Merchant Magazine - July 1991

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

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EDITIORIAL

Make a call, save an industry

ll, HEN the spotted owl controversy first UU flapped into public consciousness, too few in this business saw it for the threat it became. Today our little feathered foe is all too familiar. Lumbermen at all levels are increasingly serious about the need to preserve the bird without destroying the lumber industry.

Industry-favorable legislation is now before the U.S. Congress and there is a quick, easy way to lend our support. The Forests and Families Protection Act of l99l was introduced by Robert Packwood ofOregon and is supported by a group of congressmen. It is the only timber controversy legislation currently before the Congress. The numbers are SB 2463 and HR 1156.

Making your support of the bill known is easy. The American Forest Resource Alliance has a 900 telephone number program to streamline response. Just call (900) 230-0033. You'll hear a brief recorded message about the

DAVID CUTLER editor- publisher

bill from Mark Rey, AFRA's executive director. Then you leave your name and address. That's all. A clearinghouse later sorts it all out by zip code and automatically sends a letter for you to your two senators and your representative in the House. Your total cost: $4.95. A number of businesses block the use of 900 numbers from company phones so you may have to call from a residential phone.

Basically the Packwood bill is a joint labor/ management proposal that takes a middle of the road stance, setting aside some land for the spotted owl while limiting the environmentalists' ability to cripple the supply of wood via Forest Service challenges and other disruptive tactics. The bill also provides economic aid for displaced loggers.

No need to stare at a blank piece of paper, wondering how to say what you think. Just pick up the phone and register your vote in our battle for a reasonable supply of wood from America's forests.

Serving the lumber & home center markets in 13 Western sfafes-s,nce 1922

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The Redwood People

Simpson Timber Company Redwood Division P.O::Box 1'169 Arcata, CA 95521-1169

CBEDITS FRS'I rOe grOrO, ABCilITECT PAUL FELLSFS; ARCHITEGI RICHARD KOTTLER;

F OREST PRODUCTS are in a J- ttu,. ol' change. Timber resources, products and markets are changing. Our industry is at a turning point. Things will never again be as they were.

Changes are taking place as the result of new paradigms or accepted ways ofdoing things. Four events are changing the rules in forest products: the new ethic to lock up commercial forests and "save" them: the use of wood in untraditional markets; wood products taking new and different shapes; the customer's demand to be delighted.

Timber supply shortages have brought rising wood costs, shutdowns and layoffs. In 1990 alone, 53 mills closed in Washington, Oregon and Idaho, putting more than 4,300 people out of work. This year, we saw l0 permanent or indefinite closures in the Northwest by midFebruary. The only question is how many more will we see.

In 1990, there were 540 timber sale appeals in Region 6, which consists of 106 million acres in Oregon and Washington and represents 33% of the total U.S. softwood sawtimber. Forest Service management plans for this same area will reduce the total annual harvest by 900 million board feet, costing 10,000 to 12,000 jobs. Ballot initiatives also aim to lock up forests with a possible 350 million board feet of lost harvest and another 4,000 to 5,000 jobs lost. The spotted owl issue will claim even more jobs and lock up millions of acres.

Putting all these threats together, the Northwest federal lands harvest could possibly be reduced to 2 million board feet. This evolves into an industry that has shrunk, an industry that is different and an industry that cannot rely on public timber harvests. This is paradigm No. 1.

Paradigm No. 2 finds the overall market growing, some 2% to 3%, and changing in composition. While the overall demand for wood is increasing, its application is decreasing in some situations. Housing starts averaged about 1.7 million to 1.8

Why engineeredwood products?

Story at a Glance

Changes in resources, products and markets bring new demands on industry. . engineered wood products utilize untraditional species. . . LVL, l-beam markets growing rapidly. million in the U.S. in recent times. The aging population will cut this to about 1.2 million with l.l million starts forecast for 1991, barely exceeding the 1.07 million units built at the bottom of the recession in 1982.

On the other hand, a larger portion of these new homes will be single family, which use more wood, and will be larger. There also will be new emphasis on repair and remodeling of existing homes.

International wood usage is emerging as the European economic community becomes a joint bargaining force in the world market. Participating countries will have uniform building codes, making it easier for us to serve Europe. New markets will develop in eastern Europe as the political walls tumble down. As trade barriers with Japan slowly come down, there is more potential for market growth, particularly if U.S. log exports decline.

The 1991 outlook for supply and demand shows U.S. structural panel production down 5% from 1990's 26.6 billion sq. ft. and lumber production down possibly 4olo fronr 1990's 36.4 billion board feet.

Longer term, according to the Forest Service, U.S. demand for softwood products will grow 70% over the next 50 years. World lumber consumption will increase by one third in 20 years and world panel

usage will grow by 700/o in that time. Several possibilities could change the supply picture. There might be somewhat of an increase in southern pine production or more Canadian or Soviet Union or South American imports.

This leads to the third paradigmthe fact that products are looking different. Different timber, including new growth timber and different species such as alder, poplar and cottonwood, which can be grown on plantations, will fill at least some of the supply void *

Conventional uses for unconventional species can make a tremendous contribution towards meeting the nation's wood needs. Increased development of engineered building components is the key. We need more and more products which provide higher dollar returns for the amount of wood used and products that can make a high quality component out of a lower quality resource.

Laminated veneer lumber (LVL) and l-beams are examples of what can be done. LVL has consistent dimensions, exceptional workability and strength far beyond that of dimension lumber. Just for example, a No. 1 Douglas fir 4xl2 would have a bending strength rating of 1,500 psi. Boise Cascade's Versa-Lam in 3-l /2

(Please turn to page 25)

This article was excerpted from a talk by Richard B. Parrish, senior vice president and general manager, Boise Cascode Corp., at an engineered wood products symposium sponsored by the North George chapter and South East Section of the Forest Products Research Societv -editor.

Phoro by Boise Cascade

Engineered wood beams made understandable

By Bill Rooney

a\ OMPARED to wide dimension

V solid lumber, the new engineered wood beams are straighter and stronger, lighter and longer. No contractor argues these benefits. They also appreciate what they don't get with these products - bouncing, squeaking floors or telltale cracks in the ceilings.

Today, the market for engineered beams is a lot more than just window, door and garage door headers. Industry experts estimate that 5-70/o of new homes built use engineered floor or roofbeams. By 1995, figures are expected to reach 15-200/o and by the turn of the century, the number will be more like 30-40V0 of the homes.

Some of your professional customers, contractors, builders and remodelers. are now using one or several of these products on their

Story at a Glance

Benefits and advantages of engineercd wood beams... guide to selecting those your customers want tipson productcomparison.

jobs. And don't overlook your remodeler customer since these beam benefits are equally important to his customers.

Not too long ago, selecting an engineered wood beam supplier was a fairly simple task. Either you worked with a regional glulam manufacturer, selected one ofthe few I-beam products or perhaps supplied both items on special request. Well, life is no longer simple. Today many of the

major forest products companies are competing directly with the established independent producers. A variety of beam styles, engineering performances, accessories and technical back-up are available to the retail dealer. How do you start narrowing your choices?

Glulam beams, which have been around for 30 years or more, now feature three grades manufactured from kiln dried, machine stress rated lumber in exterior and interior products with fire ratings. Various wood species are used to produce straight, curved, arched and special shapes for all structures from churches and warehouses to dome homes and bridge members.

I-beams have come a long way from the early pioneering efforts of Trus Joist. The l-beam of today is becoming a workhorse commodity product, available from local inventory. The web or vertical section may be plywood or OSB in single or double construction in a variety of thicknesses. Flange material can be stress rated finger jointed lumber, or ply-

G[ULAlvl garage door header beam ties with PSL malor cross bead and small PSL door header.

MAJ0R producers like Louisiana-Pacific have entered the market t0 capture residential and light construction business.

wood or laminated veneer lumber members.

LVL beams are a lot more than just fat plywood. Waterproof adhesive bonds Douglas fir or southern pine veneers with the grain running parallel in all plies. Unlike plywood, the LVL veneers are densified, that is, the thickness is compressed to where l5-20 veneers make up the typical l-3l4-inch thick billet.

PSL, parallel strand lumber, the patented process developed by Canadian giant MacMillan Bloedel over the past 20 years, starts with dried and graded l/8-inch thick softwood veneer. The veneer is sliced into 8foot long strands, approximately | /2inch wide, coated with adhesive and the parallel-oriented strands are fed into a huge press. The randomly overlapped strands are progressively squeezed into a finished 12x18-inch billet 60-feet long and cooked with 400,000 watts of microwave energy to instantly cure the adhesive.

Composite lumber beams, as exemplified by the Arrowood product from Fibreboard Technologies, combine top and bottom LVL flanges in a vertical arrangement with a thick OSB web to produce a solid slab beam l-l/2-inches thick by 36-feet long in a range of depths.

So how do you evaluate which beam or beams you should be supplying?

( 1 ) Conduct some local horSeback research. Talk with your contractors and builders about what

they are using for beams and who is specifying the product. Then contact those architects and engineers to determine what they specify, and more important, what they would like to use on future jobs.

ments? Special orders? And how well do you and the local salesperson work together? Yes, and then ask about pricing. But with beams, performance or product and supplier come long belore the pricing question.

(21

Tech.nical evaluation of beaRrs slarts with a comparison of the engineering numbers. Stiffness, called "deflection," relates directly to strength and is measured by MOE, modulus of elasticity. Bending stress and shear strength, or the beam's ability to resist breaking in two, are additional important numbers. How broad is the beam manufacturer's product line? Exterior as well as interior grades? Clean, appearance grades as well as industrial grades? Can he supply fire retardant and/or preservative treated beams? Unlike most beams, glulams and parallel strand lumber beams are available as posts and columns as well as horizontal members. ls this important in your market?

(3) Finally. research those critical hon-product questions of each supplier. What kind of engineering back-up support can you expect to eliminate or at least minimize your potential product liability? What type of product and sales training is offered for your staff? Is regional inventory support available? What about quick ship-

With all the established players plus the rush of new major beam producers, the industry is looking at more capacity than customers. During the next few years, even as the beam market expands and matures, there will be a series of mergers and acquisitions. Select your beam suppliers carefully so you don't get caught in the coming industry shakeout.

After you have done your local research and asked all the right questions, verify your decision with one additional contact. Talk with your Simpson Strong-Tie representative or someone from a similar metal connector company. Since they work directly with most of the various beam manufacturers, they should be in a knowledgeable position to confirm your decision.

Unquestionably, the engineered wood beam market will expand dramatically in the next decade. Get in on the ground floor now. Because the ground floor will be built with glulams, or l-beams or LVL's or PSL's or composite beams.

L0t{G length l-beam raf ters combine with glulam beams on a commercial project.

Ut{lF0flttl, clean, lightweight l-beams contrast with conventional wide dimension lumber on the same proiect.

Bill Rooney is a principal in a Portland, Or.,.firm specializing in marketing and business communication services for the building products industry -editor.

APA-EWS= the latest engineered wood trademark

HAT is it and what does it mean? This is a common reaction as yard employees spot the latest in the proliferation of symbols identifying wood products in the marketplace.

The American Plywood Association-Engineered Wood Systems (APA-EWS) trademark, which first appeared in January to identify glulam beams manufactured by American Wood Systems member mills, is a recent newcomer. It represents an organization related to the American Plywood Association. In addition, it is recognized by all major model building codes under Council of American Building Officials (CABO) National Evaluation Service Committee report.

The trademark signifies that the glulams meet all requirements of the American National Standards Institute (ANSI), the national consensus standard used by all glulam inspection agencies. At present more than half of the glued laminated beams manufactured in the United States carry the APA-EWS trademark. In addition to

Story at a Glance

Trademark identffies over half of the glulams made in the U.S.... rcprcsents code compliance, prcduct support. American Wood Systems is an affiliate of American Plywood Association.

AP/lE'r^r'S

guaranteeing quality, the mark is supported by quality validation, product research, testing and marketing.

Because glulams are used in a wide range of applications in both commercial and residential construction. the trademark is significant to dealers. More employees will need to become familiar with it as the use of glulams expands. The engineered wood products once used mainly for commercial roof construction are now being specified for ridge beams, floor beams, cantilever floors, garage door headers and simple span girders. Their classic wood appearance combines with strength and long spans to make them hot in the popular architectural styles.

Users, specifiers, building code officials and distributors are being made aware of the significance of the new trademark through media and direct mail campaigns. Recently published references describe the products bearing the APA-EWS mark and explain common applications as well as recommendations for fire resistant construction.

The technical services, testing facilities and quality service division of APA stand behind the products carrying the APA-EWS trademark. In addition, a 26 member field staffis available to assist with product specifications, present informative meetings and seminars and provide design and application information.

Mike Drorbaugh in Tacoma, Wa.; Ed Underwood, Dallas, Tx., and Randall Carter, Atlanta, Ga., represent the American Wood Systems and are available to provide assistance and answer questions about APA-EWS stamped products.

The trademark should be more than just another confusing symbol in the marketplace. It represents a source of help and information for the dealer and his employees as well as a guarantee that neither the seller nor the customer will need to be concerned about the quality of the glulam product and its ability to meet code.

IPA-EWS trademark appears on beams manufactured by American Wood Systems members, signifying that they are produced to American National Standards Institute reouirements.

GLULAilS are included in the American Wood Systems program and can carry the APA-EWS trademark.

lnstalled sales are more than ama eting gimmick

I NSTALLED sales are ballyhooed I by marketing gurus as the ultimate in niche marketing, but the people who answer the phone in home centers seem to be ignorant of this.

Nine employees answering the telephone at nine different home centers couldn't give the caller a ready answer to the questions "Do you do installed sales?" and "Can your store install a skylight if I buy it there? "

One said, "l dunno." Another answered, "Hold on." "We might," said a third. "Let me transfer you to customer service," replied the fourth. "On what, ma'am?" parried the fifth. "Let me ring that department, they're best qualified to answer you," said the sixth. "Not sure. wait a minute." answered the seventh. "l'll ring the lumber department" was the solution offered by the eighth. "l'll transfer your call to the project center," replied the ninth.

Those answering the transferred calls weren't any better informed. In several cases it required a few minutes on hold before they could come up with a definite answer, information and approximate costs. One person volunteered that there was a wait ofabout a week or l0 days for the service and that the contractor would be licensed, bonded and insured with the store guaranteeing his work. Another explained that a skylight would have to be ordered because they didn't sell many of them.

Fast answers came from the stores without installation but willing to share business cards from contractors who were "good customers" or "reliable installers." However, these people were equally quick to explain that although these were "excellent installers," the store assumed no responsibility or liability for the quality of the work. One explained, "After we sell it, we're out of it." Another

launched into a tirade on how difficult it is to please some people and customers who give stores a bad time.

The lesson here is that no store should attempt installed sales without briefing each and every employee, making sure that they have immediate, reliable, positive information about the program. The best installed sales program in the country won't survive if employees are uninformed or negative.

Marketing experts say (and our telephone calls confirmed it) that there is a need for good installed sales programs in many areas. A high percentage of homeowners are uncomfortable doing the standard installations considered easy shots by the pros. Storm doors and windows, hot water heaters, disposals, garage door openers and light fixtures are available at excellent prices in home centers, but many shoppers pay more to specialty shops, plumbing and electrical contractors [or the benefits of installation with less hassle.

Fewer than 200/o of do-it-yourselfers are willing to tackle a major remodeling job. With remodeling/ repair overshadowing new home building at the $100 billion mark, the dealer has an opportunity to diversify. By selling both the materials and labor, he captures the profit for the entire package.

However, there are negatives to providing installation services or contracting remodeling and repair. I'-irst, a dealer may be going head to

Story at a Glane

Possible pitfalls in installed sales programs... variables to corr sider beforc committlng store need for positive, enthusiastic dtitude.

head with some of his best customers. Second, he will be assuming the responsibility of providing skilled, reliable people to do the work. This can involve maintaining a full time staff, hiring part time people or contracting with a professional, not always easy tasks. Finding a person or contractor skilled in doing a variety ofjobs can present problems.

An additional negative is the costs of providing insurance and licensing for an in-house staffor the responsibility of being sure that subcontractors are properly licensed and insured. Putting the store's reputation on the line for the quality of the work and the professionalism of the installers can be a burden.

The increased exposure resulting from installed sales or contracting out the work is a possible negative. While satisfied customers hopefully will recommend the store to others, a dissatisfied customer may be lost forever and tell a dozen others.

Positives include being able to keep labor profits in house. The ability to use a price and savings comparison of d-i-y and installed sales in your advertising and marketing can also be an advantage. Another plus is the possibility of providing work for some of your contractor customers by employing them part time or contracting work to them.

Pricing can be a puzzle, but there are several ways to approach this, according to Wally Lynch, P.A.l.D. Associates, Dallas, Tx. Cost plus, a contract with standard add on or labor and material plus are all workable pricing possibilities. Offering a guarantee of satisfaction and warranties can enable a store to charge more. For example, one of the stores contacted by phone charged 250lo more than another for the installation of a skylight in a beam ceiling. However, they guaranteed the work and made it clear that the contractor was licensed. bonded and insured. The other dealer emphasized that he had no responsibility flor the work or the contractor.

Controlling labor as well as the market can be an advantage for a retailer. With installed sales, he not only niakes a profit, but becomes a destination store for his customers with the benefits of repeat customers and impulse sales. The first step, though, is selling his employees on the idea.

Engineered wood products on fast track

Ff ETAILERS need to realize that FI engineered wood product use will continue to increase at breakneck speed, fueled by a combination of residential design and timber supply changes.

Jim Walsh, sales manager at Bohemia, Inc., one of the largest manufacturers o[ glulams, says residential designers are moving toward open spaces that require long spans. At the same time, the timber supply is shrinking due to the spotted owl controversy and the resulting loss of old growth timber.

The timber available today comes predominantly from second growth forests, Walsh points out. This usually is faster growing and tends to be smaller and less stable than old growth. As a result, solid sawn timber production is often of lower quality, less stable and more expensive with availability of long lengths and large sections a problem.

With modern manufacturing techniques and machine stress rated capabilities, laminated lumber can be engineered to be more uniformly strong than lumber produced by nature. In addition, engineered wood products are environmentally favorable because they utilize second growth, Walsh explains.

Designers and builders are beginning to realize that building systems costs are reduced with the use of engineered wood products, even if the component cost of the engineered product is greater than that of conventional solid sawn timbers, he adds. The general population from designer to wholesaler to retailer to end user is becoming better informed on engineered wood products. A reputation for strength, stability, uniformity, reduced checking and greater design flexibility is earning the engineered products a permanent place in today's building systems.

"ln the last few years we have seen an explosion ofnew engineered wood products in the marketplace," Walsh says. "Manufacturers of glulam beams, laminated veneer lumber, parallel strand lumber and wood l-joists have increased their capacities over the last several years to meet demand and adjust to the changing timber supply."

The engineered wood products industry can no longer be considered a cottage industry, he points out. Most major wood products manufacturers are producing one or more engineered products.

The wood products distribution system must be able to handle and market engineered wood products if they are going to be players in the 1990s, Walsh cautions. Wholesalers and retailers alike are beginning to realize the impact engineered wood products can have on the overall volume and profitability of material sold.

Although engineered wood is a natural product for wholesale and retail distribution, dealers must learn to properly sell these products,

Story at a Glane

Architectural design changes and shortages of old growth timber drive engineered wood products...distributors ready to make commitrnent to product, develop specialists. tremen* ous growth anticipated.

Walsh emphasizes. Salespeople at all levels need to become educated on the different products. The best structural products salespeople will be those who know where and when to use each product within the system. A properly specified system is cost efficient and will perform to the end user's expectations. It is important to note that it is not necessary for salespeople to become engineers, he adds. Once they overcome the fear of dealing with engineered wood products, most enjoy the challenge.

Virtually all manufacturers offer training and sales assistance to their customers as well as to designers, architects, engineers and contractors. The most successful sellers of engineered wood have developed specialists within their companies.

"It's a mistake to try to market an engineered wood product as just another item without making a commitment to the overall program," Walsh maintains. "The most successful distributors in the next decade will employ people who understand engineered wood products and strive to be problem solvers for their customers."

Most lumber dealers are aware that fundamental changes are taking place in the wood products industry and have begun to sell one or more ofthe structural product lines. A tremendous opportunity exists for these companies, he concludes.

ABCI||TECIURAI features such as open beam ceilings and curved arches use engineered wood beams to an advantaoe.

D ESIDENTIAL remodeling in

n the U.S. is a more than $100 billion a year business. And attracting small remodeling contractors can ensure a steady slice ofthat business on basic high margin items.

Entirely built up areas are especially ripe for remodeling sales. New construction is minimal. Projects are usually small scale and done by smaller contractors. Unlike the huge contractor who puts in a 100 or even l0 unit project, they aren't staffed with a person whose job it is to search everywhere for the best deal and squeeze margins to the absolute minimum.

"Our area is all built up. You have to tear something down to build something new," says Bob Clauss, general

How to hook the small remodeling contractor

ware. Lomita. Ca.

Last year was Lomita Lumber's best ever in its 68 year history and they just came off their third best month ever. They've outlasted a slew of other independents and chains such as Western Lumber, Angel's, Ole's and National Lumber. A HomeClub is under construction two miles away.

Aflluent areas are also more apt to hire a small remodeling contractor. Remodeling is more than basic maintenance. lt's additions and alterations, and it takes money.

Spanish, the handymen usually speak Spanish," says Clauss. "l've got two Spanish speaking guys in the back and I wish I had one more up front. "

Special service must be given to them to keep them returning. Contractors don't have time to wade through a big warehouse for a half dozen studs, wait in line and load their own truck. "They can't wait around," says Clauss. "l tell the contractor l'll have him out of here in l5 minutes. lt's the old pullthrough lumber yard here. My guys throw the stuff in the back of his truck, he signs a receipt and he's out of here."

manager of

Lumber & Hard-

remodeling specialist Lomita

Story ataGlance

Ways to share in the grcwing re modeling market affluent, built up areas have more small remodeing contractons, bwer di-yers. attract them with spec* ial services, houns, advertising.

Build Rapport

Company-sponsored seminars offering selling tips to remodeling contractors can strengthen relationships between dealer and customer.

Dealer Builder Way recently co-sponsored with Owens-Corning Fiberglas five seminars at a local hotel, offering tips on how to educate and sell homeowners on

Clauss' trading area includes Rancho Palos Verdes (home prices start at $400,000) and Rolling Hills Estates (homes up to $4 million). "lt's an area that requires two people in the house to work," he says. "They don't have time to do-ityourself. They're too busy working to make the house payment."

They usually hire a professional for additions or changes in the bedroom, den or bathroom.

Working the contractor's hours are a must for a store. They need their materials early in the morning, before they start their work day, and often drop by in the afternoon to shop for the next day's job. Clauss stays open from 7 a.m. to 6 p.m.

In many areas, speaking Spanish makes things easier. "Even if the contractor speaks both English and

With Remodelers

roofing and insulation upgrades as part of remodeling projects. Attendance ranged from 20 to 80 contractors per session.

"The program allows contractors to feel good about our company and helps get our name out," said Builder Way marketing director Jim O'Brien. "They know who we are as a result."

Advertising is necessary not only to attract professional remodelers but also to interest the homeowners who hire them. Clauss' top mover is 2x6 redwood decking. The small yard sells about seven truck and trailer loads each year. "l keep the price down and advertise the hell out of it," he says. "My advertising budget will get up to 506 of gross."

But ads don't promote the boards. To interest the homeowner in remodeling, they advertise the concept. "l sell the view," explains Clauss. "l say put this deck on and you can have the ocean. Think about the barbecues you can have on it."

Standard 2x6 decking is priced low, but he also makes a larger margin on underpinnings, deck screws, sealers, finishes, pilings, cement bags and other extras.

His current advertising program showcases beautiful seascapes, professionally photographed from local homeowners' decks. A banner across his Yellow Pages ad announces, "We'll plan decks!"

They will often come into the store to select the decking themselves, to be installed by the contractor. Remodeling sales come from building a relationship with homeowner and contractor.

b,er at niill'Ha rd wa re is l_o-oking for a new location for a fifth store in Monroe, Burlington and Mount Vernon. Wa.. Lumber City Corp. opened its isi*tk, Prto''Warld location in San Jose,Ca....

,,;;;,:1,,;,.;,.;,,,,:,Kn o l l:, |6

Firma /ncr:;r.rtr.D env,qi.;tr., Coacquired Hughes Wood Products, including a sawmill in Bon Wier, Tx., and a treating plant in Houston, Tx....

. t.,,,llr,,,r t,,,:11,,::ii'lllll';'''.,. .: l'.'", i,r:lk(ry Lu*iber's 14th store oi0ftd in Saugus, Ca.o Skip McDonald mgr. . . Howg.,,',.Depot'|,:,.',, opened new stores in Chino and Moreno Valley, Ca.... ,rtiltii:liirtutl

Coast to Coast Corp.,Denver, Co., will make lumbei.,,tnd build:l ing materials available to its franchised dealers this month.

a. ..r.:rt,:rr'. .,

Redding Roofing Suppty, Redding, Ca., opened a third branch, R d S Supply in Eureka, Ca.; Alan Shufelberger owns the company which also has a Sacramento, Ca., location

Penberrhy Lumber Co., Los Angeles, Ca., is now the exclu,,r,,,,,,9iv0 So;'.,Ca; distributor for Ferche Millwork. Gregory Forest hod" ""u,cts, Glendale, Or., celebratedt.i$

unttivg{sary

rlrlli:

California Millworks is moving from Pacoima, Ca., to a new office and warehouseri&ation ini Valencia, Ca., this sum-

m*i:rr. Eagle ll'indow and Door Center is a new distri&,utor in Fresno,Ca....

:" Precis'fon Pine :& Timber ,In,e.. Heber, Az., has acquired Reidhead Lumber in Showlow, Az.... Duke City Lumber Co.'s Winslow, Az., mill will be back in full operation this its Garden Grove, Ca., store to 12832 Knott work has begun ]i],rr,]:ttr,:on Bui&n Discount shoppiag center in Saugus, Ca., dui to open in '92...-

'r' '.li.l"l'r : Burney Forest Products, Burney, Ca., was closed in. mid.Jun0,'.,..t.r11, by owner Delmarva Power & Light Co., Wilmington, De. . . San Dimas Lumber, San Dimas,

, ,

Ca.;.l'is uP for sale as down operations... it'winds ..i,li:ll,i:ll,l::i',

,,' Ma:,il;iille Cor$.','Denver, Co., consolidated its fiberglass-based building and engineered products businesses into Manville Sales Corp., Richard- 4, Kql-h:rlrnotu, senior v.p. of Manville, I ,. pfgs.

,t,:.; :,,,1:,,1,111;ll1llll,,l.1,.. .,..i.,. ,,.;.,.;,;;.,1;,,,.;;..,,,.,: , , ,:.:.',11.i.1,1,,111:r. ''..)'. ..,:....:':.::'::,:.hl[Af W":::.,tr4OOrOrn*::haSmOVgd its West Coast Donner Moulding & Millwork distribution center from Harfi$burg, Orit1'''1tb Saiit;''l'i l!!g{!.to, CAir;rirlrr,io be cl6Ser to its $imary customer baseo lea5iig, warehouse space from OrePac Building hoducts...

,'Gborgia-Pacific Corp. sold 49,000 acres of t'tnn"11un6 in::,,.. Washington to Trillium Corp. for about $48 million Manville Forest Products has changed its name to Riverwood Inremational' ',' :r1,,:, , .l".'tl'.,''.l'''l,"

r'rr, i Rosbburg Forest Products Co., Roseburg, Or., will plant 5,000

Fueled by a l4Va leap in the west, housing slarls inched up 0.lolo in May (latest figs.) as analysts predicted a slower than normal housing recovery single family home starts were up 3.lYo in the first consecutive rise since June and July 1989 and the third upward move this year building permits rose 7.20h.

Lumber Prices Thru The Roof

Recent lumber prices reached new highs and promise to have a dramatic impact on the cost of new housing construction and renovations in the months ahead, a forest industry spokesman predicted.

The lumber price hikes stem from decisions by federal agencies and courts and lawsuits by preservationists to stop timber harvesting on national forests, particularly in the Pacific Northwest and California, said Alberto Goetzl, an economist with the American Forest Resource Alliance.

He noted that the Random Lengths framing composite, a frequently-watched price index, reached a record $31 I per thousand board feet recently. "This is a 500/o increase since January and the highest price since August 1979, when housing demand sent the index to $300 per thousand board feet," Goetzl said.

For every 200lo increase in the price of lumber, 65,000 prospective buyers of new homes are priced out of the market, according to a study by the National Association of Home Builders and AFRA.

Goetzl said lumber markets were responding to federal actions. In May, the U.S. Fish and Wildlife Service, in response to a federal court order, proposed that 11.6 million acres of prime forestland in Washington, Oregon and Northern California be set aside as critical habitat for the northern spotted owl.

Later that month, a federaljudge in Seattle ordered a halt to all 1991 timber sales off federal forests in the tri-state region.

"Right now the timber supply pipeline is suffering from arterial sclerosis, so there's a tremendous amount of uncertainty," said Geotzl. "Lumber buyers are trying to secure supplies for delivery later in the year when the pipeline from the region may be totally blocked."

Lumber markets respond to changes in demand as well as supply. Today, demand has improved from a few months ago, Goetzl said, but mostly as a result of anticipated needs, rather than of more construction. Housing starts are still only moderately higher than a few months ago.

When demand picks up signifi-

(Please turn to page 62)

Whatever happened to . . .?

8y Matt Moulder

Whatever happened to the Kesterson Family?

Ceorge Kesterson founded Swede Basin Lumber Co. in 1922 with the building of a sawmill in Crants Pass, Or. Dorris, Ca., was the site of a second mill, acquired a few years later. Eventually, the family's activities were expanded to include a sawmill in Klamath Falls, Or., and cattle ranching. Thousands of acres of grazing land were owned in Southeastern Oregon and near Red Bluff, Ca. The cattle were based in Oregon in the summer months and then moved to California in the winter.

Ceorge Kesterson passed away in 1952. The sawmill in Crants Pass was looked after by his daughter, Mrs. Henry Croisant. Her son-in-law, Larry White Sr., was the general manager.

In 1958 the firm was sold. Lariy White 5r. moved to Phoenir Az., where he was active in the retail lumber business until his death in 1988. There is only one member of the Kesterson family still involved in the lumber business. His name is Larry White Jr. and he just happens to work for a frim called Pacific Southeast Forest Products. Larry White Jr. moved from Arizona back to Southern Oregon where he became sales manager of Oregon Cutstock Coro. From there he returned to Arizona to serve as general sales manager for Soufhwest Forest Industries' moulding division. Wh"en the moulding "mill at McNary, Az., burned down in 1979, Larry signed on as general manager at Howrey Lumber Co. in El Paso, Tx. Howrey Lumber was sold in 1982, at which time White came back to the West Coast to lend a helping hand at Pacific Southeast. We aren't much on titles at PSEF, but Larry is known as the RHM (Right Hand Man) hereabouts.

Owl Droppings

Handicapped persons in Arizona who can operate a motor vehicle have license plates with a picture of a wheel chair on them. This makes it easier for police to spot a car belonging to an able bodied driver parked in a spot reserved for the handicapped. One Arizona car owner that we observed took the matter one step beyond this. His personalized license plate reads "ONE LEC".

As many of you know, we are in the fifth consecutive drought year here in California. While listening to a talk show on a popular Bay Area radio station recently, I learned the reason for our plight. The cause of the drought, according to a caller from Chico, Ca., is, would you believe it - logging in the Sierra's.

I am happy to report that the Chico caller was straightened out on this matter.

Perhaps that San Francisco newspaper columnist knew something when, several ybars.ago, he poked fun at Chico residents by printing that "people from Chico look for Velveeta Cheese in the qourmet section of the supermarket."

cedar, redwood and other fine wood malerials.

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Los Angeles Hoo-Hoo Club - July 11, Industry Night, Sheraton Industry Hills Resort, City of Industry, Ca.

American Forest Resource Alliance - July 11-12, annual western regional issues conference, co-sponsored by American Forest Council, Westin at Tabor Center, Denver, Co.

Building Industry Credit Association - July 12, mechanics' lien law seminars, Hilton Hotel, San Diego, Ca.

North American Wholesale Lumber Association - July 1420, wood marketing seminar, University ol British Columbia, Vancouver, B.C., Canada.

Spokane Hoo-Hoo Club - July 16, board of directors appreciation, Spokane, Wa.

Western Red Cedar Lumber Association - July 18-19, annual meeting, Slaish Lodge, Snoqualmie Falls, Wa.

Black Bart Hoo-Hoo Club - July 19, golf tournament, Ukiah Municipal Golf Course, Ukiah, Ca.

Dub's Ltd. - July 19, golf tournament, Auburn Country Club, Auburn, Ca.

Inland Empire Hoo-Hoo Club - July 19, speaker meeting, El Rancho Verde, Rialto, Ca.

Mountain States Lumber & Building Material Dealers Association - July 19, Idaho golf tournament, Pine Crest Golf Course, Idaho Falls, Id.

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

National Retail Hardware Association - July 21-25, annual convention. Boston. Ma.

Building Industry Credit Association - July 26, advanced mechanics' lien seminar, Hilton Hotel, San Diego, Ca.

San Joaquin Hoo-Hoo Club - July 26, Coast Frolic, sandpiper (iolf Course/Quality Suites, Santa Barbara, Ca.

Western Building Material Association - July 26-30, midyear committee & board meetings, Resort at Port Ludlow, Port Ludlow, Wa.

International Lawn, Garden & Power Equipment ExpoJuly 28-30, Louisville, Ky.

AUGUST

Lumber Association of Southern California - Aug. l, board of directors meeting, Big Canyon Country Club, Newport Beach. Ca.

San Diego Hoo-Hoo Club - Aug. 3, day at the races, Del Mar Fairgrounds, Del Mar, Ca.

National Wood Window & Door Association - Aug. 3-7, annual meeting, Oak Brook, Il.

Building Industry Credit Association - Aug. 8, seminars, Hilton Hotel, Ontario, Ca.

National Hardware Show - Aug. 1l-14, in conjunction with Hardware Industry Week, McCormick Place, Chicago, Il.

Dub's Ltd. - Aug. 16, golf tournament, Las Positas Golf Course. Livermore. Ca.

Spokane Hoo-Hoo Club - Aug. 16, installation of officers meeting, Spokane, Wa.

Wood Moulding & Millwork Producers Association - Aug. 2l-25, summer meeting, Oak Brook Hills Hotel & Resort, Oak Brook. ll.

W.O.O.D., Inc. - Aug. 26, golf tournament, Lakewood Country Club, Lakewood, Co.

July 1991

Trus Joist/MB Joint Venture

TJ International, Inc., Boise, Id., has signed a non-binding letter of intent for a joint venture partnership with forest products giant MacMillan Bloedel Ltd. to create what the two companies called "the world's preeminent engineered wood products company."

It will consist of TJI's Trus Joist Corp. division and Vancouver, Canada-based MacMillan Bloedel's start-up "Futurewood" businesses. The partnership is intended to begin operations this October with an estimated payroll of $61 million, assets valued in excess of $350 million. and annual sales of $250 million.

The joint venture technologies include Trus Joist's open-web trusses, wooden I-joists and Micro:Lam laminated veneer lumber (LVL). and MacMillan Bloedel's Parallam parallel strand lumber (PSL) and new PSL 300 structural composite lumber (SCL).

The partnership will headquarter in Boise and be 5106 owned by TJ International and 49'Xr by MacMillan Bloedel. Trus Joist president Tom Denig will be president and ceo of the new venture.

MB's first $75 million PSL 300 structural composite lumber facility is nearing completion in Deerwood, Mn. Two Parallam PSL facilities are currently in operation, one in Vancouver, Canada, and another new plant in Colbert, Ga.

Both Parallam PSL and PSL 300 SCL complement Trus Joist's Micro:Lam laminated veneer lumber, which is used as residential headers and beams, scaffold plank, flange material for wooden I-joists and other specialty uses. The combination of Trus Joist's ll manufacturing facilities with the three MacMillan Bloedel plants will give the joint venture the largest manulacturing capacity in the engineered wood oroducts industrv.

Arrowood Plant Closed

Fibreboard Corp. at presstime said it would close its Roxboro. N.C., plant July 3. unless a purchaser is found. Discussions with several potential buyers are being conducted. The company issued a plant closing act notice to its Roxboro employees May 3, 1991.

The company announced it would record an esitmated $19 million pretax charge to operations in the second quarter. The charge includes writedown of the lacility to its estinrate d realizable value. estimated shutdown costs and an estimated $3 million operating loss for the second quarter of I 991.

The plant, which employs approximately 230 people and produccs Arrowood, an engineered composite structural lumber product, has been

in start-up since it was acquired in I 989 and has not yet achieved breakeven opcrating performance.

l'ibreboard also said Lawrcnce (l Hart, chairman, president and ceo resigned effective June 18, 1991. Thc board of directors announced that James I). C,ostello, v.p.. wood products operations, has been elccted interim president and ceo. I'hilip R. Ilogue, a member ol'the board. has been elected interim chairman of the board

WESTIERN ASS0C[ATl[0N NEWS

Mountain States Lumber & Building Material Dealers Association's 1991 management conference will be held in Chandler, Az., Nov. 7-9.

Motivational speaker Jerry Traylor, consultant Bill Lee, roundtable discussions and a tour of Weiser Lock are slated on the educational side of the program.

The 100th anniversary banquet, a Dixieland jazz concert, steak fry and golf complete the agenda.

W.O.O.D., Inc. is sponsoring its architectural awards for excellence program in Colorado for the 25th year.

All licensed Colorado architects are eligible to enter one or more projects. Awards will be announced on Oct. 18. Architect, builder, owner and building

materials supplier of the winning projects will be recognized with extensive local publicity.

W.O.O.D., Inc.. which has been active in promoting the use of wood in the Denver metro area for the past 3l years, asks that dealers inform their architect and builder customers of the competition.

Lumber Association of Southern California reports receiving a response to its letter to U.S. Sprint with nothing said about refraining from supporting the preservationists.

The association is urging members to write to the Price Club, which asked in a recent member's bulletin lor a reaction to "Saving the Redwoods," and to Target, which has a similar program, ac-

cording to Wayne Gardener, executive vice president of LASC.

He also urges members to write to elected representatives and to General Electric regarding their $3,000,000 contribution to the Audubon Society and a tv series "Rage Over Trees." He suggests addressing the GE letters to R. Tibbetts, General Electric, 3135 Eastor Turnpike, Fairfield, Ct. 06431.

Western Building Materials Association is cautioning members that dealers in all states are reporting OSHA inspections with large fines being imposed.

Inspectors are concentrating on record keeping, accident logs, safety meeting minutes, and visible posting of Form 200 and safety posters as well as safety training including meetings, fork lift and truck driver training. Employees are being quizzed orally on what they should have learned in training sessions. Fines are being imposed for practices such as driving or parking a forklift with lorks raised. One dealer was fined $500 for not having a forklift safety plate in place. A fine of$1300 was levied because hard hats were not being worn on a construction site.

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Call 1-800-676-7777 Sequoia Supply + TrusJoist = A Won)r Free Purchase for You €p Your Customer

Sprint Drops Enivro Ads

In response to hundreds of requests from those connected with the lumber industry, U.S. Sprint discontinued advertising its association with the Earth Share program May 30, according to letters sent to those who had contacted the company.

However, because of a legal agreement to do so, the company will continue the program through I 99 I , according to Elizabeth M. Pease, director of communications at the National Hardwood Lumber Association in Memphis, Tn.

Negotiations between MCI Corp. and NHLA are continuing with prospects good for MCI agreeing to add several multiple use, sustained yield groups to its contributions list by July l, Pease said. MCI Corp. has confirmed its donation of $25,000 to the American Forest Foundation as a Project Learning Tree sponsor. (See The Merchant Magazine, June p. 2s).

In response to Sprint and MCI's anti-forest industry programs, AT&T-affiliated carrier TMO Communications will donate 50/o of new subscribers' bills to the lumber industry group of the customer's choice.

Now lt's The Gnatcatcher

It seems at times as if the preservationists have an unlimited supply of supposedly endangered creatures to use as a reason to lock up land in a wilderness status.

The latest to follow the northern spotted owl, the red-cockaded woodpecker, et. al., is the California gnatcatcher. If the enviros have their way, development of 250,000 acres, some 390 square miles in three Southern California counties south of Los Angeles, would be off limits to all but the gnatcatcher, the orange-throated whiptail lizard and similar little beasties. Some biologists claim that these and 50 other rare kinds of plants and animals can only exist in the coastal sage scrub. If the preservationists have their way, this acreage will be home to all, except man.

Local developers and others are fighting hard to avoid having the gnatcatcher placed on the endangered species list and have so far been (Please turn to page 62)

The Packwood Forestry Bill

The "Forest and Families Protection Act of 1991" (see editorial, p. 6) was introduced May 23 in both houses of Congress. Senator Bob Packwood (R-Or.) introduced the bill in the Senate, with Congressmen Jerry Huckaby (D-La.) and Al Swift (D-Wa.) sponsoring the House bill. Between the two bills, nine Republicans and six Democrats signed as co-sponsors.

The legislation would have two principal parts - interim and longterm - to address forest management problems on federal lands in California, Oregon and Washington.

The interim program would last for three years and provide for old growth and spotted owl protection and an assured timber sale level. It would establish an economic adjustment program to provide economic diversification and stabilization grants to communities and unemployment retraining and relocation benefits to adversely affected workers. lt would also provide for development of an old-growth research program.

During the interim, a long-term program would be developed to: (l) establish an Old Growth Reserve.

(2) designate ecologically significant old growth areas to the reserve, (3) provide for protection and management of reserve areas, (4) ensure conservation of old growth dependent species, and (5) provide a degree of certainty under the Endangered Species Act and other wildlife laws. New procedures, standards, and guidelines would be developed to strengthen revision and implementation of National Forest and Bureau of Land Management plans. The research program would continue for two more years for basic research and monitoring. The economic adjustment program would continue for three years.

This legislation is supported by NLBMDA and the Timber Industry Labor-Management Committee, consisting of the United Brotherhood of Carpenters and Joiners of Americal Western Council of Industrial Workers; International Woodworkers of America. U.S.:

AFL-CIO; American Forest Resource Alliance. and the National Forest Products Association.

Decks Have Excellent ROI

A deck can bring about a 75% return on investment, providing retailers with a strong selling point for deck kits, pressure treated lumber, redwood and cedar.

This figure made decks one of the most profitable projects of 27 home improvement jobs surveyed in l0 cities by Practical Homeowner magazine.

Home Depot Hits Jackpot

Home Depot's 1990 earnings were over the top at $3.82 billion. Chairman and ceo Bernard Marcus and president Arthur Blank sweetened this announcement to stockholders with news that the company plans to grow flrom 148 stores to 355 within four years.

In unrelated action, Cobb County, Ca., named Bernard Marcus its highest paid executive at $1.587 million with Blank second at $1.378 million.

Engineered Wood Products

(Continued from page 9)

xl2 has a2,900 psibending strength rating.

These products can be attractive and suitable for exposed application such as cathedral ceilings or skylight headers as well as structural uses. They also come in a variety of sizes with lengths up to 66 feet and standard widths up to 5-l/2 inches.

The markets for engineered products are growing rapidly. The LVL

BE Refocuses To Expand

A redirection of Builders Emporium, Irvine, Ca., to become more a convenient neighborhood store and give up the larger markets to the warehouse competitors is underway.

The program includes an aggressive store opening plan, mostly in California, with some less profitable stores closed. Stores ooened June 29 in Beaumont. Ca.. and Rancho Sierra (Las Vegas), Nv. BE may open two or three more this year and, beginning in 1992, seven to l0 stores a year for the next several years.

"For the first time we've defined a new store market for us." said John Kearney, executive vice president, administration. "lt's a smaller town orientation. This protects us from warehouse-type competitors, who need different demographics and higher density."

Home Depot Fwy. Next?

For a mere $100,000 to $l 50,000, Home Depot has a Home Depot street sign.

The entrance to an Anaheim, Ca., unit is a private driveway into a business development on Lincoln Ave., but because of traffic, a signal is needed. Home Depot paid for four traffic signals and two street signs at the entrance which serves several other businesses.

Precedent for doing this was established by a former tenant, explained Don Dey, Anaheim traffic engineer. "We usually have a street name that we can use, but in this case, there was no street and we just duplicated what had been done for Gemco."

market is expected to double within l0 years and the demand for l-beams is projected to double in just five years. We will be seeing more usage of untraditional species.

The fourth paradigm shift in the industry is that of delighting the customer instead of racing towards production records. Historically, the forest products industry has been production driven with little distinction between competitors' products, a deafear towards requests for customer service and sometimes only a passing interest in product quality.

For those who want a tomorrow in the industry, those days will have to be history. We have to find ways to delight the customer with our products and services. We must learn their needs and satisfy them. Changes in our industry's raw materials, markets and products will not allow for business as usual. We must become adversaries to those who would lock up our forests, be unrelenting in our pursuit to find new and better ways to utilize timber species and wood products, and seek ways to satisfy our customers.

"The Quiet Giant"

0 Giant in LongevityA major West Coast forest products wholesaler since 1926.

0 0 0

Giant in IntegrityContinuing a tradition of solid ethics.

Giant in ExperienceAn efficient, courteous staff-always reliable.

Giant in ServiceCargo, rail, truck and L.A. Harbor inventory to fit your needs.

C0lilPLETE0 headquarters complex lor Lumber Products, Tualatin, 0r., includes 105,000 sq. ft. of warehouse,10,000 sq. ft. of office space and 15,000 sq. ft. of storage sheds at a cost of S3.1 million lor the concrete tilt uo structure. (See Zre Merchant. March o. 38 for more detai ls).

A Hundred Million Homes

More than 102 million housing units currently stand in the U.S., up 16% from 1980's 88 million units, according to the Census Bureau.

More than a third of the increase occurred in California. Florida. and Texas.

'*'.:::t':1\T::ff

bardi), Sacramento Surge of the World Football League; club pres. Dave Snodgrass; v.p. Dave Dahlen; Doug Cosbie (lormer Dallas Cowboy), Sacramento Surge. [2] Tom Catlow, Gerald Chambers, Jack Hulbert. [3] Del Cole, Ed Olson. Meeting was held lr/ray 22.

REPAIR/RElt|00EL is exoected t0 use more lumber than new home construction lor the lirst time in history this year. Western Wood Products Association lorecasts remodeling's lumber requirements will literally run off the chart, exceeding new home construction lumber demand bv more than 3%. A reduced number of homes built and a steadv uiturn in remodeling combined to produce the trend.

1{Ell, 1000 which the 14 former Grossman's Northwest units are using following their name change June 1.

f) ealers who help builders deliver quiet, I-f callback-free products will have the edge in the '90's.

Boise Cascade LVL and I-Joists can help you sharpen that edge. With engineered products that help make squeaks, warp, wane and waste a thing of the past.

We combine up-to-the-minute technology with a total Quality Commitment that begins when the tree is harvested.

You get consistent, reliable performance. And guaranteed deliveries, at prices you might expect for lesser products.

San Diego Design Contest

Winners of the 25th annual Architectural Design Contest sponsored by the San Diego Lumber Association were announced at the awards dinner attended by 76 architects, instructors, students and members.

Competition was open to students enrolled in architectural classes in San Diego, Ca., county community colleges. There were 58 entries from three colleges.

Cash prizes totaling $1,400 were awarded by the association and the local chapter of Hoo-Hoo International, a lumbermen's fraternity. An additional $4,000 in scholarships was presented by the New School of Architecture.

The contest focused on the design of a mixed use commercial and residential building that accommodates an indoor-outdoor restaurant and art gallery on the ground floor and three residential apartments on the second floor.

The project specifications, and judging, called for the maximum utilization of lumber and wood products in the structure and cabinetry.

"This contest provides architectural students with creative. first hand experience in the design process, particularly as it relates to the versatility and benefits of using lumber and wood products," said Ray Bumbaugh, association president. During the quarter century of sponsorship, the contest has helped many students obtain scholarships, admission to leading architectural universities and financial assistance. he said.

New California Hardwood Mill

A new sawmill to handle Califor-

nia hardwoods - noted for their difficulty and slowness in milling and dryinghas been opened in Arcata, Ca.

The mill is located next to Beaver Lumber of Arcata's operations and will sell its products through Beaver. Though owned by Beaver Lumber owner Richard Winkel, it is a separate company.

The small mill began sawing local black oak and tanoak logs into boards in late April, though production temporarily halted to have new parts fabricated. "lt's a slow process," explained sales manager Dave McCartney. "We built it from the ground up, and Cal Oak (Lumber Co., Oroville, Ca.) is the only other one I know milling local hardwoods."

SPIB Pullout Stalls AWPB Revamp

A merican Wood Preservers Bureau's reorganization into a treating industry overview group has been delayed due to reservations by Southern Pine Inspection Bureau members.

At an April 12 SPIB board of governors meeting, a consensus could not be reached to support the change from being overseen by an outside organization (ANSI) to an organization within the industry (A\\'PB).

All other phases of the reorganization, including approval by the other l0 agencies involved. were completed by the May l5 target date, said A\4'PB's Eric Yeadon. Yet

SPIB's ll5 subscribers account for about 45%' ol all southern pine production.

"lf they don't go along with it, the whole program will break down," said Yeadon. "lronically, they are the ones who instigated it two years ago."

A\\'PB and the Southern Pine Marketing Council continue to urge dissenting treaters to rethink their position. SPIB will again poll its subscribers in mid-July.

SPIB members expressed various reservations about the change, said SPIB's Tom Jones. "And for such a change, there must be a broad consensus." he said.

W00D design contest in San Diego, Ca., was sponsored by two lumber groups for area college students. Ray Bumbaugh (left), pres., San Diego Lumber Association, and Bill Cowling, pres., Dixieline Lumber Co.

ALSO.

e

o

o

o

Steve Bufd has rejoined Mesa Forest Products, Costa Mesa, Ca.

Richard Vlosky has left Plum Creek Timber Co., Seattle, Wa., to join Bartech International Coding Systems, Inc., as gen. mgr.

Chet Croco is a new panel products sales rep for Timber Products Sales Co., Springfield, Or.

Steve Brown and Dennis Houghton are new traders at Arthur A. Pozzi Lumber Co., Portland, Or.

Bruce Ramage and Joe Jameson are now with A.C. Dutton. Portland. Or.

James Pickel has been named contractor sales mgr. at Marson & Marson Lumber Inc., Leavenworth, Wa.

Kerri Gehring has returned to the co. in contractor salest Ron Martin is new to outside sales; Marggie Stanich, credit & payroll; Jack Slockbower, truck dispatcher, and Jim Miller, Lodge Log Homes sales.

Rodger Morris is now in sales at Newquist & Bergstrom, Newport Beach, Ca.

Hunter Brown has been named western reg. sales mgr. for Georgia-Pacific's containerboard & packaging div., Portland, Or.

Karl Gore has joined J. M. Thomas Forest Products, Ogden, Ut., according to Matthew Thomas.

Frank Gladics is now acting v.p. of the National Forest Products Association's Public Timber Council, replacing David Ford, who has resigned.

Bill Parks has joined the trading staffof Ace Hardware Lumber & Building Materials, Beaverton, Or., reports Dan Von Allmen.

Lori Hanke is now sales asst. at Welco Lumber Co., Marysville, Wa. Jennifer Sprouse replaces her as receptionist.

Jay Gregg is a new trader at Greenwood International, Portland, Or.

Dick Brown, sales mgr., Meeks Lumber, Chico, Ca., has been named the chain's Sales Manager of the Year.

Marilee Simmons has been promoted to mgr. of the American Plywood Association quality services div.'s Eugene, Or., testing lab, replacing Gilbert F. Oekerman, who has retired after 32 years with APA.

Ken Gassner has formed Camrose Corp., Portland, Or.

Vaughn Hoskins is new to Intermountain-Orient, Boise, Id.

Terry Fischer is now with Boise Cascade. Phoenix. Az.

Vada Middleton is now pres. of Middleton Moulding Co., Chico, Ca., succeeding her late husband, Dan. Joe Hamilton is v.p., and Pauline Lauer, sec./treas.

Tom Lindquist has rejoined the trading staff at Neiman-Reed Lumber Co., Van Nuys, Ca., after two years in the Eureka, Ca., area, reports gen. mgr. Ed Langley. Robert M. Neiman, cofounder of Neiman-Reed Lumber and Lumber City stores, was recently honored with the Humanitarian Award by the western council of the Boy Scouts of America. Jess Ruf, Lumber City pres., was dinner chairman for the event.

Kathy Wilson is now the mktg. communication specialist at Versyss, lnc.

Herman J. Mollenkopf has been named operations director at Contact Lumber Co., Portland, Or., overseeing Clear Pine Mouldings, Hart Mountain Millwork and Frenchglen M illwork mfg. facilities. Creig Kleckler is quality assurance mgr.

Jim Dodd, sales & mktg. mgr., Weyerhaeuser's laminated products business, Cottage Grove, Or., presented fishing trips to Cabo San Lucas, Mexico, to glulam sales contest winners Ray Croll, Grove Lumber, Ontario, Ca.l Marvin Moore, Woodinville Lumber Co., Woodinville, Wa., and Robert Solberg, Solberg & Associates. Bothell. Wa.

Mike Rhoades, Heritage Hardwood Co.. Chino. Ca.. has been elected pres. of the Los Angeles Hardwood Lumberman's Club, succeeding Tom Powell, Liberty Hardwoods, Santa Ana, Ca. Alan Bohnhoff is now v.p.; Bill Fitzgerald, sec.-treas.t Kevin King, social chairman; Randy Lambert, membership chairman; Don and Fred Jones, sgts.-at-arms; Ken Tinckler, scribe, and Walter Ralston and Gale Daugherty, directors at large.

Rich Graham is the new sales mgr. at Schmidbauer Lumber Co., Eureka, Ca.

Stan Cochran, Cal State Forest Products, Anaheim, Ca., became a grandlather for the tenth time.

Dan Bohannon and Pete Mclaughlin were among lumbermen at Bohannon Lumber's l9th annual ProAngler Fishing Tourney, Cabo San Lucas, Mexico. Ron Jones, Ron Jones Hardwood, Union City, Pa., also participated. Score for the catch & release contest: 32 marlin, 27 dorado. 8 tuna. 2 wahoo and 2 sailfish.

Ed Burris is the new Sacramento, Ca., area salesman for Nu Forest Products, Healdsburg, Ca., reports Mike Herbert.

Bill Hoglund, Precision Mill & Lumber Co., Burbank, Ca., as scout master led the local boy scout troop on a 50 mile hike through the High Sierras over Independence Day weekend.

Melodie Voorheis is new to the wholesale dept. at Jones Wholesale Lumber Co., Lynwood, Ca., according to Steve Thurgood.

Lew MacDonald and Jim Murk, Pacilic Rim Industrial Millwork Exchange (PRIME), Sacramento, Ca., are back from a business trip to Malaysia, Hong Kong and Singapore.

Charles Smith, gen. mgr., hardboard div., Weyerhaeuser Co., Klamath Falls, Or., has been elected pres. of the American Hardboard Association. John Caplinger, Abitibi-Price, is now v.p.; Charles Nagely, Forestex Co., treas., and Curtis Peterson. AHA. sec.

Crr,orn.r, tell us that the consistent quality of the products we make is what keeps them coming back. For more than 40 years they have relied on Sequoia Forest Industries to ensure the lengths and widths are as ordered with no hassles about orade. Our precision cutting standards are the highest in the industry. And our Fresno location means fast, over-night deliveries to maJor California markets. Job site deliveries when requested.

Mike Jameson, Treated Forest Products, Santa Ana, Ca., completed a jarring run in the Lucerne Valley (Ca.) 200 mile off-road race.

O. Douglas Armstrong has been appointed San Francisco, Ca., district mgr. for Ceco Door Products.

Stephen Walsh is now with American Pacific Wood Products, Portland, Or.

Karl Gore is new at J. M. Thomas Forest Products, Ogden, Ut., according to Matthew Thomas.

Ted Fullmer, Fullmer Lumber Co., Tualatin, Or., is recovering from a broken arm, dislocated shoulder and other injuries suffered in a recent fall while horseback riding.

El Louise Waldron and her daughter, Marie Hunter, Waldron Forest Products, Fair Oaks, Ca., recently visited Mount Rushmore in the Black Hills of South Dakota.

Kevin Joyce, sales rep for J. H. Baxter Wood Preserving, San Mateo, Ca., has left for Goteborg (Gothenburg), Sweden, to accompany home his wife, Susanne, and son Ryan, born there on June 23.

Kris Wales, Wales Lumber Co., Spokane, Wa., married Julie Okert May 4, 1991.

Frieda Goe is the new truck dispatcher at Mungus-Fungus Forest Products, Climax, Nv., according to owners Hugh Mungus and Freddy Fungus.

ta Jequoia manufactures Ponderosa and Sugar pine in 5/4 and 614, White fir 2x4 and 2x6, and long-lasting lncense cedar. We are the largest producer of pallets in the stateover 6,000 each day. We even make decorative bark and forest humus. A broad range of quality productsthat's today's Sequoia Forest Industries.

In fte year 2o32,we1

ringsarmdthecor

Our clients tell us we do things right. When they order from Willamette, they don't have to worry about late deliveries, poor quality, or any of the other problems they've experienced with the competition.

That's because our salespeople are more than just order takers. At least once a week, they visit the mill in person. Check on orders. And gain

'fillbe petition.

first-hand knowledge about what they

can and can't promise.

0f course, having more than a million acres of forest helps ensure a reliable source of supply. And because we replant more than 16.7 million trees annually as part of our forest management practices, it's a supply that will remain reliable.

So whether it's next year, or into the next century, Willamette will continue running rings around the competition.

Lumber & Plywood Division

Western Sales Office Albany, OR (503) 92G777r

Southern Sales Office Ruston, t-A (318) 25*6258

Atlantic Sales Office Rock Hill, SC (803) 32&3U4

Retailer's long road to recognition

F lt'TEI:N vears has seen Richert Lumber Co. of l- Pleasanton, Ca., go from the humblest of beginnings to being named the Lumber Merchants Association of Northern California's Most Outstanding Yard of the Year. lt earned the honor by a lot of hard work, patience and perseverance.

"(The award) is a great shot in the arm for us," says owner Tom Richert. "lt's tough to make a living nowadays, so it's real nice to know you're doing something right. "

It's been a long road to recognition for Richert. The company began in 1976 as Richert Redwood, working out of a l0 x 12 shed and making deliveries in a Volkswagen camper.

"lt's really hard to get a new business going," Richert recalls. "A big problem was getting suppliers to sell us

product. We didn't look like we had any money and, in all honesty, we didn't. But after a while they figured, 'Well, I guess they're going to make it."'

It took five years before they could borrow the money to begin expanding. The company grew to cover four acres, including a 22,000 sq. ft. retail store, I 2,000 sq. ft. attached dry shed and two 200 ft. long lumber sheds on each side of the yard.

Story at a Glance

Retailer honored as Northem Califomia's most outstanding yard keys to suooess: perseveranoe, team wor*, personal selvice, specialization... holding strong despite new warchouse competitor.

Loyal customers took personal pride in seeing the company grow. "A lot of customers like to think they're partly responsible for our growth," he says. "We used to joke, 'This is the Dave Memorial Wing."'

"Be attentive to the customer" has been the anthem at Richert Lumber. Approximately 60i of sales are allotted to training. Once daily now weekly meetings address different areas of product knowledge. "We let the people who work here come up with the subjects," Richert remembers. "At first they were things like plumbing. We finally reached the point where the categories became finer and finer. And we don't have a lot of turnover, so it became redundant. Now it's mostly the older guy teaches the younger guy."

A team spirit is cultivated. Suggestions are welcomed

WARM WEIC0ME t0 Richert Lumber Co. customers with a bright, woodencased sign springing up from a largeflower bed and beautiful landscaping.

0WI{ER Tom Richert just inside the front door. Note company logo on shi rt.

tUMIEB is the company's main focus

from everyone. An incentive program allows employee salaries to rise in relation to store sales gains. Richert always talks of "we" not "1."

The atmosphere is non-threatening, more comfortable, more fun. "We don't hover over people. We give them a job and expect they'll do it," he says. "We've never had to lay anyone off. lf there are any conflicts, we take care of them immediately. Everyone's upbeat. If someone's in a bad mood, one of the guys will pull them to the side and say, 'Hey, you're ruining my day, too,' and that picks them right up."

The store is attractively designed, neatly organized and ever clean. "lt's important for bringing the women in during the day," said Richert. "But the contractors also like it. In a nice, clean store, everyone's easier and nicer to deal with."

Customers are "the nicest mix" of commercial accounts. homeowners and contractors.

And Richert Lumber is constantly reflecting. "Some of the older yards are closing," he says. "We're seeing a whole different type of business. We're always looking at ourselves, asking, 'Are we doing it well?'lf you come in for plumbing, can we answer your questions or do we need to find or train someone who can?"

One of the biggest challenges came last year with the opening of a nearby Home Depot. Other competitors, such as a local plumbing shop, came out with big ads touting rock bottom prices. Richert knew he couldn't compete on price.

The company held a series of meetings to plot strategy. "We did it as a company, together," he says. "We had to figure out what we did well and let people know about it."

The answer was lumber and upper grade materials. "We're not Home Depot or Orchard Supply where they have it all under one roof and lumber's kind of in the back somewhere," Richert explains. "We truly are a lumber yard. We had to concentrate on not letting that fold."

From the hardware store you go through electronic glass doors to the dry shed. The yard is bordered by twosided sheds, open faces opposite each other so, standing in the yard, you're surrounded by lumber.

Sales did dip when Home Depot first opened. "lt's like when a new restaurant opens in town. Everyone has

to go try it out," he says.

Richert kept holding its margins and business quickly returned. Even though the Home Depot continues to perform well.

Richert knows there will be other tests ahead. "lf there's a message, it's just hang in there," he says. "You've got to live long enough to make it happen."

PLElSAl{I color coordination continues indoors with crisp in-store signage.

SIlLL STAlllllllG, the 0ld oflice where it all began, fronted by Jim Merchant. oresident ol the Lumber Merchants Association of Northern Calilornia, and Richert.

Taking the High Tech Out of Deck Design

In the age of high tech computerized deck design systems, some dealers and do-it-yourselfers may welcome a simpler alternative.

For lumber dealers in some markets, the dollars in decking or the space available doesn't allow for the investment in a state-of-the-art computer design system. And, too, customers may be intimidated by the new technology or simply want more hands-on control of their project.

Various companies now offer easy-to-follow design packets so d-iyers can take the basics home to create their project on their time and their terms.

Nu-Lines, Inc., Tyler, Tx., has introduced a deck planning kit incorporating its preassembled treated southern yellow pine Fast-Deck panels. The kit includes a large design layout sheet, 440 peel and stick scale model deck panels, 105 peel and stick landscape greenery pieces, sample configurations, panel and substrate blueprints, deck esti-

mate worksheets and concise instructions.

Over 5,000 single and multi-level design and size variations are possible. Designers can send in completed plans to Nu-Lines for a free estimate. They may then install it themselves or contract the manufacturer to do it.

Lightning & Surge Protection

Power conditions and lightning are the number one cause of computer system failures and port problems. With warmer weather and summer storms approaching, power surges and electrical brown outs can result in down time.

Although AC power requirements vary by device, the following are recommended by Dataline for CPUs, peripherals and communication devices.

PLAlllllll0 kit from Nu-Lines. Inc.. allows homeowners to design their own decks using scale model deck squares. Over 5,000 variations are possible, without relying on a computer design system.

CPUs require power rated at l15 volts Rms at 60H2, a dedicated (hot, neutral and grounded) 20 amp power line with an insulated and isolated ground and an uninterruptable power source (UPS). The UPS maintains power temporarily so that the system can be shut down in an organized fashion rather than abruptly which can result in loss of data and corruption of the system's operating system.

As a rule, computer peripherals should not share the same electrical branch as inductive loads such as refrigerators, heaters, copiers, coffee makers and motors which generate electrical noise and require a separate circuit. Because they are susceptible to mechanical failure, electrical noise and unpredictable future performance, conduit-only grounds should not be used with peripheral devices.

Even with a reliable primary protection system in place within a facility, communication equipment can be damaged by transients (power spikes). These can enter electronic equipment thiough any pathway provided or generated within the building by sources such as inductive load switching and electrostatic discharge.

Protectors specifically designed to give added security to electronic devices with low tolerance for voltage rises can be installed. These can protect equipment farther than 30 feet from the primaiy protection or in high lightning areas. They come in standard sizes.

stNcE r956

&HS#=TE FOREST PIIIODUCTS,m.

NORTHERN CALIFORNIA

FAX (916) 274-3304

(800) 350-3002

SOUTHERN CALIFORNIA

(714) 978-6335 FAX 714-978-6339

(800) 266-2737

John Turner Patric Taylor Carl Henoch Stan Cochran Jim Ferreira Tom Parent

CEDAR REDWOOD pOUGLAS FtR ptNE HARDWOODS

Clears Clears

Clears, VG & flat grain Clears

Fencing Commons Industrial components Commons

Siding Timbers

Mouldings

Edge-glued panels

Fencing & Decking Flooring

Industrial componenls Siding

Custom milling patterns

Mouldings/millwork, solid and linger-joint

Industrial components

Dimension

Industrials

Mouldings, Millworks

Industrial componenls

Edge-glued panels

QUALITY & INTEGRITY

Millwork

Mouldings

Industrial comoonents

ll lttER Redwood Compony is proud to Fl URATEMP con be grooved to severol IYI introOuce DURATEMP PLWOOD SID- Y tl-ll potterns ond is ovoiloble in 8', 9

lNG, DURATEMP hos been developed cooperotively with Forestex Compony, o leoding monufocturer of quolity

hordboord siding ond industriol products, DURATEMP is o unique product incorporoting the economy of ponel siding with the durobility qnd

PLYWOOD SIDIN

beouty of Forestex hordboord, DUI?ATEMP overcomes the limitotions of conventionol ph4vood sidings by using o tempered hordboord foce, providing o blemish-free oppeoronce with on embossed wood groin or stucco pottern,

ond 10' lengths, A limited 25-yeor worronty ogoinst monufocturing defects is provided for qll DUI?ATEMP products, o volue not provided by most other ponel siding products. So remember, when your customer is looking for siding which hos both the sovings of ponel siding ond the elegonce ond stobilityof Forestex hordboord, qsk for DUI?ATEMP, For o free brochure ond more informotion regording DURATEMP, the exciting new product from Miller Redwood Compony, pleose coll 1-800-445-9758.

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Plastic Lumber Use Increasing

Plastic lumber, once considered a joke, is becoming a fact of life as technology seeks new ways to recycle discarded plastic containers.

About two dozen small companies are now producing plastic lumber products. Frost & Sullivan estimated after recent research that production will reach l5l million pounds by 1995, up from 30 million in 1990.

Despite being environmentally correct and resistant to moisture damage and insects, the "wood" is not widely available. Products include decking, fencing, landscaping "timbers," and outdoor furniture. The plastic material is more expensive than the real thing, ranging from $4.50 to $12 for a 2x4.

Mike Modansky, senior wood products merchandiser for Home Depot, has explained that his stores don't carry it because the price "still is not at a level where I feel I am giving my customers value."

Other considerations include the lack of a track record for nail and screw holding, ability to withstand temperature changes and giving off toxic fumes if burned. Although it does not leach chemicals, researchers worry about a lack of testing and control.

Some environmentalists resist recycling plastic into products other than their original forms, saying that it encourages the use of virgin plas-

tic. They maintain bottles should be recyled to bottles and jugs to jugs.

Peachtree \4'indows and Doors is one of the first building materials manufacturers to use a recycled wood substitute. Moistureshield. a composite of recycled plastic and waste wood fibers manufactured by Advanced [:nvironmental Recycling Technologies (AERT) in Arkansas and Texas, is being phased into their product line.

Peachtree uses the material as sills for its patio doors and entry door systems and in top and bottom door rails as a moisture barrier. Additional applications are planned.

"This composite material addresses a well defined need in our industry, specifically the moisture related problems associated with wood swelling, warping and rotting, " according to James R. Hewell Jr., Peachtree chairman and ceo.

"Peachtree and AERT are also making a significant contribution to the environment," Hewell said, "by converting two primarily waste materials into usable products which address consumer needs and can last for the lifetime of the home."

Moistureshield does not require chemical or preservative treatment and can be sanded, painted, drilled, screwed and sawn. lt is designed as an alternative to clear erades of old growth lumber.

Gonsumer program reassures Gustomers

al OM E dealers mistakenly

D b"ti"u" that if they ignore Consumer Information Sheets and the Consumer Awareness Program for pressure treated wood, all questions about its environmental safety will go away.

Not so, says Huck DeVenzio, Hickson Corp., producers of CCA preservatives. He recommends talking about the positive effects of pressure treated wood, its conservation aspects and the fact that there has been no known instance of health problems over the long international history of CCA treated wood when the wood was used as recommended.

"Those who doubt the safety of treated wood are basing their concern on a general wariness of chemicals," he adds. "l know of no facts which support the position that CCA treated lumber is unsafe when used as intended.

"The EPA conducted a nine year study of CCA treated wood," said Bill Baldwin, Hickson vice president of technical and environmental services. "After all the investigative work, the agency declared that the benefits of CCA treated wood outweigh the risks and suggested only moderate precautions. Most of these

are common sense and apply to both treated and untreated wood."

Recommendations on the Consumer Information Sheet are appropriate to any type of construction: e.9., protect eyes with safety goggles, wear a dust mask, wash aflter working. There is only one special precaution - treated wood should not be burned because burning breaks down the chemical bondbut the American Medical Association also cautions against burning plywood, particleboard and old furniture. Even though Consumer Information Sheets may scare some customers, Baldwin urges dealers to make them available. "They are part of a voluntary Consumer Awareness Program agreed to by the industry," he explains. "lf this information is not

Story at a Glance

Positive approach to treated wood questions works... Consumer Information sheets and talking with customers rieoommended by dealers.

widely distributed, we may have mandatory regulations imposed that could create a burden for treaters and dealers."

His ofllce frequently receives calls from parents worried about children walking on decks with bare feet or eating something they have dropped on a deck or playing on treated wood playground equipment. "EPA has stated that CCA components cannot be absorbed through the skin," Baldwin tells them. "The ingredients in treated wood are no more likely to transfer to a dropped item than the ingredients in a concrete sidewalk. There's greater chance of injury from structural failure of untreated wood which decays than from chemicals within CCA treated wood."

His explanation is supported by a California study which showed that exposure to CCA treated playground equipment presents no greater risk of skin cancer than exposure to sunlight during outdoor play.

Dealers who take an active part in the Consumer Awareness Program by talking with customers and displaying the CIS (Consumer Information Sheets) conspicuously can help solve potential problems.

ARE YOU PAYING THEM TO PUT YOU OUT OF BUSINESS??

Sprint and MCI are supporting organizations known to be directly in conffict with America's wood products industry and so are you, every time you pay your Sprint or MCI bill.

The editorial by David Cutler in the May issue of THE MERCHANT MAGAZfNE urged you to make your views known. TMO Communications wants to make that easy AND profitable for you and your industry . .

-

TMO Communications, unlike Sprint and MCl, recognizes the fact that the lumber industry is a huge and important part of the Amerlcan way of fife. We are therefore offering a 5o/o donation to lumber related causes of your choice upon your slgning up with our seruices.

French Shows Have A Lot To Offer

Building products retailers who dismiss foreign trade shows as mundane with no application to their business in the U.S. are missing an opportunity to explore new thinking and innovative products.

The do-it-yourself movement is not limited to America. As technology shrinks the world, people in all countries tend to experience similar trends. For example, France reports renovation gaining an increasing share of the market with a rapidly expanding d-i-y sector, certainly a parallel to the U.S.

Any provincialism on the part of your customers in their acceptance of foreign products for their homes has faded or is fading rapidly. Witness the popularity of the European style kitchen cabinets, appliances and faucets. Perhaps the influx of foreign cars has had an influence, but most Americans associate high fashion and reliability with products from Europe.

In many ways merchandising in

the European home centers and the abundance of innovative d-i-y products surpass this country. Home automation, or "la domotique," as

For Your Calendar

Quojem - Sept. 22-25,1991

Batimat - Nov. 12-19, 1991

Expobois - March 1992

All these shows are world class exhibitions held in Paris, France. Quojem deals with d-i-y products and distribulion. Batimat covers building and building products and systems. Expobois concentrates on wood, wood products and applications.

the French call it, embraces new materials and new uses of spatial dimensions and using new technologies to enhance the comfort and conve-

nience of those living in the house. Automatic programing of lights, blinds, appliances, watering and security are augmented with a system that monitors the cost of utilities, allowing them to be programed to a particular cost level, contacts with the outside such as armchair shopping and an ability to book and purchase tickets for concerts, plays and sporting events from home. The concept is perhaps ahead of our Smart House.

New materials and changes in traditional materials are an important part of an overseas trade show. For example, considerable progress has been made in synthetic materials for piping, kitchen and bathroom fittings, joinery and such. Composite materials and fiber reinforced materials also have attracted the attention of builders in Europe.

Building products shows, whether they are held in Spain, England, Scandinavia or France, attract a large and international audience. Batimat, which is held in Paris every two years, grows each year with 607,905 visitors registered at the last event. Attendees came from the Continent.

Central and South America, the Orient and North America.

Meeting with dealers from many countries offers an opportunity for exciting dialogue. The exchange of ideas is as important as the opportunity to discover new products. Traveling to these overseas shows will allow you to develop dynamic ways of making your store a special spot.

Manville Changes Name

Manville Forest Products, Atlanta, Ga., has changed its name to Riverwood International Corp.

The company will operate through five divisions: wood products (lumber and plywood), paperboard, packaging, Brazil and international. Thomas H. Johnson is president.

Cal State ls Top Latino Firm

"We had overnight success-it just took us over 27 years," commented Manuel Acevedo upon learning that his family's Cal State Lumber Sales had been named the largest Latino-owned firm in the state and the 12th biggest in the United States.

Founded in 1984 by brothers Benedict and Victor Acevedo, the company has 77 employees including many family members. Sales for 1990 were $104 million with l99l expected to top $ I 20 million. Moulding and millwork sales have been bolstered by the completion of

an expansion at their Tijuana, Mexico, mill, which allows Cal State to receive over 50 trucks of product each day at their San Ysidro, Ca., plant. The company is no relation to Cal State Forest Products. Anaheim. Ca. Hispanic Business Magazine, a Santa Barbara, Ca., publication, released the ranking.

Store Music Beef

Stores broadcasting music from local radio stations are infringing on copyright laws, ASCAP and BMI say. A license is needed if the music is played over any system larger than one normally used in a home. Many dealers have received warning letters or visits from these organizations.

Cross Merchandising Sells More, Makes Shopping Fun

With consumers continuing to exhibit caution, retailers need to go the extra mile to drive sales.

"Today more than ever, cross merchandising products can provide the tonic many retailers need to rejuvenate lackluster bottom lines," said John M. Kawula, Point of Purchase Advertising Institute.

He noted that many retailers utilize cross merchandising to a limited extent, mostly in basic store layout. For instance, paint and turpentine can usually be found in close proximity in a home improvement center. However, "the potential for effective cross merchandisine is

limitless when retailers bring displays onto the selling floor."

Cross merchandising needn't be confined to simply displaying related products in close proximity. Interactive units can also yield effective cross merchandising.

He cited one interactive unit used in home improvement centers that helps do-it-yourselfers plan the construction of a deck. The unit provides consumers with myriad product suggestions that can be found in the store, from nails to stain to a deck lighting system.

Creative use of cross merchandising can enhance a store's excitement level and make the shopping experience more pleasurable.

"Studies have shown that when customers perceive a store as fun and exciting, sales will increase by 15 to 200/0," he commented. "Cross merchandising will also help consumers find the merchandise they are looking for, eliminating some of the 6.7% of sales that studies have shown can be lost if a customer has trouble locating his desired items."

Back Support Lowers Injudes

Almost nine months after instituting a program of supplying each employee with a back support belt, Home Depot says the plan to lower workers' compensation costs is working.

Whether a cashier or a worker on the unloading dock, each employee wears a belt similar in design to those worn by weight-lifters. The belt supports the discs and muscles in the lumbar (lower) back area to prevent injuries.

Keith Rosenblum, Home Depot director of safety, reports preliminary figures showing a back injury reduction of at least 30 to 400/0. A video showing proper movement techniques is used in conjunction with the belt.

After adjusting to wearing the belt, employees are enthusiastic about the results. Many say that they tire less and feel better at the end of the day.

A new market has developed as customers asked where the support could be purchased. Home Depot now sells back support belts.

AllG[Y about an article 0r program slanted to give an unlavorable impression of the safety ol pressure treated wood? Let the editor or radio 0r tv station manager know your views. lf you have trouble putting your ideas into words, use this sample letter to the editor written by Huck DeVenzio at Hickson Corp. lt can be used or modified to express your personal views.

SAXPLE LETTER TO EDITOR

( If the offending artj.cLe covered be addressed in greater det.ail. can also be added. )

n6ri Fdit^r.

specific issues, they should Personal and Iocal observations

Your recently published articLe. " suggests that there are serious hazar pressure-treated wood, s concern n9 use of Such suggestions could cause unnecessary alarn to the nil,Iions of consurners who enjoy their backyard decks and who have uged treated wood for decades in hundreds of applications. In the case of CcA-treated wood (the t.ype purchased for nost residential projects). the historical record and nurnerous laboratory studles have shown that this r{ood is harnless to people, plants and pets when used as reconnended.

The Environnental Protection Agency conducted a nine-year investigation of treated wood and found that the benefits outvreigh any risks. EPA made only a few nodest reconnendations (e.9,, wear gloves !o avoid splinters, use goggles !o protect eyes against flying particLes, \rear a dust mask to avoid inhaling sawdust) -- nearly alL of which apply equally well to the use of untreated wood. Copies of these reconnendations are distributed by Iumber outlets.

CCA-treaCed wood has been used in mushroon trays. toBalo stakes, flower boxes, Lobster traps and bird houses without adverse effect,s. The CCA preservative is highly leach resistan!t it bonds chemically with the wood, locking it inside. this is why CCA-treated wood lasts so long.

This Iongevity conserves trees. The Southern Forest Products Association estimates that, without pressure-treated wood. an idditional 226,000,000 merchantable trees rouldbe required annually to replace decayed or tertnite-infested wood products.

TreateC wood comes fron plentiful species of a renewable resource. The treating process extends the Iife of that resource for at least as Iong as it takes replacenent lumber to be grown and cut. And treated wood can be safely used by following sinple recommendaCions that are mostly comnon sense.

Sincerely,

MItt

The Entire West

Dovid Billingsley

Croig Kincoid

George Hommonn

Fox 916-624-9175

19161 624-8222

lsoof 32r-1706

Chuck Story

Kevin Prott

44.l8

FAX 503t672-5676

503t672-6528

NEW PRODUCTTS

and selected sales aids

Fence Hardware Shop

A smaller, mobile fence hardware display is now available from Teco/ Lumberlok.

Measuring only 2 ft. wide by 2 ft. deep by 5 ft. high, the merchandiser

the nailer has an operating pressure range of 70 to 120 psig and includes safety touch trip or trigger optional driving. It also has a contoured com-

Adjustable Mantels

Three adjustable mid-range wood mantels to fit virtually any fireplace have been introduced by Superior Fireplace Co.

The components, which are sold separately, consist of a shelf mantel and a legs and skirt set. With simple cuts, the legs and skirt adapt to a

includes easy-to-read header sign and individual shelf talkers for demonstrating product use.

It holds the full fence products line, including rail and post brackets, wet post anchor bases, section rail brackets, pipe post rail brackets and post covers.

Framing Nailer

A newly designed framing nailer combining lighter weight with increased nail capacity has been developed by Senco Products.

Weighing just 7.3 lbs. yet accommodating up to 86 nails, the tool has enough power to drive home a 3-l/4" framing nail.

Designed for framing, truss, subfloor, bridging, sheathing, siding, roof deck and fencing applications,

fort grip handle to increase operator comfort and reduce latigue.

A variety of fasteners, including deck nails and smooth, ring or screw shank nails can be used with it.

Earthquake lnsurance

At the first sign of an earthquake, Quake Control from A&W Industries automatically turns off the gas in a home, eliminating the major cause of fires.

The device operates via an adjustable motion detector, electronic control box and solenoid valve. lt is set to turn offthe gas if a quake of 4.0 on the Richter scale occurs, by activating a latching solenoid valve placed in the main gas line. The low voltage system plugs into an ordinary household outlet.

It includes a battery back-up in case of a power outage and a digital communicator option to notify a monitoring agency of a gas shut off.

wide variety of heights and widths. Components can be installed as a full mantel or just a shelf mantel. Two styles of shelf mantels are offered: a massive, high profile mantel with elaborate crown moulding or a sleek, low profile shelf mantel with a simpler design.

Reformulated lcemelter

Improved Safe Step lcemelter from Koos, Inc. melts ice at lower temperatures, increasing its ability to break ice and prevent refreezing. The product dissolves completely, leaving no chalky chemical residue to coat sidewalks, stain shoes or be tracked into buildings. It also won't harm grass, trees, shrubs or other vegetation when used as directed.

Fire Rated Wallboard

FiberBond fiber gypsum wallboard featuring a one hour Type X fire code rating is now available from Louisiana-Pacific.

Unlike conventional wallboard, made of sheets of paper encased by gypsum, FiberBond has internal strength since it is made by mixing gypsum with wood fiber from wastepaper. Reportedly it is stronger,

Anti-Fatigue Mat

An anti-fatigue mat for the home workshop has been designed by Dynamat.

The 24" x 36" x 3/8" expanded polyvinylchloride mat makes concrete floors comfortable during long period of standing. It has thousands of microcellular air pockets that support the user, alleviate stress and fatigue and protect fallen tools.

The mat is light, durable, easy to clean and resistant to oil. sawdust. dirt and detergents.

by 9" deep, has a total storage capacity of 1677 cu. in., weighs 6 lbs., and includes a three year limited warranty.

Featured are four bins with dividers across the top for small parts, a bottom center area large enough for drill storage, adjustable,

easier to install and provides excellent thermal and sound insulation and nail holding ability.

Designed for interior use on ceilings, walls and partitions, it needs no taping or paint priming. The panels have a smooth. even surface and resist surface abrasion and impact damage.

Panels come in 4x8. 4xl0 and 4xl2 dimensions, l/2" and 5/8" thick.

Tool Locker

The Tool Storage Center from Waterloo Industries mounts to a wall or door and is removable to take to a job site.

constructed of high impact polyethylene, the vertical storage unit measures l8-l/2" high by 16" wide

removable side and center trays, and a full-sized, rounded handle. The kit is lockable.

Super Bookkeeper

The Practical Accounting System, a powerful, entry level software package that allows users to save time by organizing accounting records, from tracking sales and inventory to printing monthly financial statements, is new from RealWorld Corp.

Integrated are accounts receiva-

l-Joist Line

The WSI l-joist product line has been introduced by Willamette Industries.

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

The top quality economical joist systems feature oriented strand board webs for greater shear capacity, custom design for maximum utilization of materials. and MSR. LVL or parallel strand lumber flanges.

Tapered profiles are available in all six series.

ble, sales invoicing, accounts payable, inventory management, payroll, check reconciliation and general ledger.

Both single and multi-user versions are available. Record locking ensures that the most accurate, upto-date information has been entered.

Brush Up On Decks

A deck scrubber and coatings ap- plicator are now available from Osmose.

The deck scrubber features a 53"

tapered end handle, 12" head and stiff, heavy duty bristles. lt can be used to clean dirt, grime, mildew and discoloration from decks and brighten patios and walkways.

ldeal for use with stains. toners and water repellents, the deck coatings applicator has a large 18" head to reduce application time and chemical resistant bristles that are flagged to help provide an even finish and prevent puddling.

Portable B-B-Q

The Gourmet Grid Express Grill, a self-contained charcoal barbecue that folds flat for easy transport, is new from Porcelain Metals Corp.

Polyethylene, canvas and paper drop cloths are offered.

Both professional and d-i-y grade caulking guns are available, in 9" and 13" with either smooth or ratchet rods. Features include electrostatic paint finish, tip cutters, puncture wires and wrist wraps.

Wood Joining Center

A full line of wood joining products with a variety of merchandising aids is now available from Vermont American.

with headers. The center can be used as one piece or separated to display accessories by pegging them to a wall and dowel rods in the rack.

Adjustable Organizer

A three-shelf multi-purpose storage center from Stylette helps to keep videotapes, books and small household items neat and organized. Made of durable, high impact polystyrene, it features uniquely designed angled shelves and sliding, adjustable bookends.

Included are grid, wind screen, heavy duty wire charcoal grate, durable porcelain on steel ash pan, wireformed side legs, and optional tote bag.

Covers & Caulkers

Drop cloths and caulking guns have been added to Hyde Tools' line of paint and surface preparation tools.

The 24-l/4" high x 26" longxT- l/4" wide organizer comes in white, black and slate blue. Easy assembly requires no tools.

Products include dowel pins, plugs and buttons; dowel centers, sets, jigs and rods; drill stops; plate joiner saw blades and biscuits.

A Wood Joining Center consolidates all items in a free standine rack

Post Holder

Post Spikes from Leslie-Locke allow fast, accurate installation of gates, fencing, lamp posts, mail-

boxes, signs and otherjobs requiring 4" x 4" posts.

Made from heavy gauge steel and offered in three lengths, the spikes eliminate the need for digging post holes, mixing and pouring concrete, and using treated lumber, since they raise the post base above ground.

Luxury Bathware

The Radiance collection of clear and smoked glass bath cabinets, mirrors, toplights and shelves has been introduced by NuTone.

The 4' x 8' plywood racks feature increased height (8'10") to double the amount of stocking area without increasing the l6 sq. ft. offloor space required by other ready-to-sell racks. It has three storage bays each for l' x 4' ,2' x 4' and 4' x 4' material and also displays 12" x 8' and 16" x 8' material, ideal for shelving and bookcase projects.

They are packaged with a wooden block in the post receptacle so that as the spike is hammered into the ground it can be checked with a level for straightness. The block is then removed and the post inserted. Also available is an easily assembled free standing display which holds 32 Post Spikes of various sizes.

Included are double-sided beveled mirror doors, full mirror behind the shelves, magnifying cosmetic mirror, invisible European hinges and push-to-open magnetic snaplock catches.

Plywood Salesman

Space saving display racks for Redi-Cuts pre-cut hardwood plywood and southern pine plywood panels are now available from Georsia-Pacific.

lf you enioy talking lumber with peop

whoknowhowit's produced, where it's produced, and who produces it, call us. We have over 100 years'experience at disposal.

A 4' x 4' rack offers three storase bays for 4' x 4' material and thr6e bays for 2' x 4' material or other panel stock.

THE TREATED ANSWER

Lumbet plywood, round slock stokes, poles, & pilings

Agency stomped, ground conioct fire retordont oressure-treoted wood oroducts

Douglas fir, pine, green & dry hemlock, white fir, plywood

Key Alert

A warning device which sounds an alarm when a key has inadvertently been left in the lock is new from Invention Prototypes & Marketing Corp.

self-cleaning system for easy clean up.

The Merchant Magazine

thermostats, front panel controls and an airtight closure system, the system automatically opens and moves the heat into other areas of a house or an adjoining structure. When the temperature in the heatgenerating area drops, it closes its internal motorized shutter.

The quiet, compact unit plugs into a standard wall outlet or can be wired internally.

It can be used to spray latex and oil-based paints, stains and sealers from a 1 gallon can or 5 gallon bucket.

A flap which covers the keyhole makes contact with the key when it is not removed, triggering the alarm.

Sprayer On The Spot

The new House Painter airless paint sprayer from Campbell Hausfeld reportedly takes less than five minutes to assemble and includes a

The sprayer comes with a 25-ft. high pressure hose, spray gun with built-in filter and reversible anti-clos spray tip.

Heat Transfer System

The Wesper 2 Heat Transfer System from Weather Energy Systems automatically transfers solar-heated air from a greenhouse or sunroom into an attached house.

Consisting of a fan, controlling

DELTA CEDAR PRODUCTS, LTD. Vancouver. B.C. T-Phone (604) 583-3s1s Fax (60a) 583-3813 <P U.S. Mail Address: P.O. Box 565. Pt. Roberts. Wa982Bl

Cal Coast Wholesale Lumber, Inc.

(Exclusive sales agents for.Coast Wood Preserving, Inc.)

R<>r' Niclscn Butch H(x)d

BEFIEI pre-assembled motion sensor light control from Heath Zenith, displayed by Pat Simpson and Gary McGriff, improves home security and safety.

An exatn one-of-a-fri.niwoo[. Benutiful. Durab[e. Xesrstantto detay wdwater. Urufonnvt cn[or. Smootft. Aromnfic. And. rcw svniy rn suypty for awrwE of wu : Boatptanfrng wd t'unbus, Tanfrsuch, FfumestocL., Pst.o furftfiq, F(DoMq, Stadiumqra{cs, PoneIin4, Dwwnsinn, C[ears *rd

Endwise Lumber Rack

A storage rack designed so that lumber can be stored and selected from the end rather than from the side is now available from Steel King Industries.

Taking the lndustry to Nev/ Heights

Building Material Handling Equipment

The design allows a greater number of items to be visible from the aisle. The rack may also be designed to do double duty as a mezzantne. Introducing a New Produit?

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

Ladder Ledge

Colorful molded aluminum ladders are pail shelves for fiberglass and new from R.D. Werner Co.

. New Barko/Pettibone Material Handling Cranes

. New lnternational or Western Star Chassis

o Immediate Nationwide Delivery

. ln-Depth Operator Training

o Competitive Pricing

c Trade-lns Welcomed

c Financing & Leasing

"We Supply The Complete Package"

Division of NORTHWEST INTERNATIONAL TRUCKS lNC. Toll Free WATS 1-800-288-1446 or (715) 845-1446

Ralph Bloome

FoGIL -P{bdLE lnsl.

Offered as kits or as options on certain Werner ladders, the "AutoFold" shelves feature a unique cam design which automatically closes the shelf when the ladder closes. Shelves also distribute the weight on the ladder, not the shelf pivot points, for greater strength, load capacity and durability. Shelves hold either al0 qt. bucket or gallon paint pail. A hand grip and rag rack are molded into the design.

Two designs are offered.

NEW 1990 Demonstrator. Western Star wlth 350 Cat 20,000# FRT,46,000# rears equlpped W6-story Fassi F-9crane . Prlcedtomove S129,000.00.

Safe Peeling

Peel Away 6 non solvent, biodegradable paint and varnish remover is now available from Dumond Chemicals.

Specially formulated to remove multiple layers of paint from wood, brick, stone, cement, plaster, marble, cast iron, masonry and fiberglass surfaces in a single application, it contains no methylene chloride or caustic.

The green paste product is applied with brush or roller. then covered with a fibrous laminated cloth that controls evaporation and is left on until the paint dissolves.

Remodeling Planning Kits

New software programs from Abracadata allow homeowners to use their personal computers to orchestrate full scale home improvement projects.

The Design Your Own Home Series includes Architecture, a plan drawing program; Interiors, for manipulating interior elements, and Landscape, software to determine plant and outdoor feature placement. The affordable programs are

Rigid Racks

Pallet racks from Penco Products feature heavy duty beam end connectors to keep uprights locked to beams forming a rigid frame.

Beam ends grip uprights with three prong teeth made of extra heavy gauge steel. The 8-l/2" connection ensures positive beam to post alignment and even load distribution. A visible beam locking key enforces the rigid connection.

Other rack features include stepdown beams for accepting accessories, welded upright frame bracing and rolled upright columns with foot plates for floor anchoring.

available for Apple II, IIGS, Macintosh, IBM computers and compatibles.

Italian Bath Accessories

The ltalia Series 120 line of decorative bath accessories has been introduced by Sepco Industries.

twine is soft and strons (65 lb. tensile) and comes in 106 and 200 ft. lengths.

Junior Lawn Tools

Gard 'N' Kids, safe and sturdy lawn tools downsized for children, are new from True Temper.

Machined out of solid brass bar stock and available in 20 different finishes, the line of eight coordinated, surface-mounted accessories includes towel bars, towel rings and glass shelves.

Ties To Recycling

A new line of biodegradable twine for bundling newspaper, yard waste and other recyclable materials is now available from Winchester-Auburn Mills.

Made of all natural vegetable fibers, with no plastics or fillers, the

Holiday Gut Outs

Kits to create full color plywood cut outs are new from Miss B's Holiday Patterns.

Offered are more than 50 life-size patterns featuring holiday, patriotic, nursery and barnyard themes. Once completed, scenes may be displayed ln yaros.

Patterns are sold individually, with complete supply list and coloring and design instructions.

Ideal for kids aged 1 to 12, the line consists of a shovel, rake and hoe packed in a self-display box. They feature solid, smooth, lacquered hardwood handles and toush tempered steel heads.

llUtRt|(|llEY Memorial Award winner Ill Ken Ford with '90-'91 NAWLA pres. Barney Blondal. {21 Jerry Gustafson, Dennis Downer. [31 Clay Donne, Dick Procarione. [4] Peter Albano, Harold Fletcher. [5] Jon Reed, Russ Scruggs, Dave Bartee. 16l Doris & John

Schultz. Linda Bernstein, Mark Schultz. l7l Charlie Jourdain, Bill Stevens. [8] Dennis Downer, Mary Ann Peter, Sherman Leibow. l9l Jim Kenl, Larry Hanson. ll0l Tim Hower. llll Seri Sangara, Darrell Hungerford. ll2l Steve Schmitt. Il3f M. L. Sandv, Ron

Johnson. Il4l Mark Fingerle, Terry Hancock. Il5l Burke Hill, Joe Galvin. {l6l Doyal Marks, Bill Burkholder. llTl RoOer Hunsberger, Jon Anderson. llEl Stephen Boyd, David Kruse. ll9l Michael 0'Bryan, Dan Dutton.

Wholesalers grapple

with change

IUMltlrR wholesaling is an inL dustry in transition. More mills are selling direct and the supply is tightening as environmentalists grow increasingly vocal and powerful.

The North American Wholesale Lumber Association exists to keep wholesalers apace of that change, said NAWLA president Barney Blondal at the opening session ofthe group's 99th annual meeting. Environmentalists make up 506 of the public but seem to be speaking for 7\oh,he said. The industry must take a bigger stance and speak with a louder voice.

Peter W. Schutz. former chief of Porsche AG World-Wide, then addressed "Managing in Times of Change." He said, "The manager's realjob is to manage change, other-

wise there would be no need for managers." The manager must show the stalT that getting the work done will be to their best interest (motivation), as opposed to his best interest (manipulation).

"You must get extraordinary results from ordinary people," he said.

The next day's general session assembled a panel of top ceo's to discuss "Lumber Marketing in the 1990s." Again, concerns turned to environmental pressures. " E,nvironmentalists raised over $800 million for their efforts last year," reported l)an M. Dutton, president and ceo of Stimson Lumber Co., Portland, Or.

The discussion was followed by an overview and workshop on In(irade, a change in design values and

species groupings of softwood dimension lumber, providing more common strength ratings.

Kenneth W. Ford, founder and chairman of Roseburg Forest Products, Roseburg, Or., received the

(Continued on next page)

Story at a Glane

North American Wholesale Lumber Association on evolving business environment at annual meeting...

Roseburg's

Ford receives Mulrooney Award

Chuck Harris new pres. . . 100th annual: May 1992, Colorado Springs, Co.

FINE GRANN DOUGLAS FIR

SPECIFIED:

(Continued J'rotn previous page)

John J. M ulrooney Memorial Award, in recognition of exemplary service to the forest products industry and the community.

(ieorge C. "Chuck" Harris, Wholesale Wood Products. Dothan. Al., was elected president, succeeding Blondal. Dennis Downer, Intermountain-Orient, Inc., Boise, Id., is first vice president, and William Tufts, Plunkett-Webster, lnc., second vice president.

Stephen Boyd, Eric Canton, Don (irantham, Bob Ciuthrie, Robert Owens, David P. Schaller, Milan Stoyanov and W.E. Tufts were reelected to three year terms on the board. New directors are Harold Irletcher. Jim Livermore and Lamar Logan.

The 99th annual meeting was held May 19-22 ar the Grove Park Inn, Asheville, N.C. Next year's centennial celebration will be May 17-20 at the Broadmoor Hotel, Colorado Springs, Co.

tlAW[A off icers: ll I Nicholas Kent, Barney Blondal, Dennis Downer, Chuck Harris, Jack Skriden. l2l Eric Canton, Steve Snavely. l3l Bob Walton, Dennis Richardson. {41 Barry Digh, Keith Kersell. l5l Jim Mace, Glen Ehrardt, Greg Watts. l0l Pat Patrick, Vic Riolo. [7] Dave McElroy, Ed Fountain. l8l Clark Robertson, Walter Russell. l9l Butcn Bernhardt, Stan Elberg. {l0l Ted Fullmer, Ron Wilson. llll Bob Wenige, Jim Stewart. {l2l Bob Knight, Mike Phillips.llSlBuddy Klumb. ll4l John Drew. llSl Tom Read. ll6l John Robey, Mark Romano. llTl Ken & Bonnie Ford. [l8l Mot Wood, Jim Scharnhorst. ll9l Gloria & Lyle Thompson.

Gl"'

North American Wholesale Lumber Aseoeiation 99th Annual Meeting

THREE GEI{EBAI|0tlS at Hoo-Hoo-Ette convention: Ill Cathy & Rose Miller, Violet Lupon. [2] Claudia Jennings, Betty Foster, Charmaine Robinson. l3l Ed & Norma Gavotto,

Hoo-Hoo- Ette Gonvention

A decision to consider a name change at the 1992 convention was made at the 29th annual National Hoo-Hoo-Ette meeting in Long Beach, Ca., May 18-19.

Beverley Sperry, Los Angeles, Ca., was named president. Other new officers: Claudia Jennings, Ukiah, Ca., lst v.p.; Kathy Nowaski, Klamath Falls, Or., 2nd v.p.; Earleen Tehan, San Diego, Ca., secretary; Jan Ford, Klamath Falls, statistical secretary; Barbara Hickey, Los Angeles, treasurer, and Nadine

Webster, Bonnie Morgan and Loretta Morrisey, directors.

The South Bay Club hosted the convention with Betty Harmer as chairman. Thirteen clubs in Washington, Oregon and California were represented by 75 delegates.

Retiring president Cathy Miller received from her mother, Rose Miller, who was national president in 1978-79, the past president's pin which had been presented to her. Betty Jones, Foster Lumber Yards, Vallejo, Ca., was given the Lumber Woman of the Year award.

Don Zea. Timber Association of California, discussed the Dr. Rapaille Study and showed a video, "The Forest Archetype: The Structure of Public Perception," demonstrating the importance of women in delivering the message of the forest industry. He pointed out that many women including Hoo-Hoo-Ettes have been extremely successful in representing the industry in the fight against initiatives.

The 30th annual convention will be held in Ukiah, Ca., May 30-31, 1992.

Jerry & llene Zins. l4l Betty Harmer. l5l Bobby Roleman, Ruth Dutton. [6] Sondra Jameson, Susan Noah, Connie Miller. l7l Maureen Hocker, Bob Elliott, Wes Dutton. l8l Lovey McCarthy, Bev Sperry. (91 Kathy

Nowaski, Vivian Fountain. ll0l Freda Smith, Lee Swearingen. llll Susan Harmer, Marie Gonzalez. (l2l Debbie Watenpaugh, Gloria Smith, Madelyn Mason, Darnel Edgerton.

& HEIW.FIB FASCTA REDWOOD o AR & PINEPATTERNS . FENCTNG

TIMBER SIZER

PRE-FABRICATION

TIMBERS

From cutting a wedge to pre-fab'd crane pads or mine shafts. Angle cut, cross cut, drilling, dapping-t$(e'll do them all to customer specification.

Jack Berutich, Don Reagan, George

Dave

l2l Mike Greer, Randy Jackson, Rodger Morris. (31 (front row) Louie Rodriguez, Louie Escobedo, Alex Delgado; (back) Rick Griffith, Joe Shook, John Escobedo. l4l John Hodge, Ralph Cardwell, Ed Lehman. l5l Don Gregson, Pat Ross. John Dennis. A.S. Atkins. {61 Don Derbes, Doug Willis. l7l John Newquist, Bob DiMeco. [8] Blaine Smith, Alex Delgado, Michael Mackin. l9l Gus 0unbar. Mike lrish. Hal Smith, Moses Munoz. ll0l Jim Sorg, Bill Young. ll ll Kevin Lindsay, Bill Sullivan, Tim Gaffney. ll2l Jack Price, Steve Shudoma. (l3l George Badenoch, Roger Braniger. (l4l Bill Humphrey. llSl Doug 8ench. ll6l Pedro Esqbell, Timothy Hale West. 0ver 100 club members attended the June 5 California Angels baseball game at Anaheim Stadium.

PRE-GAME mixer of Los Angeles Hoo-Hoo Club members lll

Bufe, Steve Bufe,

Kallas.

NEW LITIERATIURE

Piggyback Rides

An 8-p. intermodal services booklet is free lrom Bay Area Piggyback, Inc., 560 Lennon Lane, Walnut Creek, Ca. 94598. (800) 950-9009.

Forest Products Worldwide

A l0-p. profile of customized forest products supplier Hancock Lumber is available from Hancock Lumber Inc.. (800) 547-2s50.

When The Gcling Gets Tough

Glulam Guide

"Glulams," a 24-p. product and application guide, is free from American Wood Systems, Box 11700, Tacoma, Wa. 98411.

ProJiting in Hard Times: The Business Survival Guide is $25 postpaid from Cricket Communications. Box 527. Ardmore, Pa. 19903.

Decorative Laminates

A l6-p. decorative laminates booklet is free from Nevamar Corp., 8339 Telegraph Rd., Odenton, Md.2lll3.

Full Decks

Deck Plans, a 96-p. set of deck addition plans and instructions, is $8.95 from Sunset Books, (800) 227-7346, or in California (800) 321-0372.

Fire Plugs

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

Gomposite Moulding

Information on Woodmat composite wood fiber mat for moulding applications is available from Canfor, Box 49420, Bentall Post Stn., Vancouver, B..C., Canada V7X l85. "Overview," a 32-p. update on Canfor's operations, is also offered.

Two new fire safety and smoke detector brochures are lree from ESL. (800) 648-7423.

Knobs & Pulls

A 32-p. Siro designer knob and pull catalog is free from Outwater Plastic/Industries, (800) 888-0880.

Britt Lumber, we specialize in redwood fence posfs, boards and rails - made directly from the log in our modern sawmill. We're large enough to meet your customer's needs, yet small enough to care and provide the personal service you need.

ELASSIFNED ADVERTNSEMENTS

SEEKING outside salesperson experienced in retail lumber & building materials for Orange County/Los Angeles, Ca., County area. Send resume and salary history to Box 625, c/o The Merchant Masazine.

I,UMBER COMPANY seeks manager for wholesale hardwood distribution yard in Oregon. Great opportunity for independently motivated individual with good sales or management experience and vision for growth. Send resume to: Diamond Wood Products. lnc., P.O. Box 2009, Eugene, Or.97402.

l,OS ANGELES wholesale lumber conrpany has immediate opening for experienced outside salesperson with product knowledge in soltwoods and hardwoods. Excellent salary/ benefits/commissions. Please conlact Ms. Fukushima at (213) 254-5144.

RMRSIDE, Ca., based wholesale lumber 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 offered. Send resume or call for appointment. (714) 360-1090. Santa Fe Forest Industries, 9040 Jurupa Rd., Riverside, Ca. 90640. Attention: Robert T. Gaylord. All inquiries strictly confidential

Twenty-five (25) words for $21. Each additional word 700. Phone number counts as one word. 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, $55 ifwe set the type. Names ofadvertisers using a box number cannot be released. Address reolies to box number shown in ad in care of The Merchanl Magazine, 4500 Campus Dr., Suite 4E0. Newport Beach, Ca. 92660. Make checks payabletoTheMerchantMagazine. Mail copytoaboveaddressorcall (714) 852-1990. Deadline for copy is the 22nd of the month. PAYMENT MUST ACCOMPANY COPY unless you have established credit with us.

EXPERIENCED LUMBER TRADER

We are Hardwood and Softwood loq and lumber wholesalers with offices in Cbnada and the United States. We are seekinq sincere. exoerienced lumber traders whd have a view towards the long lerm. Work from your part of the cluntry or from our offices in the Toronto area.

This is an excellenl oooortuhitv with a well-established compani.

We enjoy an outstanding financial and marketing reputation.

For complete details, please phone or write Bob Wilson in strict confidence.

POSITION lor outside salesperson experienced in retail lumber & building material sales for Glendale/Los Angeles, Ca., lumber company. Excellent salary/benefits/commissions. Call Charlene. (213) 254-7201.

YARD RADIOS LUMBER CARRIERS from Berkot z Especially adaptable to customer needs z Scientiffcally designed for all types of work z Balanced for ease of handling Let Us Proae This Is the Cart for Yout Call or write for a free brochure BERKOT MFG. GO., lNC. 11285 Goss St., P.O. Box 218 Sun Valley, Ca. 91352 Phone: (213) 875-1163

ABOVE GROUND 500 gallon diesel with stand. Plus a 12 volt pump. Only complete. Call Product Sales Co. (714) 8680 or So. Ca. WATS (800) 660-8680.

LUMBER MILL: Complete package, land, buildings, shop, equipment, machinery, trucks, S.P. rail serviced. Inland Empire, Ca., area. Owner making career change. write Box 624, clo The Merchant Magazine.

TWTSTED AND WEATHERED

Douglas Fir S4S and rough, 3x4 and wider and 4x4 and wider. Twisted and weathered 2x4 and wider, 4x6 and wider, economy green or dry, mixed species. Call Bill Hunter or Bruce Benton, Hunter Woodworks, Ql3) 775-2544 (213) 835-5671.

tank $600 998UMBER -ilu*' !*L w t qsA

COPELAND LUMBER WISHES TO BUY Lumber Yards in the Western States. Contact Copeland Lumber Yards Inc., 901 N.E. Glisan, Portland,Or.97212, Attention John Matschiner. Real Estate Manager. (503) 232-7181 All inquiries kept confidential.

BUYERS'GUIDE

-SOUTHERN CALIFORNIA* SAN FRANCISCO BAY AREA LOSANGELESAREA

Accurate Planing lvill Co.

American Hardwmd C0.

Baxter & Co., J.H.

Eerkot l\419. C0.

Beverly Manufacluring Co. .

Buchanan Hardwmd 1213\ 774-2046

Eurns Lumber Co.

CaDilal Lumber C0.

Catroll Moulding C0.

Cascade Empire Chozen Trucking C0.

Coos Head Lumber & Plywood

3C Trucking

Dmley Lumber C0........

El&El Wmd Products Corp.

F0unlain LumberC0., Ed

Fremonl Forest Products

Gemini Foresl Products

Georgia-Pacific Corp. (213) 968-5551

Georgia-Pacific Corp. (San Fernando)

Grattan & Sons, Dave ... (800) 468-9513

Guerero Lumber Handling .... (213) 431-5437

Hulf Lumber Co. (800) 347-HUFF

Inland Timb€r Co.

Johnston Hardwood (800) 247-9486

Jm6s Wholesale Lumber Co.

K63p 0n Trucking

Lane Stanlon Vance

Lumber Assn. of So, Calil.

MacBeath Hardwood

Maple 8106.. lnc. Mouldings

Marouad-Wolfe Lumber Co.......

Mutual Mouldino

GREATEFSAN DIEGOAREA

NORTHERN AND CENTRAL CALIFORNIA

Beaver Lumber Co.

Blue Lake For6l Prodr[ts ..

Bracul lntefnational

ORANGE, BIYERSIDE & SAN BERIIABDINO GOUNTIES

Corp. (Redwood)

Lumb€r Co., Fred C.

Warehouse

Foresl

CorD. (Red Elutf)

Hickson Corp. Industrial Fdrest Products Inland linber Co.

lnternational Foresl Products

Johnston Hardwood Inc.

Jones Wholesale Lumber Co

Laminaled Timber Seryices. Inc.

Louisiana-Pacilic Corp.

M E [, Builders Supply

Nikkel Coro., The

Pacific Southeast Forest Products......

P & M Cedar Products

PGL Building Producls

River City Moulding Co. (800) 365-5424

San Antonio Pole Construction Co.

Siskiyou Foresl Producls

Slocklon Wholesale

Thomas Forest Products, J.M. (800) 321-1706

Timberline Products, Inc. ... (800) 492-8585

ljnion Forest Products Union Planing Mill

Unity Forest Pr0ducts

BUVERS'GUIDE

PACIFIC NORTHWEST STA ROCKY MOUNTAINS-

wasH[{GTol{

BEt UtElttt^Yx0E1{

Forestar Distribution (604) 888-3544

GREAIER SETTTIE/TIC(}ilI TNET

American Plywood Association

Eurlingtont\iorlhern Railroad...

Burns Lumber C0.

Georgia-Pacilic Corp. (Tacoma)

Gmrgia-Pacific Corp (Seatlle)

Pacific Western Lumber

PGL Euilding Products (Auburn)

PGL Building Products (Kenmore)

PGL Euilding Pmducts (Marysville)

PGL Building Products (Alaska Div.)

Lumber Products

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

Norlh American Plywood Corp

Simpson Timber Co. ..

Skmkum 1umber C0. ...

Weslern Wood Preserying Co.

Weyerhaeuser C0. (Seatlle) (800) 562-0908

weyerhaeuser Co. (Tacoma) (800) 562-3960

sP0t0tE

Gmroia-Pacific Corp.

Vaagen 8ros. Lumber, lnc.

TIlIC(lUYER

Allwealher Wmd Treaters (Washougal) ..

R.S.G. Forest Producls (Kalama)

Gram Lumber Co. (Kalama)

BElIO

OREGOl{

PanPacilicForeslProducts

c00s BrY

Coos Head Forest Products

Cm Head Lumber & Plywmd

Sause Bros. ocean Towing c0RYtU.l8

Brand S Corp.

Diamond I Lumber Co. (8rand S)

Mary's River Lumber Co.

Willamette Industries (Albany).

ALASKA

aRtzo]tA

OB[lIUARIES

Helen L. Peterman, co-owner of Peterman Lumber, Inc., Fontana, Ca., died ofcancer June 12. 1991. in Desert Hot Springs, Ca.

A native of Kansas City, Mo., she joined Pine Ridge Lumber in 1970 and went to Barclay Lumber in 1972. She became office manager in 1975 of Star Lumber, Industry, Ca. She and her husband started Peterman Lumber in 1979.

Lumber Prices

(Continued from page 19)

cantly, as many analysts expect will happen later this year, and timber supply grows increasingly problematic, new record prices may be set, he said. Additionally, preservationist groups have requested more injunctions against harvesting, which could aggravate the situation, Goetzl noted.

Only Congress can resolve the issue, said Goetzl. AFRA and organized labor have joined in sup-

Mrs. Peterman is survived by her widower, Pete, three children, a brother and eight grandchildren.

Dentley "Dan" Middleton, 82, owner and president of Middleton Moulding Co., Chico, Ca., died May 19, 1991, in Oroville, Ca.

Raised in Grants Pass. Or.. Mr. Middleton worked for Gray Eagle Lumber Co., Dorris Lumber Co. and Lakeview Moulding before moving to Chico in 1948 to start Chico Moulding Co. In 1954 he formed Yuba City Millwork, Marys-

port of the Forests and Families Protection Act, which would provide a degree of timber supply and worker certainty at the same time that it provides for conservation of owls and old growth forests.

The Gnatcatcher

(Continued.liom page 23)

successful. Business interests have raised money and slated a campaign to protect mankind from those who would bar development of any kind.

ville, Ca., and later helped finance Richfield Wood Products and Richfield Box Co.

After a fire in the 1970s, Yuba City Millwork was moved to Chico and in 1987 renamed Middleton Moulding Co.

Mr.

is survived by his widow, Vada, three daughters, seven grandchildren and six great-grandchildren.

Rqdiqto Pine

TH CL \V

EI IN ,R N ER

for wood mouldings ond millwork

Leeco Mouldings is o division of New Zeolond's lorgest Rodioto Pine Forest owners, with continuing occess to o corefully monoged plontotion resource. Estoblished for over 50 yeors, Leeco is now o moior supplier of Rodioto Pine remonufoctured products to the New Zeolond, Austrolion, Asion,

Europeon ond U.S. morkets.

Laminafed Veneer Lumber: Strength, workability and uniformity; with eased edges to help prevent splinters.

Larninated Veneer Lumber: Uniquc horizrrnlal veneer layup; plus widcr widths and sanded appclrance suitable for exptrrctl rp|l ieations.

Builders who deliver quiet, callback-free products are builders who'll have the edge in the '90's.

Boise Cascade LVL and I-joists can help you sharpen that edge. With engineered products that help make squeaks, warp, wane and waste a thing of the past. We

combine up-to-the-minute technology with a Total Quality Commitment that begins when the tree is harvested. You get consistent performance. And guaranteed deliveries, at prices you might expect to pay for lesser products. Call your dealer or mark the reader service number fbr details. En,qi ne e rc d n t B u i I d R eputati ot t.s

Boise Cascade