you accordingly.

Some common sense procedures can go a long way to providing protection: Deal with reliable suppliers; watch out for the "too good to be true" price, it probably is; specify American Lumber Standards Committee (ALSC) approved agency gradestamped lumber when appropriate; establish a stated routine for the receipt of all inventory into your business. All these procedures show that you are taking reasonable steps to prevent being involved with bogus products ofany kind.

If you think you know of a problem, don't hesitate to contact the American Lumber Standards Committee or any of the ALSC certified agencies. Or just let us know and we'll get you in touch.

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

OUR LUMBER customer could also be your potential window customerand neither of you know it.

That was the situation at Buena Park Lumber & Hardware, Buena Park. Ca. That is. that was the situation before the management team kept sure sales from flying out the window.

Since its inception 85 years ago, Buena Park Lumber has always offered windows, but they have never been a huge seller. Still, they knew people had to buy them someplace. "We realized there was an opportunity we were completely missing," says Drew Sasser, sales manager. "Here we were carrying the products, in stock, but nobody knew it."

The company went to the streets to uncover the truth. They asked their contractor customers why they bought their lumber and other low margin, structural materials from Buena Park Lumber, but went elsewhere for higher profit doors and windows. The contractors explained they purchased such items from other local retailers, who they said "specialized in doors and windows."

"We visited our competitors," says Sasser, "and found that they didn't have any greater selection than we did. The difference was in the presentation, giving the custo-

ln-store boutique breaks window buyer reluctance

mers the perception theY had more. We just weren't communicating."

Perhaps if Buena Park Lumber devoted special, spotlighted sections to the products, customers would give them a second look. So, the firm transformed a warehouse/ stocking area into adjacent, enclosed showrooms, one for doors and one for windows. The Door StoP oPened in early March and The Window Gallery celebrated an earlY MaY christening.

Story at a Glance

Specialized showrooms within a showroom generate higher windowsales dealer'sWindow Gallery showcases over 100 different models. . . sales up 307o, exPected to double.

The gallery's grand oPening featured sale prices, a free grille promotion, and factory representatives on hand to talk about their windows.

Racks, shelves and disPlaYs are brimming with aluminum sliding, arch transom, octagon, wood casement, garden, bay and double hung windows, and frxed and opening skYlights, in all over 100 windows to

choose from. Less expensive aluminum sliders are featured near higher line windows, emphasizing the costlier models' advantages for an easier upsell.

And displays have been built into the showroom walls to allow customers to touch and operate the windows as if they were in their own homes. Buena Park Lumber had Previously set up random displaYs throughout one general area of the building. "The new showroom has a distinct advantage over the displays," says Sasser. "With displays, we'd put them here, there and everywhere, wherever there was space for them. Now theY're all together and there's no running around looking for them."

The Window Gallery was conceived to appeal to both contractors and do-it-yourselfers, but the company has found it appeals to a third party: the contractor's customer. "Custom home builders can now send their customers to us to easily pick out exactly what they want. And the homeowner is usuallY easier to deal with than the contractor, who often doesn't care," says Sasser.

A month after the showroom's opening, window sales were uP bY 30%. Sasser predicts window sales will double over last year's figures' This is one window idea that's becoming clearer and clearer.

Creative door displays rovide hands q appeal

By John W. Shoemaker Executive Vice President National Wood Window & Door Association

THE BOOM in residential reno- f vation and remodeling continues to fuel demand for exterior doors, creating new opportunities for door retailers.

National Wood Window & Door Association research estimates remodeling and renovation will account for approximately 45% of all exterior door sales in 1988, reaching 3.6 million units. That represents an increase of 9o/o over the previous year.

Not only does the do-it-yourself market continue strong, a new buyit-yourself market, in which products are purchased by the homeowner and installed by a professional contractor, is also emerging. That is good news for retailers who market to the end-use consumer as well as those marketing to the trade.

Paul Pierce, manager, product development and technical services, Simpson Door Co., notes that homeowners purchasing a door for a renovation project are typically looking at high-end products to upgrade their entryways.

"When you are looking at someone who is replacing their front door, they are looking at upgrading," he says. "They don't want to just replace it with what they have got. These are the people who are looking at home centers for a new door."

Because the homeowner mav not

be as familiar with building products as a professional builder or remodeler, retailers must develop innovative displays that answer questions and address the homeowner's concerns.

"Certainly in the last three to five years, consumers have become more sophisticated and more involved in the selection of products for their homes," says Steve Riley, manager, advertising and promotion, Morgan Products, Ltd. "As they become more involved, they also become more selective about brands that go into the home, including doors. Therefore, it is important to show them how the door is going to look. A catalog can only go so far."

To meet these demands. retailers are turning to increasingly creative methods for displaying the doors they sell.

Jim Glasgow, director of advertising and public relations, Nord Company, a division of Jeld-Wen, says creating a strong floor display is similar to creating a good advertisement.

"Generally you need a good visual hook to get people to stop and look at the product," he says. "You have to have enough sizzle to get the customer to stop walking and at least consider the option."

Displays typically fall into three major types:

o Single unit,

o Multi-unit. and

o Built-in vignettes. Single-unit displays usually incorporate signage above and beside the door, calling out features and benefits ofthe specific product. A rack for product literature is often included.

that will grab the person's attention and get them to stop."

Multi-unit displays feature a rack with several doors mounted on rollers, allowing the customer to slide a specific model out for examination. Not only do they provide the customer with an opportunity to view a variety of doors, they also conserve valuable showroom floor space.

As with the single-unit displays, multi-unit displays typically incorporate signage and literature materials pointing out specific features and benefis of the products displayed.

"The customer can look at a number of doors and feel them, as well," says Pierce. "It gives him a sense of the weight and heft so that he has a good feeling about the door being a substantial piece of highquality wood work."

Story at a Glance

Ways to get in on the growing doors-for-remodeling market . . .9o/o increase expected this year . . examples of good displays. merchandising tips.

The third type of displaythe vignette is rapidly gaining popularity, particularly as retailers look for new techniques to appeal to the home owner.

"You tend to show a real showstopper on the single-door merchandiser," says Glasgow. "Many times, the customer may pull out the literature and decide the door displayed costs more than he wants to 'spend, but he may see another door at a different price point that has enough sizzle to convert the sale. However you have to have a display

"A number of Simpson retailers become heavily involved in the showroom concept of displaying doors," says Pierce. "Quite a few have developed vignettes that show the door surrounded by single or double sidelights and possibly a transom on top. This is a very effective. selling tool, particularlY for the customer who does not have a strong background in construction or millwork. Imagining a door in an opening is a lot different from actually seeing one."

He adds that being able to see the door physically in a setting similar to that in which it will be installed pro-

vides a comfort level for customers who see the door as a major expenditure.

"If a customer is buying a door, a couple of sidelights and a transom, he could be looking at a substantial investment," he says. "If he is making a large investment, he is going to take the time to go out and see the door. The vignettes do a goodjob of showing the customer what the door will look like."

Ef EMODELING and renovation f I are becoming strong window markets for dealers.

For the first time since 1982 remodeling and replacement use with 20.6 million units has exceeded new construction which required only 18.0 million units. This trend is projected to continue although the total residential window market of 38.6 million units in 1987 is forecast to drop 7o/o to 35.9 million by 1990.

Wood window sales including vinyl clad and metal clad units, which took the lead from aluminum in 1987, are expected to stay ahead in new construction at least through 1990. Sales for 1988 are projected in millions at 8.2 for wood; 7.7 for aluminum; .2 for vinyl and .2 for other materials.

In remodeling and replacement use, wood units, again including vinyl and metal clad, are expected to exceed those of aluminum and vinyl. While'aluminum sales have been gradually eroding since 1981, vinyl sales have increased from .3 to a projected 5.3 million units in 1988. Wood window use also has grown steadily from 4.8 million units in 1981 to 8.8 million units expected in 1988.

Residential patio door use bolstered by a strong R&R market is expected to reach 2,850,000 units this year, down slightly from 1987 when close to 2.9 million patio doors were installed. The aluminum door

Remodeling sales boost window market

which was used nearly 2.5 to I in 1984 is losing popularity with the sales ratio projected to drop below 2.0 to 1 by 1989. Both remodeling and renovation and new construction use will continue to increase.

Approximately 1.2 patio doors are used in a new single family home and 0.8 doors per multifamily unit. Most remodeling and renovation use is for replacement doors although some are added in additions.

Skylight use is expected to continue its growth pattern although probably not at the enormous 1480/o growth achieved from 1982 to 1987. Increased new home market penetration is expected as well as an increase in the average number of skylights installed per dwelling. Present average in a single family home is 1.8 skylights.

Although approximately 550/o of the skylights are installed in new homes, continued growth is expected in remodeling. The remodeling segment will probably maintain the growth momentum in the skylight industry with sales expected to reach 796,000 units by 1990. Added to a projected 980,000 units in new dwellings, the total market is expected to reach 1,776,000 in 1990. Skylights are popular in all geographical regions.

Wood will continue to be the primary framing material for skylights. Of the 1,485,000 residential skylights installed in 1987, approximately 360/o used wood; 250lo aluminum; l7olo vinyl and 2lolo had no framing material.

Double insulating units are being used 750/o of the time with 230lo single glazed and 1% triple glazed. Plastic glazing is more popular than glass, 600/o to 40%. Approximately 400/o of the residential skylights installed are

tinted. Plastic skylights are tinted 440/o of the time while only 240/o of the glass units are tinted. Sealed insulating glass use continued to grow from 670/o in l98l to 750/o in 1987. This ligure is expected to reach 790/o bv 1990.

Story at a Glance

Window sales trends. . lower total residential market, higher remodeling use. patio doors hold steady. skylights main- tain strong momentum... modest nonresidential growth.

Because of current overbuilding, window requirements for nonresidential new construction are expected to decline in the next two years from the 152 million square feet of vision area used in 1987. Renovation of existing buildings will be a substantial part of'the nonresidential market. In 1987 this was approximately 420/o of the total market. Modest growth is expected as existing building stock continues to get older.

Non-residential skylight use is expected to show a slight incfease this year with a drop offin 1989. This will be the result of less nonresidential building, especially office construction.

Drucker Research Co., Inc., developed these window use trends for the American Architectural Manufacturers Association utilizing the Department of Commerce, U.S. Bureau of the Census. McGraw-Hill Information Systems Co. and numerous industry contacts in addition to the AAMA marketing research committee.

ARIZONA MONXANA

ARIZONA MILLWORK CO., Phoenix (602) 254-6lM

Only when youtry to open it do you discover that our new Frenchwood" door does not swing open. It glides.

w,e

And that departure from tradition offers many practical advantages. Like more useable floorspace, because doors don't swing into the room. Better weathertightrress, because it glides on a back that overlaps the raised sill. In fact, our Frenchwo-od door is the only French-style door we know of thatis designedto standup to torrential rains and high-powered winds. And thanks to a specially designed latch locking system, hundreds of pounds of pressure won't budge it.

To find outmore aboutthis revolutionary concept in door design, contact one of the Andersen distributors listed below. Orwrite Andersen Corp., Box 72,Bayport, MN 55003.

BOISE CASCADE CORP, Bi[inss (a06t'652-32ffi

CALIFORNIA LUI\,{BER YARD SL'PPLY CO., INC., Great Falls (406) 453-0356

CALIFORNIA BUILDERS SUPPLY CO.. Sac-amento 016) 929-3191

CARROLL MOULDING C0., Huntington Beadr (714) 898-0433

MAPLE BROS.. INC.. Brea (213)694-3771

MAPLE BROS., INC., El Cajon (619) 442 8895

WESTERN DOOR & SASH CO.. Oaldand (415) 535-2000

COLORADO

ROCKY MOUNTAIN MILLWORK CORP, Denver (308)373-0210

IDAHO

ROBERISON SUPPLY CO., Boise €08\322-4755

NEWMD(ICO

HUTTIG SASH & DOOR, Albuquerque 605) 823-9300

OREC,ON

SAVAGE WHOLESALE BUILDING MA|ERIAIS. INC.. Beaverton (503) 643-8505

SIERRA MILLWORK INC., Salt t^ake Gty (ffi1)3n-n22

\\ASHINGTON

EXCHANGE LUMBER CO., INC., Spokane (5@)4871621

SAVAGE WHOLESALE BUILDING MAIERIAIS. INC.. Tacoma 006)383-lt727

Andersen' Frenchwootf dnor,

French doors.

000flS, doors and more doors: Zeb Smith stocks the Weyerhaeuser, Cerritos warehouse, upper photo. Hal Smith, millwork & specialty products manager, points out product advantages. Art Olsen, general manager, oversees specialized marketing concept. w

Doors can open the way to more business

I\OORS can be an entry ro a l/market less vulnerable to dips in homebuilding as demonstrated by Weyerhaeuser's door and millworl division in Cerritos. Ca.

An orientation toward product specialization and customer service has been yielding higher sales volumes and profits. Last year the company signihcantly increased sales and earnings over the previous years. With a customer base of over 700 locations, they anticipate establishing new locations and taking on additional door and millwork product lines.

The 18 year old facility, which began as a lumber and plywood supply outlet for Simpson Timber Co., was purchased in 1985 by Weyerhaeuser as a door and millwork distribution center. When Art Olsen was named general manager of the facility in August, 1986, he brought a new direction and a new marketing philosophy.

Olsen and his team realized that focusing on residential new construction products left the company vulnerable to periodic depressions in homebuilding. They moved its emphasis from commodities to high value specialty products - stile and rail exterior doors, interior doors. clear hr lumber for moldings and millwork, and redwood for spas. Since the change in marketing emphasis, louvered doors, octagon wood-framed windows and, just recently, Stanley steel doors have been added. There is a strong emphasis on top quality, name brands with strong pull-through power.

"We've hung our reputation on our door lines," says Olsen. "Simpson is the top supplier of residential wood doors, Stanley the number one supplier ofsteel doors. In doors. our facility serves four customer segments: pre-hangers, retail outlets for sash and door shoppers, traditional lumber yards and home centers."

According to Art Olsen. ,,In a market where customers face a growing number of options we need to be sensitive to customer needs. In our selling program we sit down with customers to explore possibilities for increasing their profits. Sometimes a different product is suggested to meet a need. At other times we show the customer how the upgrading of a product will result in fewer call-backs and yield greater profits."

"The quality of products is unsurpassed," says Dave Fenner, purchasing agent for Fine Finish Construction Co. "We supply interior finish for homes that sell for one million dollars and the only doors we

use are Simpsonbecause they are the best."

Weyerhaeuser at Cerritos participates in a number of promotional programs which are an integral part of its overall marketing plan. Among these are specifter shows, mailings to architects, and promotions such as "Door of the Month." This program is five years old. This year it has taken on a two-pronged approach: One features Simpson's stile and rail fir doors; the other Simpson's Private Collection. The goal of such a program is to create demand through displays and sell at discounted prices, so that maintaining this inventory can be justifted.

Story at a Glance

How to use door sales as a hedge against building lulls... ways a Weyerhaeuser division increased sales and earnings by specialization, innovative marketing and excellent customer service.

The facility participated recently in a company-wide sales extravaganza, involving all six Southern California branches. at the L.A. County fairgrounds. This was the division's most extensive promotional effort. Says Olsen, "It was our biggest thing ever!"

At Weyerhaeuser, Cerritos

(whose market area includes all of Southern California, Las Vegas and part of Arizona) the customer is indeed number one. It's not unusual for a sales person to truck one or two doors 40 or 50 miles to a customer at no extra charge.

Exceptional customer service, innovative marketing and the move toward product specialization have given Weyerhaeuser at Cerritos a story to be proud ofa story ofsuccess.

frffi to(r$

The Merchant Magazine

ments, a retailer must have a staff able to serve both equally. They must be able to counsel a d-i-yer in self installation information or recommend an installer as easily as they can cooperate with a contractor or architect in helping his client to select the specified products.

Although many dealers choose to be stocking dealers with a small custom shop to assemble special orders, this is not essential, according to Jack Ullrich, manager of sales promotion at Andersen Corp. A dealer can stock "what you see" and "be a partner with his distributor," he says. This is often better economically because it avoids a large inventory. The dealer who lets his distributor back him up can sometimes be more competitive.

About 650/o of the windows sold are for remodeling or replacement. New houses and commercial developments account for the rest. Door sales, too, tilt in favor of replacement.

ERCHANDISE their dreams. lUl That's the answer of a veteran window and door merchandising man when asked how a home center or lumber yard can best compete with the specialty doors-or-windowsonly merchandiser.

He explained that a dealer can successfully merchandise upscale although his customers may not be able to afford or use the high end products. "Show them a quality divided lite patio door with round top even if they want only a basic patio door," he recommends. "They'll be encouraged to buy the best they can afford."

The retailer who wants to be perceived as an authority offering quality merchandise, expert service and advice should be concentrating on four points.

First, he must dedicate space for displays. A special shop within the store with distinctive signing is the beginning. Amenities such as carpeting, plants and dramatic lighting are pluses. Windows and doors should be displayed as if they are actually installed in a house. Shoppers should

be able to visualize the completed installation as well as actually operate the products. Opening, closing, looking or walking through capability is important.

Next, the display must be reinforced by a specially trained staff that knows all there is to know about windows. These sales people must be able to answer questions and provide information on style and size as well as insulation technology, such as low-E glass, and energy efficiency. Many dealers send the staffto one of the special training schools offered by manufacturers.

A staffed counter or answer booth complete with lots of take home literature, pictures and catalogs is the third essential. This center is often the customer's first stop. It also is helpful in holding his interest if the sales people are occupied with other customers. Selling doors and windows requires staff. These products are not serve-yourself-and-carry-tothe-cash-register items.

Although buy-it-yourself customers outnumber do-it-yourself buyers in most door and window depart-

Advertising, the fourth essential, "should romance the product," Ullrich points out, while establishing the dealer as an authority. Shoppers, who like to consider themselves knowledgeable and selective, are attracted to stores they perceive as superior and informed. Ullrich recommends that dealers join in a group to use co-op advertising supported by the manufacturer and distributor. While this may focus on the product more than the store, it reinforces the image of being a specialist.

Story at a Glance

Four essentials for building door & window sales... ways to help customer perceive you as a specialist how to save money on inventory and advertising.

Newspaper, magazine, radio and tv advertising as well as home show participation have been successful for many dealers. Banners, truckload sales, parking lot sales and clinics also bring results.

However you do it, remember "customers like to dream." and your store can fullhll those dreams.

1Q UPPLYING doors and windows

9 for the building and remodeling of commercial properties can be the ideal market for retailers. A few retail dealers have recently sold windows to such diverse new businesses as a day care center, a recreation facility for seniors, a two-story office complex, a bank and a funeral home.

Manufacturers also recognize the potential, as Velux-America pushes for the use of roof windows in remodeling offices, and Marvin Windows promotes its products in the renovation of historical buildings.

Story at a Glance

How to sell doors and windows to commercial proiects with fast action submit bids in buyer's market extras to beat the competition like wide selection, installation, and a special catalog.

Go commercial: doors & windows

permits and Dodge reports. Dodge reports are issued periodically to announce a project's progress at various stages of the planning project (for example, when the permit is issued. when a bid is accepted, etc.).

After obtaining plans to the Project, dealers submit their bids. An outside salesman may work with the builders or occasionally an area may have a local builders exchange, where architects display their plans and anyone can examine them and deliver his bid.

Minton's Lumber and SuPPlY, Mountain View, Ca., gets a lot of commercial business because of its large inventory, stocking everything

But while commercial accounts can provide a steady stream of big, repeat business, there seem to be more sellers than buyers. So, buyers can demand a low price ("lt's an extremely competitive market, so we often have to take less of a margin. But that goes with the territory") and a high quality, energy efficient product. Although building code requirements are different in each area. commercial doors and windows usually must meet stricter rules. Since more people usually will use a commerical compared to a residential building, they often need fire exits. fire-rated steel doors, and special hardware.

. The sales are there, but the Pitch has a curve all its own. For a commercial project of any size, you have to get in early, on the ground floor.

"But one thing is essential," says one successful retailer. "You've got to go around and see the people. It's hard to do it over the Phone or to have them come into Your store. Large projects are project-oriented, and they're used to having People come to them. They're so large theY don't have to go around and shoP."

Dealers can learn of upcoming projects by checking for new building

and anything a commercial builder or remodeler may need. Similarly, others wanting to sell doors and windows to such accounts, may begin bY expanding their line of structural materials to attract the buyers in the first place.

Another dealer has devised a complete catalog of millwork and hardware items specially designed for and distributed to architects. They are aiming to influence the use of their doors, windows and other products from the start.

Dealers agree the commercial market for doors and windows is one worth pursuing, but it takes work and motivation.

You can save yourself time and trouble by using our inventory and our expertise a6 Oire-ct mill specialists. Let's work together.

We're redwood and cedar experts. Chances are we have what you want,in stock, ready for immediate delivery. Let us find your hard to fill requirements.

r-lE', ;[Q l,)lo][l ldlC(;, _:lq rs,illfiF.Wi-T;irrl[11Stri.$-$..i$iii

Lead by David Stanley. chairman and ceo. a senior management group has made an LBO offer of approximately $875.2 million for Poyless Coshways, Inc. in reaction to a takeover threat by Asher B. Edelman (Sutherland Lumber-Southw,est Inc. ) and others who have acquired 8.1olr of Payless stock. .

Home Depot will open a 110,000 sq. ft. warehouse this summer in Carmichael (Sacramento). Ca. . Honte Builders Outlet (formerly Lodi Lumber /nc.,) plans two stores in the Sacramento, C&., area within a year as well as a major expansion of their Placerville, Ca., llq. . .

Western Lumber. Solana Beach, Ca., has added an upscale dept., The Customer Home Showplace, using 2,800 sq. fi. of balcony .. National Lumber & Supply Inc., Fountain Valley. Ca., had first quarter net income of $66,864 compared with $310.126 for the same period 1987. .

Monarc h Building Supply, Ilonolulu, Hi., is building a 30,000 sq. ft. home center warehouse store in Kahalui. Maui . . . HomeClub has opened warehouse stores in Victorville and Lancaster, Ca. . Palm Avenue Lumber Co., Alhantbra, Ca., will observe its 49th year in business in August.

Hampton Lumber Sales Co. is now exclusive sales agent for Flathead Lumber Co. 's production in Polson, Mt... Rogge Lumber /nc., Wallowa, Or, is newly represented by Timber Products Sales Co., Springfield, Or.

All-Coast Forest Products, [nc. has dropped lhe Rolando Division name and closed the San Leandro, Ca., office, consolidating operations atthe Cloverdale, Ca., distribution facility. ^

Waldron Forest Products, Carmichael, (Sacramento) Ca.. which celebrares its l0th anniversary in business this month, is in no way related or affif iated with Waldron Pacilic Lumher C'o., Tigard, Or., which began brokeringlumber & plywood in April

Palmer G. Lewis Co. Auburn. Wa., has closed its Bremerton and Yakima, Wa., distribution centers . . Fullmer Lumber Co. has a new mailing address: P.O. Box 905, Tualatin. Or.97062.

Spokane Moulding Co4p., Spokane, Wa., has been acquired by Jersey Millwork Co.. Newark, N,J.; John V. Dean, gen. mgr., Larry Hopkins, plant mgr. NorCal Moulding Co. has been formed in Marysville, Ca., by Sid Johnson and Bud Perkins.

Noble Lumber /nr:.. San Raflael. Ca., and Eugene, Or., has opened a sales office in Santa Cruz. Ca.. and a distribution yard in Windsor, Ca. . . . McCornick & Baxter is adding a new cooling shed at its Portland, Or., treatingplant...

Universal Far ll/est Co., Huntington Beach, Ca., is adding 2 new 4,500 sq. ft. buildings and a new office bldg. ar its Chandler, Az., plant Haley Bros. will be represented by William Gaittens

and Art Gutzeit at a new Sacramento, Ca., office. .

Mountain Fir Lumber Co., Salem, Or., has sold its Murphy Creek branch to Scott Williams and Bill Woods who will operate it as Murphy Creek Lumber C'0.; Mountain fir retains 3 mills and 4 log chip plants.

Pacific Lumber Co. has agreed to stop clear cutting old growth redwoods after two months of negotiations with California state legislators . . No new compliance date has been set by OSHA for enforcing lhe Hazard C o m mun icati on Sta n dard temporarily stayed by a U.S. Court of Appeals.

OrePac Building Products, Wilsonville, Or., is moving its Boise, Id., lacility to larger quarters at the former Kaulman & Broad mobile home plant. British Columbia Forest Products Ltd. will change its name to l;letcher Challenge Canada Ltd. and integrate management of Crown Forest Industries Ltd., Yancouver, B.C.

USG Corp. won the proxy contest defeating Desert Partners {or six seats on the board of directors . . . Delta Industries. Los Angeles. Ca.. is investigating alleged fraudulent manufacture and import of counterfeit copies of, their drawer slide systems .Styrofoam insulation is 40 years old.

American Plywood Association will open an office in Spain this year; other European locations: London, Antwerp and Hamburg Exhibit space for the 1989 National Hone Center Show in Chicago, March 12-15, 1989 is 9206 sold out.

Housing starts far May (latest figs.) dropped l2.2a/o to a seasonally adjusted annual rate of 1.38 million units. single family home starts fell 9.20/o'. multifamily housing starts were off 18.9% . . . permits down 1.50/0.

Rick Rosa' Dave Snodgrass' Clark Wheeler Lowell Wall Tom Knippen' John Souza'Jim Blevins

GALENDAR

JULY

National Housewares Manufacturers Association - July 10-14, international housewares exposition, McCormick Place, Chicago, Il.

Fenestration World - July 12-13, annual convention, Hyatt Regency Hotel, Chicago, Il.

PermaGrain Products - July 13-14, annual regional sales meeting, Holiday Inn Crowne Plaza, San Francisco, Ca.

International Hardwood Products Association - July 13-31, South American Industry Mission, Brazil, Chile & Ecuador.

Inland Empire Hoo-Hoo Club - July 15, dinner meeting, El Prado Golf Course, Chino, Ca.

Woodwork Institute of California - July 15, board of directors meeting, Los Angeles, Ca.

Ganahl Lumber Co. - July 17, annual golf tournament, Los Serranos Country Club, Riverside, Ca.

National Association of Wholesaler-Distributors - July 1722, wholesale distribution executive management course, Stanford University, Stanford, Ca.

Black Bart Hoo-Hoo Club - Jnly 22, golf tournament & barbecue, Ukiah. Ca:

Western Building Material Association - July 23-26, midyear board meeting, Olympia, Wa.

Los Angeles Hardwood Lumberman's Club - July 25-29, hardwood lumber grading short course, Ramada Inn, Carson, Ca.; Johnston Hardwood, Inc., Long Beach, Ca.

Dubs Ltd. - July 29, golf tournament, Green Valley Country Club, Suisun City, Ca.

San Joaquin Valley- Hoo-Hoo Club - July 29, Coast Frolic, Nipomo Golf Course, Nipomo, Ca.; Shore Cliff, Pismo Beach, Ca.

National Wood Window & Door Association - July 30-Aug. 3, mid-summer meeting, Hilton International Hotel, Quebec City, Quebec, Canada.

AUGUST

California Dry Kiln Association - Aug. 1-5, lumber drying workshop, U.S. Forest Products Laboratory, Richmond, Ca.

Lumber Association of Southern CaliforniaAu8. 4, general membership/board meeting, La Jolla, Ca.

Wood Moulding & Millwork Producers Associetion - Aug. 10-13, summer meeting, North Shore Resort Hotel, Coeur d'Alene. Id.

China Build 'EE - Aug. 10-14, international building products exhibition, Tianjin International Exhibition Center, People's Republic of China.

American Hardware Manufacturers Association - Aug. 1417, Hardware Industry Week and the National Hardware Show, McCormick Place, Chicago, Il.

American Wood Preservers Institute - Aug. 16-1?, executive committee meeting, San Francisco, Ca.

Dubs Ltd. - Aug. 19, golf tournament, Meadow Club, Fairfax, Ca.

W.O.O.D., Inc. - ltlg. 22, golf tournament, Green Gables Country Club, Denver, Co.

LET THrs "9d/ea,t.r@ // Dolrs JoB

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WOODFOLD accordion doors and custom-sized room dividers shipped promptlg from the factory.

WOODFOLD accordion doors are available in a variety of colors, styles and series, depending uPon type of application. The FD-3 Displays help make the right selection.

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PGL Medford, OR (800) 452-8803

DOOR DfSTRIBOTORS, Kirkland, WA (8W) 4484412

DOOR DISTRIBOTORS, Spokane,WA (800) 541-6105

LUNDGREN DEATERS SOPPLY Tacoma, WA (2061 627 -2126

BUILDERS HARDWARE A SOPPLY Seattle, WA (206) 281-3700

KAIBAB lND., Denver, CO (303) 761-9882

SqN VALLEY DOOR €' S0PPLY, Phoenx AZ (6021269-2615

Steel Door Use Grows In West

Because of the potential steel door market emerging in the West, the Weyerhaeuser Customer Service Center in Sacramento. Ca.. and the sub-branch in Fernley, Nv., have added a complete line of steel doors and frames to service Northern California and Northern Nevada customers.

Fresno and San Jose CSCs have previously met the demand for these doors in the Central California region. The success of the line was a factor in the decision to add the products at the additional centers.

"ln the past, people in the California area simply weren't aware that steel doors existed as an alternative to traditional wood doors," said Harry Davidson, general manager at Sacramento. "However, now they are increasingly being used instead of wood doors and are especially popular for multi-family dwellings and repair and remodeling of the numerous older homes in the region."

Although industry experts currently estimate that approximately three quarters of all entrance doors on single-family and multi-family housing units in the U.S. are steel,

Northern California use is comparatively low with about a third of those doors being steel, Bud Poe, regional v.p. for Benchmark, supplier to Weyerhaeuser, explained. He sees a tremendous potential market for the product.

The Merchant Magazine

Window, Door Demand Up

Home builders are using more windows and patio doors in new construction than at any time in the past decade. At the same time, residential interior and exterior door use, buoyed by a strong renovation and remodeling market, remains steady despite a slight decrease in new housing starts.

According to a National Wood Window and Door Association study, an average 14.2 windows were installed in a typical single family detached home built in 1986, compared to 12 windows the previous year. Window usage in single family attached homes also increased to an average of I 1 per unit in 1986.

These trends, combined with a continued strong renovation and remodeling consumer market, have pushed demand for residential windows to an all-time record high. According to the NWWDA study, total demand for residential windows in 1987 will reach 38.8 million units, up I million units for 1986. By 1988, demand is projected to reach 41.3 million units.

The study also indicates an increase in total demand for patio

STEET 000R line added at Weyerhaeuser's Sacramento, Ca., and Fernley, Nv., facilities includes this model being displayed by J. Clayton Ray, residential product manager.

doors from 4.7 million units in 1985 to a projected record-high 5.5 million units by 1988.

John Shoemaker, executive vice president of NWWDA, says the increased demand points to a continued strong renovation and remodeling market. That market currently accounts for more than 50% of the total demand for residential windows and nearly 600/o of the market for patio doors.

Renovation and remodeling will also continue to have a significant impact on demand for residential interior and exterior doors. While the overall market for these products is expected to remain relatively stable over the next year, demand for both interior and exterior doors in renovation and remodeling is projected to increase steadily.

Total demand for residential exterior doors is expected to remain at 7 million units in 1988, with reno-

vation and remodeling accounting for more than 440/o of the market. Demand for residential interior doors will dip I million units to 33 million in 1988, with renovation and remodeling accounting for more than 260/o of the market.

Koppers Gives In To Takeover

After a three month battle, Koppers Co. has finally consented to a takeover by Beazer PLC, for four times the company's list price.

Upping its offer from $45 to $61 per share, Beazer will pay $1.7 billion to capture more than 800/o of all Koppers'stock.

Koppers chief executive Charles R. Pullin, who sent profits soaring and boosted stock value by 1000/o in his six years with the firm, led the takeover resistance, winning several stays from courts until Koppers' board gave in on June l.

WAYNE GARDNER executive vice president

ll ONrHs of planning all came tolUl gether very successfully at the Inn at Rancho Bernardo, June 3, 4 and 5, when the Second Growth of LASC met for their annual weekend.

Almost 100 people attended the meetings and the Saturday night '50s Party. The party was very good with decorations reminiscent of the period, excellent food, and a lot of people dressed as they would have then had they been old enough. Charlyn Jennings of C J Redwood, Escondido, and Drew Sasser of Buena Park Lumber Co. won the prizes for being the most appropriately dressed.

The speakers on Saturday morning, Lee and Jeanie Shapiro, husband and wife, talked about being in the people business and gave the group some excellent points on how to get along with each other as well as understanding fellow

employees and others we deal with on a business basis daily.

On Sunday, Carl Poynor, now with Dixieline Lumber Co. in San Diego, spoke on the history of the lumber industry of Southern California, the hne people who have been involved and are still involved plus what a great industry it has been to work in. Sprinkling a little humor here and there, Carl did a good job of informing the Sunday morning crowd about the lumber business.

Golf and tennis, sunshine and a lot of friendly conversation occupied everyone Saturday afternoon. The only thing that could make these meetings better would be to have more ofthe 40 and under participate. Every ltrm with people in that age bracket should consider Second Growth participation for their people an integral part of education and a strong step to making that person a better employee.

The communication committee of LASC has met and laid the guidelines

for the 1988 Management Conference. The dates will be November 9 - 13, at the Marquis Hotel, Palm Springs. The theme for this year's program is "People Make The Difference." Speakers, panelists and the program will be put together around that theme. People are your greatest asset. To use all your assets wisely is the real purpose of good business. Learn how to make the most of your people and their talents by attending the Palm Springs Management ConferenceNovember9-13.

Registration material will be out in another month, so watch for it and act right away on getting your people registered.

Stuck? Try This Number

Dealers who get questions which they can't answer about adhesives, sealants and caulks can call the technical service department at Franklin International for help.

Each of their divisions has individuals trained in product knowledge manning telephones to answer questions and solve problems. More than 400 calls are received each month at their l-800-I AM-STUCK number.

GARY L. SMITH executive vice president

p venv industry has its buzz words, h acronyms and trade terminology. but the lumber and building material business may have some of the most colorful and confusing. I'm thinking of compiling a glossary of terms for lumber dealers; maybe even a correspondence course. If you would like to see that I don't miss your favorite, send them to me and maybe we'll write a book.

Can you picture a Venetian peasant entering your store for a nostalgic ride on one of your gondolas? Playing along, would one of your salespeople offer them a choice between trips to Rome X, Rome Y or Rome Z? They could take the forklift, but how would the knife and spoon get there?

How can anyone get excited about the business if they've got board feet? What is the real difference between a 2 x

4 and a 2 x 6 stud and do we really prefer them to be old growth? Are stud finders more effective when they use electricity or magnetism?

I've never met the trail boss for qa worm drive, but I'll bet he supplies the cavalry with short swords using a sabre saw.

Blind nailing could certainly lead to toe-nailing. I wonder if a hip roof is above or below the butt ioint. I don't

Record Show Grcwd Predlcted

A record-setting 600 delegates are expected to attend the National Lumber & Building Material Dealers Association's 72nd annual convention Oct. l3-16 in Palm Springs, Ca.

This year the association will open its'display area to include any company doing business with retailers.

know why you'd ever need a scissor truss, but I'll bet those little tin snips would have it all over town.

Can you imagine what would have become of Gypsy Rose Lee if she had ever walked into a theater with cant strips; or Babe Ruth if he'd had to use fiberglass batts?

I think I prefer strawberry preserves to door jamb and I have no idea how we'd describe certain wood knots if we couldn't compare them to the anatomy of stubborn farm animals. Is it true that airconditioning systems from China come with Peking ducts?

And hnally, if a certain lumber dealer from Mill Valley became a placement executive for salespeople, would that make him Jim Merchant, MerchantMerchant? And would he advertise in this magazine?

The convention will be preceded by an Oct. 8 NlBMDA-sponsored tour of the Bay Area, California vineyards and Redwood Country, with a ride along the old Skunk railroad and stops at the Georgia-Pacific Logging Museum, Louisiana-pacific lumber mill and Central Vallev Building Supply.

NORTHWEST.@}

tii t t ,V/\V cL CHUCK L]NK executive director

(2) Do this on a person-to-person basis in private.

whole story. This is particularlY important if the behavior that is under discussion is a matter of personality rather than a technical aspect of the work.

(5) Always emphasize the what rather than the who. Base the discussion on criticism of the action thatwaswrong, rather than on criticism of the person.

?

HE existing voluntary Consumer I Awareness Program on which the National Lumber and Building Material Dealers Association is working jointly with American Wood Preservers Insti' tute and Society of American Wood Preservers is in jeopardy and perhaps will become a mandatory program if the retail dealers do not do their share ofgetting the information to the consumers regarding treated wood. Needless to say, all dealers are burdened with enough mandatory programs. This would be just one more that would result in continuing headaches, more monitoring and fines being imposed on dealers who do not comply.

Often a customer's first impression of your company is based on a phone contact. Therefore, what your salespeople say and how they say it should be one of your key concerns. Here are eight basics you'll want to be sure they all follow:

(1) Be prepared. Know what you want to say before you make the call.

(2) Be upfront. Introduce yourself and your company, and state the purpose of your call and how you got the customer's name.

(3) Be friendly. Use the personal touch, mentioning the prospect's name in conversation.

(4) Be honest. One false statement calls into question your whole conversation. Avoid gimmicks and obvious sales ploys.

(5) Be clear. Information should always be logical and easy to understand.

(6) Be non-agressive. Avoid the hard sell. Give customers a chance to take in what you are saying.

(7) Be polite. Be courteous, even when rejected.

(8) Be concise. Don't go on and on. Once the sale is made, end the conversation quickly and politely. Then record your results right away.

Problems with a subordinate can often be solved by following these steps:

(1) Discuss the problem with the subordinate as soon after the error is discovered as possible.

(3) Begin the discussion with a question. Do not, however, let the question take the form of an accusation.

(4) Listen to the subordinate's response. Be attentive, Patient, openminded. Let them tell their

TIMBER SIZER PRE-EABRICATION

(6) Conclude the discussion with a dehnite plan of action. Be constructive and specific about what should be d-cne. Make sure that the suboldinate understands, accepts and will follow your corrections.

D.F. GRAPE STAKES REDWOOD & D.F. LAIH

TIMBERS

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KEEPrcURfl

If you re using plywood roof sheathing, the fear of expensive call-backs is always hanging over your head

But now there's a roof sheathing that doesn t delaminate or swell like other sheathing products The way you put it down is the wav it stavs If s LP Inner-Sealo OSB Sheathing from Louisiana-Pacific No other sheathing is so predictably stable.

The secret is our revolutionary non-phenolic Inner-Seal

binder that keeps moisturecaused problems to a minimum during and after construction With LP Inner-Seal, you control linear expansioq thickness swell, buckling joints, and telegraphing even under the thinnest shingles. Ifs edge-sealed, too, for extra moisture resistance.

And we built LP Inner-Seal OSB Sheathing to be tough. Ifs available in a complete range of APA span ratings In addition to rated sheathing, Struc-I panels

are also available, so you can meet even the most demanding engineered applications Use it for wall sheathing, too - it performs just as well

Now, just wait until your framer works with it There are no hidden knots or voids, splits or checks - it's soli4 consistent, and strong, through and througtr. So nailing, stapling, and cutting are easy. And while yott're up on the roo{, yot/ll appreciate that it's solid underfoot, with a skid-

IHruD .

proof textured surface.

So keep on top of your roofing problems. Use new L-P Inner-Seal OSB Sheathing.

fhe L-P Inner-Seal product line also includes lap and panel siding, T&G flooring, flooring underlayment, and concrete forrn

For more information. specifications, and sampies, call us at (714) 582-0977.

Cost Saving Lap Siding

When developer Jack Raley, of Jack Raley Construction in Pleasanton, Ca., was faced with choosing a lap siding supplier for his most recent major housing project, he decided to make a few demands that would thin out the field.

He asked for a lap siding product that offered design flexibility, increased durability, and, the real clincher, a lap siding that would cut his labor costs and reduce waste. He found what he was looking for in Comply Lap Siding from Oregon Strand Board Co.

Supplying the product was Fred C. Holmes Lumber Co., Fort Bragg, Ca., the wholesaler, and Ward-Way Lumber Co., Ukiah, Ca., the retailer.

Comply, an all wood lap siding, has been engineered to create less waste for a builder and to reduce labor costs, and its strength makes the product usable in situations traditional plywood can't match, according to the manufacturer.

The American Plywood Association hasgiven the product a24" span rating, the highest rating ever for an allwood lap siding. This strength and stiffness is a result of the panels from

which the lap siding is cut. Oregon Strand Board manufactures the panels from 3 layers of Douglas fir veneers and 2 layers ofwood fiber. A heat and pressure process laminates these 5 layers together forming a panel that has a solid core, naturally filled external patches, and is guaranteed to never delaminate.

A tongue and groove is milled into each length of lap siding. As a result, ends don't need to hit on a stud. This reduces waste, installation time and labor and increases the integrity of the wall.

"The tongue and groove feature," claims Raley, "can reduce project material waste,"waste caused by cutting panels to fit standard 16" designs. For builders, saving labor costs is as essential as saving material costs.

A notch indicator, routed onto the backside of Comply, is used to align the first row of siding without using blocks. Once the first row is installed, additional rows are easily installed without realignment.

Comply lap siding's eight foot length allows one worker to install the siding instead of the two workers usually needed to handle traditional l6 foot length siding. It has the

ability to hold a variety of stains and requires no sheathing, only a vapor barrier. The product is available in 6", 8", 10", and 12" sizes.

Raley was looking for time and money saving features in a lap siding, but his needs went beyond product "featuresl' What sold Raley was the commitment to customer service that Oregon Strand Board demon-

mnH DOUGLAS FIR

An excellent softwood widely used in basic construction work, Fir is straight-grained, moderately heavy and normally dense - one of the strongest softwoods. Exceptional long use life. Successful long life paint finishes.

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APPEABANCE of Comply panel complements its functional attributes.

July 1988

strated throughout the project.

When Raley needed customized installation notching, they got what they asked for: Comply lap siding designed specifically for RaleY's "Homestead" housing develoPment.

"We are primarily interested in serving the customer," said Noel Wicks, sales manager for Oregon Strand Board. "We give each customer what they need, when theY need it, and it pays off for all concerned.

Fox-Gal Yard Ghanges

Development in the growing city of Chandler, Az., has squeezed out the local Foxworth-Galbraith Lumber Co.

As the city built up around the yard, more and more restrictions were placed on the company. Lumber loading rules, landscaping ordinances and other pressures made it more diffrcult to stay than to move, says Jim Killen, Foxworth-Galbraith Arizona district manager.

"This is nothing new," Killen says. "It happened to us in Prescott, in Mesa. The city folks come in and

"With all of the competition in the lap siding market, Raley Construction thinned out the field by demanding strength, durability, designability, and customer service from his supplier."

Supplying the project placed demands on Oregon Strand Board's commitment to product development and customer service. Demands that brought with them the opportunity to improve and grow.

your

The Chandler lumber and Packaging operations were moved to the nearby Gilbert, Az., location, and the property was sold to a neighboring auto parts company.

A new Foxworth-Galbraith Yard is under construction in Las Cruces, N.M., and the newly remodeled PaYson, Az., yard celebrated its grand opening recently. The latter was purchased late last year from LarrY M. Hamman Lumber Co.

tor

Don Philips Retires

After 50 years in the lumber business, Don Philips, 68, has retired as president of Philips Lumber Sales, Thousand Oaks, Ca. He is followed as president by his son, Randy. No other changes are contemplated.

In 1938, following graduation from the University of Southern California, Philips joined the old Sprague Lumber Co. in Los Angeles. From 1940 to 1944 he worked for the family firm, the LawrencePhilips Lumber Co. in Los Angeles. Don served in the U.S. Navy from 1944-1946, rejoining LawrencePhilips after the war where he remained until 1955, working in purchasing and sales. From 1955 to 1963 he was a self-employed commission sales agent. The following two years he was the sales manager of Evans Products' lumber department. He left to form Philips Lumber Sales. The frrm has been specializing in laminated beams for the past l0 years.

Don and his wife, Florence, plan to celebrate their 50th wedding anniversary December 7. Don's retirement plans include traveling, flrshing and golf.

take over

business, and You have to move to where there's enough room for you."

WHOTDSALD I.,UMBERCO.

SPECTALIZING IN A

COMPLETE LINE OF THE FOLLOWING:

REDWOOD

CONSTRUCTION HEART ROUGH

4

6x6,6x8,6x1 2,8x8

ACA CHETONTTE. AWPA. C-14

lumbor-foundation grade - in ground

2x4 & 2x6 plywood toundation grade 1 /2 & 3/4 CDX STR I #3 DF lagging LP-22

3x1 2 Rough

D.BLAZE FIRE TREATMENT

clear tr€atm€nl

2x4,2x6

'l / 4, 3/8, 1 /2, 5/8, 3/4, 1 " AC ptywood

FIRE RETARDANT PARTICLEBOARD

#1 DF ilUOS|LL - CZC school jobs

2x4,2xG

COPPERI{ATE "25O'' TREATING SOLUTION PINE

DIAIIOI{D, ROSEBURG & SIERRA STOCK

C & BTR Sugar Pine: 1 x6, 1 x8, 1 xl 2

t2T&G:1x6,1x8

,3 Shiplap: 1x6, 1x8

#2 Com S4S: 1x4 thru 1xl2,2x12

*3 Com Sugar Pine S4S 1 x4 thru 1 x1 2

#4 Com S4S 1x12

Carl Dyer has retired from Hammond Lumber Co., Bellflower, Ca., after 4l years with the co. He has retired to Tennessee.

Jim and Dawn Summerlin. Sumwood. Inc., Palos Verdes Peninsula. Ca.. plan a sailing cruise out of Monte Carlo. Monaco. for Jim's 50th birthday in Aug.

Mike Brandis has rejoined the sales team at Brand-S Corp., Corvallis, Or. Vicki Phitlips is the new sales/traflic coordinator.

Roy and Dorothy Carroll, Carroll Moulding Co., Huntington Beach, Ca., attended Dorothy's 50th high school reunion in Louisville, Oh. Jim Carroll and his wife, Debbie, vacationed for a week in Hawaii.

Dave Ponts and Chris Maddux have joined the sales staff at Noble Lumber Co., San Rafael, Ca. Maddux is stafling the Santa Cruz, Ca., branch oflice, according to Karl Drexel.

David Norris has been named v.p./gen. mgr. for Weslock, Los Angeles, Ca.

Jeff Jahraus, v.p., Laguna Beach Lumber Co., Laguna Beach, Ca., accepted the PTA Council's prestigious Honorary Service Award in recognition of his family's years of community service.

William D. Gaittens has joined Haley Bros., Inc.. Sacramento. Ca.. as cut stock sales mgr., according to Walter Tharp, gen. mgr., No. Ca. operations.

Phil and DeeDee Hagman, Ganahl Lumber Co. architectural mill, Anaheim, Ca., are the proud parents of 8 lb., 7 oz. Brittney Hagman, born May 27, 1988.

Bob Stackhouse is the new Pacific Coast territory mgr. for CertainTeed Corp., based in Salt Lake City, Ut.

H. Raymond Bingham, exec. v.p. and c.f.o., Red Lion Inns, has been elected to the board of directors of WTD Industries, Portland, Or.

Dave Woolf is new to American Moulding and Millwork, Stockton, Ca.

Shirley Reel will now be gen. mgr. of Reel Lumber Service, Anaheim and Riverside, Ca., according to Gil Reel, v.p.

Curt Brown has joined the sales force at Jones Wholesale Lumber Co., Lynwood, Ca., according to Steve Thurgood, sales mgr.

Ron Kinnard is now with the lumber sales dept. of Timber Products Sales Co., Springfield, Or., according to L.J. Moore, gen. partner.

Thomas Forrest is the new credit mgr. for Southwest Sentry Hardware Co., Phoenix, Az., according to Mark E. O'Malley, pres. Recent salesmen of the month include Mo Haglin, Mike Freet and Bob Shock

Deborah Daniel, Ganahl Lumber Co., Anaheim. Ca.. married John Seiter on June 18, 1988.

Herb Zarkin, pres., HomeClub, Fullerton, Ca., has been promoted to chairman of parent co. Zayre Corp. John Levy, HomeClub exec. v.p., will serve as temporary pres.

Bill Gray, Tumac Lumber Co., Portland, Or., is organizing the Western Hardwood Association's upcoming fall meeting. Mike Starling, Tumac, is on the association's new long-range planning committee, along with Juel Sheldon, Ross-Simmons Hardwood Lumber Co., Longview, Wa., and Jerry Haney, Whittier Wood Products, Eugene, Or.

L. Scott Turner has joined the Western Wood Products Association, Portland, Or., as No. Ca. freld representative. Allison N. Brier is now So. Ca. field rep, and Rich Geary has been transferred from Portland to Denver. Co.

STIMSON TRADING COMPANY OFFERS

A FULL LINE OF LUMBER, TIMBER, AND PREMIUM SIDINGS,

Timber owner, manufaclurer, and wholesaler, Stimson Trading delivers a full line of lumber and timber oroducts: dimension lumber, heavy timbers and premium sidings of redwood, fir, and hardboard. Scheduled delivery is by truck, rail, and barge. Competitive prices and fulfjllment of contract obltqations are the basis of our service.

July 1988

Jack Mills has joined River City Moulding Co., Sacramento, Ca., as a moulding & millwork salesman, according to Richard J. Sabbagh.

Tom lVaggoner hosted over 900 people at an open house for his newly remodeled Kingston Lumber & Supply Co., Kingston, Wa.

Dick Bailey, Hammond Lumber Co., Bellflower, Ca., and his wife, Nancy, celebrated their 40th wedding anniversary on the Island of Kauai, Hi., accompanied by their daughter Susan and her husband, Dr. Jim Engelsbey.

Dick Flugel has been promoted to lumber sales mgr. at Louisiana-Pacific Corp., Hayden Lake, Id. He succeeds Bob Mosby, who has been transferred to Portland, Or., hq. as export sales rep for lumber sales. Norm Nelson is now asst. sales mgr., lumber dept.

Jim Henderson has retired from AllCoast Forest Products' former Rolando Lumber Div., Cloverdale, Ca., after a 48-year career.

Doug Westlake is now millwork and cutstock sales mgr. at Gilbert Forest Products, Inc., Lake Oswego, Or., according to John P. Gilbert, pres.

Grant Anderson is now gen. mgr. of OrePac Building Products, Boise, Id. Ron Campbell is new to the Tacoma, Wa., office as corporate marketing mgr. for roofing & insulation.

Frank Franciscovich has joined Exchange Lumber, Spokane, Wa., as gen. mgr.

Giff Powell, Clark & Powell Lumber Co., Junction City, Or., has been elected pres. of the West Coast Lumber Inspection Bureau.

Dale McCormick and Mike Mondry, Home Lumber Co., San Bernardino, Ca., were joined on the 9th annual four-wheel drive/motorcycle trip to Death Valley, Ca., by Harold Schuh and Frank Lunsford, Western American Forest Products. Rialto. Ca.; Jim Julian and Roger Lovesee, Champion Lumber Co., Riverside, Ca.l Bill Shaske, Laminated Timber Service, Ontario, Ca.; Bruce Kelly, Fremont Forest Products. Whittier. Ca.; Bob Small, Tehachapi Lumber Co., Tehachapi, Ca.; Ralph Crabtree, Rim Forest Lumber Co., Rim Forest, Ca.; Brent Nichols, Buena Park Lumber Co., Buena Park, Ca.; Neil Wierenga, Barr Lumber Co., Los Alamitos, Ca., and Patric Taylor and Carl Henoch, Cal State Forest Products. Anaheim, Ca.

Nic Knievel is now with Matheus Lumber, Seattle, Wa.

Ivan Hanson, sales mgr., Idaho Forest Industries, Coeur d'Alene, Id., has retired after 32 years with the co. Jim Scharnhorst succeeds him.

Mike Morris has formed Cascade Veneer, Lake Oswego, Or.

Neil Keefer, mgr., Hayward Lumber Co., Pacific Grove, Ca., is the new president of the Lumber Merchants Association of Northern California. Executive committee: Don Johnson, Johnson Lumber Co., lst v.p.; Jim Merchant, Mill Valley Lumber Co., 2nd v.p.; Mack Giles, North Bay Lumber Co., treas.; Dale Winslow, Pacific Home Improvement Center, past pres.; Bill Norman, Frank R. Close and Sons, insurance trust committee chairman; Bob Patterson, Central Valley Builders Supply; Breeze Cross, Truckee-Tahoe Lumber Co.; Jim Leonard, SBS, appointed members. New board members: Tom Gladney, M. J. Murphy, Inc.; Eric Ziedrich, Healdsburg Lumber Co.; Greg Fowler, Builders and Consumers Co.; Mark Mensinger, American Lumber Co.; Rick Leonard, SBS. Gary De Young, Minton's Lumber & Supply, was elected to the insurance trust committee.

Dorothy Barter has been promoted to asst. mgr. of Larkin's Lumber, Newport, or.

Agnes Clark has retired from Ace Hardware. St. Helens. Or.

Dora Jahr has been added to the door and window dept. at Mungus-Fungus Forest Products, Climax, Nv., according to owners Hugh Mungus and Freddy Fungus.

July 1988

Far West's Weston Retires

John Weston, president and c.e.o. of Far West Fir Sales, Huntington Beach, Ca., has retired, ending a 50year career in the lumber industry.

A longtime director of the Lumber Association of Southern California and 1986-1987 president of the North American Wholesale Lumber Association, he entered the business in 1938 as a switchboard operator for Jones Lumber Co., Portland, Or.

A year-and-a-half later, he joined Western Oregon Lumber Co., Portland. After four years as a WWII Air Force pilot, he rejoined Western Oregon at its Los Angeles, Ca., sales office, working as a mill rep under Friday Freeland.

When the mill closed in 1954, Weston, Freeland and co-worker Bob Creisler opened Far West Fir Sales in Beverly Hills, Ca. By the time the firm moved to Glendale, Ca., in 1961, its well-known team of Weston, Jack Secoy, Harry Selling and Petter Svenkerud was in place.

In 1971, Far West moved to a location with a yard in Huntington Beach. Later additions included remanufacturing facilities in Huntington Beach, Sunnymead, Ca., and Woodburn, Or.; a distribution yard/ roof truss plant in Chandler, Az.; wholesale oflice in Modesto, Ca., and a distribution yard now under construction in Stockton, Ca. In December 1986, Far West became a division of Universal Forest Products, Grand Rapids, Mi., a 33-yearold roof truss manufacturer, pressure treater and softwood wholesaler

serving the Rockies to the East Coast.

Upon Weston's retirement, Gary Adamson succeeded him as president of Universal Far West.

Through the years, Weston has seen many changes in the business, such as home centers supplanting indepenilents, retail yards moving away from the harbors, fewer large yards and large wholesalers, a shift from rail shipment to trucks, and increased commodity production at mills.

Far West has had to change with the times. "As logs got smaller, volume and heavy commodity production became important to mills," says Weston. "Remanufacturing facilities hlled a need when a lot of mills stopped refining their products. We were one of the first to start remanufacturing down here; not to compete with mills, but to find a niche they weren't filling."

"There has been some evolution,

but in the more than 30 years of Far West, our business is still buying and selling lumber. The core of the business hasn't changed," he says.

Weston does not consider his longevity in the industry unusual, thanking the business itself for keeping so many involved so long. "The integrity this business has maintained is very gratifying. It's a high dollar volume business, and much is done by verbal agreement over the phone, with very few problems over the years. Certainly many businesses couldn't operate that way. It says a lot for this business and the people in it," he explains.

Golf, travel and a variety of other projects are on his agenda. "I plan to keep busy," Weston says.

Saroyan Expanskrn Completed

Saroyan Lumber Co., Huntington Park, Ca., has completed a full list of additions, expanding its headquarters, building a new architectural plant, and buying an Indiana company.

Its Huntington Park facility is now on line with five moulders, a new resaw, an Oliver Stratoplaner, an S282 Newman planer and two ripsaws. Saroyan's new architectural/furniture plywood plant in Rancho California, Ca., began production in late May.

The company also bought lumber operations including a sawmill and 400,000 ft. of dry kilns from TriState Veneer, Pekin. In.

Crank lt Up

A telescoping pole for operating manually-cranked roof windows in high-ceilinged rooms is new from Roto Frank of America.

and selected sales aids

Glide As The French Do

A gliding French door featuring solid brass hardware, a stainable grille, a natural pine interior and advanced engineering that keeps it weathertight in downpours and highpowered winds has been introduced by Andersen Corp.

The Frenchwood door is built with a blind mortise and tenon joint, reportedly twice as strong as dowel construction. Stiles of solid lumber with a one-piece pine veneer on the interior face, solid pine top and bottom rails. and a urethane-based coating finish are featured.

The interlocking stile weatherstrip engages to form a continuous lock, said to virtually zip the doors shut.

frame. The outer frame is primersealed, seamless molded polyurethane, produced especially to ensure uniform density equal to the wood inner frame.

The rigid anodized aluminum pole adjusts 6 to l0 ft. and features free-turning hand grips and a locking collar to lock the pole at a desired length.

The pole is designed for the company's Sunrise windows.

The clad wood door fits four different sizes ofrough openings: 6' and 8' widths for two-panel doors and ll'9-3/4" and l5'9-314" for fourpanel doors.

Oval Opening

A molded oval decorative window combining wood and polyurethane has been introduced by Webb Manufacturing.

The window has a durable exterior frame with a natural wood inner

Inner frames, made of quality selected natural pine, can be. painted, varnished or stained. Grilles may be removed for easy cleaning.

Construction, with an integral nail fin-flashing, is said to provide an effective all-weather barrier.

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

Door Boards

A hardwood door display board is now offered by Bennett Industries. The24" x 39" Valencia Series wall poster is framed in prefinished sapdle mahogany and mounted on chipboard. It features in-use photos, product specifications and descriptive data to be used as a quick reference locator.

The merchandising package also includes a display unit in multiple door configurations, catalogs, brochures, signs and corner samples. The Valencia Series includes hardwood panel interior and exterior doors. bifolds. interior and exterior French doors. and leaded entrvwav systems with sidelites.

July 1988

Attention Grille Seekers

Removable wood grilles said to ht windows and doors of every different size are available from Webb Manufacturing.

Picture Windowg

Octagon windows which provide the look of luxury at an affordable price by simulating authentic beveled glass are offered by Jersey Millwork Co.

The Floralite collection includes stationary and operating models. Patterns are clear, blue/amber, crystal, tulip and rose garden.

Accessories include screens, premitred kits and removable wood grilles.

The hand-crafted decorative grilles are ideal for creating the appearance of smaller-sized window lites.

They feature high-precision moulding with sharp corners and smooth surfaces. They are crafted from quality selected natural pine.

The grilles can be stained or varnished, and easily removed for cleaning.

Victorian Printed Panels

Paneling wallpapered in a casual Victorian style to create a traditional, contemporary or country look is new from Georgia-Pacific.

Bedford Village panels, the newest of the Great Woods paneling line, feature real wood face veneers, strong three-ply construction, an Acryglas finish and tropical hard-

Break-ln Breakthroughs

Three popular door, lock and frame reinforcing products have been combined in one crime prevention package from MAG Engineering & Manufacturing.

Uni-Force Door Edge Guard reinforces the deadbolt and key-inknob locks.

Strike-3 Hi-Security Deadbolt

Strike reinforces jamb strength with a unique screw pattern that anchors the strike to the stud, utilizing heavy gauge steel and hardened screws.

And Adjust-A-Strike is used for interior and exterior door frames, providing door adjustment to ensure smooth operation and reduced energy loss in loose-fitting doors.

wood back veneers.

The 4' x 8' x 5/32" panels are available with the multi-beaded patterns spaced in 1" or 3" widths.

light-medium shade.

The chime sounds two notes for a front door and one note for a rear door.

It measures 8-5/8" square and is 3" deep.

Adjustable Door Frame

The first adjustable split frame, steel door frame system to feature pre-hung, no-shim installation has been introduced by Ceco.

The SetRite design combines the security and fire protection of steel construction with the versatility and installation advantages of pre-hung doors.

Crystal Chime

An oak door chimE decorated with leaded glass is now offered bY NuTone.

The oak frame is finished in a

Utilizing a two-piece steel jamb, the door is hinged to a kerfed, weatherstripped 18 gauge jamb piece, with an interchangeable 22 gauge extension jamb piece that slides into place from the opposite side of the door opening.

An exclusive self-shimming feature provides threaded mounting holes for'screws, effectively locking the frame in place lvithout wood shims.

$TOOL a IIAIL

Copper Nails

Pure copper nails in l-l/4", 1-l/2" and 2" lengths for slate and tile roofing and copper flashing are now offered by Maze Nails.

and two separate blade attachments. The scraping blade is for heavy removal jobs (asphalt/ceramic tile, glued-down parquet flooring, slate, sludge and other floor deposits), while the stripping blade is for inlaid linoleum tile and wall-to-wall carpeting.

WE SELL BYTHE PIECE...OR THE LGAD

A VARIEW OF *TREATED FOREST PRODUCTS ARE IN STOCK FOR YOUR IMMEDIATE USE: x4thru2x x4thru3x x4thru4x

*TREATED FOR GROUND CONTACT WITH CHROMATED COPPER ARSENATE.

All lengths feature a full 3/8" head that provides good bearing pressure on roofing and flashing material.

Clean driving is reportedly made easy by their diamond points and smooth shanks.

Push Ups

The removal of glued-down carpeting or stubborn tile and adhesive is made easy with a new scraping tool from Red Devil, Inc.

The Slamscraper comes with a 58" heavy duty, welded steel handle

Used like a push broom, the tool delivers a force of up to 150 lbs. per sq. in. through a sliding hammer action, which helps to reduce worker fatigue. Its design allows access to tight corners and underneath suspended cabinetry.

,...GOWtfllTHE PROFESS'OA'ATS FOP QUAUryCOMrcUED PRE.STAIMNE. .

WE SPECIALIZE IN PRE.STAINING "YOUR MATERIAL" IN ALL OLYMPIC COLORS. COATING ALL 4 SIDES OF EXI-ERIOR SIDING AND DIMENSIONALTRIM. PLUS 4 COAT APPLICATION ON ALL SIZES OF PLYWOOD, ENCLOSED WAREHOUSE FACILITY.

July 1988

Order A Shake

An Australian-designed, ftber-cement roofrng shake with a woodgrain texture is new from James Hardie Building Products.

attract termltes, lnsects or vermln, and not rot from moisture or sunlight.

Shakes are22" long by l/4" thick and 12, 8 and 6" wide, in a variety of colors. Accessories include hip and ridge length,14-5/8" x 12" wide.

Pocket Painter

A complete paint touch-up kit is new from Indco, Inc.

Carrying up to a Class-A fire rating, Hardishake's inherently tough fiber-cement formulation can be safely walked upon whereas walking typically damages some other types of roofing.

The shingles are also said to save time per job; eliminate splitting, breaking and waste problems; not

The Dr. Touch-Up kit includes resealable container, brush and instructions. It reportedly solves the problems of messes, contaminated paint, lost brushes, and uncertain color matching.

Slide To Either Side

A heavy duty slide bolt latch, reversible for right or left door installations, is new from Hager Hinge.

Used for swinging or sliding doors. the latch features offset ends to prevent accidental opening by vibration, extra-heavy protective plastic caps on each end, high quality backing plates to prevent wear or gouging into the door surface, and a strong screw eye to keep the slide bolt from accidentally returning to a locked position.

r

The latch itself can be easily padlocked by adding a plate staple.

It comes polybagged with fasteners. A full-size mounting template is included for quick, easy installation.

PHILIPS:ffi:: ffi

Mirror, Mirror On The Wall

A highly decorative, mirrored wall system designed to add warmth, beauty, a sense of spaciousness- and a fashionable look to any room is new from Monarch Mirror Door Co.

gaililal

Old Grorrrth

Two beveled, multi-piece sizes are available, a 56" x 24" model combining a 12" and a 24" square clear beveled mirror with four 8" x 24" clear beveled mirror strips, and a72" x 36" version, incorporatinga16" x16" and a 24" x 36" clear beveled mirror and six 8" x 36" mirror strips.

Easy to assemble, the Mirror Images wall accent system includes mounting tape, mounting tape squares and installation instructions.

Douglas

Green, Rough or Surfaced

Fir

Solid Support

A drywall support said to eliminate ceiling to wall cracks due to truss float and reduce wall to wall cracks due to lumber shrinkage is new from United Steel Products Co. Korner-Bac, a sheet metal angle, can be installed wherever wood backings are normally used to support the edge of materials like paneling, drywall and masonite.

It may be applied with a screw gun, pneumatic nailer or stapler, or hammer.

Once secured to a construction member, it forms a complete end-toend support.

On The Level

A self-leveling, self-smoothing polymer concrete floor underlayment from Edison Chemical SYstems requires no special tools, skills or troweling.

Levelex 52 is mixed with water, poured, spread and allowed to

harden. Polymer modilication provides superior adhesion, strength and resistance to dusting. Most surfaces can be topped without special primers or additives.

It may be applied over concrete, wood, steel or foam, and may be top-

ped with tile, carpeting, Parquet, resilient flooring or a variety of coatings. Low traflic areas maY be left uncoated.

A single application levels and smooths substrates suffering from rain and freezing damage, unevenness, roughness, sag, scaling or camber problems.

MESA FOREST PRODUCTS, INC.

Two big building products shows

llt EYERHAEUSER'S commitUU ment to its customers was dramatically demonstrated by not one but two customer open houses in their Western region last month.

One was held by their Seattle Customer Service Center at Kent. Wa.. and the other by six of their Southern California Customer Service Centers which collaborated on a building products show held in a huge building at the Los Angeles County Fair Grounds.

The Seattle area open house drew more than 400 customers from all over the Pacific Northwest and Alaska. TIMBER-R themed the June 9 event, which recognized Weyerhaeuser's long history in logging while offering very up to date door prizes of free helicopter rides. Chopper tours of their choice to company timberlands, Mt. St. Helens or Southwest Washington were won by Dick Bisiak, Lumber Market; Glen Brando, Yelm Builders; and John Tomzak, Western Cabinet.

Remarking on the value of open houses, western region marketing manager Richard E. Lundgren said, "It is marketing at the ultimate best. an opportunity to bring all

three elements - customers, vendors and distribution - involved in the marketing cycle together in a more social atmosphere."

John Ramsey, Kent general manager, offered tours ofthe seven acre site as well as the chance to enjoy special buying opportunities from the vendors present. Included were the usual caps, souvenirs, refreshments and a sumptuous steak and salmon barbeque.

At the California gathering, Jack Creighton, the new president of Weyerhaeuser, spoke on the long term commitment of the company to customer satisfaction. He emphasized that this dedication to the customer reaches from the top to the bottom in the company, noting that chairman of the board George Weyerhaeuser is now featured prominently in company advertising. While Creighton did not mention it, this public and very visible role for the previously low profile George Weyerhaeuser is all the more remarkable a company commitment as he was kidnapped as a child in a celebrated criminal case in the 1930s.

Lynn E. Endicott, v.p., building products group, forest products, described the Southern California mar-

ket as critical to company growth. He called it the largest wood market in the world. "We listen to our customers," he said, adding "our people are the force behind our words."

Herb Winward, v.p., western region sales and marketing, saluted the innovative nature of the local market and described it as "dynamic, risky, rewarding, big and exciting." Carrying the theme of the day, Winward pledged 1000/o customer satisfaction.

Like the Washington gathering, the southern version provided vendors offering special show buys for the hundreds attending. Nearly 50 booths featuring a wide range of products were arrayed around the fairground building in Pomona, Ca. Business aside, entertainments included a hearty dinner of "bunkhouse food" in a loggers'cook tent, refreshments, and souvenirs. An excellent lumberjack show was presented several times during the June 2 event. Included were sawing, tree

Story at a Glance

Two customer appreciation open houses staged by Weyerhaeuser. one in Southern CaF ifornia, one in Washington State ... hundreds attended.

WASHlllGT0l{ STITE: lll overview of crowd enloying steak-n-salmon entree. l2l Jenifer Hertzberg, Darla Roderick. l3l Jack Har-

rington, Larry Miller, Phyllis Harrington. l4l John Ramsey, Scott Eallantyne,Tom Monahan. l5l Becky Schlaht, Fred Zumdahl. 16l Wayne

Johnson, Jim Warnke. l7l James Johnson, Bill Disney, John Mauk.

,1 -, ,@e climbing, ax throwing and other events tying in with the logging theme of the show.

Among the prizes awarded were a week's trip to Italy won by Carol Marquez, Inn-decor, Inc., Anaheim, Ca., and a week's sailing cruise in Tahiti won by Michael Flanger, Imperial Door Co., Van Nuys, Ca.

More than 1200 attended the popular event.

S0UTllERl{ CALIF: Weyerhaeuser marketing man lll Dick Lundgren, Jack Creighton, new president of Weyerhaeuser. l2l Paulette Shull, Mark Hageman, James Clark, Herb Winward. l3l L.A. Raiderette Jill Thomoson and David Wegener. l4l Kim Dickens, Gary Helq, Barbara Metcalf, Charles Kahler. l5l Jelf Stoll. 16l Bill Davis, Fred Fieri. (71 Frank Rhoades. Mark Louvier. l8l Steve Storm,

Randy Konkel, Dean Mackenstadt. l9l Dan Green, Barbara Thompson, Sterling Wolfe, Jr., George Ritter. ll0l Wayne Gardner, Don Stobaugh. llll Warren & Annie Lindsay. ll2l Howard & Kathy McCormick. ll3l Jack Milliken,Russell Fritchey. [l4l Ed & Carol Marquez. llSl Arnold Nutter. (l6l Don Nelson. llTl Clark Taylor, Frank Stewart, David Morton.

Final Arizona convention

HEN the Arizona Lumber & Builders Supply Association gathered for its annual convention, its financial problems were well known, but most observers felt a solution of these problems was still possible. Yet, a week later the 67 year old organization was dead.

Following several years of worsening money problems, the ALBSA determined at their May 13 and 14 convention that an emergency meeting should be held May 19 for a final reckoning. Faced with insurmountable fiscal problems, the group voted to dissolve ALBSA. (See The Merchant, June, p. 21.)

Since that time Phoenix attorney Robert Whitten has been retained to wind down affairs and disincorporate ALBSA. He is currently in negotiation with the association's former landlord for a settlement on a long term office lease and has approached

the Internal Revenue Service to explain the situation regarding tax and other filings. Estimates run up to two years to complete the closure of the ALBSA.

ALBSA members have been approached by the Mountain States Lumber & Building Material Dealers Association to join their group. Fred Caruso, Mountain States executive vice president, says, "We are actively recruiting their members." Others in the industry speculate that members of the Young Lumbermen's Association, a part of ALBSA, may form the nucleus of a new industry group. Other projections foresee a new association forming "in a few years, " according to informed sources.

The hnal convention was in abbreviated form, held over only two days. The initial Friday, May 13, was devoted to the annual Drake/Bell

lN discussion were Rich Gonsalves, Bob lvie (top photo). Jim Gonsalves, Glenn Dutton.

Pll0Ellll lumberman Tim Spellman (top photo), Glenn Miller, Woody Clark.

C01{UE1{T101{ socializing: ll I Lisa Warren, Steve Hanock, Peggy Foster. l2l Mark 0'Malley, Ray Lopp, John Gaskin. l3l Ken &

Wilma Lott. l4l Marti Cutler, Peggy Snavely l5l Nancy & Bob Ramsey.

Memorial Golf Tournament and a steak fry held that evening.

Next morning, two industry speakers began the business sessions. Russ Fredsal of the Western Wood Products Association spoke optimistically on the fundamental balance present in today's supply/demand equation in the lumber business. He warned that unreasonable pressures by environmentalists could seriously hamper this balance and leave the United States unable to meet the demand for wood here and abroad. He called some of their measures "a time bomb for the 1990s."

He was followed on the program by Art Chapman of the Southern Pacific, who described advances in railroad productivity and said that "railroads are here to stay." He said the rail carriers need to realize the full potential of the U.S. rail networks, as the truckers have with America's highways.

Story at a Glance

Statewide lumber dealers association's 67th and final convention.. financial woes kill popular organization...final dissolution expected to take up to two years.

The annual meeting then began the first of the discussions that would lead finally to the vote a week later to dissolve the ALBSA.

Four proposals to provide management for the group following the sudden departure of former executive vice president E.J. Johnson were swept aside by subsequent financial developments. In addition to two

proposals by local association managers, both the Mountain States group and the Lumber Association of Southern California made merger bids. It is anticipated that some Arizona industry members will choose to join one or the other of the two out-of-state lumber dealer associations.

The luncheon speaker was Bob Clasby, defensive tackle with the new Phoenix Cardinals football team. From a lumber family, Clasby is currently working part-time for Snavely Forest Products at their Chandler (Phoenix) distribution center.

Officers elected at the final meeting are president Dave Runyon; lst v.p. Tony Padilla; 2nd v.p. Steve Snavely; sec. Sherry Gaylor and Tim O'Malley, member at large. The immediate past president is Michael O'Malley.

The eclipse of the Arizona Lumber & Builders Supply Association was met with genuine sadness by most members. As one summed up: "After almost seven decades of achievements and successes, it really hurts to see this great part of our Arizona industry die."

PRESI0EIIT lll Dave Runyon, Dino Powell. l2l Melinda Schultz. lll Oicl Jackson, Elaina Jim Stewart, Wayne Jones. l3l Paul Boyle, Cox, Frank Stewart.

n ITTFG) filTTlln|-")F LIULIUU Hl Ll ELriALi tutriE

Kitchen Proiects

"Build-lt-Yourself Kitchen Ideas, " a kitchen project program including a 45-min. videotape, 24-p. booklet and project plans, is $14.95 from The Stanley Works, by calling (800) 4517020.

The Law Of lnventory

A guide to the government's "uniform inventory capitalization rules" is $20 from the National Association of Wholesaler-Distributors, 1725 K St., NW, Washington, D.C. 20006.

Energy Gonsciousness

"Energy Saved Is Energy Earned," a guide to determining if energy is being wasted in a home, is 500 plus a selfaddressed, stamped envelope from the Mineral Insulation Manufacturers Association, 1420 King St., Alexandria, Va. 22314.

For all New Literature offerings write directly to the name and address shown in each iiem. Please mention that you saw it in The Merchant Mogozine. Many thanks!

Bright ldeas

A lampholder and accessory brochure is free from Hubbell Lighting, 2000 Electric Way, Christiansburg, Y a. 24073.

Storage Tips

A merchandising and storage products literature package is free from FrickGallagher, Box 788, Lancaster, Oh. 43 I 30.

Tooling Around

A four-function pneumatic rotary hammer pamphlet (form 50928) is free from Ingersoll-Rand Co., Dept. NR 280, Box 1776, Liberty Corner, N.J. 07938.

Woodworking Wishbook

A catalog listing over 3,500 woodworking tools and supplies is free from The Robert Larson Co., 33 Dorman Ave., San Francisco, Ca.94124.

Outdoor Outlets

A 30-p. weatherproof electrical products catalog is free from American Electric, Box 1548, Pittsburgh, Pa. 15230,

Vise Squad

A l2-p. catalog of clamps, vises and work-holding tools is free from Warren ToolGroup, by calling (800) 543-3224.

Truck Regulations

The " 1988 Summar-u- of Size & Weight Limits" state-by'-state. fold-out chart is $1.50 lrom the American Trucking Associations, 2200 Mill Rd.. Alexandria. Va.22314.

Vinyl-ly Finished

A sheet vinyl and vinyl floor tile maintenance booklet is free from Tarkett. by calling (800) FOR-TARKETT.

Good Locking

A locking hardware price catalog is free lrom Harloc Products, 135 Wood St., West Haven, Ct. 06516.

Arch Work

A drywall arch data sheet is free from Beadex Manulacturing Co., 833 Houser Way No., Renton, Wa. 98055.

True Values

"How a Valuator Would Price Your Business" (report No. 515) is $1 from The Independent Business Institute. Box 1048, Norton, Oh. 44203.

Staples Of The World

An 8-p. staple catalog is free from Chas. O. Larson Co., Box E-7, Sterling. il. 6108r.

Ghanging The Bath

A videotape illustrating how to replace a standard tub with a whirlpool bath is available from NoviAmerican, by calling (800) 521-6080.

Gompletely Booked

A 212-p. home improvement wholesale catalog is free from The Butter Co., by calling (800) 5-58-8700.

Tools In A Hurry

A level and tool catalog indexed for quick researching and ordering is lree from Hyde Tools. 54 Eastlord Rd., Southbridge. Ma. 01550.

lmpress With Cypress

"Cypress: The Distinction You Deserve," a l6-p. brochure, is free from the Southern Cypress Manufacturers Association, 805 Sterick Building, Memphis. Tn.38103.

GLASSIFilED ADUERTISEMENTS

SALES PERSON

New Andersen Stocking Dealer Los Angeles South Bay area now hiring experienced sales person w/architect, general contractor/developer following. Excellent compensation package. Please send resumes to Box 582, c/o The

REDWOOD/D. FIR SALES: Highly rated Northern California wholesale/manufacturing company with large Douglas Fir and Redwood inventory seeks I or 2 additional experienced wholesalers for small trading group. Your location or ours. Excellent opportunity to grow. Reply to Box 584, c/o The Merchant Magazine.

WANTED: For San Francisco, Ca., office: Sales position for live wire motivated person to sell imported solid wood products to wholesale distributors and some large retailers on salary and commission basis. Applicant must have sales experience preferably industrial sales. Send resume to Chris SnavelySnavely Forest Products, Box 9808, Pittsburgh, Pa. 15227, or phone 800-245-6500.

Twenty-five (25) words for $19. Each additional word 65C. 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 camera ready, $45 if we set the type. Names of advertisers using a box number cannot be released. Address replies to box number shown in ad in care of The Merchant Magazine, 45fi) Campus Dr., Suite 4E0, It{ervport Beadt, Ca. 92660, Make checks payable to The Merthant Magazine. Mail copy to above address or call (714) 852-1990. Deadline for copy is the 22nd of the month. PAYMENT MUST ACCOMPANY COPY unless you have established credit with us.

SALES: (6) inside & outside, experienced, clean cut. San Gabriel & San Fernando Valleys, Orange County, Ca. Good benefits and draw. No past applicants. Call Sam Fineman. Bel-Air Door. (818)576-2545.

OPPORTUNITY KNOCKS

High earning potential for self starter with experience selling west coast woods in Southern California market. Good base pay plus commissions. Product Sales Co. (714) 998-8680.

SALES PERSONS

South Bay Los Angeles area window & door stocking dealer seeking two sales persons & one sales coordinator. Excellent benefis/ compensation. Resumes c/o Micronaire Group, 51 Argonne, Suite No. 2, Long Beach, Ca. 90803.

WANTED: MANUFACTURERS REPRE. SENTATMS for millwork sales: (713) 4749670.

FOR SALE: Turner twin resaw with control switches, dust pan, and saw blades. Palletjack. Gear head motor. Hilton Osborn (209) 5219078.2609 Carver Rd., Modesto, Ca. 95350.

HERITAGE

BUILDING SYSTEMS

1{(x}64}5sss

NATIOT{WIOESALE 3ox'10r10 ....St,{80.q, rox60x12 ....i6,275.(x' 50r75x12

60x100x14 ..313;395.0 Comreblsb.l bulldlng! bair|m qy bol uD muy. 2Gy..r n@nty 20# mi, 6tqntb, rqa|U tlrnFd Darnft d|illmq wlth 30oO lirrda.d rb. G,Jhbb. FOB ffiy. Cr[ lo. p.lc. quoba ]d FnCEbrcch|E

LUMBER & BUILDING SUPPLY CO.

Central California Coastal Area. $250,000 cash flow on sales of $3.3 million. LBO opportunity. 3 acres with buildings on commercial zone. Motivated seller. Respond to Terry King, P.O. Box 5022, Costa Mesa, Ca.92626.

,z Especially adaptable to customer needs rz Scientiftcally designed for all types of worft

z

CALIFORNIA investor wishes to purchase ongoing lumber business. Will consider forest products manufacturing (any species), kilning, fabrication plants, and lumber trade outlets. write Box 581. c/o The Merchant Magazine.

AND WEATHERED

Douglas Fir S4S and rough, 3x4 and wider and 4x4 and wider. Call Bill Hunter. Hunter Woodworks. (213) 77 5-2544, (2 I 3) 83 5-567

TOMPUTEF 5OLUTION5

Colrputer solttt ons for lhc lttttlbcr tnr-lLrslrv. !Vlrolcsa e retarl. tn;itlLllaclLrr nq ancl lrr-.rqht rranagertrcnt Call of !rf te Pr-'nberthy Micro Systcrrs, 39 !V lowgrovc. lrvine. Ca 92714

P ho n r-. (l 1 4)B'::7'2207

LOCAL LUMBER hauling Southern California roller bed truck and trailers and bobtails radio dispatched. Rail car unloadrng at our spur tn Long lJeach. -lC Trucking (213) 4Z2t&26. a-

.\s lar as lines go. no one can top the Andersen" brand ofwindows. roof *'inclo*s lnd glicling patio doors. Ilccur-rsc Andersen is thc best-known nlnrc anrong winclow brandsthe onc that ove r tlrc 1"cars millions of' ironrcowncrs have countcd on for top qr"rillitl'. []ut even with thc greatcst line ancl 1'our own goocl business scnsc going for yoLr, you sinrpl)'can't go it alone tcr keep salcs going up. 1s u lirllscrlicc slockin.q .1 ndersur d ist ribut o r. I lrat'.\ v h I r( Carroll M ouf ding (iorrrpan.v- ( () ttt ( s t tt Besidcs supplying all thc ,\nclcrsen units you need (in varving stl lcs. sizes and glazrngs) we help kcep tou up-todate on product deVclopntents sct up consumer ancl windou' replacenrcnt clinics solve scrvice problcms. Ancl - supplv direct consumcr leads. ( all ('arroll Nloulding Co.or visit our conlplete displav room at -il8l Ilusiness [)rive. ]luntington Bcach. ( ,,\ 92619

It takes more than a qreat line m make more s5les.

tsUYEM]S'GUIDE

-SOUTHERN CATIFORNIALOSANGELESAREA

B€aver Lumber Co.

Eefger 6 Co.

8iO Crsek Lumber C0.

Bonninolon Lumber C0.

Calitornia Forcst Products

Calilornia Lumber Inspeclion Seryice

SAN FRANCISCO BAY AREA-

J. H. Eaxter & Co.

Kellehe,r Corp. (Novato) ... .

Kelleher Coro. (San Ralael)

LaneStantonVance....

Louisiana-PacilicCorp.

MacBeath Hardwood (Befketey)

MacB€alh Hardwood (San Francisc0)

Pacific Lumber Co.

Bedwood Inspection Service

Redwood Lumber & Supply

Rolando Lumber Co., Inc.

Sequoia Supply (Fairlield)

Sequoia Supply (San Francisco)

Simpson limber C0.

Southsrn Pacilic Triangle Lumber Co. ..

Wendling-Nalhan

Westem American Forest Products (Benicla)

Weslern American Forest Products (San Ratael) Weyerhaeuser Co. (408) 297-9451

Erothers

NORTHERN AND CENTRAT CAUFORN|A_

oRANGE, RIVERSIDE & SAI{ BEBilARDIl{O COUilTIES

Heart Lumber Co., Inc.

Coast Wholesale Lumber. Inc.

Products Tnnsoofttion

Lake Industries

Coro. Penofin Marketino Pertomance Coatings, hc. (Ca.)

Cmsl Lumber Co.

tsuvE mts' GUIDE

PACIFIC NORTHWEST STATES #OCKY IIOUNTAI wasHtilGTol{

Fiber Products co. Friesen Lumb€r Co.

Lumber Co. Furman Lumber, Inc. Georgia-Pacific C0rp..........

Grelory Forest Products

Lumber Sales C0. Hub City Portland Terminals Kuzman Forest Products PGL Euildinq

OREGOl{

SOUTHWEST aRtzot{a

MOI{TA1{A

{\s 12 sldlng cholces of Douglrr Flr, Rrdwood, or C.dtr plywood.

@BITqARNtrS

Carl B. Gavotto. retired San Piegq, Ca., lumberman, died May 22, 1988, in San Diego. He was 89.

Born in Tulare, Ca.. Mr. Gavotto began his lumber career in l9l9 at the local Tulare yard. In 1922, he moved to San Diego and joined the Benson Lumber Co. in the sorting shed but soon was promoted to sales. He worked for the Evenson familvowned American Products from 1936 to 1950.

In 1950, he founded the brokerage firm Cal-Mex Lumber Co.. which he closed upon his 1978 retirement. He also owned South Bav Lumber Co., Chula Vista, Ca., from 1947 through 1960.

He was the oldest member of San Diggg Hoo-Hoo Club No. 3, joining in 1922. He served as its president in 1949 and was elected to its board. the Supreme Nine, in 1951.

Mr. Gavotto is survived by two sons, four grandchildren, and two great-grandchildren.

Theodore Linooln "Ted" Barnes. retired sales manager of Herbert Lumber Co., died June I, 1988, in Roseburg, Or. He was 69.

Born in North Bend, Or., he grew up around his father's Coos Bay, Or., lumber business. Mr. Barnes served in the Army Air Corp during World War II.

Co., Cottage Grove, Or. In 1953, he became a lumber broker for L&H Lumber Co., Sutherlin, Or. He joined Herbert Lumber Co. in 1974. retiring in 1986.

Mr. Barnes is survived by his widow, Betty, two daughters, one son, two brothers, one sister. and six grandchildren.

Bernard R. "Bamey" Gartia, the "Dean of Lumber Transportation Consultants," died May 28, 1988, in Walnut Creek. Ca. He was 86.

Born in Hanford, Ca., Mr. Garcia began his career at Southern Pacific Railroad. Bakersfield, Ca. He moved to San Francisco, Ca., where he worked as a court reporter, and then for Union Pacific Railroad and Axel Larson Traffic.

In 1943, he started his own business, B.R. Garcia Traflic Service, San Francisco. He handled many important lumber rail freight rate and service matters at rate bureau hearings, and as a witness before the Interstate Commerce Commission and the California Public Utilities Commission. He moved his business to Walnut Creek three years ago, working full time until he became ill in early April.

Mr. Garcia is survived by his widow, Virginia, and one daughter.

Walter Mills Stuermer. 66. retired general manager of Snider Lumber Products Co., Turlock, Ca., died May 22,1988, in Modesto, Ca.

The

during World War II. He began his lumber career at Speckert Lumber Co., Marysville, Ca. He was part owner and operator of Sequoia Pine Mills, Keystone, Ca., when it was acquired by Fibreboard Corp. He remained as operations manager for Fibreboard's Keystone and Standard, Ca., plants before joining Snider in 1974. He retired in 1984.

He was past president of the Western Wooden Box Association and a director for many years of the Western Wood Products Association.

Mr. Stuermer is survived by his son, five daughters, and ten grandchildren.

CLEAR PINE PATTERN PINE COMMONS CEDAR

D,F,

All-Coast Forest Products .........,.... 5 American Mill & Manufacturing, Inc., .43 Andersen Corp., A.W. .........13 Anfinson Lumber Sales.. ......35 Berkot Manufacturing Co.. .....54 Beverly Manufacturing Co,,.,....... , ..20 Blevins Sawmills. J.H. ,.. .....19 Blue Lake Forest Products ...... ...,...26 Bonnington Lumber Co.............,...4E Bracut International.. .........27 Cal Coast Wholesale Lumber, Inc. .47 Carroll Moulding Co. . 5l 3C Trucking 6 Columbia Harbor Lumber Co. ........41 Cornett Lumber Co...... .......49 Disdero Lumber ..... Cover III DMK-Pacific. .........30 Duke City Lumber Co..... .....30 Ensworth Forest Products .... ........23 Far West Fir Sales (UniversaD ..... 8 Fibreboard Corp. .. ....,. Cover IV Fontana Wholesale Lumber, Inc.. .31 Gemini Forest Products ..........,....50 Hedlund Lumber & Machine Staining. .40 Herbert Lumber Co. .... .......42 Hirt & Wood ,.........24 Hufr Lumber Co. ,,.. .,,,,.....25 Inland Timber Co..... .........42 Jones Wholesale Lumber Co. .... ...,32-33 Kanata Mills ....51 Kelleher Lumber Co..... 3 Keller Lumber Co..... .........23 Laco Lumber Inc..... ..........53 Little Lake Industries. .........31 Louisiana-Pacific ........, Cover ll. 2E-29 Mesa Forest Products. Inc. ,....... .43 Mutual Moulding & Lumber Co.........26 Navqio Forest Products Industries. ......23 NovaLumber .........34 Oregon Strand Board Co.. 7 PacificForest Products,,.......54 Philips Lumber Sales. ..... ....41 Product Sales Co. ...4. 17 Redwood Coast Lumber Co. ........42 Reliable Wholesale Lumber.............36 Sequoia Supply. .......27 Snavely Forest Products..,... ...,......24 Snider Lumber Products Co....,.,......48 Southwest Lumber & Plywood Corp. ....21 Stimson Trading Co...., ......,34 Thunderbolt Wood Treatine.............22 Tool & Nail Lumber Co. ...............40 TreeSource, Inc. ... .......Cover I Vaagen Bros. Lumber Inc...............19 Yent Vue Products, .36 Waldron Forest Products, Inc. ..,,... .20 Woodfold-Marco .......21

lmprove yourgradcs wlth Disdcroo

Nothing beats coming through for a customer when he needs you. Especially when it's high quality lumber he wants. And that's where Disdero comes in.

We can earn you high marks in allthe top grades. Our specialty inventory is built around five Western species: redwood, fir, hemlock, Western red cedar and prne. We feature vertical and mixedgrain kiln-dried products. And custom milling is readily available from a large inventory of rough dry material.

Best of all, you can depend on us. We've been a reliable source of finish lumber, siding, paneling and laminated beams for over 30 years.

So improve your grades and impress even your most demanding customers. Call Disdero today.

Call toll-free (BOO) 547-4209. In Oregon calltoll{ree (8OO) 452 5737.

Disdero Lumber Co.

P.O. Box 42247

1504 S.E. Woodward Portland, Oregon97242

(503) 239-BBBB

It's not every dayffi single turn of events car challenge and oppoHrlnity of enormous proportiffF. But that's exactly the case with the new Fibrebdiid Corporation.

0n June 6, 1988, Fibreboard ceased to be a wholly-owned a subsidiary of Louisiana-Pacific Corporation, and with the single stroke of a pen, became a publicly-owned company. - i We like to think of it as our "Grand Opening."

The new Fibreboard will be producing the same fine products and selling to the same fine customers that we've been satisfying all along.

No change there.

The key difference will be our relationshrpto the customer. The new Fibreboard will have greater mobility. We can act upon opportunities more quickly, pursue new product development based on your needs alone. And that's the stuff of which even better relationships are made.

Fibreboard Wood Products today consists of 140,000 acres of pine and white fir forests, Dedicated employees, almost 1,000 strong. Modern, computer-controlled kilns. 200 million board feet of lumber, every year. The most beautiful hardwood plywood on the market. And a trucking fleet determined to get Fibreboard quality products anywhere you want them.

Right now.

lf that sounds to you like a company ready to hit the ground running, you're right. We think the occasion calls for champagne.