Merchant Magazine - July 1989

There s a good reason why in six short years we ve grown to the nation's sixth largest producer of lumber. We re committed to meeting your needs in softrvood or hardwood lumber plywood or veneer, and common or not-sol\ common sizes and lengths. So callTleeSource first. The sizes we don't cut

are sizes you don't need.

Serving the lumber andhomecentermarkets in 13 Western

In today's competitive environment,making every asset dollarwork is extremely important. Minimizing your inventoryinvestmentand total procurement cost is what Sequoia Supply does best.

WeVe built our business on customer oriented progftrms. As an independent distributor we're not bound to purchase from captive mills or plants and can source our goods world-wide. This assures the best brandsfor each market and offers you just what you need.

Coupled with scheduled, reliable deliveries, in just the right quantities, you maximize the return on your inventory investment. Call today to discuss the right "formula" for your business from the nation'sleading independent distributor.

Editor-Publlsher David Cutler

Senlor Edltor Juanita Lovret

Asslstrnt Edltor David Koenig

Contributing Editors Dwight Curran, Gage McKinney, Ken Thim

Art Director Martha Emery

Stall Artist Eric Kruske

Circulation Lynnette A. Perkins

The Merchant Magazine (USPS 79656000) is published monthly ar 45ffi Campus Dn, Suite 480, INewport Beach, Ca. 92660, phone Ql4l 852-190, by The Merchant Magazine, Inc. Second-class postage rates paid at Newport Beach, Ca., and additional offices, POSTMASTER: Send address changes to The Merchant Magazine, 4500 Campus Dr., Suite 480, Newport Beach. Ca. 92660.

ADVERTISING OTFICES

Advertising rates upon request.

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

From Washington State, Oregon, Idaho, Wyoming, Montana, Utah, Colorado, Northern California and Canada: Contact Carole Holm at (206) 174-3773 or 21819 77th Place West, Edmonds, Wa. 98020.

Change of Address-Send subscription orders and address chanses to Circulation

Dept., The l\Grchant Malgazine, 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+hree years. Foreign: one year payable in advance in U.S. funds-Canada or Mexico: air-$35: surface-$3O; South America: air-$55; surface$30; Asia: air-$68; surface-$30; Europe: air-$98; surface-$30. Single copies-$3; back copies-$4.50 when available plus shipping & handling.

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

We're up in the arr about our 10th Anniversary and want to invite all our Friends and customers to Joln the celebration

Many [hanks for helping us get the business oFF the groundand for keeping ir tlYing.

Today, All-Coast is one of the biggest suppliers on the wesf coast. The Chino yard alone covers over 20 acres. With a second yard in Cloverdale (opened lasr year) we can now make fast deliveries to all of California. And to Arizona, Nevada, and Oregon, tool A large tleet of 1Bwheelers gets those orders rolling.

Ouality rnatcrials .lnd tirst-ra[e customer service is what we're best known for.

Our wide range of Products includes solid wood beams and

hcaders, Redwooci clnd Cedclr tencing. P&M Ced.lr siding, Dricon fire retarrdant treated wood, TecL.lm laminated beams and headers, Forestex hardboard siding Spruce and Hem-Fir fascia. General milltng service s are also available We'rc the retailers suPPlier, not his compctitor.

Watch your business take-off with All-Coast Give us a call todaY.

The plane shown in Photo i5 a Chance VoLrght F2G Super Corsair WWll fighter planer which holds the National Champtonship rccorcl in its .l.rss. Sponsorccl by AllCoast and owrtecl by Ihe Pl.rnes of F.lmc Muscurn rrt Chino For ,i 9 x 14 phok) graph (suitable for framing) wrrte [o us on your company st.rfionery. lts .ln .tnniversary present trom us to You.

Bortcl. Prestdcnt Joe Tidwtll Exa(Lttive VI(c Pt cttd€'tt[ (

DAVID CUTLER editor- publisher

ls it actual, factual or just what they think?

? HE EXASPERATION in the salesman's I voice was obvious: "l've told that dummy lots of time that we carry a full line of those, but he never seems to remember." How many times have we all heard something similar? Despite a company's best efforts, the customer's perception of what a company is, what it does and what it sells is all too often incomplete, inaccurate or just plain wrong.

The consequences can be painful, for whatever reason, the customer does not perceive the firm and its products correctly. As a result, less business is transacted. Sometimes no business. What is vital to all this understandingby-the-customer is that what is true is not as important as what the customer thinks is true. It is the customer's perception that matters, not what is factual.

If the customer has it in his or her head that your firm isn't involved in ablated widgets, your

company ls never golng to come to mind. And you're never going to make that sale. The fact that you are the world's leading producer and distributor of ablated widgets isn't really germane. What finally counts is the customer's perception.

The fact that he or she is wrong is academic. Because in the hurly-burly of business you're not often going to have the opportunity to calmly present a well reasoned presentation of facts. The likelihood of a scenario where the customer focuses all his attention on your presentation, riveted to your every word, is rare. That just doesn't seem to be the way it works.

So the next time you're tempted to think "everybody knows what we sell," think again. In this imperfect world, what your customer thinks becomes the reality and the reality becomes secondary.

RSG = DIVERSIFICATION

Douglas Fir. Hem Fir Western Red Cedar RSG is your source for consistent quality and ready service when you need Green .Doug-Fir or Hem-Fir 2x4'through 2x12. (1t5d- W;irJo 6itll'

4x16 is available #1 & better and select structural. Also look to us for Green Western Red Cedar Fencing 1x4, and 1x6, 2x4 rails and 4x4 posts. Remember our production

We We specialize in 2x4 #1 (1750F). We also offer

caPacitYand flexibilitY and

capacityand flex

technicalinnovati

Washington company believes in "the full wagon"

Ir|lCK Burrows founded Plywood l/Tacoma. Inc. in 1967 with two used trucks and four employees working out of a wood frame building with a total capacity of 13,000 sq. ft.

The company's first office was built in a single day. Reflecting on the first years of business, Dick Burrows, president, comments, "We certainly didn't have the world by the tail in those days."

But, what he did have was a commitment to customer service and building a solid inventory. "After all," says Burrows, "you can't sell from an empty wagon . . And, you've got to aim not at the onetime sale but at customers who will keep coming back."

An example of the company's dramatic growth comes from the door department. Since 1986, Plywood Tacoma has tripled its door sales and anticipates that its sales levels will continue at a good growth levelthroughout 1989. The company carries stile and rail, commercial and flush doors. The company's primary line in stile and rail is Simpson. For 13 years Plywood Tacoma has carried the entire Simpson Mastermark line.

According to John Treakle, manager of the door department, "lt's easy to market good products. When dealing with customers we emphasize the quality of the product and

the competitive price. The biggest part of our success, though, is our commitment to inventory and service. That really pays off "

Treakle added, "We have a good team and have been able to make it work. The direction comes from Dick Burrows. Each of us has the freedom to manage our departments the way we see fit. There are no restrictions on creativity. "

Other departments at Plywood Tacoma have experienced similar growth. According to Rick Burrows, vice president, "What sets us apart is that Plywood Tacoma always puts the customer first. We couldn't achieve what we have without quality products with quality service at a competitive price." In a nutshell, that's the company philosophy; and, it's been working for over 30 years.

Other department managers are Dave Lee, plywood; Bart Holbrook, lumber, and Rick Burrows, hardwood plywood. Burrows family members occupy key positions throughout the company. Daughter Cindy Dubois is in bookkeeping, nephew Michael Burrows, in sales, and son Rick is vice president.

Since opening its doors, the Tacoma, Wa., wholesaler of building materials has experienced sustained growth and established itself as a name to be trusted and respected. When asked about the success of the company, Burrows responds, "No

one ever did it alone. If someone thinks he's going to do it by himself, he'll never make it. You've got to surround yourself with good people, treat them well, give them responsibility - and, once you've given them responsibility, you don't take it away."

Story at a Glance

Customer service and solid inventory pay off for Plywood Tacoma, Inc. door sales triple in three years. second generation keeps 30 year old company on an upward track.

Burrows' attitude and outlook have paid off. In the past 12 years Plywood Tacoma has built three warehouses to accommodate growing inventories and is planning to expand warehouse space in the near future. Today, the company employs 36 people, operates I I vehicles and services customers throughout the western United States.

The sales office at Plywood Tacoma is a busy place. No less busy is the crew in the warehouse, keeping orders filled and the waeons full.

ilAllAGEMEllT, Rick Burrows, vice president; John Treakle, door dept. manager, and Dick Burrows, president, credits success of company to good employees.

FlSlLlTlES at Plywood Tacoma continue to expand with a fourth warehouse in the planning stage

rFr ALES of wood doors and win! do*s will continue an upward trend for the rest of this year and on into 1990 as homeowners and builders use them as the hot buttons of architectural and design status.

With the housing mix still strongly in favor of single family, detached homes 000/o of the total housins market), demand for windows ii new construction will increase by 6% to 47 million units. Patio doors will follow the same pattern, according to F. W. Dodge/LSI forecasters, reaching a demand of 5.4 million.

"Both wood and clad wood windows have made strong gains in the new construction market, " said John W. Shoemaker. executive vice president of the National Wood Window and Door Association. "This trend is expected to continue with the upswing in new housing forecast for 1990."

Demand for interior and exterior doors in new construction will follow the same pattern with more than 43

Wood window & dod

market is anticipated to continue for both windows and doors. The forecast for this year of a 26.4 million window demand is expected to increase to 27.1 million in 1990. Patio door use is pegged to reach 3.4 million this year and extend to 3.6 million next year. Increases of 5% to 150/o are anticipated annually for the next few years.

Story at a Glance

New construction, repair & remodeling increase window & door use. .. high end models popular. .. strong demand will continue into '90s.

million units expected to be used. Interior door demand in 1990 is projected to be 23 million units, nearly 100/o above the level anticipated to be reached this year. Exterior door use is likely to follow with an increase of llo/o to 4 million.

A strong repair and remodeling

Exterior hinged door sales for repair and remodeling will no doubt reach 3.8 million units this year with at least 4 million used in 1990. The repair and remodeling market demand for interior doors will increase to 9.7 million this year and climb to 10.1 million units next year. With an active repair and remodeling market forecast to continue for several years, exterior and interior door

II|CREASE0 use of windows and doors in new single family construction and repair & remodeling is keeping sales strong.

arket reaches new high

demand will probably rise at least 5% to l5Vo each year.

"Three and a half million entry doors are sold each year for repair and remodeling and there's a clear trend toward upscale products," commented Stewart Campbell, millwork products group manager at Georgia-Pacific, discussing the demand for hardwood doors.

In addition to increased use of windows, patio doors, entry doors and interior doors for new construction, remodeling and repair, the NWWDA sees other trends developing. The move to bigger and better homes is still strong, they report. In addition, a strong resale market fosters a continued strong demand for door and window products for remodeling and repair.

EXTERIOR DOOR

Sales are alive & well

6 ESPITE the slacking olf of Lf housing starts, the door and window market is healthy and vigorous.

Propelled by builders focusing on the move-up market, architects are designing houses with more and more windows as well as glazed doors. More energy efficient products with high performance glazing enable them to incorporate additional windows into a house without losing efficiency or comfort.

Home buyers are hooked on the dramatic, spacious, expansive feeling provided by skylights, greenhouse windows, window walls, bays, bows, half-rounds and patio doors.

The increase in the number of windows used per family house is helping to offset the drop in housing starts. While in 1984 the average number of windows per single family home was 12.5, an average of 14.'7 windows was installed per single familv home last vear.

Replacement windows bought for repair and remodeling projects are doing their bit to keep the sales figures for windows in the upper ranges. Homeowners who elect to stay in their houses and remodel want light and views as much as the move-up buyer. The majority of resale homes are being remodeled soon after purchase with updating the window systems a prime objective. Adding greenhouse windows and French doors are probably the most popular do-it-yourself jobs.

The emphasis on larger, more expensive single family home construction has an impact on the demand for both interior and exterior doors. The drop in multifamily units has had iittle effect on door usage since single family detached units use more doors.

Per house usage of interior doors is expected to increase in both single family detached and attached homes. The average usage per single family

detached house is l7 interior doors and four exterior. Single family attached homes have an average of nine interior doors and three exterior doors.

Door sales have benefitted from the repair and remodeling market. Along with replacing windows, homeowners electing to stay put or those buying previously owned homes are installing new exterior and passage doors as well as closet doors. Ornamental doors with or without sidelights and transoms have become a way of giving the exterior of a home an instant face lift.

Doors are an achievable do-ityourself project for many homeowners. Others find installation service easy to come by.

As long as the trend to larger, more luxurious homes and the Frank Lloyd Wright concept of integrating home and landscape continues, window and door sales are projected to stay alive and well.

What's

in doors & windows

New Construction

Exterior Doors

Window Frames

ESPITE the growing popularity of wood windows

I\ltl and doors, other materials continue to dominate sales in both new construction and repair and remodeling markets.

Aluminum with almost half the market (47%) is the leading window frame material, outranking wood (240/n), clad wood (16Vo), vinyl (part ofan ll% "other" segment) and steel (20lo). In repair and remodeling use, vinyl frames (31%) are second only to aluminum (32%) which holds about a third of the market.

Story at a Glance

A preview of what your customers will be wanting in doors & windows. . your guide to present and future best sellers. top ranked styles and materials.

Aluminum dominates the sliding glass door frame market for both new construction (70%) and repair and remodeling (690/0). Hinged patio door frames are predominately wood (610/o) although nearly a quarter of the market goes to steel (220/o). Sliding glass doors have a greater market share than hinged doors. However, the use of hinged patio doors is projected to increase.

Steel is the ranking exterior door material in both new construction (630/o) and repair and remodeling @3Vo). Wood flush and wood panel doors are second and third with a fraction of the market going to other materials including fiberglass.

Hardboard molded panel doors and hardboard flush doors have increased in popularity for passage doors in new construction, accounting for nearly two-thirds of the market last year. In repair and remodeling, passage doors are predominately wood flush (43%). Wood has dominated the market for over five years.

For new construction closet doors, wood and hardboard each account for two-fifths of the market. Bifold doors have 620/o of the demand, bypass doors, 36%, and accordion fold and other styles, 2%. These trends are expected to continue.

Wood Panel l0%,

Aluminum *

Wood Flush 27%,

Steel 6370,

Clad Wood 16010,

Repair & Remodeling

Wqtch for these Exciting Coming Monfhs

August: Mouldirrg Er Millwork Special lssue

September: Computer Special lssue

October: Hardwood Special lssue

November: Western Woods Special lssue

Fiberglass Door Lore

Fiberglass doors look so much like wood that another wood industry magazine ran a picture of one to illustrate an article about wood doors according to Therma-Tru Doors.

Other interesting bits of trivia about the door which claims to withstand arctic temperatures and tropical hurricanes equally well:

o President Bush's house at Kennebunkport, Me., has a fiberglass door.

o Blows from the tails of 2,336 alligators at Foster Farms, Ft. Drum, Fl., have

failed to destroy fiberglass doors used on their pens. (They spintered wood doors and dented steel doors. Not only that, certain liquids produced by alligators tend to be a bit acidic and were eating away at both kinds of doors.)

o Rooms facing the Gulf (and hurricanes winds) at the Ritz Carlton Hotel, Naples, Fl., have fiberglass exterior doors.

o Texas police raiding a drug dealer's hideout couldn't penetrate the fiberglass entry door.

December: Business Forecast Special lssue

losing window & door sales with poor displays & weak sales talk

ing of doors and windows including stepped up employee training and additional advertising.

6

OORS & WINDOWS do not

L7 sell themselves. They require heavy merchandising with excellent displays and sharp salesmanship.

Most dealers recognize this. In fact, an authoritative industry study of home center retailers projected a heavier merchandising focus on doors and windows in the 1990s. The survey found 590/o of the retailers expecting to accelerate the merchandis-

Many dealers are already on their way to this goal with outstanding showrooms and employees who can discuss the merits of low-E glass as well as the aesthetics of round tops and French doors or the energy efliciency of a carved entry door.

John Curry Co., Las Cruces, N.M., recently opened a 3,400 sq. ft. facility with a special showroom for homeowners to select their doors, windows and other items. According to owner John Curry, you just can't buy these things from a brochure or catalog.

Story at a Glance

Ways retailers are intensifying interest in merchandising doors & windows... showroom concepts, display ideas you can adapt. techniques to help customers make a buying decision.

On an even larger scale, Pioneer Door Sales, Ogden, Ut., devotes about 3,000 sq. ft. of selling space solely to doors. A wide range of working and movable displays show-

Basic Window Knowledge

o Skylights and windows high on the wall admit more light per square foot than lower windows and allow the light to penetrate deeper into rooms.

o The standard recommendation is a room's glazed area should equal l0% of its floor area, but some designers use larger window units since light and heat loss or gain can be controlled, but too small windows can't be modified to catch more light.

o A good view can be maximized by interior openings positioned so that the view is visible from more than one window.

o Put windows on at least two walls to create a pleasing, balanced natural lighting in a room.

o Patio doors or low windows make a small room seem larger.

Clerestory windows provide natural light and privacy on side walls of houses built on narrow lots.

case well over 50 styles, fully installed with threshold, weatherstripping and hardware. "We also have outside sales people out working with contractors and dealers, ensuring our full area is covered," says door specialist Joe Chapple.

Grant Road Lumber. Tucson. Az., takes its show on the road, regularly participating in mall shows and other community events. "We've been doing these shows for five years," buyer Ned Thomas notes. "They are excellent exposure for our company and for product knowledge."

Various distributors, including Andersen Window and Atrium Door & Window, ship full size displays to the site to line the halls of the malls.

o When determining head and sill heights, try to provide views from both sitting and standing positions. People tend to look down and out of windws rather than up and out.

. Indirect natural light reflected off walls is preferable to direct sunlight in a kitchen or other work area.

The frame and sash must create a pleasing visual composition when windows are combined.

. Angle top windows should line up with roof and ceiling lines.

o Hal[ and quarter rounds can soften the lines of a house or add a traditional look to modern designs.

Eastern morning light is soft and pleasing; southern light has the greatest potential for passive solar gain; western light is harsh with unwanted heat gain in summer; northern light is soft and diffuse, but windows on the north lose heat in winter.

A local ad campaign kicks off each event.

And to further draw traffrc, Grant Road Lumber offers a special giveaway. "We'll get a real expensive door," says Bob Mahoney. "We'll stain it. finish it. install the hardware, and give it away at the show. At our last four-day show, we gave away an $800 door. We provided the stain, finish and labor; Nicolai donated the door, and Weiser provided the locks."

Not only did the promotion attract huge crowds, but it also helped generate future business. The entry blank for the drawing included market research questions to help the company gather prospective sales leads.

BACKS that allow doors to be oulled out for insoection work well lor showroom floor displays.

n pays to think like a customer

6 O YOU really know what your Lt customers. both contractor and homeowner, want in doors and windows? "Curb appeal," "streetside sizzle," "spacious feeling," and "drama" were buzz words used by a group ofarchitects, builders, and real estate experts to describe what their clients are looking for in a house.

"l find more and more people coming to me thinking about windows from a purely aesthetic point of view, wanting divided lites, roundtops and French doors because they like the way they look," explained one architect.

"One of the nice things is that you can combine many different components - windows, skylights, roof windows, even sliding glass doors installed as windows - to create interesting compositions and spectacular elevations," commented another.

"More and more homebuyers appreciate goodlooking windows," said a designer. "lf I design two houses that are identical except that one has conventional double-hung windows with snap-in muntins and the other has circle-head units with true divided lites, the second house will sell faster and at a higher price."

"Most of my clients look for low maintenance andclad windows (wood frames with vinyl or aluminum cladding) are the obvious choice," a remodeling contractor said. "Plus you get the warmth of real wood on the interior, which appeals to most people."

"l'd say 900/o of our clients expect energy prices to rise in the future, so eflicent windows remain a primary concern," a builder pointed out. "Double glazing is now virtually a standard as well as other options, such as low-E glass, which offer

higher insulating values in addition to excellent thermal performance and reduced drafts."

"A great front door and an attractive exterior entrance are what people want," said a real estate executive. "A fancy or unusual entry can get people really excited."

Story at a Glance

Clues to help you to know what's in your customer's mind .. builders, remodelers, architects and real estate designers share what their clients look for in windows and doors. information you can use to sell in your store.

"The whole window and door package has taken on greater importance," commented a designer, "and the front door is probably the single element that gets the most attention.

ELEGAI|I EIITR|ES such as these lrom Simpson's Mastermark collection are prime choices for both new and remodeling construction. Dealers find designers and architects as well as homeowners are specifying fancy and unusual front doors.

Just as with windows, buyers today are interested in the more decorative styles that really make a statement."

"Part of the change is the movement toward wood doors and windows, inside and out. They have a warmth that no vinyl or metal can approach," added an architect.

"Cathedral-style panels, intricate carved detailing, heavier more articulated casings, optional sidelights and transoms, as well as inserts of stained. etched. beveled or leaded glass, are all popular in my area," a designer specializing in remodeling interjected.

"French doors and greenhouselike rooms are two very hot buttons among home buyers today," a builder of new homes commented. "We create that effect by combining many windows and patio doors, fixed and operable. I also use windows and glazed doors inside to open up the interiors to views and natural light. French doors are just about everybody's choice for the deck, porch or patio. Just about everybody coming to my office wants French doors somewhere."

or ?3luene. SUPERDECK is a ONE COAT STYSTEM saving time and money over other seali4g'or staining products. $UpERDECK lt evallablc In ctear and elghtDeautlful$ subtlc transpertent uupod tonGs'

The Duckbeck Family of Fine Wood Finishes OneS Just Right For You!

# t9OO Serles: SUPERDECK

#llOO Serles: Oll Basc (Our original formula)

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A one-coat, high-solids, oil-base sy$em for use on exteilor wood surfaces. Gives ex$a protection from sun, watef and foot ?affic damag*. May bi brushed, rolled, gr gprayed. Canerage: 275 - 37 S'sq., lL per galton. Clean up tvith paint tmnner VOC 344. Contains no lll Trichloroethan€, Xylene, or lbluene.

An exErior\ ood ctsarFrdesErFd !o Ie stofe like new fE nauJral appearance of old \ eafFred $ood s.rfaces Remoes di& tarrh $air6, r/€ter 906, and odEr forcign rrBtFr on \iDod d.e to \r\,€atherirE and 4irg. DluE correntrats I part Deck Docldor to 3 parb uater lvlay be sp|'d)€d, bnshed, orrdhd. b\l€r$6tt rime nec6sary ab snfaceb chan ard odor.e dry conrage: l@ sq. ft. to 200 sq. ft. Water ctean up.

E[rduledrllurpanntStelnsarumenuiactrmdbyDudder*ProdrctsCopany,lrc.,P.C'.Box980,SlTlrnrr&rDolt

Home Depot plans to open a 100,000 sq. ft. store on Florin Rd., Sacramento, Ca., sometime next year .. Diamond Lumber opened its firstNv. location in the Reno area (see p.zs for story)

HomeClub. Inc. will open a Portland, Or., store July 27 and Phoenix, Az., unit Aug. 3... ./. W. Halt Lumber [nc.. I--resno. Ca., opened its third yard, a truss plant and Trus Joist product distribution center in frowler, Ca.

Yardbirds will open in a former RMC' West in Rohnert Park, Ca., by the end of '89 Reed and Chub Ringer have purchased Gald Beaclt Luntber, Gold Beach, Or., from Rod Ringer. .

l''ronticr Industries plans a home building supply center in Oak Harbor, Wa. ... Healdsburg Lutnber Co. has acquired Dr-v, Creek Millwork and Planing Co., naming Jim Lewman, mgr. . .

Wickes Lumber^ which closed its Elko. Nv., store late last year, will close its Reno, Nv., unit this month .. Mendo Mill & Lunfier Co. stores in Mendocino and Lake counties, Ca., have Lreen selected for the Ace Hardwarc (-orp.'s Ace Team.

The United Foorl antl Contmcrt'iul Workcrs unionis trying to organize a Pasadena. Ca.. Builders Emporium store.

.lerry,'s Rr.tilrtinK X4atcrirtls. l-,ugene. Or.. was the grancl prize winner in thc T'elevision llureau of ,\dvertising/Nationirl Retail N{erchants,\ssociatiolr's 20th annual commercial comlletition.

['ibreboard Corp., Concorcl, Ca., plans to acquire Americutt Box Corp.. F-resno, Ca. . Mortin Ftsrest Industries, Healdsburg,_Ca., has purchased l{opIand Planing Mill. Hopland, Ca., which remains u custont mill. Danny Jenkins, gen. mgr. .

Clterry Point Forest Product.s has been fbrmed in Ferndale" Wa.. bv John !'idrine and Michuel and Mary Mclnnes.

Pope & Talbor is modilying its Port Gamble, Wa.. sawmill and nrodernizing its mill in Midway, 8.C. . TreeSource, lnt. (14'TI) Irtdustries). Portland, Or., hus purchased Calandor Pine Corp.. Alturas.Ca....

North 4mu'it'an Plyu'ood ( orp. has added a warehouse in Kent. Wa. English Ba-v Cedar Prodtucts Ltd. has moved its offlce liom Vancouver, 8.C., to the mill in Surrey. B.C.

KKF. an imporled hardwood co.. has moved to South El Monte. Ca., fiom Pasadena. Ca... . K& K Lttmber& Millwork has been formed in Grants Pass, Or., by Sam Kellamand Ron Knight, notK & M Lumber as reported here last month.

South Ba-t l"orest Produtts has moved inlo new olfices ar 2284 N. Glassell, suite A, Orange. Ca. 92667, no change in yard location, phones or P.O. box Santa fc Fttresr Products has moved from Montebello. Ca.. to larger facilities with a custom mill at Riverside. Ca.

Arrow Group Industri?s, lnt'. has a new distribution and merchandising program ... Suy'rlita Buildt,rs Suppll, lnt'.. ol Phoenix, Tucson and frlagstaff, Az., and

.4rizona Block andDeer L'allel: Block. Phoenix, havc been acquired by CRH p/c., Dublin. Ireland, and renamed Supcrlite Block

Cooley Wholasalt, Phoenix. Az,, suffered a $300,000$400,000 fire June 6 thar destroyed mill machiner_v and a pole barn; arson is suspected . Soutltwest Mochinerv has moved to new offices next door to its old location in Santa l'e Springs, Ca....

Marinars Forest Producrs has opened an expanded new willcall dept. at their recently enlarged Santa Ana, Ca., facility . .

.Southern Puci/it' Tru nsportutitttt (-o. will acquire the &;o Linc's track from Kansas ('iry. Mo.. to Chicago, Il. , the U.S. lnternational Trade Commissiotr has a preliminary decision saying imports of residential door locks from Taiwan may hurt U.S. producers.

Boist, Cast'ode plans a share buy-back with a related sale of $300 millionin convertible debt to an employee stock ownership plan.

Louisiana-Pat'i/il (or1t.. I)ortIand, Or., will begin consrruction of an OSB plant in Silsbee, Tx.. in Sept. . D. ('. | (nt'ar ('o. has been started by Dian C. Brown in Sonora, Ca, Ted Deter's hardwood mill on the Beeyer Lumbar lacility, Arcata. Ca., anticipates a Sept. start up; Beaver will handle marketing.

The Gy-psunt ,4ssocicttion has mcrged its l:vtnston, ll., and SilverSpring, Md.. offices in Washington, I).C., Jerry Walker. exec.director...

('rttr.st tt, ( tn.st I lrtt tlrrnrr,- I lk (irove, ('a.. is observing its 2{)th rcar irr husiness...

Ma.v ltousin1 starts (latest figs.) fell 2.1%r to a seasonally adjusted annual rate ol 1,310,000 units . . . single family home starts were down 4.6%r: multi family starts up 6.ltl' .. building pernrits inched up 0.1'l,.

rrr:nnn[Q ialDll] [_ tiJtl'l[i qrr u LrL] UE ffi.L{tq$,{F":ftr"wji:.$SW$.

Builders Square Founders Exit

In a major management reshufTle at Builders Square, San Antonio, Tx.. the 137-unit chain's three founders have resigned.

Chairman and c.e.o. Frank Denny has been succeeded by Glen Mielke, while Jud Walford has been replaced as executive vice president-merchandising/advertising by Leo Korwin. Executive vice president-administration Frank Powers has also resigned.

The trio lounded the company in 1983, a year later selling it to Kmart for $90 million.

Another executive with the company since its inception. vice president-merchandising/store planning Larry Haven, has also left.

Weyerhaeuser Trims Branches

Weyerhaeuser Co., Tacoma, Wa., plans to streamline its operations, selling or realigning any divisions deemed outside the firm's "desired strategic focus" by a newly established review panel.

The first moves are the closure of its only production facility outside North America, Weyerhaeuser Australia Pty., and the placement for sale of Benjamin Ansehl Co., St. Louis, Mo., a health and beauty products manufacturer.

Huge Trucker Protest

Hundreds of logging trucks rolled into Montana for a second year as part of the latest protest against the blockage of timber harvests in federal forests.

The May 6 rally at the Missoula County Fairgrounds attracting trucks from California, Oregon and Washington especially focused on the timberlands closed to logging due to the spotted owl.

The turnout was said to exceed last year's "Great Northwest Log Haul," in which about 300 trucks carried timbers to a Darby, Mt., mill facing closure for lack of logs.

Earth Shattering ldea

To capitalize on the quick growth of their coastalcity, San Diego Hardware, San Diego, Ca., is now stocking chrome, ceremonial groundbreaking shovels, tagged at $195 each.

A LOOK AT YOUR OPERATION THROUGH ANOTHER SET OF EYES CAN UNCOVER A WEALTH OF UNTAPPED POSSIBILITIES.

OR AT THE VERY LEAST CONF I RM THAT You ARE DorNG EyEESIN.E THAT cAN BE DONE TO MAXIMTZE YOUR POTENTTAL.

P.O. Box 2292

Gilroy, Ca.'95020 (408) 842-1673

REDWOOD SPECIALISTS

GALENDAM]

JULY

Building Industry Credit Association - July 13, credit management seminar, Hanalei Hotel, San Diego, Ca.

Underground Storage Tank Requirements Seminar - July 14, sponsored by the Environmental Resource Center, Denver, Co.

Spokane Hoo-Hoo Club - July 20, calendar planning meeting, Spokane, Wa.

Black Bart Hoo-Hoo CIub - July 21, annual bbq & golf tournament, Ukiah Golf Course, Ukiah, Ca.

Dub's Ltd. - July 21, golf tournament, Bodega Harbor Golf course, Bodega Bay, Ca.

Inland Empire Hoo-Hoo Club - July 21, dinner/speaker meeting, El Rancho Verde, Rialto, Ca.

I rvish to thank many people for helpingme attain the1Oyear mark in owning my own business. Above everyone else, I especially w.ish to thank the following people:

Mike Vidan, vice president, Georgia-Pacific Corp.

Torn Halter, president, Trio Forest Products, Inc.

Nick Elardo, general manager, California Builders Supply

Dave Garnbeer president, Western International Forest Products

Roger Burch, president, Redr,r'ood Empire, Inc.

Sincerely,

John W. Wilton California Forest Products, Inc.

Mountain States Lumber & Building Material Dealers Association - July 21, Idaho golf tournament, Idaho Falls Country Club, Idaho Falls, Id.

Western Building Material Association - July 22, Young Westerners trustee meeting; July 23, WBMA insurance/ pension trust and planning committee meetings; July 2425, board meeting, Sunriver, Or.

National Retail Hardware Association - July 23-27, annual convention, Sheraton Centre, Toronto, Ontario, Canada.

National Hardwood Lumber Association - July 24-28, hardwood lumber grading short course, Ramada Inn, Carson, Ca.; Johnston Hardwood, Long Beach, Ca.

San Joaquin Hoo-Hoo Club - July 28, Coast Frolic golf tournament & dinner, Black Lake Country Club, Nipomo, Ca.; Shorecliff Resort, Pismo Beach, Ca.

International Lawn, Garden & Power Equipment Expo - July 31-Aug. 2, Kentucky Fair & Exposition Center, Louisville, Ky.

AUGUST

Rogue Valley Hoo-Hoo Club - Aug. 4, annual golf tournament, Rogue Valley Country Club, Medford, Or.

Los Angeles Hardwood Lumbermens Club - Aug. 4-6, trip to Catalina Island, Ca.

Woodworking, Machinery & Furniture Supply Fair - Aug. 5-8, Anaheim Convention Center & Marriott Hotel, Anaheim, Ca.

National Wood Window & Door Association - Aug, 5-9, summer meeting, Hilton Head, S.C.

Central Builders Supplies Co. - Aug. 9-10, electronic product show, Sturgis, Mi.

Humboldt Hoo-Hoo Club - Aug. 11, golf tournament, Baywood Golf & Country Club, Arcata, Ca.

Paulina Hoo-Hoo Club - Aug. 11-12, golf tournament, Prineville Country Club, Prineville, Or.

National Hardware Show - Aug. 13-16, sponsored by American Hardware Manufacturers Association for Hardware Industry Week, McCormick Place, Chicago, Il.

Wood Moulding & Millwork Producers Association - Aug. 15-20, summer meeting, Holiday Inn, Albuquerque, N.M.

Dub's Ltd. - Aug. 18, golf tournament & dinner, Meadow Club. Fairfax. Ca.

I

r

GENTTR MTRGHANT BILL

FISHMAN

Bill Fishman & Affiliates

11650 lberia Place San Diego, Ca.92128

lesigns & estimating and contract instalration companies.

l-,lOME CENTERS have rekindled fl their love affair with kitchen and bath remodeling. It's big ticket business. Yesterday, while snooping around the unmanned desk in the kitchen display area of a national warehouse chain, I spotted, in open view, two signed contracts for kitchens, each in excess ol $4,000. That's a nice morning's sales job.

Kitchen and bath remodeling has become an important segment of the home improvement products business. There are many independent retailers, as well as national chains, reporting great profits lrom these sales. lt hasn't always been this way. The past has had its share of horror stories co-mingled with the successes. But that's changed with the availability of educational programs, material handling systems, computer aided

Early merchandisers believed that the retailer had to stock an inventory olcabinets in order to "buy right" and service the customer for immediate delivery. Today, cabinetry is available through distributors lbr just-in-time delivery and the pitfalls of handling (and damaging) cabinets has been curtailed. Getting caught with aging inventory because of changing style trends is no longer a problem. Mis-measuring, once the prime reason lor "eating" kitchen inventory, has been virtually eliminated through educational programs. And, the ability to sell kitchens is no longer limited to "thegal-in-the-floppy-hat" who performed as the store's kitchen designer/expert. Today, it is the well trained, businesslike counterman who can make the customer feel comfortable with the design, material and contractual arrangements lor a new kitchen

The National Kitchen and Bath Asso-

ciation has been responsible for the improvements in merchandising this product segment. They have created programs that teach those who come in contact with remodeling customers about the mechanical and construction aspect of remodeling so that even homeowners who plan to do their own installations can be accurately guided.

The NKBA also takes the studenr through contracts, specifications, expediting, sales presentation and the profitability of merchandising kitchens and baths. Some of the national and regional retailers have contracted with the NKBA to bring the school on location at the store site and tailor the program to their own brand names and models.

Kichens and baths have become such an important product category that almost one whole floor of McCormick Place North will be devoted to exhibits by kitchen & bath product suppliers. Its time has come.

Check out our Calendar on page 20 for information on upcoming conventions, meetings and trade shows in your region.

CHUCK L]NK executive director

HOLESALER-distributors from Augusta to Anchorage to Anaheim will have to change their way of doing business if a recent decision of the Court of Appeals for the Ninth Circuit is allowed to stand. Due to the case Hasbrouck v. Texaco, wholesalers may have to give up their wholesale discount.

"Wholesale distribution as we know it today wilt be significantly changed if the U.S. Supreme Court does not overturn the Appellate Court decision," says Louis R. Marchese. National Association ol Wholesaler-Distributors associate general counsel.

For now, the Appellate Court has turned on its side certain legal traditions that underpin the entire system ofproduct sales lrom manufacturer through wholesaler-distributor to retailer.

The ruling results from a case first filed in 1976 and living in the court

system for I 2 years - through two trials and two appeals. The issue is whether or not 1935's Robison-Patman Act guaranteeing lair competition is violated by a manulacturer who sells goods to wholesalers at lower prices than to retailers.

Until llasbrouck. wholesaler-distributors could receive discounts from manulacturers based upon the competitive level at which they operate. The court has now ruled that the legality of the discount will be based upon cost justification - specifically, if all or part of a discount is passed on to customers of a wholesaler-distributor who competes with retailers who do not receive the same discount.

The ruling currently applies only in the Ninth Circuit but could be extended nationwide if adopted by the Supreme Court.

For its natural beautv and enduringqualities, 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 Redwoo4 in construction heart and construction common grades With tight knots and natural variations of color and patterq Desert Dry Redwood is easily distinguished from cedar and pressure treated lumber. Ifs a prestigious look And you can supply it so economicallv.

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 less, 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 controlled It also maintains a superior resistance to decay and insects Dried, trimmed, and surtaced so sizes are true, ifs paper wrapped for protectionin2" x4", 2" x6",2" x8" - 12" dimensions

and lengths up to 20 feet. For mbre information about Desert Drv Redwood or anv of our other grades of redwood, call Bob Mosbv. Redwood Sales Manager, at 7 07 -443-7 sII. L-P Desert Dry Redwood. Go first class. But pay coach.

OUNTAIN STATTS

FRED CARUSO executive secretary

\t OU have been using the term I "gross profit" from just about the first day you got into the lumber business. Your boss used it. Maybe your own dad taught you how to use it. Your business teachers used it. Everybody uses it. It's a common business term.

But wait a minute. Is there really such a thing as "gross" profit? Think about it as a term that must relate to the only thing that really counts - true, after-tax profit. Is there such a thing in that context?

Does it really matter? lt's just a term. Gross profit is the same as gross margin and most people know it. You start with a lot of gross profit and end up with just a little bit of net. Everybody knows that! Don't they?

No, they don't know or understand, which is the motive behind our 1989 Profit Awareness Program, and, besides, the use of the term is wrong.

Most of us will agree that the term "net profit" is pretty close to being the only kind of profit that counts, pending taxes and other potential, unpleasant last-minute surprises. But note that I said most of us would agree, not all. It is simply not that clear. Some insist there is

only one kind of profitthe final, final profit and that is allso forget about net. But for discussion purposes, most of us have a similar picture of "net" profit.

But back to the guilty, inaccurate term "gross profit."

If there were such a thing as "gross" profit from which your business derived the only thing that counts, "net" profit, it would follow (and we must quote):

"There are two kinds ol profit. (l) gross profit, and (2) net profit."

That statement simply does not follow. lt is inaccurate. In fact, it'is wrong.

If you wonder why employees get confused, or why employees may think you are charging obscene profits when you mark something up 50% to get a 33.33'Xr margin, or some may even complain because they don't understand why their paycheck is so small while your profits are so high (so you drop the word gross, a mere oversight, but it's all the same to them), consider the source of the confusion. It's probably your repeating the same incorrect terms every one else repeats.

Gross profit is not "profit," so why do we insist on using it? Stamp out the use of misleading. terms! Become a leader. Decide today to switch your vocabulary away from gross profit to using gross margins (or simply margins). Make margin your operating profit start-

ing point, not gross profit.

Through our Profit Awareness and Education Program, we hope to make everyone - owners, managers, employees and customers and our business advisorsmore aware of the need for profits and how businesses go about earning them. Terms like gross profit simply perpetuate confusion.

Here are a few tips for clarifying thinking about profits:

(l) It all begins with margin, or gross margin if you insist. You can sell product from now until eternity, but you won't generate one penny of retail operating profits without margin. Some people do not believe it, but it's a fact.

(2) Mark up is simply a lactor that is needed in order to achieve margin. You multiply the delivered cost of the product by the required mark up or its equivalent multiplier in order to get the desired margin. Mark up is NOT a goal, but simply a process necessary in reaching the goal, which is a margin suffrcient for profit.

(3) Cost control is essential to profitability and is everyone's responsibility. A l% reduction of costs (as a percent of sales ) has the same effect on net operating profits as a l0lo increase in margin. But cost reduction assumes there is sufficient margin from which costs can be subtracted! Re-read tip No. L

(l'ltase turn to pagc 27)

WAYNE GARDNER executive vice president

THE FIRST year of a two year season for the State of California legislative mbers is 1989-1990.

Approximately 5000 bills, all having an effect on the citizens of California, were introduced belore the cut-off date this year.

Western Building Material Dealers Association, a group of associations representing the building material industry, uses a legislative advocacy firm in Sacramento to watch the bills. Ron Barrow and his associate Carolyn McCapes group all the bills affecting the building material industry and send them to a committee for action.

Various members of the committee look at different areas of legislation so that each member doesn't have to read every bill. Not too many years ago the primary emphasis of the organization

was on the Mechanics Lien Law. This law is still a major concern, but other areas are now studied as well. For example, we now look at codes & standards, environment and energy, collection and liens, general industry, labor relations, contractor license laws, public works, taxes and fees.

For each bill, a position is taken and the path of the bill is watched. Should special attention be necessary, the appropriate parties within the industry go to Sacramento and lobby the position taken. Ron Barrow's office writes letters and does the tracking for Western.

of the 5000 bills this year, the building material industry has a real interest in something over 100 of them. This has been backed down from over 200, in which we either had relatively little interest or the bill just didn't go anywhere.

The group, which meets in Sacramento.once a month durins the earlv

part of the year, will meet again in August.

How important it is to watch this legislation. And it's being paid for by those firms who are members o[the participating organizations. This is just another example of the fact that an association does for you what you can't do for yourself, because of the time and money that would be involved.

The Lumber Association of Southern California has been an active participant in Western almost since its inception. In addition to legislative activity, LASC is involved in calling on building departments, working with them on lumber grades, working with designers, specifiers and others on lumber grades and species, plus being part of National Lumber and Building Material Dealers Association in Washington, D.C. NLBMDA's function in Washington is the same as Western's is in Sacramento. NLBMDA represents the various retail lumber and building material associations throughout the United States.

lf you add this service to the educational programs, the seminars and meetings that LASC sponsors, plus the insurance programs available for the industry, LASC can offer benefits that more than cover the cost of the dues.

As we have said - association membership doesn't cost - it pays. Try ityou'll like it.

OPERAIING OPPORTUNITIES

WALLY LYNCH Paid Associates PO. Box 741623 Dallas, Tx.75243

I I t HAT can a lumber dealer do UU about the domino effect failing lending institutions are having on their customers? This question has come up several times in the past few months.

The problem is very real, but a little off a merchant's reservation, so we talked to a few friendly bankers.

They were unanimous in their Position that there is very little a dealer can do to prevent a failure of a financial institution from affecting his customers. Their advice to lumber and building material retailers was of one mind. Know your customer. Make the necessary credit checks. Do your homework before you do business with anyone and stay current as time passes.

Three lending institution presidents, an executive vice president and a past

state banking association president were unanimous in another area. "lt's difficult enough to implement what the Congress of the United States actually legislates, but it's almost impossible to deal with what it might come up with."

What each was saying is that under the current rules, the FDIC and the S&LDIC aren't going to let a bank or a savings and loan go belly up. But, at the same time, they were cautioning against complacency and changes in the rules.

If one of your customers loses access to funds because of lender closing, the chances are almost 100% that it will be only a short disruption in availability. The deposit insurance agencies are standing in the wings ready to take over the management of an insured agency. It's not uncommon for them to take over on Thursday, close on Friday and reopen on Monday. The important thing is your customer must deal with an

"insured" institution for this scenario to apply to him.

If your customer has borrowed from an insured lender, the worst to be laced is a new loan officer examining his credentials. Many of the loans interrupted are merely reinstated. Trouble or loss o[ continuity in the availability of funds usually follows only if the borrower was a poor bet from the outset.

Mountain States

(Continued from page 25)

(4) There is no such thing as gross profit, so take the pledge! Never let that term pass your lips in the presence of others.

Thank you! And higher profits to all!

Footnotes: We would really like to hear from you regarding the theme of "Profit Awareness and Education" or any of the points expressed during this promotion. Call us at 303-793-0859 or toll-free at 1-800-365-0919.

Now that you agree there is no such thing as "gross" profits, you are probably wondering how it started. The accountants did it. They want you to think prematurely that you might end up with a profit so you can afford to pay them before you close the books for the year. Blame them!

1t0m0RE FREE lUllCH.

It's your lumber, and guess who's making a meal of it. Wood-boring insects and wood-rottine funei have invited themselves for a snack.

Spoil"their appetites with TIM-BORP the EPA-registeri:d wood preservative from U.S. Borax.

TIM-BOR is applied by pressure treatment or dip-diffusion. It's non-corrosive to most metais, doesn t affect painting or gluing, and doesnt change the appearance of wood. It's also odorlesJand is not harmful to humans and animals.

Before unwelcome visitors show up for lunch, let TIM-BOR cancel their reservations. Before vou build, ask for TIM-BOR treated wood. For more information write to U.S. Borax, Technical Department, 3075 Wilshire Blvd., Los Angeles, CA 90010. hr$nb*hr,lil*tg

Court Deciding On Discounts

Whether or not manufacturers may legally discount prices to wholesalers and not to retailers will be decided by the U.S. Supreme Court.

The court will review the case which, according to industry groups, "threatens to undermine perhaps the most common distributional arrangement in American business: the dual-channel system in which a manufacturer or supplier sells to wholesalers at discounted prices lower than those it charges directpurchasing retailers. "

Texa-co is appealing the ruling in favor of l2 service stations in Spokane, Wa., which claimed illegal price discrimination since wholesalers selling to their competitors were charged less.

The recent Ninth Circuit Court ruling could be valid nationally if upheld by the Supreme Court.

Wood Window & Door Meeting

The National Wood Window & Door Association's summer meeting at the Westin Hotel, Hilton Head Island, S.C., Aug. 5-9, will follow the

theme "Positioning for Progress: A Global Concept."

A major part of the program will be devoted to world wood supply and the long range outlook for domestic and foreign timber. Tabletop displays will promote new product ideas.

New Wood Door Standard

The Wood Moulding & Millwork Producers Association has revised "WM 8-83 Industry Standard 20Minute Fire-Rated Wood Door Frames" to include edge-glued door frames. The standard will now be called WM 8-89 Industry Standard 20Minute Fire-Rated Wood Door Frames.

The standard establishes minimum requirements for wood door frames and sets minimum tolerances so that the use of any or all of the following would be acceptable by the standard: denser wood, a wider frame, or a narrower door opening.

Mill Worker Killed

A worker at Indian Hill Hardwood Milling,Inc., Fontana, Ca., was

killed June 8, while running a board through a saw, according to state safety officials.

Ventura Cano. 42, was directing a 16 ft. long piece of oak through a rip saw, cutting it into smaller segments, when an end strip "walked out and went through his chest like a spear," said Richard Stone, associate safety engineer at Cal-OSHA.

Cal-OSHA's investigation revealed no defects with the saw.

Indian Hill is the milling subsidiary of Peterman Lumber Co., Fontana, which declined comment on the incident.

Diamond Opens Nevada Yard

Stepping in to fill the void created by the closing of Wickes Lumber, Diamond Lumber opened its first Nevada location in the Reno area.

"We opened this location because we're confident that we can offer Reno, Sparks and Carson City area building professionals some things that will make a difference in their business," said Ray Schneeberger, store manager. "Diamond's commitment to the professional and our understanding of his business give

us rhe ability to help him improve his bottom line."

Located at 1455 E. Greg, Sparks, the store plans a grand opening for early fall.

Fenestration Certification Plan

The building industry now has assurances of quality control for windows, doors, skylights and other related products through the Fenestration Certification Program conducted by the National Association of Home Builders National Research Center.

The Fenestration Certification Program, the newest addition to the testing programs, tests for such factors as air infiltration, water performance and overall structural performance.

Hardware Industry Week, Show

Nearly 800,000 sq. ft. of exhibit space occupying eight floors in the McCormick Place Complex, Chicago, Il., willoffer the latest in building materials, hardware, lawn and garden, automotive and housewares at the Aug. 1 3- l6 National Hardware Show.

Held in conjunction with Hardware Industry Week, the four day event will include educational programs developed and implemented by the American Hardware Manufacturers Association, Builders Hardware Manufacturers Association, Hand Tools Institute, Home Center Institute, National Lawn & Garden Distributors Association, National Retail Hardware Association, National Wholesale Hardware Association and Southern Wholesale Hardware Association.

William F. Hooten, president, Liberty Distributors, Inc., Des Plaines, Il., will be keynote speaker. Approximately 70,000 retailers, wholesalers. manufacturers, reps and other industry people will participate.

Pueblo Opens So. Ga. Yard

Pueblo Lumber Co., Tempe, Az., has expanded operations into Southern California. opening a new yard in F-ontana, Ca.

Mike Brady has been named general manager of the new wholesale facility, while Jon Brady replaces him as traffic manager in Tempe, according to president Glenn Miller.

FAMOWOOD

is the PR0FESS|0llA['S ALI- PURP(lSE PLASTIC

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

Can be used under Fiber Glass! q3"tu-

Ready to use right out of the can, Famowood applies like putty- sticks Iike glue; dries quickly; won't shrink, and will not qum uD sander. Waterproof and a'nd gum up iander. weatherproof when properly applied. -4ao

Mike Fullmer, Fullmer Lumber Co.. Tualatin, Or., and his family recently visited Disneyland during a So. Ca. vacation.

Ted Kazleman is the new acting pres. and c.e.o. of Builders Emporium, lrvine, Ca.

Ernest H. Drew and Robert E. Fowler Jr. have been elected to the board of Manville Corp., Denver, Co. Will M. Storey is now vice chairman and Charles R. Engles. senior v.p.. corporate development.

Ed Gavotto, American Mill & Manufacturing, Inc., Chula Vista, Ca.. married Norma Delagardelle, Mutlin Lumber Co., Los Angeles, Ca., on June 3, 1989, in Covina, Ca. They honeymooned in Palm Springs, Ca.

Bud Hover has joined the sales force at Bear Creek Lumber, Winthrop, Wa.

Fred Caruso. Mountain States Lumber & Building Material Dealers Association, Englewood, Co., and his wife, Ellen, recently vacationed in lreland.

Dick Platner, Lumbermen's, Olympia, Wa., has been awarded the Silver Beaver Award, the highest honor for adult Boy Scout volunteers.

Doug Anderson is new to economy lumber sales at TreeSource, Inc., Tigard, Or., according to sales mgr. Rick Williams.

M. David Dittmer has been named executive v.p./gen. mgr. of Lumbermen's, Redmond, Wa. Michael A. Buza is now exec. v.p./gen. mgr. of Spenard Builders Supply, Anchorage, Ak., another Lanoga subsidiary.

Robert Marini has been promoted to western div. gen. mgr. for Cabot Stains.

Len Adamo, Louisiana-Pacific, has been transferred to Red Bluff, Ca.

Norm Allard has been promoted to western reg. sales mgr. for Newell Window Furnishings.

Burnard MQuinn, Suburban Building Materials, Aloha, Or., has retired after 40 years in the business, the last 23 with Suburban.

Charles R. Boaman is the new So. Ca. district sales rep for Azrock Floor Products.

Mike Phillips has been appointed exec. v.p. of Hampton Lumber Sales Co.. Portland, Or.

Oscar Alvarez has been named co.-msr. of 84 Lumber, Beaumont, Ca.

Rebuilt to ZERO TIME TOW

TRAGTORS

Ed Feduniw, H&M Wholesale Lumber, Etiwanda, Ca., has been on a sixweek tour of the U.S.

Bob Wilbur has joined Weyerhaeuser, Fontana, Ca., as asst. mgr. Lloyd Blake has been transferred to Weyerhaeuser's Los Angeles, Ca., facility as business finance mgr.

Don Goodall is mgr. of HomeClub's new Salt Lake City, Ut., location.

Mike Parslow and Bob Rainer, California Sentry Hardware, City of Industry, Ca., were honored as the firm's Dealer Salesmen of the Year.

Sheila Taylor has been promoted 10 western reg. sales mgr. for Rain Bird, Glendora. Ca.

Bill Weger is the new communications director for the Hardwood Plywood Manufacturers Association.

Don Cooley has been appointed plywood sales rep for Cascade Veneer. Lake Oswego, Or.

Jeff Benskin, Riverside, Ca., has been named national sales mgr. for Spur Shelving Hardware, according to Joseph Nazzaro.

Bob Lawrence, western plywood mgr., Champion International, Tacoma, Wa., has retired after 38 years in the business.

J. Michael Gwartney, director of human resources, Boise Cascade Corp., Boise, ld., has been elected a v.p.

No more headaches with broken forklift rear ends. The answer is simple. USE A TOWING TRACTOR TO TOW LOADS. With more than 15 years of experience, VICTORY GROUND SUPPORT EQUIPMENT COMPANY combines a sales, administration and service back-up for their reconditioned and rebuilt tractors that will make sure the job gets done but this time WITH THE RIGHT EQUIPMENT!

Jerry A. Joyner has been named reg. mgr. covering N.M. for Jenn-Air. Gary Stoner has been assigned to No. Ca.. Or.. Az., Wa.. and Ak. Galen Weaber is the new pres. and chairman of the Hardwood Manulacturers Association.

John Masaschi, v.p., industrial wood products, Georgia-Pacific, has been elected pres. of the National Particleboard Association. Jack Sweeny, Temple-lnland, is now v.p., and Royce Stanford, Weyerhaeuser, sec./ treas. Executive committee members-at-large: Jack O'Leary, Union Camp; Bob Carter, Boise Cascade, and Richard Krull, Merillat Industries.

Doris Hassmann, recently retired from Boise Cascade Corp., has been elected Lumberwoman of the Year by the Hoo-Hoo-Ettes.

Rosie Bennett. Bald Knob Land & Timber Co., Creswell, Or., is handling sales for its Mazama and new Oakridge, Or., divisions.

Edward Pajor is the new director of mktg. & transportation lor Rivendell Forest Products, Ltd., E.nglewood, Co. Tim Cornwell is now sales mgr., and Mike George is new to sales.

David Larson is new to sales at American Stud Co., Olney, Mt. Pat O'Connor is now v.p./gen. mgr. of Southwest Hardware Co., Phoenix, Az.

c ou ,rc GLAS FIR LEARSN'

While Precision is well known for quality Redwood Uppers, many customers are nol yel aware 0f our line vertical grain and mixed grain Douglas Fir. Let us quote your nexl "clear" lir inquiry. We think you'll agree that when it comes t0 service, quality and price, Precision's Douglas Fir Uppers are "Cleally The Best."

Douglas Fir Uppers. Redwood Uppers'On Site Milling

l6l W. Cypress Ave., Burbank, Ca. 91502 f 8f 81 842-8r3e 12131 84e-322e

Bill Shields. Willamette Industries, has been elected chairman ol the newlycreated American Forest Resources Alliance.

Mark Carlson, Weyerhaeuser's So. Ca. mktg. mgr., hardboard siding, won a composite div. contest. earning a June trip to Hawaii with his wife, Karen.

Don Parrish joined Weathervane Window Co., Lake Oswego, Or., in inside sales. David McDonald is new to outside sales.

Cliff Armoogan, 84 Lumber Co., Las Vegas, Nv., won first prize, a Chevy S-10 pickup truck, in a chainwide contractor sales contest.

John Artim has been named v.p.-So. Ca. operations for Jacuzzi Whirlpool Bath, Walnut Creek, Ca., according to pres./c.e.o. Roy Jacuzzi.

Jim Wilson is a new lumber trader at Suncrest Forest Industries, Medford, Or.

Dan and Jerry Higman, Reliable Wholesale Lumber Co., Temple CitY and Huntington Beach, Ca., and their mother, Anna, sPent a familY vacation near Cabo San Lucas, Baja Ca., Mexico.

David J. HeerensPerger, PaY 'N Pak' Kent, Wa., will resign Aug. l, 1989' after l9 years as chairman and c.e.o.

Rob Dressler has been named pres' and c.o.o. of Performance Coatings, Inc., Ukiah, Ca., according to John MaYginnes, chairman and c.e.o. Dressler is a former pitcher for the San Francisco Giants. Seattle Mariners and St. Louis Cardinals. Dore Morton has rejoined Performance Coatings as gen. mgr., and Ted Muckermann is new to the marketing team.

Hugh Mungus and Freddy Fungus, Mungus-Fungus Forest Products, Climax. Nv.. have unveiled their new corporate slogan: "We cheat the other guy and pass the savings on to you."

(l'leuse turn to puge 32)

Personals

lCLtntirtuctl J'rorn page -? I )

Roger Meakins has joined the lumber sales staff at Timber Products Sales Co., Springfield, Or.

Ed Fountain Sr., pres., Ed Fountain Lumber Co., Los Angeles, Ca., and his wife, Vivian, are spending July on an Alaskan cruise, touring Ak. and Vancouver, 8.C., Canada, according to sec./treas. Ed Fountain, Jr.

Dave Bufe, Mesa Forest Products, Costa Mesa, Ca., and Will and Jerry Higman, Reliable Wholesale Lumber Co., Huntington Beach, Ca., recently participated in the Baja 500 offroad race in a new prototype car.

Paul Ward, Ward Forest Products, Morgan Hill, Ca., is back from a European vacation.

Paul Zartman has joined Reid & Wright, Inc., Arcata, Ca., covering Oregon sales from Bend. Richard Reid has moved from the Broomfield, Co., oflice to open a new central Ca. and Bay area territory from Placerville, Ca.

Frank Welch, Cedar Shake & Shingle Bureau, Bellevue, Wa., has retired after 27 years with the group.

Michael Pugh is new to Benchmark Doors as So. Ca. sales rep.

John Reeger has joined Universal Forest Products, Huntington Beach, Ca. Jim Gonsalves, Western Wholesale Moulding, Phoenix, Az., is back after a brief Lake Powell houseboating vacation.

Tim Nelligan is new to the Henry Co., Huntington Park, Ca., as v.p. and gen. mgr., according to pres. Richard B. Gordinier.

Tim Moxie has joined the sales staff of Martin Forest Industries, Healdsburg, Ca., according to v.p. Gary Malfatti.

Bob Jacobson, Roseburg Forest Products, Roseburg, Or., has retired after 28 years on the sales team.

Larry Olson is new to sales in the industrial dept. of Mallco Lumber & Building Materials, Phoenix, Az., working with industrial mgr. Jeff Lodge, according to Rich Bilby.

David Weyerhaeuser, Northwest Hardwoods, Portland, Or., has been promoted to Weyerhaeuser Paneling Division's general mgr. of Pa. veneer operations, according to Robert T. Renfro, div. pres.

Joe Mayfield, pres., Mendo Mill & Lumber Co.; v.p. Mike Mayfield, and store mgrs. Phil Chappell, Ukiah; Ted Shoen, Clearlakel Mike Dunkle, Willits, and Dave McNich, Fort Bragg, Ca., attended a briefceremony honoring the chain as a Superstar Team Member of Ace Hardware Corp.

Michael Drutis is now in sales at Idaho Timber Corp., Boise, ld.

Jon Reed has been promoted to v.p.mktg. & sales at P&M Cedar Products, Stockton, Ca.

Marciel Coor-Pender, Vent Vue Products Co., Los Angeles, Ca., has been in Switzerland on vacation.

Steve Garrison has joined the lumber dept. at Boise Cascade, Phoenix, Az. Denise Keyser is new to the Boise, Id., plywood sales staff.

Ron Owens and Ron Marchek are now with Vance International, Milwaukie, Or.

Mark Finn and Bob Schwirzke have joined Lynn Forest Products, Corona. Ca.

Scott Hebener has been added to the sales team at Henderson Corp.. Boise. Id.

and selected sales aids

Gustom Windows

Custom designed and custom made windows and louvers in nearlv any size are now available from American Woodwork Specialty Co.

Swing 'n'Sell Display

- Swinging door and panel displays for showcasing the maximum riurirber of samples in a minimum amount of space are available from Multiplex.

Manufactured from pine, redwood and vinyl-clad wood, the windows come in nine styles. Fully ventilating redwood louvers are offered in seven styles, including round models up to 6 ft. in diameter. Accessories include custom wood grilles and interior trim.

Double Duty Double Doors

Patio doors offering the strength of steel and the look ofwood are n-ow available from Benchmark Doors.

Introducing a New Product?

Please send details to New Products Editor, 4500 Campus Dr., Suite 480, Newport Beach, Ca.92660.

Tree Pads

A plastic tube-shaped wrap which snaps easily over the trunks ofyoung trees to protect them from damage by mowers and weed trimmers has been developed by Blackburn Manufacturing.

The high-impact plastic is said to expand as the tree grows.

Sturdy .steel wings display full sheets of 4'x8'decorative paneling or pre-finished plywood, each wing holding two panels back to back-. Units have a 20-wing, 40-sample capacity.

Door merchandisers show up to 20 full-size doors of any width-and standard 80" height. Rubber separators protect the doors against damage.

Free-standing and wall-mounted displays are offered.

Radon Defense

A new sealant system from Radon Shield, Inc., reportedly guards houses from the infiltration of radon gas.

The kit contains five I qt. tubes of sealant, I qt. ofadhesive and 150 ft. of closed cell foam joint filler. Only one kit is needed per home.

The shield must be used in con- junction with EPA ventilation requirements and applied at the time of new construction.

Rotating Roof Window

A pivot/vent roof window that 9aq be opened without removing the inside screen is new from Roto Frank of America.

Manufactured from 24-gauge galvanized steel, Legend Vista Ifdobrs have a l0-mil thick woodgrain coat- ing, which may additionally be stained or painted.

The doors also feature polyurethane insulation, frostbreak threshold, high-tech weatherstripping and Low-E double insulated glass. -

_ A gear-driven, chain-type crank, hand- or pole-operated, opens the window to a full 10.5 in. For easv cleaning, the screen slips off and thi: top-hinged window rotates 180'.

Vision roof windows feature enerBy_qflicient argon filled Low-E glass, EPDM gaskets, a step-flashing sys- tem tor weather tightness, attached screen and installed hardware. Five sizes are available.

Mahogany Door Merchandiser

Mahogany doors are now offered in free-standing display units from Pease Industries.

and temperature resistant Carver's Mill shutters use a simple drill-to-fit mounting system. They are 14" wide and come in sizes to frame window or door lengths from22" to 82", in a varietv of colors.

Paint Brush Bench

Brush Caddy from Z-Best Products Co. slips easily onto the rim of a paint can to provide a resting area for small brushes.

A magnetic strip on top of the device is a resting place for 3" or smaller paint brushes, enabling the excess paint to drip back into the can.

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

PicturePerfect Octagonals

Leaded glass octagonal windows are now available from Monarch Mirror Door Co.

Exterior Shutter Bin

Exterior shutters from Pinckney

Molded Plastics are now accompanied by a compact, full color merchandising display.

Made of polystyrene, the weather

Offered in stationary and opening models, Octagons have unfinished pine frames, which may be painted or stained. Beveled or etched glass and patina lead or brass finish came are available.

Rough openings for fixed windows are 22" x22" and for operating windows 25-l /2" x 25-l /2"

Big Stowaway

A 17 gallon, all purpose home storage box is new from Buckhorn lnc.

Molded of high strength industrial plastic, the containers feature attached lids and smooth, rounded edges. They are said to be waterproof and resistant to impact, mildew, splintering and rot.

(lontainers stack securely one on top ofthe other on shelving and nest one inside the other when empty.

The product attaches to gallon or ouart cans.

ScenicSecurity Door

Security doors in a rustic design are new from Joico Ornamental lron.

Constructed with heavy duty wrought hinges, dual sweep expander, weather-stripped metal frame, header and heavy 2" frame, the doors have a pneumatic door closer, crash chain, l/8" tempered glass, electrostatic finish and solid brass handles.

Components include a brass adjustable sill, stainless steel-backed edge strip and polished brass hinges and lockset.

Backyard Bollards

Cast iron, ornamental bollards, lighted or unlighted with linking chains or free standing are available-from Spring City Electrical Manufacturing Co.

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W Inlpiiala

The pos_ts are crafted of single-piece cast iron to protect them from corrosion and vandalism.

Six styles, each reminiscent of a historic period or locale, are offered.

A Friend In Knees

For jobs that require kneeling, the comfortable EZKneeler from Kraft Tool Co. gives knees a break.

A convenient alternative to knee pads, the 74" x 24" kneeboard consists of a thermo-plastic rubber cushion securely fastened to a polypropylene tray.

A Dozen+ Door Displays

Fourteen different in-store door displays have been introduced by Castlegate.

pedestals for single doors and countertop versions are also offered. Free hand samples that feature a steel door cutaway and a variety of frames are included.

Roll On The Floor

Upgraded versions of the mechanized roll racks for displaying do-ityourself sheet vinyl flooring have been introduced by Armstrong World Industries.

The new merchandisers include feature-benefit cards, an estimating table, and product samples attached with velcro for easy replacement.

Gornered In The Tub

Splash Guard, which helps to keep bathroom floors safe, dry and mildew-free by preventing shower splash, is new from Magic American Corp.

A molded white plastic corner has a self-adhesive anchor strip that permanently bonds to tiled tub walls. It reportedly installs quickly and easily without putty or tools.

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Full-size displays include factoryprepared doors in either wall-mounted or free-standing form. Revolving

The device helps to prevent floor and wall damage, and can be removed for cleaning.

Polyethylene Cart

\ Lrtilitr errrt ntolclcd liont a singlc slreet ol polvcthylcnc to providc thc bcncflts ol u wooclcrr cirr rl,hile bcing lighter. clrsicr to clcrrn. ntore durlblc lrncl wltcrtight is ncu ll,rr-n Kuclco. l nc.

Ilcportccll-r. the tub llso w ill not rLlsl or rOt. ciln haul up tO .l()() lbs.. luncl lcuturcs scrrlccl ball u hccl beariltg.. Ilrruc .'rt lrlluulllirli\' tircs. lt rr-rggcrl stccl urlc and ribbccl sicles.

Canned Pump

Touch'n Patch liont Cortvcnicnce l)roducts reporteclll inllates ancl scals llirt tirc. ()tt eirr:. hikus or lr.rr'lors in lcss than onc ntinLltc.

The conte nts ot' thc l2 oz. or l8 oz. aerosol are spral,ccl into the tubed or tubelcss tire.

Complete inventories and prompt delivery of the finest quality timber.

Instantly Installed Storage

A new utility storage system featuring an exclusive locking device is now available from Selfix. Inc.

For more information on New Products write The Merchont Mogozine.4500 Campus Dr Suite 480. Newport Beach. Ca. 9266{) Please mention issue date and page number so we can process y-our re' quest fasterl Many thanksl

Fashionable Vinyl Flooring

A new line of moderately priced sheet vinyl flooring has been introduced by Armstrong World Industries.

Space Works units can be assembled in less than 15 minutes without tools due to a simple locking design. The units come in two-shelf and four-shelf designs, each shelf holding up to 150 lbs.

Gover Up Kit

The Paper Taper Masking Machine kit by 3M helps apply masking tape and masking paper rolls accurately in one easy step.

Using the compact, lightweight durable plastic applicator can eliminate the practice oftaping newspaper sections to a surface for protection. The masking paper protects against paint runs, roller mist and overspray. Kits include the machine. one roll each of 6"- and 12"-wide x 20' long masking paper, two rolls of 3/4" x 720' tape,6" cut off blade and 6" blade extension dispenser holder.

The Vanguard Collection features two geometric patterns in a choice of 14 colors. They come in 6-ft. wide and l2-ft. wide continuous rolls with a clear. durable Solarian no-wax surface.

Flame Spread Starter

Starterlogg wood fire starter is now available in an individuallywrapped trial size and a 24-unit bulk pack from Forest Technology Corp.

Made with fast-burning wax and kiln-dried sawdust, the non-toxic product reportedly provides clean, quick ignition in fireplaces, barbecue grills and wood stoves.

The two new sizes join the original four-pack.

3-Sided Hearth

The new Cove fireplace from Majestic Co. offers an outstanding view from three sides.

With its long, narrow shape, it can be used as a room divider.

Features include glass doors framed with polished satin brass, allowing for nearly l3 sq. ft. of unobstructed fire-viewing while reducing

room heat loss up the open llue, and fully refractory-lined firebox back and hearth for a custom masonry appearance.

Rolling Security

Exterior rolling shutters for energy savings, weather protection, security and environmental control are now available from Roll-A-Way. Featuring a step-down slat design, the shutters have no outside locks, bolts or screws. They can be installed over existing sliding glass doors, windows, balconies, counter tops and other openings, or integrated and hidden within walls or sofl'its in new homes.

They are offered in a variety of slat configurations, materials and colors.

Mixed Messages

An l l" x 14" yellow plastic combination sign that can advertise up to four different messages is new from SemToro.

Truck

t/ Douglas Fir t/ Hem Fir

z Redwood '/ Pine

By snapping the signs on a scored line, the customer creates two I l" x T" signs with messages serigraphed in solid black on both sides. The water-proof black paint allows for indoor or outdoor applications.

The signs are available with 24 different messages, including "No Smoking," "For Sale," "For Rent" and "Garaee Sale."

Specializingin 2 X 4 1750F

Cail (619) 244-9933

Ron Pugh or Janetta Cardoza

Phone: (5031 874-2236

LMA's sOth convention rings of change

11 NUMBER of big changes were

on the horizon for the Lumber Merchaflts Association of Northern California, as the group celebrated its golden anniversary convention in San Diego, Ca.

Foremost, LMA announced plans to continue talks with the Lumber Association of Southern California about a possible merger. A meeting between representatives of the two associations is planned for this fall in Palm Springs, along with sharing other "activities of mutual benefit to both organizations."

Outgoing president Neil Keefer, Hayward Lumber Co., Pacific Grove,

Story at a Glance

Lumber Merchants Association of Northern California's 50th annual meeting focuses on proposed merger, new headquar- ters... new executive and officers welcomed... next year: May 5-8, Monterey, Ca.

discussed LMA's impending move to Sacramento. A 2,000 sq. ft. property is being sought and the present San Jose facilities are up for sale.

Additionally, new executive vice president Les Sanders was introduced to the members. Newly elected officers include president Don Johnson, Johnson Lumber Co.; lst v.p. Jim Merchant, Mill Valley Lumber Co.; 2nd v.p.Tom Griesbach, Lampe Lumber Co.; treasurer Mack Giles, North Bay Lumber Co.; asst. treas. John Sheltren, and directors Al Stockton Jr., Mary Nieson, Charlie Moss, Mike Mayfield and Larry McFadden.

FOREST PRODUCTS, INC.

Bill Lee, Lee Resources, addressed customer care, reminding dealers that employees will take better care of their customers when they are made to feel that their contributions of work and ideas make a difference.

Meg Hogan and Phil Wirtz, State Compensation Insurance Fund, won the Quick Pitch contest for associate members, besting John Berthe, Computer Systems Dynamics, and Max Tietjen, Dimensions Software. About 100 members attended the Mav 17-20 convention at the San

Diego Marriott Hotel, which also included a golf tournament, golf and safety awards, entertainment by celebrity impersonators, and meetings of the general membership, board of directors, executive committee and associate council. Approximately one-fourth of the attendees joined in on a Mexican Riviera cruise immediately following the convention.

The next convention will be May 5-8, 1990, at the Doubletree Inn, Monterey, Ca.

CEtEBRIIY lookalike (ll Marilyn Monroe, new executive v.D. Les Sanders. l2l Neil Keefer. [3] incoming pres. Don Johnson, Sue Bobbin. lal Bobby Rader, Bernie Barber. l5l Henry Randall, Bill Norman. 16l Tom Lampe, Bob Riggs, Gordon Knott. l7l Dale Winslow, Bob Roberts. l8l Tom Barnes, Bruce Pohle. 19l Duane Day, Max Tietjen. ll0l Len Viale, Charles Fowler. llll John Berthe. [l2l Dave Harvey, Tim Hammons. (l3l Hamilton & Lenore Knott. [l4l Beverly & Ronn 0'Connor. ll5l Joyce Riggs. [l6l Joan Lampe. llTl Tom Gladney. ll8l Dale Winslow. ll9l Clarice Rader. l20l Gene Lively. (2ll Miriam Keefer. 122l Bick Johnke, Bill Sullivan,

t42 t,

Kudos For Az. Dealers

Four people were honored at the Arizona lumber dealers convention for outstanding contributions to the industry in disincorporating the Arizona Lumber and Builders Supply Association without debt. Awards were presented to Don Hossack, O'Malley's Building Center, Mesa (top photo); Sherri Gaylor, Mallco Lumber and Building Materials, Phoenix (not pictured); Dave Runyan, Babbitt's Home Center, Flagstaff (lower photo), and Steve Snavely, Snavely Forest Products, Chandler (center photo).

The awards were presented by Gary Woodward; Woodward Lumber, Las Cruces, N.M., president-elect of the Mountain States Lumber and Building Material Dealers Association. Since the disincorporation of the ALBSA in 1988, dealers in Arizona have been invited to join the MSLBMDA. Twelve retail companies and l3 supplier firms have become members of the MSLBMDA to date, according to president Roger Wulf, BMC West, Aspen, Co.

Atizona lumber dealers convention

AFTER the demise of the AriA zona Lumber & Builders Supply Association last year, the tradition of a meeting of Arizona dealers each May has been kept alive by the Mountain States Lumber & Building Material Dealers Association.

As part of its aggressive bid to recruit former members of the Arizona association, the MSLBMDA worked in conjunction with two local organizhtibns in staging an Arizona Lumber Dealers Convention May l8-20, at the Fiesta Inn in Tempe.

The opening day speaker Wayne Quasha, a well-known industry consultant, presented a number of suggestions on how retailers could increase their performance. One Quasha suggestion was for dealers to open up their books a little to employees so workers could better understand the need for an adequate markup. Quasha said some employees, not understanding the extent of overhead costs, may feel markups are excessive.

The next day, Friday, the Phoenix Hoo-Hoo Club sponsored the annual golf tournament, which, as usual, was well attended. More than 160 were estimated to have played.

That evening, The Young Lumbermen's Association of Arizona presented the annual steak fry, held at Rustlers Rooste, The Pointe at South Mountain. The popular social event featured cocktails, dinner and dancing, as well as a spectacular view of the greater Phoenix area.

Next morning at 7 a.m., it was back to business at the CEO Roundtable breakfast, discussing how to sell projects, not price, and ways to make it easy for customers to buy from the dealer.

MSLBMDA manager Fred Caruso opened the session with a report on the support his group was enjoying in Arizona. Gains in Arizona membership have been steady, he said. Caruso also presented industry statistics his organization has gathered and spoke of the relation-

Story at a Glance

Mountain states group carries on for the defunct Arizona association with a convention for Arizona dealers and wholesaF ers. well received program points to a repeat next May.

ship between margins, markups and profits in dealer operations.

The first member of the panel discussion was Ron Buchtel, Vaughn Lumber Co., Chandler, Az.. who said his firm tried to compete on services and products, rather than prices, on industrial and commercial jobs. Specialized markets, he said. meant better profits.

Small town retailer Mary Hartung, Thatcher Building Supply, Thatcher, Az., said bidding a wide range ofareajobs, even prisons, has enlarged their scope of potential sales. "Make your store a fun place," she said. "We have a wood stove, chocolate and coffee for our customers. Listen to what they say and respond."

Dave Runyan, Babbitt Bros. Trading Co., Flagstaff, Az., stressed (Please turn to page 54)

El{J0Yll{G convention were lll Ken & Kathy I Laughlin, Pat McNichols. l2l Biil Herman, Jerome Huerta, Peggy Snavely, Sue Spellman. l3l Sherri & 8ob Hill, Margie Humphrey. l4l Teri & Michael O'Mallev, Suzanne Bilbv.

l5l John & Colleen Gyori, Ross & Sneit Cooley. 16l Dan Collins, Linda & Brad Hatch. l7l Ardis & Roger Wulf. l8l Evelyn & Nelson

Sembach. l9l Rick Gates, Mark Smith. ll0l

Bob & Kim Cordes, Bob & Sherry lvie. llll

Miki & Pat McNichols, Earl & Carol Nierman.

ll2l Judy Mackin, Dean & Cheryle Winters.

ll3l Stephanie & Lucky Hayes. ll4l Gordon

Harbert, Gary Woodward. (l5l Glee & Jim

Pope, Janeen & Terry Burkholder, Karen 0lson. ll6f Denny Dickenson, Mark Smith. llTl Linda & Brad Hatch, Mike Cooley, Jim Davis. llSl Woody Clark, Gaye Lake, Jack & Barbara Fleck. ll9l Mike Brady, Pam Grugel, Dan Roads. (201 Heidi Troutman, Greg Osterloh. 12ll Ken Higgins, John McMillen.

Western Hardwood Association convention

I 9G supply. species diversification and alder promo- b tlon were among the topics discussed by the Western Hardwood Association at their spring meeting in KailuaKona, Hawaii.

Opening day session was devoted to personal development and education. Jania McDonald, a Hawaiian health and exercise specialist, stressed the benefits ofless strenuous exercise such as walking. Diet is equal with exercise in maintaining good health, she emphasized.

University of Hawaii professor Ed Kanahele related the history of the island, its ethnic diversity and the role it plays in today's Hawaii. He noted the tolerance that marks much of the interaction between various groups in the islands.

Motivational expert Loren Lasher then related ways to overcome personal negatives and increase personal happiness through self-motivation. Lasher said a positive mental attitude was essential to fully develop personal capabilities.

The next day's meeting dealt with a variety of reports concerning association activities in the hardwood field. The long range planning committee defined several targets for the WHA: increased log supplies of alder, diversifying the species base, clarifying grading rules and increasing the promotion of alder. Also planned was a committee to seek federal and state grant money to fund additional studies of alder.

As part of the promotion efforts the Western Hardwood Association intends to publish an alder terminology sheet.

Association manager Dave Sweitzer reported on the presentation he made at the recent California Depart_ ment of Forestry meeting in Redding, Ca. The aim of the meeting was to develop California hardwood species such as tan oak, black oak and madrone, much as the WHA has done with alder in the pacific Northwest. Sweitzer said that California needs to establish grades, standards and rules to make the woods commercially vi_ able. "California is where Washington and Oregon were 30 years ago," he said.

The final speaker was Peter Simmons, manager of the McCandless Ranch, Captain Cook, Hi., and president of the Hawaiian Forest Industries Association. He told the 100 year history of the wood products business in the islands and the present need to devote more land to growing trees, especially koa, the beautiful Hawaiian hardwood. The island group, now two years old, has been making some progress in their efforts against local environmentalists who seek to block tree plinting and harvesting.

Following other committee reports, it was announced the fall meeting will be held in the Medford/Ashland, Or., area and the 1990 spring meeting in Newport Beach. Ca. This meeting, held May 10-13, was based at rhe Kona Surf Resort.

TR0PICAL GARDEII background lor lll Don & Joan Bovee, Mary & Paul Meyers. l2l Jerry & Ruby Van Oorn. l3l Mark Michie, Reg Justus.

l4l Mike Healy, Bill Gray. l5l Diana & Jerry Nizich. 16l Sonia & Jae Kim. l7l Thuy & Norm Murray. l8l Ruth & Dawn Haney. l9l Sybil & Georqe Thompson. ll0l Lynne & Larry Stainbrook. ll ll Sylvia & Rod Remington.

ll2l Scott & Kathi Lilley. ll3l Lee & Lisa

Kearney. ll4l Calvin Miller, Jerry Haney. ll5l Ed Slatterv. Juel Sheldon. ll6l Scott Watson, Robert Pedch. ll?l Terry & Nancy Sturdivant.

Story at a Glance

Development of additional western hardwood species. need for increased alder supplies and promotion discussed. long range planning goals voiced for WHA.

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GetCarried Away

Van and flatbed directories listine thousands of U.S. and Canadian carrieri are $19.95 ea. plus $3 shipping from Snowy Mountain Enterprises, 2013 NE Roberts Ct., Dept. D-389, Gresham, Or. 97030-2748.

Door/Window Specs

An updated Speci/iers Guide to Wood Windows & Doors is $25 from the National Wood Window & Door Association, by calling (800) 223-2301.

Flooring Underlayment

An information package on new Structurwood 1/4" flooring underlayment is free from Weyerhaeuser, 2000 Frontis Plaza Blvd., Ste. l0l, WinstonSalem, N.C. 27103.

lmpressWith Cypress

A cypress idea book is free from the Southern Cypress Manufacturers Association, 2831 Airways Blvd., Ste. 205. Memphis, Tn. 38132.

Laminated Particleboard

An 8-p. laminated particleboard applications booklet is free from the American Laminators Association, 419 Norton Building, Seattle, Wa. 98104.

lnstalling Paneling

"The Paneling Guide," a 32-p. installation booklet, is $3 (refundabte with purchase) from Georgia-Pacific, Box 2808, Norcross. Ga. 30091.

Hardwood Doors

A 6-p. hardwood panel door brochure is free from Bennett Industries, 1530 Palisade Ave., Fort Lee, N.J. 07024.

Wood Dust Limits

The 80-p. "Air Contaminants: Permissable Exposure Limits" is free from OSHA Publications Office, Room N3101, U.S. Dept. of Labor, Washington, D.C.20210.

APA Panel Library

Product guides on sanded plywood, 303 plywood siding, performance rated siding and grades & specifications, and design/construction guides on fire-rated systems, permanent wood foundations, diaphragms and nonresidential roof systems are free flor single copies from the American Plywood Association, Box I 1700, Tacoma. Wa. 9841 l.

Window Regulations

The new "Voluntary Specifications for Aluminum Prime Windows & Sliding Glass Doors" (ANSI/AAMA l0l88) is $12 from the American Architectural Manufacturers Association, 2700 River Rd., Ste. ll8, Des plaines. Il. 600r 8.

Door Directions

Make Your Own Handcrafted Doors & Windows is $14.95 in paperback from Sterling Publishing Co., 2 Park Ave., New York, N.Y. 10016.

Vinyl On Video

"Vinyl Siding: Marketing Tool for Smart Builders" is $10 on VHS-videotape from the Vinyl Siding Institute, 355 Lexington Ave., New York, N.Y. 10017.

Space Exploration

"Planning for More Space" and "Planning for Remodeling," 8-p. circulars, are $l ea. from the Small Homes Council-Building Research Council, University of Illinois, 1 E. St. Mary's Rd., Champaign, Il. 61820.

Entry Installations

Installing Doors & l(indows with Tom Law, a 60-min. VHS or Beta format video with l6-p. booklet, is $29.95 from Taunton Press, 63 S. Main St.. Newtown, ct. 06470.

Stone Walls

A catalog of the 49 different types of Cultured Stone, a lightweight construction alternative to full thickness stone, is free from Stucco Stone Products. Box 270, Napa, Ca. 94559.

Know Your Boards

A new particleboard and hardboard paneling product knowledge brochure is free lrom Holland Southwest Internationaf, Box 330249, Houston, Tx.77233.

Window Ads

A window and patio door ad planner with ready-to-use print and radio advertising is free from Caradco, Box 920. Rantoul, Il. 61866.

For all New Literature offerings write directly to the name and address shown in each item. Please mention that you saw it in lhe Merchant Mogozine Many thanksl

Big Book of Lumber

The 1989 Random Lengths Buyers'& Sellers' Guide is $130 from Random Lengths, Box 867, Eugene, Or.97440.

Foam Sheathing

A free pamphlet on a new Styrofoam R-3 residential sheathing is available from Dow, by calting (800) 259-2436.

Plywood Purchase Guide

"Where to Buy Hardwood Plywood & Veneer 1989," a 100-p. directory, is free from the Hardwood Plywood Manufacturers, Box 2789, Reston, Ya. 22090.

Preserving Secrets

Two fact sheets offering an inside look at the American Wood Preservers Bureau are free from AWPB. Box 5283. Springfield, Ya. 22150.

Words Of The West

The 1989 Western Lumber Buyers Manual is free from the Western Wood Products Association, Dept. 4-26, Yeon Building, 522 SW 5th Ave., Portland. Or.97204.

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l

THE GUESSWORK OUT OF BUYING.

Purchasing your own building materials can be a tricky business.

Are you absolutely sure you are buying your buildingl materials right? If not, there's one way to buy with confidence. Central Builders Supplies Company.

We're a dealer-owned, non-profit buying corporation that has helped independents remain price-competitive with big chains for more than 50 years.

There's no guesswork on your part. One phone call to our in-house buying departments will get you the right price on lumber, insulation, roofing, drywall-you name it. Call Central Builders Supplies Company and learn more about our unique system that helps you to remain competitive. And profitable.

Headquarters for Allied Building Centers.

215 Broadus Street. Sturgis, MI 49091 6r6-65r-1455

Company

Posts, poles, pilings, timber, crossarms, grapestakes, dimension lumber.

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

Steve Ryan, General Manager

In California (800)582-3950

Outside Cal ifornia (805) 893-0429

GIASSNF[ED ADVERTISEMENTS

SALES: Wholesale Iumber/plywood distribution c€nter in Sacramento, Ca., has opening for self-motivated individual with direct and out of warehouse buy/sell experience. Excellent compensation and benefits package. Contact Box 601, c/o The Merchant Magazine.

Twenty-five (25) words for $21. Each additional word 700. Phone number counts as one e;ord. Address counts as six words. Headlines and centered copy ea. line: $6. Box numbers and special borders: $6 ea. Col. inch rate: $45 camera ready, $50 ifwe set the type. Names ofadvertisers using a box number cannot be released. Address replies to box number shown in ad in care of The Merchrnt Megezine, 4500 Cempus Dr., Suite 4E0, Newport Beach, Ca. 92660. Make checks payable to The Merchrnt MrSrzlne. 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.

WELL ESTABLISHED wholesale lumber company of 75 years is looking for enthusiastic sales people. Filling both inside and outside sales positions. Experience helpful. Call Pete (213)'149-4235, or send resume to American Hardwood Co., Box 2224, Terminal Annex, Los Angeles, Ca. 90054.

NEED A MULTI.USER ACCOUNTING SYSTEM?

Have you tried aPCand found there is no adequate software for it? DON'TTHROW IT AWAY! Add our coprocessor card to your XT or AT compatible, and you give it the power of a mini-computer.

We offer a complete software accounting system with modules for G! AR, AP, BOM, MRP, Inveri'toi7, Purchase Orders, Sales Orders, etc. This software has been in use for years on mini-computers, and with the additionofour co- -processor card, is riow available forPC's. Custom systems are installed in nevaN plants, wholesale buildingmaterial suppliers and sawmills.

We can sell you the computer and software you need, install it and train your people to use it. If you already have multiple PC's, we offer software to turn them into terminals for the accounting system.

For more information, call 415/284-5807 or write to

3706 Mt. Diablo Blvd. #200, I-afayette, CA 94549

SALESPERSON

Small and well established lumber firm in the Southern Calilornia, lnland Empire area, looking for experienced softwood trader. Need self motivator who is aggressive and has a Southern California following. Excellent commission and growth potential. Send resume to Rob Roy, C/O Roy Forest Products. P.O. Box 904. Colton. Ca.92324.

UNIQUE OPPORTUNITY: Growing, successful Southern California wholesale distributor with multiple product lines is seeking a knowledgeable, experienced team player to head up our hardwood operations. We're looking for someone seeking an opportunity and who wants to grow with us. Salary, benefiS, profit sharing and incentives for the right person. Contact: Doug Madsen (213) 4897506.

RMRSIDE. Ca.. based wholesale Iumber company/custom mill is looking for an experienced salesperson with following in either softwood and/or hardwood sales. Top pay available to proven performers. Various compensation plans oflered. Send resume or call for appointment. (213) 728-3050. Santa Fe Forest Industries, ll40 Mines Ave., Montebello, Ca. 90640. Attention: Robert T. Gaylord. All inquiries strictly confidential.

HARDWOOD lumber company, seeking experienced sales representative for Southern California territory. Complete milling facility. Softwood lumber sales included with California Timberline, Inc. Contact Heritage Hardwoods, Inc. ar 014) 591-4841 and ask for Mike or Fred.

rz Especially adaptable to customer needs

z Scimtiftcalfu designed for all types of work

z Balanced for ease of handling

AGGRESSM retail Lumber Company seeks expansion opportunities in Western States. Contact Parr Lumber Company, Attention Bill Franklin or Bill Lockyear, P.O. Box 5489, Aloha, Or. 97006, or call (503) 6451188, FAX (503) 645-1188 exr.280.

TWISTED AND WEATHERED

Douglas Fir S4S and rough, 3x4 and wider, 4x4 and wider, 6x6 and wider, and 8x8 and wider. Call Bill Hunter. Hunter Woodworks, Ql3) 77 5-25aa,(213) 835-5671.

LOCAL

GIASSIFIED ADVERT|SEMENTS

FULL LINE LUMBER YARD

Southern California Tri State River area lumber yardlhome center. Good equipment and store/storage facilities. Great sales. Fast growing area. Owner retiring. Call G. Robinson (619) 3659725.

Don Hollcr Soles Monoger

44lB N€ Heller Rd. Roseburg, Oregon 97470

FAX 503t672-5676 so3t672-6528

INTERESTED IN WEST COAST

CEDAR & REDWOOD ITEMS?

For sidings call Doug Willis. For spa and sauna items contact Phil Heim or Doug Willis. Call Product Sales Co. (714) 9988680. Please see our ad on page 4.

PostsoRoilsoPickets

ONLY Manufacturer of Acorn Oak@Tlrand S4S Sanded Hardwood Boards

Quality Oak Mouldings Veneered Products

Glued Panels/FingerJointed Products

TIMBER SIZER

D.F. GRAPE STAKES

PRE-FABRICATION REDWOOD & D.F. LATH

TIMBERS

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

Drawer 4779, Arcata, Ca.95521 707-822-3648

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

-SOUTHERN CALIFORNIA_

LOSANGELESAREA

U.S.A. Corp. ..

Capital

Caroll

Moulding Co.

Lumber Co. El&€l Wood Products Corp. Ensworth Forest Products Fontana Wholesale Lumb€r

Fountain Lumber Co., Ed

Freman & Co.. SteDhen G.

Fremont Forest Products

Ganahl Planing Mill

Georgia-Pacitic Corp. (Anaheim)

Georgia Pacitic (Mira Loma)

Georoia Pacitic (Riverside)

Goldino Sullivan Lumber Sales

Hesperia Vvholesale Lumber

Hickson Corp.

Xiggins Lumber Co. (orange)

Higgins Lumber Co. (Riverside)

lndustrial Forest Products

lnland Timber Co.

International Forest Products

Johnston Hardwood lnc.

Jones Lumber Co., Slu ..

Jones Wholesals Lumber Co.

Kelleher CorD.

L-P oistribution Center

L-P Wafeftood/lnn€rs€al

Laminated Timb€r Seruices Inc.

MacBeath Hadwmd

Madner's Forest Products

Marquarl-Wolfe Lumber Co. .....

Mesa For€st Prcducts

Newport Planing Mill, Inc.

Pacific Lumb€r C0.

(8oo) 538-5523

Ealdwin Enterorises

BeaverLumbirCo..

Big Creek Lumber Co.

Bonnington Lumber C0.

California Foresl Products

YE N]S' GUIDE

.. .... ........

Calilornia Lumb€r lnso€clion Seryice

Calilornia Redwmd Assn. ....

Cas€lla Transportation

DM|(

Pacilic CorD. Fibreboard Co.D.

Georgia-Pacilic Corp. (San Jce)

Higgins Lumber Co. (Monterey)

Hiooins Lumber C0. (Unim City) (800) 972-0906

Hiri & Wmd Lumb€r Co.

Hub City Golden Gale Terminals

Kelleher Corp. (Novato)

Kelleher CorD. (San Ralael)

Lane Stanton vance

MMII/EUREXA/FORIUTA

Beaver Lumber Co.

Blue Lake Forest Products

Bracut International

Britt Lumber Co.

Costa Trucking, Joe

Enswofth Forcsl Products

Louisiana-Pacific Coro.

Schmidbauer Lumber, Inc

ljniversal Forest Products

tutuRt/Gntss ntuY

Aoate Sales, lnc.

All-Cmst Foresl Products, Inc.

Higgins

(800)

227-4338

Producls Holmes Lumber

BU (213) 749-4235 (213) 87s.1 r63 (2r3) 755.856.1 (818) 891-9969 (213) 625-0387 (213) 594-873r (213) 833-3974 (213) 834-5261 (800) 212-8447 (818) 330-0649 12131 422-0426 (818) 79$7996 (213) 636-259r (213) 583-1381 (213) 723-9643 (213) 752-3796 {2r3} 594-8948 (2r3) 686-1580 (8r8) 883-5122 (213) 432-r r73 (818) 890-2228 (213) 92r-r331 (213) 617-3597 (213) 635-3710 (2r3) 567-1301 (818) 968-833r (818) 965-1344 (2r3) 723-3301 (2r3) 694-377r (2r3) 625-1494 (213) 321-0877 (818) 4197100 (213) 775-1 170 (213) 861-670r (213) 624-1891 (2r3) 835-6222 (80s) 49s-r083 (2t3) 849-324 (800) 228-7647 (818) 442-6932 (213) 694-8361 (213) 83r-0365 (213) 860-779r (2r3) 946-6604 (800) 982-989r (21 3) 636-9891 (213) 541-0r79 (213) 915-3889 (2r3) 637-9666 1213l 22s-2288 (818) 330-1651 (805) 543.2525 (213) 944.6495 (818) 894-4015

Pacific Madison Lumber Co.

Patr Lumber Co.

Penberthy Micro Systems

PrcduclSalesCo.......

Rancho Hardwoods Reel Lumber Seruice

Regal Cuslm Millmrk

Reliable Wholssale Lumb€r C0.

San Antonio Conslruclion

Sequoia Supply (714) 261-2730

Snavely Forest Producls

Soulh Bay Forest Products

Tool & Nail Lumber Co.

Universal Foresl Products

Weslern American Forest Prcducts

Weslern Intemalional Forest Prcducts ...

Western Machinery Sales

Western Wholesale Mouldino

Weyerhaeuser Co. (714) 772-5880

wolle Lumber Co.

GREATERSAN DIEGOABEA

Amerimn Mill & Manulacturing

Baker Hardwood Burns Lumber Co.

Fremmt

Forest Producls ....

(800)

BUVE RS'

PACIFIC NORTHWEST STATES WASHINGTON

GUIEE

ROCKY MOUNTAINSCOLORADO

clrElilus

Cascade Hardwood Columbia llarbor Lumber Co.

c0r$uE

Vaagen 8ros. Lumber, Inc.

Ktuilt

R.S.G. Forest Products

xExt0nE

PGL Building Products

ENEIIEN SEITIIE/TACOM INEA

American Plywood Associalion

Beadex Manulacturing Co.

Burlington Northern Rarlroad

Burns Lumber Co.

Georgia-Pacific Corp. (Tacoma)

Georoia-Pacilic Corp. (Seanle)

Hub City Seattle Terminals

PGL Building Producls (Auburn)

PGL Building Products (Marysville)

PGL Building Products (Alaska 0iv.)

Loth Lumber

McFarland Cascade (ln Wa.) (800) 521-2131

Norlhcoast Redwood E Cedar Co.

Simpson Timber Co.

Tricon Forest Producls

Western Turnrngs & Starr

weyerhaeuser c0. (seattle) (800) 562-0908

Weyerhaeuser Co (Tacoma)

SP0|(tXr

Georoia-Pacilic

Lumber.lnspeclion Seryice

empire coml......... (soo) siz-eil

& Assocrales, John T. ..

Lumber Co.

Lumber Co.

IDAHO

U.S.A. Corp. Georgia-Pacalic Corp Lumber

ALASKA

Wood Treating

Inc.

Bros. ocean Towing

SOUTHWEST

Mariano Antonio "Marty"

Rubino, former vice president of the Bel-Air Door Co., Alhambra. Ca.. died May 26, 1989, in San Gabriel, Ca. He was 61.

A native of Los Angeles, Ca., he joined Bel-Air in 1964, quickly working his way up to v.p. He retired in January 1989 due ro ill health.

Mr. Rubino is survived by his widow, Marianne. three sons. and three grandchildren.

Bob Loucks, 79, retired lumber salesman, died June 13, 1989, in Arcadia, Ca., after a lengthy illness.

Born in St. Paul, Mn., he began his lumber career in 1935 with Weyerhaeuser, working his way up rer, worKlng nrs up of the Sepulveda branch. to manager ot He left the company in 1969, joining Hexberg Lumber Sales, then in Long Beach, Ca. He retired in 1976.

Mr. Loucks is survived by his widow. Ruth. a son and a brother.

Fred F. Fuller, former partner in Southwest Hardwood Co.. Phoenix. Az., died May 9, 1989, in Phoenix. He was 71.

A native of Springfield, Oh., he worked for Building Materials Products for 16 years before he and partner John Mullen bought the firm in 1966, renaming it Southwest Hardwood. In 1983 he retired, selling his interest to Mullen.

Mr. Fuller is survived by a daughter and two grandchildren.

Richard "Dick" Holt, vice president and co-owner of Holt Lumber Inc., Fresno, Ca., died May 17, 1989 in Fresno. He was 61.

Born in Hanford, Ca., he worked

for various lumber companies, including Sand Door & Plywood Co., Fresno, before joining in 1958 the company his father helped to found, Bengston-Holt Lumber Co. After his father's death in 1960, he and his brother Bill carried on the business, changing the name to Holt Lumber.

Mr. Holt is survived by his widow, Eleanor, his brother and daughter.

ARIZONA CONVENTION

(Continued from page 41)

the need for making it easy for your customers to do business with you. Store signs, he counseled, should always be phrased in positive terms and made as customer friendly as possible. He also said project selling had been a good profit area for them, especially kitchens and baths.

Wrap up panelist and moderator George Gotto, Lamar Building Material Supply, Lamar, Co., noted that in project selling a garage package can be marked up 400/0, while "you're lucky to add even a modest markup to studs and sheetrock."

Gotto remarked on the value of women employees, saying his experience had been that they were more sensitive to the customers, brought up the dress level for all employees and were very effective in selling women customers, an increasingly important business segment.

The final agenda item was the well attended Wholesalers Extravaganza, sponsored by local wholesalers who again wined and dined the dealers in grand fashion.

Based on the success of this May's Arizona dealers gathering it is expected that rhe MSLBMDA will continue the tradition next Mav.