Merchant Magazine - July 1997

"Tlte trusted. nAme in utood. preseruation and sentices.

PermaGilcar 55-

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PRESSURE TREATED LUMBER

For over half a century McFarland Cascade has been a pioneer in wood treating technology, and one of the largest producers of pressure treated lumber in America. The wood we are pressure treating today could still be in use a half-century from now. And. many of our products are guaranteed to last a lifetime.

We have the largest inventory of sawn lumber products on the West Coast. We're located at one of the Pacific

Northwests biSSest seaports. We can ship any amount of lumber worldwide by sea, or nationwide by rail or truck.

At present we have five pressure treatrnent facilities in ldaho, .lulontana, Washington, Oregon, and British Columbia. We manufacture a broad line of lumber products for decks, retaining walls, walkways, fences, gazebos and agricultural buildings. We also pro- standards our customers expect.

duce pressure treated timbers, crossarms, plywood, poles, piling and other

industrial nrndr rctq

Tieatrnent options include Wolmanizedo

Whatever your building needs, look to McFarland Cascade for wood

M^-" ^f tha I ErrI Vr Lr rL advances made in wood treating technology have been pioneered at McFarland Cascade. We have the only test retort in the West, and we maintain an extensive technical staff to help us deliver the high producs tlnt last. If we don't have whatyou're looking for, we'll make it for you.

(CCA) treatrnents, along with creosote and pentachlorophenol.

In the year 2047, the world will still be-enjoying wood products we're treating today.

19.

Plus Alaska & Hawaii

Serving 13 Western states

ADVERTISING OFFICES

Advertising ntes upon request USA: Chuck Casey,4500 Campus Dr., Suite 480, Newporl Bsach, Ca. 9266G1 872. Tetephone (7 1 4l gS21990 Fax 7'14-852-0231

SoUTH AMERICA: Charles Hallifax, Av. Americo Vespucio Norte 322, Ol. 13, Las Condes, Santiago, Chile. Tel: (01 1)-5&2 207 1257 FAX011-56-2ZO7 1262

!9.!I[tS-tFi_9Cld-addr€ss dranges to The Merchant Magazine,4500 Campus Dr., Ste.480, Newport Beach, Ca. gzaaoi|8'z.'

TH.Et|ERcHANriAGAzNE,Aca|ifoniacorporati0n,(UsPs796.56000)ispub|ishedmofthlyat4500CampusDr.,ste.48o'Newpor|Beach,ca.9266i872' l0r the retail, arfl|yprotecl€dand.mUstnotb€I6pIoducedin-any-manneIwithout'rittenpermission.A||RightsReserved.ThdMdrdrantMagzlne ailsnising matter, and assumes no liability for materials fumished to it.

OF THIS WORTD VATUES FOR

Doug fir K/D 1x2.4x12 & targer

Redwood KID S4S & patterns

Redwood uppers & commons

Cedar KID STK Ro. S4S & patterns

Cedar KID C&tstr. Ro. S4S & patterns

2202N. Pacific (P.0. Box 4989),

BD[T@RIAL

DAVID CUTLER editor-publisher

At 75: looking backward, looking forward

Welcome to the Diam-ond Anniversary special of President Warren Harding and the boom of the issue of The Merchant Magazine.- At this impor- 1920s, through the grindin'g Depression of the tant milestone we're taking a look backward 1930s, the *ar years of th" ?0r, and the ups and through this business' history as well as a look at downs of the following half r"niu.y. Like the its future -in a special sectio.n beginning on page business we serve, The Merchant has undergone a 51. -As always, though, we're al.so bringing you revolution: From producing the magazinevia hot the latest in industry news, trends, products and metal type, through moderi offset lTthography to ways to be more profitable and effective in busi- today's iomputerLed desktop puUtishing systlms ness' Plus news of the great people who make that enable us to bring you itr" .oJ".n, colorful

here is every

to you rhar issue_we've published since the first one in 1922. we will continue to bring you a puitication ttrat All 75 years, neatly bound in annual volumes. adheres to the highest joirnalisticituno*Ar. w" We are happy to make them available to readers, believe in reportilng n"*, u, fairty anO accurately researchers or anyone who would like to come in as possible. and go through them. But be forewarned, it's Last, but not least, our heartfelt and grateful addictive' Once you start leafing through the thanks to our readers and advertisers for-making page-s of any year' you'll find it hard to stop. This all this possible. We appreciate your interest] is a fascinating business, indeed. involvement and friendshii rno." than *" can say.

The volumes show how The Merchant has At 75 years, here's to ihe greatest business in tracked and recorded our business from the days America!

FINE GRAIN DOUGLAS FIR

Sales - Bob Norton Rich Stratton

Phone: (541) 874-2296

FAX 541-874-2123

P.O. Box 7

Riddle, Oregon 97469

SPECIFIED: DENSE #I, SELECT FOHC D(POSED, V.G. CLEARtx4-8xt4-8'-24'

Seruing building products retailers and wholesale distributors in 13 Westem states - since 1922

rHE HOTNE DEPOT AOUIDEBOOK FOR STOPPINO THE DEPOT

Diablo Timber has found a special publication published by Sprawl Busters that will help independent retailers and wholesalers understand how Home Depot plans to undermine and monopolize our building materials and hardware industry. This is a comprehensive analysis of how to help organiie towns and communities to fight the onslaught of the most aggressive big box retailer in the industry.

THE CUIDEBOOK HETPS THE INDEPENDENTS:

Assess how to stop the Home Depot through the experiences of towns and municipalities all over the nation.

O Gain an up-close and personalperspective of Home Depot's vicious merchandising tactics.

O Understand Home Depot's abilities to change zonlng laws, master plans in your communities to suit their expansion plans, and ruin sales tax bases'

O Learn about Home Depot's politicaltactics and disregard for use permit conditions.

O Learn the truth about the extent of Home Depot's n "dedication to philanthropy and community service",

O Track Home Depot's strategy of a growth pattern to open a new store every three daYs.

Smart towns and independent businesses need this Guidebook for setting up a defence against the market saturator, Home Depot. Whether you're looking to derail the Home Depot locomotive, or you want to remain in business, this is the one stop source to help you defeat the Depot when they decide to come to your town.

Simplifg )6ur Life.

(Pac-borru lumber is dyed a bluish-€lreen for easy identification.)

Pac-Bor" fumber for Sitl & Rate

Roven. Tested. Inspected.

How can Pac-BorrM lumber simplify your life? According to d.ealers, pac-BorrM lumber and pl5rwood has the best yardabili.ty of all waterborne treated. wood.s. And since two inch or less Pac-BorrM lumber and pl;rwood achieves near lOOo/o penetration, there is no need for field treatment of sarlrn ends. Workers also need take no more precautions than they would when handling untreated lumber. The active ingfredients are not listed under California's Prop. 65, so consumer warnings are unnecessary. And every charge of Pac-BorrM lumber and plSnnrood is certified by an independent inspection company as having reached penetration and retention stand.ard.s. Please calL Pacific Wood preserving at 805-855-0429 (Calif.) or 580-466-?80I (Arizona) for a brochure and complete information packet.

Pac-BorrM lmber md pBmood has been treated with Tim-bor@ wood preservative, m EPA registered boron baaed wood presewative from uS. Boru, rnc. containing the active ingtedient Disodiu Ociaborate Tetra\ydrate (DOT). Tim_borrNr is a registered trademark of U.S. Bopffi. Wtren proper retentioN are attained, it is m effective wood preservative a€aiNt rot md pests. Pe-BorrM lmber md p$mood is avaj.lable on]Jr throu€F. authorized dea.lers md distributors of pacitrc Wood compmles in Bakersfield, Califomia md Eloy, Arizom.

Dor is usted mder Amerim wood Preservers'Associiation (AWPA) standard P5-96 for waterborne preseryatives; the treatment of soutrrern yellow I,ine md Hem-fir lmber is listed uder AI4TPA Standard CgI-95. The treatment of Southern Pine md Douglas fil pbmood is listed uder AWI)A Standard C9-96. Ttie Intermtiona'l conJerence of Building officials (rcBo) Evaluation seryice, rnc. Eva.luation Report No. 48090 describes the preservative treatment of southem pina Hem-fir md Douglas fin Pac'BorrNt luber md pbryood is effective ed is availabte at conietrtrve prices. Circle No. 109 on o. 78

"We switched to Pac-bor'" lumber because it's environmentally friendly, yards better and has less d"ownfall. "

Beefier glulams support strong comeback

nEALERS across the country are I-rlnoting renewed interest in glulams, as a new generation of higher strength products attempts to wrest back market share from parallel strand lumber. laminated veneer lumber and other engineered wood alternatives.

It's not that glulams ever went away, though. Glued laminated timbers, introduced in 1940 as the first engineered wood beams, have continued to increase their market share in many areas because of their strength, competitive cost, and attractive appearance, which often means they can be left exposed, if required. But growth had slowed with the advent of new engineered wood products.

John Rovi, Furman Lumber Co., Dallas, Tx., says that the products like Anthony Forest Products' new higher strength Power Beam have helped create new attention for glulam beams in his market. "Their sales growth has been consistent." he notes.

The Power Beam recently achieved the highest strength values in the industry- 3000 Fb,2.18,290 Fv-from major building codes and AITC. These values have existed under BOCA and SBCCI, and are now allowed in the Uniform Building Code.

"Glulams compete well with Ijoists when you show your customers the PLF design values of l-joist headers, compared to the higher strength glulam headers," Rovi explains.

Furman stocks a high percentage of architectural grade glulams because contractors and homeowners appreciate their attractive appearance, particularly when they are left exposed in applications such as ridge beams for cathedral type ceilings.

The company provides technical seminars for their retailer and builder customers, covering the advantages of engineered wood products, with tips on how to specify the correct beam

RETAILERS are moving more glulams with lhe introduclion of new products like Anthony's Power Beam.

for different applications. Furman also provides estimating and engineering assistance.

Mike Running, North Pacific Lumber, Portland, Or., says that the higher strength glulam "competes effectively with other engineered wood products because it has equivalent stress ratings to Parallam, and carries heavier loads than Douglas fir glulam beams."

Star Valley Lumber & Truss Co., Star Valley, Az., has seen strong demand for the glulams in its market area north of Phoenix. J.T. Welnick reports the glulams have the stability to resist warping and twisting, a problem that develops with conventional solid sawn beams in this hot climate.

"Most of the Power Beams we sell are used to support I-joists in floor framing," Welnick says. If they are touched up with a sander, they also make an attractive exposed wood ceiling for daylight basements, he adds.

Welnick predicts the beams will continue to increase their market share.

Star Valley provides engineering assistance to many of their custom

home builder customers. and furnishes other builders with span charts for engineered beams.

Gerretsen Lumber, Roseburg, Or., sees many architects and engineers specifying the beams because of their competitive price and extra strength for longer spans.

"We like the l-beam compatibility of glulams, and builders can also use the I-beam hangars for them," says Eric Gerretsen. His firm supplies four different types of engineered wood, including TJI, GPI, BCI and glulams. Gerretsen sponsors technical seminars for its retailer and builder customers. These cover the advantages of engineered wood products, with tips on how to specify the correct beam for different applications. The firm also provides estimating and engineering assistance.

Similarly, retailers can also help increase glulam sales. Many dealers offer specialized support services and promotions, including material takeoffs and computerized estimating and engineering assistance.

Story at a Glance

New high-strength glulams shift attention back to the original engineered wood beam.

Other ways to boost sales include in-store displays and seminars for contractor customers, special education sessions for employees, separate order desks for engineered wood customers, breakfasts and golf events for contractors, and incentive programs with prizes for volume purchases of engineered beams. Engineered wood suppliers often make presentations and set up exhibits at retailer seminars and clinics.

Performanc@.ratedl-ioists may usher in a new era of home building

FVERY SO often advancements in l-ltechnology and market conditions combine to foster new product developments that trigger a revolutionary shift in the home building industry. History records such events and, ultimately, acceptance by builders, consumer demand and time determine whether they succeed.

Currently, economic and environmental forces are driving engineered wood products into the arms of a new generation of builders. In return, growth in new building systems and construction methods are increasing the need for product performance reviews, effective quality assurance programs and marketplace education about the correct specification and use ofthese new building products.

To that end, APA-The Engineered Wood Association is introducing a new performance standard for wood I-joists in residential floor applications that will make the product easier to buy, specify and use.

Builders and specifiers now have

to sort through a maze of manuals and manufacturer specs to select the right product for the right application. But the new performance standard -known as APA PRI-4OOwill allow builders to easily select and use Ijoists from member manufacturers with common load/span tables, installation instructions and engineering design values.

APA PRI-400 increases availability through multiple suppliers and streamlines installation with uniform rules and guidelines. Under the performance standard, I-joist depths, load/span tables, installation details and hole charts will be standard among the APA EWS manufacturers.

Span ratings will be stamped right on the product making it easier for builders and remodelers to install them properly and more visible for code officials to inspect.

The stamp will reduce the need for an engineer's approval for uniformly loaded applications which should help reduce some of the unnecessary costs associated with using I-joists. Additionally, the universal span ratings allow builders the freedom to use I-joists from different manufacturers having the same joist designation in the same floor system.

Wood I-joists are made by a grow-

ing number of companies and each product varies a little from its competition. Differences include widths, standard lengths, and materials used in web and flange. APA PRI-400 recognizes the differences in manufacturing of the product and prescribes a performance criteria that all products must meet in order to qualify to become an APA Performance Rated I-joist. The result is a product that builders can feel comfortable using knowing it will perform in application.

Why I's?

The objectives for developing the I-joist performance standard are clear:

o Simplify specification and use

o Create a level playing field of performance

o Lower costs

o Assure product quality

Story at a Glance

New performance standard makes l-joists easier to buy, specify and use ... engineered product use should rise as costs decrease.

The standard assures specifiers and builders will receive a performancerated, quality-assured I-joist product that is simply smarter. APA PRI's provide consistent performance for

the most demanding residential applications.

To simplify I-joist use and specification, APA, through technical research, product tests and performance reviews, established standard depths, load/span tables, installation details, hole charts and trademarks.

Performance Rated I-joists are available in four depths (see chart below).

Corresponding load/span tables provide for sawn or laminated veneer lumber flanges and OSB or plywood webs. The tables also allow for simple and multiple spans and recognize composite glued-nailed construction.

Standard installation details include end and interior bearings, framing for openings, transfer of concentrated loads, cantilever considerations and rim board provisions. In addition. APA Performance Rated Ijoists have standard hole charts developed from traditional tables that permit round or rectangular cuts.

The performance standard is based on today's end-use requirements and is designed to ensure life/safety and performance of the structure. APA analysis of the wood I-joist industry shows that most wood I-joists look the same and perform the same. APA PRI-400 takes this to the next level by standardizing these products under one specification. Performance Rated I-joists will ensure that no matter who manufactures the product it will perform to the stamp's recommendations.

In general, this performance standard allows products to meet a certain end-use criteria without prescribing the manufacturing technology required to qualify.

Builders United

Most builders celebrate the idea of a performance standard. More than 90Vo of homebuilders responding to a recent survey by APA and the Oregon State University Department of Forestry said they favor an industry

performance standard for wood Ijoists in residential floors.

Builders said they would prefer a new standard that will allow them to use more I-joists in more applications-with less trouble and less confusion. Over 2,500 builders throughout the U.S. were queried and cited numerous reasons for supporting the industry effort. Greater product availability, uniform quality control and simplified engineering were the most common responses in support of the performance standard. And since the performance standard allows for multiple I-joist types, it will provide the options required by builders.

With less traditional lumber available for wood products, producers have had to improve existing methods and invent new ways to make more with less, and with alternative wood fiber resources. That necessity, in turn, has given rise to innovations and manufacturing technology that is changing the industry.

As glued engineered wood products, APA PRI's offer greater dimensional stability, higher strength, increased structural reliability and a lower tendency to check or split like solid sawn lumber.

A Historv Of Performince

Wood l-joists are among a number of "smart" engineered wood products championed by APA and its related corporation, EWS. The association has a long history of representing quality manufacturers of structural wood panels and glulam timber. APA, which pioneered the concept of performance rated structural wood panels in the early 1980s, provides a wide array of educational and field support services for engineered wood product users and specifiers worldwide.

APA trademarked Performance

Rated I-joists will be subject to APA's proven quality assurance program, which has expanded to include a host of engineered wood products including glulam beams and laminated veneer lumber.

The I-joist quality assurance program consists of a vigorous series of tests designed to assist manufacturers in maintaining consistent high quality.

APA's technical and field staff are working closely with code officials and building designers to secure recognition of the new APA standard. Simplifying the use and specification of I-joists will reduce the need for costly technical support.

But when support is needed, APA and its producing members will offer assistance from on-staff engineers and technical experts.

APA predicts the use of wood Ijoist in residential construction to increase significantly as national forest harvest constraints continue to affect the supply of high quality wide dimension lumber, as builders and specifiers become more familiar with the product's performance advantages, and as more manufacturers join the APA EWS l-joist program. Current producers include Willamette Industries, Georgia-Pacific and Standard Structures.

MAKING l-joists easier tor builders to buy makes the engineered wood products easier for relailers to sell.

Grading lumber with

A LTHOUGH slightly more expen.Cl,sive than visually graded wood. machine graded lumber is increasingly popular for trusses, glulams and other engineered applications needing greater confidence and predictability in meeting design requirements. And as milling equipment becomes more high-tech, the latest grading device is an X-ray machine.

The most common type of lumber grading machine is a Continuous Lumber Tester (CLT), which directly measures the wood's stiffness, typically to provide Machine Stress-Rated (MSR) grades. The X-ray Lumber Gauge (XLG), on the other hand, directly measures the wood's density, often providing Machine Evaluated Lumber (MEL) grades.

While the volume of MEL is still low compared to both MSR and visually graded lumber, volume and types of uses are both expected to grow. Since 1993, Weyerhaeuser Co. has added XLG scanners at

Story at a Glance

New X-ray device provides improved accuracy, speed in machine grading lumber for engineered wood products Weyerhaeuser, Champion International expanding production.

its mills in Dierks, Ar.; Barnesville, Ga., Plymouth and Greenville, N.C., and plans to add equipment at its Bruce, Ms., mill later this year. In December, Champion International Corp.'s forest products operations began producing MEL at its Whitehouse. Fl.. lumber mill.

The sawmills process logs into dimension lumber, which then pass through a non-contact XLG scanner positioned directly after the planer. The XLG scans the entire width and length of each board, predicts strength and stiffness, and develops individual density profiles, at a rate up to 2,000 feet per minute, across a broad range of temperatures and moisture contents.

Spikes in the density profile indicate the presence of knots and other deviations from straightgrained lumber. Algorithms then relate density to strength and stiffness, and the XLG labels the board with a grade indicator. After the boards are

X-RAY Lumber Gauge scanner allows Champion International to begin producing Machine Evaluated Lumber at its Whitehouse, Fl., mill.

presorted into specific grades, a lumber grader inspects each piece to ensure compliance with visual grade requirements (such as for wane and knots) and a gradestamp is applied.

Daily off-line tests for bending, tension and modulus of elasticity are conducted to verify the stress ratings. The mills' quality control processes are monitored by a third-party grading agency.

Developed in rhe lare 1980s, the stress grades assigned to MEL provide a wide selection that can be tailored to specific engineering applications. Listed in the Design Values for Wood Construction National Design Specification Supplement, published by the American Forest & PaPer Association, MEL grades are designated by the letter "M," followed by a number.

Examples of commonly produced M-grades are M-14, M-19, M-23 and M-24. Unlike MSR grades, MEL's numerical designation does not correspond to allowable design properties. MEL grades apply to 2x4s and wider sizes and range from an M-5 to an M-

Common MEL Grades

in M-14 and M-21, 2x5s in M-19 and M-24, and 2x6s in M-14 and M-24 grades.

According to Duane Peterson, vice president of manufacturing for Champion's forest products operations: "The XLG gives us the capability to provide lumber that helps the truss manufacturer on two fronts-it gives them product consistency which benefits design performance, and it reduces the cull rate in the truss plant."

28. For example, when comPartng allowable design strength of typical visual grades of southern pine 2x6s, M-14 closely matches No. l, while M-24 closely matches Select Structural.

MEL grades, approved bY the American Lumber Standard Board of Review, were developed specifically for engineered applications, such as trusses and glulams, where increased consistency and reliability are required. ChamPion International produces southern pine 2x4s

Plant Shndards All mills producing MEL must develop and follow a detailed plant standard which outlines all quality control procedures' leatur' ing specitications needed to produce a high quality product, including prool loads, sampling rates, and regrading procedures.

Mlll Ceilification In order for any mill to stamp MEL, the static testing equipment,.grading machine, operators and MELgrades musl be certified by the grading agenry.

Daily Quality Control Soulhern Pine Inspection Bureau procedures call for a sample to be pulled and tested at least every four hours ot produc' tion. Champiin's Whitehouse, Fl., operations test every two hours'

Calibration The Xl-G's sensors are calibrated every tour hours to ensure it correclly measures density, knot size and knot placement. Static test equipment s calibrated daily, wcekly and,annually using aluminum lest bars, proving rings and a tension calibration link'

Since MEL is relatively new and offered by only two producers, it is available in fairly small volumes, mostly in the southeastern U.S. and produced of southern pine. While there are 24 different grades listed in the National Design Specification, just seven are being produced (see chart above).

Contact local suppliers regarding what species, grades and sizes are available in vour area.

HF uu I 1000Ft

Tool rent or not tool rent

DEOPLE are born thinking retait.

I Ask the average man on the street where he'd go to buy a drill, and he'll readily reveal his favorite retailer. But ask him where he'd go to rent a drill, and he'll probably give you a blank stare.

With that untapped potential, tool rental programs may offer independent dealers a profitable niche to grasp at in the shadows of their big box competitors.

But you'd better hurry. Contractors Warehouse operates a successful company-run store rental program. HomeBase partners with a Southern California rental company at two of its locations. Two years ago, Home Depot launched a four-store rental pilot program in Nashville, Tn.

Wickes Lumber has rental departments in about 10 of its 100 building centers, and will include them in all new stores. According to Bob Sherlock, "Over the next few years, we expect to add them to better than half of our stores," along the lines of the prototype department at its new Pascagoula, Ms., location.

But it is independents who have invested the quickest in rental. The

Iargest hardware co-ops' rental programs, all started in the 1990s, all enjoyed double-digit percentage growth in membership last year. Still, caution the experts, tool rentals are not for everyone.

Since 1993, 404 Just Ask rental sections have been added in True Value stores, without a failure. The key to success, says Don Neely, training and in-store rental manager for TruServ, is "to forget everything you know about retail. Rental and retail are like peanut butter and jelly. They mix well to make a great sandwichfor the customer. But they never will blend; they're still two separate entities."

A common mistake is thinking rental is just another department, instead of a separate business. "I always hear, 'I want to add a tool rental department.' But it's totally different," Neely says. "It's not like a sporting goods department or an automotive department, where you check the item in, put a price on it, and sell it through the same computer system. With rental, you buy it, you own it, you rent it out, they bring it back. You're selling time not merchandise.

Sign Up Here!

We don't turn inventory, we turn dollars."

For members interested in tool rentals, TruServ first conducts a retail survey to discover: (a) Is there a market for rentals? (b) Is there sufficient space in the store? (c) Does the owner/manager have the proper mindset?

"With rental, price isn't the issue," Neely explains. "(Dealers) think if the store down the street is renting something for $10 day, they can ren-t it for $7 a day and undercut them. Never leave money on the table. Stay with the competition. The customer's there to do a project, not to shop."

Here's one possible scenario: Your customer shows up with a Home Depot circular advertising a Milwaukee 314" hole shooter for $133. Your co-op's retail list price is $147. You can meet the price and Ieave it at that, but then your customer still goes away thinking there are better values at Home Depot. If you suggest renting the drill for $12, you've won on service and price, and kept your customer.

But isn't there less profit in renting a tool than selling one? Tim Miller, Hardware Wholesalers Inc., Fort Wayne, In., disagrees: "They're two different markets. The tool that someone would rent wouldn't be the

TOOL rentals can work as an in-store side business (ypper) or separate free-standing slore (lower).

same tool that someone would buy. If you came in for a drill, you'd rent the $250 Bosch and buy the $30 Black & Decker. If you have to mix some concrete for a project, you're not going to buy a concrete mixer."

Rental can also lead to more retail sales. "If someone buys a drill, the cashier can suggest drill bits, but the customer will usually say he has plenty at home," Neely suggests. "But if he rents a drill, give him a package of bits and say you'll credit back to him what he doesn't use. If he rents sanding tools, he'll need sandpaper, and once he's done with that, stain or varnish. For airless paint sprayers, gallons and gallons of paint. The list is endless."

Story at a Glance

Should you add a tool rental department? thinking rental vs. retail.

Co-ops, such as Ace Hardware with its Rental Place and Servistar with its Renter Center and pioneering Grand Rental Station. have been able to devise a list of tools that lend themselves well to rental.

HWI has organized its four-yearold Do-it Best Tool Rental program at three different levels. Level I requires about 700 sq. ft. of in-store floor space and a $25,000 investment in tools. Level 2 needs a 1,500-to2,000 sq. ft. department within the store and a $70,000 to $90,000 investment. Level 3. with a minimum tool investment of $125,000, uses a standalone building, usually 3,000 to 4,000 sq. ft. Some retailers construct their rental store in their home center's parking lot, others open them 30 miles away. They range from 1,500 to 6,000 sq. ft.

The higher levels provide tools in greater quantity, more departments, different sizes, various capacities, with more accessories, greater wattage, and higher BTUs. They are often from vendors who produce more specialized or heavier duty tools.

"We have a five-day training school that is required of everyone signing up (for the program)," says HWI's Miller. "We have a backhoe, an air compressor, all the basic equipment on site. About half is operational, how to write contracts, develop

an ad campaign. The other half covers things like operating the tools and performing preventive maintenance on them."

HWI assists with store layout, design, signage, fixtures, and other facets of starting a new business. Renowned rental consultant Bruce Campbell also spends a day with each store.

Now, with the co-ops' success in rental, regional wholesalers are following suit, promising a flexibility a national conglomerate cannot provide. At its spring market in January, Handy Hardware, Houston, Tx., unveiled its rental program, and already has 66 members signed up.

"We're doing things a little differently," says Charlie Hearne. "We're not telling them what or how much to buy. Some jump in at $50,000 to $60,000, others less."

Handy Hardware's eight tenitory salesmen, known as retail district managers and well versed in rental, help retailers set up the program. The company furnishes those who joined the program with a big "Rental Department" banner, schedule of daily and hourly rates, 100 contracts, 50 "Rent Me" and 50 "Reserve Me" tags, and a catalog which lists the 300 products available.

Their list will continue to evolve. "We are learning, and we'll be revising it every three months, adding new items that members request and finding out which areas like which products."

Orgill, Inc., Memphis, Tn., introduced its "Rental Connection" storewithin-a-store about a year ago. The company furnishes p-o-p signage that attaches to the machinery, sample advertising, brochures, stuffers, contracts, recordkeeping, and a complete training package.

"Unlike others, we have no preset equipment," says Jeff Thomas, retail programs manager. "It's all local market focused. Dealers look at the strengths and weaknesses of their particular market. Some add full blown departments, others rent just, say, paint or construction products."

The wholesaler's approach is always "very market specific," Thomas explains. "Whether it's professional power tool sales, janitorial or tool rentals, we stress research first. Obtain demographics, conduct other studies, find out how the customer perceives the store, then adjust your services and find your niches. Don't

just dive into rentals. Everything we do at Orgill is micro-rnarketing."

He cautions: "Too many people dive in without doing the research necessary. They get discouraged, have a failure and want to know why. That's why."

TruServ's Neely has turned down more than one retailer who wasn't well suited to rentals. "We have denied some, and they're happy about it, once they understand why, because a mistake in rental can be a devastating mistake in retail. In rental, there's no such thing as trial and error."

Starter sCt,,

A sanpb inv.entofy list might,include:

Concrete/liasonry bull float diamond blade cemenl mixer concrete saw

Construction/Contractor

builders level compressor

I Eenerator

Floor Care

barpet dryerfan :rdrum sander, carpet extractor .lile scraper seam roller knee kid<el :.,tinoleum rollei .,tilgCutter

seaming iron w€t/dry vacuum floor edger

Hand Tools

'water healer sockel

Lawn & Garden

aeralor , ' post,hole diEger

I hedge lrimmer, . spieader push mower tiller .postdriver .wheelbanow

Material Handling/tloving cable puller dolly rjad(:

drill snake

Plumblng : closet auggr

r hand snak6 r,water pumir drain sewer machine :

Paint&orating ," heat,gun prgssure washer

r paint spiaybr wall paper steamer

PowerTools

dry,r.lall screw gun sanders grinder circular saw I hammar dritl reciprocating saw rotary and bits

l2 keysto a successful deck clinic

IfUNnnPDS of retailers have disIlcovered that customer education is an effective method of increasing sales of pressure treated wood and other decking materials.

They sponsor'"how-to-build" deck clinics at their yards for homeowners who want a new deck, or plan to expand and upgrade their present deck.

According to the Southern Pine Council, surveys of retail building material dealers indicate there are a number of key points to remember when planning a deck clinic:

Storyat a Glance

Deck clinics can invigorate treated wood sales a dozen essential planning steps.

I Ptun well in advance-develop flyers for store displays and local distribution. Other sales materials include neighborhood door hangers, advertising art from associations, brochures, plans and idea books, grade charts and banners.

2 s"n"oute newspaper and radio advertising.

3 Have attendees sign up in advance at your store to register for the clinic.

4 Contact supplier sales reps for demonstrations of their tools at the clinics.

lr

dD Invite building inspectors to talk.

a1a

l(D Use videos that are available. and a chalkboard.

Make a display of treated lumber and fasteners.

8 tno* paperwork including building permits, sketches of deck designs, as well as stairs and rails. Show a typical bill of materials.

9 t*" sure you have comfortable chairs, a well-lit area, bathroom facilities. coffee and cake.

fO ro find out who is artending, have a sign-in book or entry blanks for a door prize.

ll

rtaur." sure speakers are knowledgeable-introduce them and describe their background.

12 n"presentation should cover:

- Standard materials and well as people and firms assist with the deck project.

tools, as who can

- Designs, styles and construction methods for new decks and deck renovations.

- How to get building permits.

- Ordering materials.

- Estimating costs.

- Step-by-step guide to actual construction.

- Tools, nails, bolts, brackets, screws and other details.

- Ask lor the order-your deck attendees are ready to build!

Finally, some retailers conduct deck construction contests and award prizes to homeowners who bring in photos of their new decks, built with lumber supplied by that yard.

SELLING a deck means selling treated wood, fasteners and more.

IN THIS BUSINESS YOU NEED ONIY THREE TETTERS OF RECOMMENDATION.

Those three letters are APA. And the APA team . that stands behind them spells quality assurance, product performance, engineering support, technical support, field support and marketing support like no other trade organization in the industry.

Here's what APA means to you.

l. People you can count on for quality and product performance. OnlyAPAhas 57 quality assurance professionals who see to it that APA trademarked products perform. Bottom line: APA helps you avoid costly claims.

2. People you can count on for field support

Only APA has 3l full-rime professional field representatives to provide answers to local questions every day all year long. Bottom line: APA helps train and educate your staff and your customers-at no cost to you.

3. People you can count on for technical sup port. Only APA employs 15 industry-leading engineers, scientists and technicians, backed by one of the largest engineered wood research centers in the world. Bottom line APA makes sure you get the right product for the rightjob.

4. People you can count on for marketing support. Only APA has put together $ 12 million worth of strategic marketing programs to

increase demand for your products over the next five years. Bottom line: APA is continually buildrng markets to increaseyour sales.

Next time you order pl1wood, oriented strand board, structural composite panels, glulam rimber andwood l-joists, demand only thebest. Only APA trademarked engineered wood products are made by thebestmanufacturers in theworld.

For a complete list of APA member mills and the products they make, contact APA - The Engineered Wood Association, P.O. Box 11700, Tacoma WA 98411-0700. Call (206) 565-6600. Fax (206) 565-7265. [nternet address:

http://www.apawood. org

NEWS ERIEFS

Retailers

Copeland Lumber Yard closed its 18-year-old Stanwood, Wa., yard

Anderson Lumber, Ogden, Ut., has acquired Heber Lumber & Hardware, Heber City, Ut., and Stronks & Sons.fnc., Ashton, Id., increasing the chain to 26locations

Ziggy's opened a 50,000-sq. ft. store on 15 acres in Post Falls, Id., early this month ...

Tustin Hardware, Tustin, Ca., is closing after 87 years

BMC West has signed a lease for a new office build-ing in Boise, Id., to consolidate corporate headquarters from three separate buildings Nov. l... BMC West has aequired Standard Building Materials, Hazel Dell, Wa., which allows BMC's adjacent yard to expand from five to eight acres

Thurman's Building Materials, Bellingham, Wa., has been closed by B.J. and Dave Miller, who bought the franchise 10 years ago after 3 t years with Thurman lndustries.-.

Valley Lumber Co., Juneau, Ak., is rebuilding its retail store and main warehouse destroyed last year by fire

Medimer Marble & Granite has relocated to a new 30,000-sq. ft. showroom in Sacramento. Ca.

Nielson's Building Center, Point Roberts, 'W'a., recently hosted a belt sander drag race, attracting more than 750 spectators and 30 participants ...

Marson & Marson Lumber Inc., Leavenworth, 'Wa., opened a drywall supply division in Wenatchee, Wa., offering boomtruck delivery and drywall stocking service to area drvwallers ...

HomeBase and ,Saars Hardware are among rumored possibilities to be the unnamed suitor said to be buying 117-unit Hechinger's for $126 million...

Rima Building Supply, Pullman, Wa., has built a new 12,000-sq. ft. store and demolished its former location to provide parking ...

San Bruno Lumber, San Bruno, Ca., has been forced to delay expansion plans due to BART rail construction that has fallen months behind schedule...

Framco Home Improvement Center, Yucaipa, Ca., won an Ace Premier Dealer Awarc

Home Depot opened a new store July 3 in Reno, Nv.; opens in Peoria, Az., and La Quinta, Ca., July 31; received unanimous city council approval to build a 105,984-sq. ft. replacement store with 24,723-sq. ft. garden center on 9-l/2 acres in Huntington Beach, Ca., and got an okay from the Albany, Or., planning commission for a 101,795-sq. ft. store with 18,51O-sq. ft. outdoor center ,..

Orchard Supply Hardware will open a 55,000-sq. ft. store in Bakersfield, Ca., by Oct. 1

Anniversaries: M ead Clark Lumber Co., Santa Rosa, Ca., 85th

George L. Throop Co., Pasadena, Ca., 76th The Merchant Magazine, 75th ... Somerville Plywood Corp., Hawthorne, Ca., 50th ... Outvvater Plastic Industries, 25th Barrelhead Building Supply, South Beach, Or., 20th i-C Trucking, Long Beach, Ca., 19th...

Fullmer Lumber Co., Donald, Or., has opened a new office in Fontana, Ca.; Hal Smith, mgr. ...

Louisiana-PaciJ'ic plans to sell 100,000 acres of timberlands, about a third of its Mendocino County timber holdings, and, after Mendocino County supervisors approved a Z4-acre rezoning adjacent to its ukiah, ca., sawmill, will invest an additional $2.5 million to expand drying operations, including six new dry kilns ... Tali-Pak,Hopland, Ca., added a new moulder and dry storage building

TriStar Skylights, Orange, Ca., was acquired by Potter-Roemer; Tri-Star co-founders Ivan Johnson and Kevin Norcross will stav on. working with Potter-Roemer-pres. Lance McCabe, formerly pres. of Bristolire Skylights

Clopay Corp. has agreed to purchase Holmes - H ally Industries, with garage door and hardware manufacturing plants in Arizona, California and Washington, and installation centers in California, Washington, Arizona, Nevada and Utah ...

WTD Industries, Portland, Or., opened a new fingerjoint stud mill in Philomath, Or. ...

Nor-Cal Moulding Co., Marysville, Ca., is back in full production following devastating floodinginJanuary...

Weyerhaeuser's Building Materials Distribution Business and Dow Chemical Co. aided former Pres. Jimmy Carter and Habitat for Humanity in construction projects at seven sites in the Appalachian Mountains

New Web sites: GeorgiaPacific subsidiary G-P Gypsum Corp., www,gp.com/gypsum Hardwood Council. www.hardwoodcouncil.com ... Diamond Cabinets, www.diamond2.com

Wholesalers & Manufacturers

C e dar s ouc e M anufact uri n g, Inc. has relocated its corporate office to the site of its Portland, Or., warehouse ...

Housing starts in May (latest figs.) slipped 4.8Vo to a seasonally adjusted annual rate of 1.397 million single-family construction slipped 4Vo ... permits remained flat at 1.443 million ... starts in the West were up 5.2Vo to 365,000 units ...

(Please turn to p. 22)

LCZA.40 Theated - Ground ContactCDX

Introducing on Engineered limber thot is Interchongeoble with Solid Sown!

RHT* is completely interchangeable grade for grade with solid sawn timber, yet has the stability and consistency of Engineered Wood.

COST COMPARISON

r WCLIB Certified to ALS standards.

r Approved under all Major U.S. Building Codes.

I Comes in standard Solid Sawn sizes and grades.

r Liquid Wrat''Sealer blocks moisture and UV which enhances dimensional stability and yardlife.

r Available Now.

GALBDYDAR

Listings are often submitted months in advance. Always verify dates and locations with sponsor before making phns to attend.

JULY

Batimat North America - July 10-12, construction expo, Jacob K. Javits Convention Center, N.Y., N.Y.; (800) 829-3976.

Coast Counties Hoo-Hoo Club - Juty 11, annual golf tourney, Laguna Seca Golf Course, Monterey, Ca.; (408) 375-2603.

Black Bart Hoo-Hoo Club - July 18, golf, Ukiah Municipal GolfCourse, Ukiah, Ca.; (707) 539-8333.

Portland lloo-Ifoo Club - July 18, annual golf tournament, Forest Hills Golf Course, Cornelius, Or.

Lumber Association of California & Nevada - July 18-20, Second Growth weekend getaway, La Quinta Resort & Club, La Quinta, Ca.; (916) 369-7501.

San Diego Hoo-Hoo Club - July 19, Christmas in July, San Diego, Ca.; (619) 263-6161.

California Hardware - July 19-20, merchandise mart, Long Beach Convention Center, Long Beach, Ca.; (818) 369-9411.

W.O.O.D., Inc. - July 25, Rockies baseball outing, Coors Field, Denver, Co.; (303) 779-8839.

International Lawn, Garden, & Power Equipment ExpoJuly 26-28, Louisville, Ky.; (800) 558-8767.

Woodworking, Machinery & Furniture Supply Fair - July 31Aug. 3, Anaheim Convention Center, Anaheim, Ca.; (310) 445-t511.

AUGUST

Lumber Association of California & Nevada - Aug. 1-2, board meeting, Newport Beach, Ca.; (916) 369-7501.

National Wood Window & Door Association - Aug. 2-6, summer meeting, Copley Plaza, Boston, Ma.; (708) 299-5200.

National Hardwood Lumber Association - Aug. 5-7, hardwood grading short course, Ganahl Lumber Co., Anaheim, Ca.; (714) 239-2101.

National Building Products Exposition & Conference - Aug. 10-13, McCormick Place, Chicago, Il.; (847) 605-1025.

National Hardware Shodlnternational Hardware WeekAug. 10-13, McCormick Place, Chicago, Il.; (847) 605-1025.

Wood Moulding & Millwork Producers Association - Aug. 14-17, semi-annual meeting, Sheraton Anchorage Hotel, Anchorage, Ak,; (916) 661-9591.

Humboldt Hoo-IIoo Club - Aug. 15, golf, Baywood Golf & Country Club, Arcata, Ca.

W.O.O.D., Inc. - Aug. 18, golf/dinner, Lakewood Country Club, Lakewood, Co.; (303) 779-8839.

Spokane IIoo-Hoo Club - Aug. 20, golf, Spokane, Wa.; (509) 624-455t.

San Diego Hoo.Hoo Club - Aug.31, golf, San Diego, Ca.; (619) 263-6161.

SEPTEMBER

IIoo-Hoo International - Sept. 7-11, 105th annual convention, Colonial Hilton & Resort, Lynnfield, Ma.; (501) 353-4997.

(s4r) 746-84rr

Fax (541) 726-8919

WPCC, Inc. - Sept. 12-13, secondary wood product manufacturers' annual meeting, Kah-Nee-Ta Resort, Warm Springs, Or.; (541) 385-5353.

APA-The Engineered Wood Association - Sept. 13-16, annual meeting, Hyatt Regency-Gainey Ranch Resort, Scottsdale, Az.; (206) 565-6600.

Rosboro's lUlqnuf octured Timber

Rosboro's lllonufoctured limber

The nation's most recognizedwater-repellent lumber. Introduce it to your customers and discoverwhy UltraWood' is America's best...

MR!

There's more to Ultra\foodt than is uncanny ability to repel water and fight rot, decay and termite attack. More than its 50-year \flarranty, And, more than its long+erm resistance to checking, splitting, and cracking.

Ultra\flood's backed by the best merchandising and promotions program in the business. Who says so?

The Siluer Pro-Ads Auard for excellence was given to Ultra\flood's consumer brochure.

UltraVood commercials were a "National Vin-

ner" of the coveted Siluer Microphone Award. Its national merchandising and marketing strategy won the Kqtstone "Grand Award" for America's most comprehensive approach to retail

sales. No other pressure{reated lumber marketing program has received more recognition,

So, when you stock UltraVood, count on compelling point-of-purchase materials to generate sales. Rely on effective employee training. And, depend on exciting promotions to reach your high-volume customers.

Contact your regional producer or CSI tollfree 800-421-8661. See why UltraVood is a real "seasoned seller"!

Mountain States Lumber & Building Material Dealers Association's Front Range Golf Toumament is set for July 24 at the Arrowhead Golf Course, Littleton, Co.

Consultant Bill Lee, Lee Resources, will be the featured speaker at MSLBMDA's fall management conference OcL24 at the Yarrow Inn, Park City, Ut.

Western Building Material Association is staging its annual convention and building products showcase Nov. 14.18 at the Doubletree Hotel (formerly the Red Lion at Lloyd Center, Portland, Or.

Lumber Association of California & Nevada will hold its first annual convention Nov. 13-15 at the Doubletree Hotel, Monterey, Ca.

Also on the LACN calendar: July 1820, Second Growth weekend getaway, La Quinta, Ca.; Aug. 1-3, board meeting,

Newport Beach, Ca.; Sept. 7-9, Pacific Lumber Co. mill tour; Sept. 16, Second Growth evening meeting, and Dec. ll, Second Growth annual meeting.

News Briefs

(Continuedfromp. 18)

Norfolk Southern Corp. and CSX Corp. are seeking federal regulatory approval to acquire Conrail Inc. ...

A compromise struck at the U.N. Convention on Trade in Endangered Species in Zimbabwe has the U.S. beginning to monitor mahogany exports from Brazil

Wayne-Dalton Corp. denies Clopay Building Products ' door patent infringement charges

The Supreme Court disallowed a $1.3 million global class action settlement agreed upon by 20 asbestos manufacturers, making it far more difficult to reach large settlements in future class actions

I-joist production in the U.S. and Canada rose 26Vo last year to 501 million linear ft. and is forecast to climb 26Vo this year to 630 million ft., according to APA-The Engineered Wood Association

Armstrong World Industries is attempting a $354 million hostile takeover of Canadian floor products producer Domco Inc.

Grace Construction Products opened its 2nd Chinese concrete admixture plant in Guangzhou, and plans a 3rd later this year in Beijing

Inter-City Products changed its corporate name to International Comfon Products Corp. ...

Auto-Stak has acquired new corporate Hq. in Westwood, N.J. Distribution Management Systems, /nc., Omaha, Ne., was named one of the city's top 25 fastest growing companies by the Chamber of Commerce.

MBERS

You've probably heard enough noise about quiet floors to make your ears ring. Fact is, today's engineered wood products make a quiet floor about as unique as a house with indoor plumbing. At Willamette, we have a lot more to offer than just silence, and we're going to make some noise about it.

For starters, let's talk about quality. Willamette gives builders a fully integrated package of engineered wood products to work with. We have StrucJoist@ l-joists and E-Z Rim'"' boards, which work together providing superior design criteria and dimensional stability needed to make quiet floors. Our Glulams and

are available for the heavy loads and long spans needed in today's large open-area designs. We rigorously check quality to ensure our products will be defect-free and we back that up with a written guarantee.

Next there are the benefits of stable supply. Since we own and manage 1.8 million acres of forest, we are our own supply line, 1OO% of the time. That enables our distributors to consistently provide unmatched breadth and depth of stock, as well as stable pricing.

When it comes to service we have even more to shout about. We've provided our authorized distributors and retailers with everything they need, so you'll get service options tailored to meet your individual needs.

You know there's more to consider than just squeaky floors. With Willamette Engineered Wood Products, you're guaranteed selection, service, support and a stable supply. lf you're a builder who demands quality, that should sound pretty good.

StrucJoisto tull ltne tor residential and commercial applications

Willamette Glulam R,naAact ranna ^{ ^.^4,,-+ available

Struclam@ LVL ldeal for heavy loads and long spans

Willamette IJC High strength Glulan to match StrucJoist deptns

E-Z Rimo Board One piece installation in 12' and 24' lengths

StrucLam3 LVL

Hardwood Association Exec

Paul Houghland, Jr., has been named executive manager of the National Hardwood Lumber Association.

A Certified Association Executive with 26 years of national and international association management experience, Houghland was last executive director of the Opticians Association of America, Fairfax, Va., and previously with the American Dental Assistants Association.

Oregon Broker Sued Again

Empire Wholesale Lumber Co., Akron, Oh., has again filed suit against Eugene, Or., lumber broker Benjamin R. Meyers for over $700,000 in losses and $l million in punitive damages, according to Veralrud, Clark & Duvall, attorneys.

The suit alleges in 1994 and 1995 Meyers breached a brokerage agreement with Empire by creating his own invoices for Empire, selling the wood products and keeping the proceeds.

In September, Empire reportedly secured a judgment against Meyers' company, Meyers Lumber Sales, Inc.,

ooGlu@te, v of tlhu Nfi@nth

"The world is willing to pay a premium for ideas and for service but not for raw materials, regardless of their quality. What wise salesmen can do is eternally plant the idea of building specific things in the minds of prospective builders, and when the passive prospects become active, furnishing a service that attracts, pleases and enthuses."

- Jack Dionne, Publisher

The Merchant Magazine, October I. 1922

for $225,615.37. A companion claim against Meyers personally was dismissed when Meyers sought bankruptcy protection. The bankruptcy proceeding was dismissed in March, but since Meyers' company had no assets, Empire filed the lawsuit to fix personal responsibility for its losses.

Meyers is reportedly a convicted felon and defendant in numerous lawsuits by lumber wholesalers, including Lakeside Lumber Co.. Phoenix. Az. Meyers' filing stayed that action.

Panel Industry Stirs Demand

Faced with more capacity than market demand, North American structural wood panel producers are engaged in an ambitious effort to boost sales through a strategic marketing plan coordinated by APA.

APA nearly met its goal of creating 402 million ft. of new demand in 1996, the first year of the five-year plan to add 4.2 billion sq. ft. (3/8" basis) of annual incremental demand for panels by 2000. Through first quarter 1997, demand was on pace at 39Vo of its 1.2 billion ft. target.

The imbalance results from an OSB mill building boom. Tkenty new OSB mills have been built since 1994, including 10 each in the U.S. and Canada. Five others have increased their capacity. Altogether, 9.3 billion sq. ft. ofstructural wood panel capacity has been added since 1994,up29Vo.

How to make Just-ln-Time work for UoLJ.,. complete distribution services - trustomized to Uour needs

Just-ln-Time oflers tremendous advantages but it is not f ree. Railway Express is a lull-service distribution company specializing in lnvariably there are increased transportation and material costs, and lumber, building materials and otherdurable products. We provide: hidden liabilities in having to use alternative vendors that seem to lit Facilities to receive inbound railcarloads & trucks your JIT needs, even though you may preler the product of another. Complete warehousing services Administrative services

The answer is a 'butfer,'a distribution service that can receive mate- . Outbound rail & truck loading . Claims assistance rial via any mode, store it if necessary and deliver it on a Just-ln-Time . Delivery/distribution using our own fleet of trucks basis. Transportation costs can be held down... inequities in produc- . Complete logistics management programs tion vs. demand moderated...on-hand plant inventories minimized... . Storage (month-to-month or permanent) and relationships with vendors continued, and otten expanded. Based in the heart of Southern Calilornia's Inland Empire, we are

lf you decide that J-l-T is what you want... that's your business. served by the Union Pacific Railroad and offer: lf you need help to make it happen... that's our business.

We relieve the burden of logistics management by acting as receiver, warehouseman, inventory controller and distributor... and do il more etficienlly and cost etfectively,

: AILWAVT PRESS

3401 Etiwanda Ave,, Bldg. 831 -D, Mira Loma, CA 91752 (909) 685-8838 FAX 909-685-16e7

90,000-sq. ft. warehouse .5-1/2 acres outside fenced storage Drive-thru truck loading & unloading

17-car rail spur

Adequate lighting lor night-time operation 'Professional security

Computerized inventory control

Heavy-duty lift trucks with expandable forks & side'shift

Capacilies to 16,000 lbs.

Railway Express will:

Call customer with unload tally

Advise customer & railroad ol any overage, shortage or damage

Supply customer with pictures & documentation for 0S&D claims

. Advise customer ol in-transit delays

Provide in-house trucking service to all points in Ca., Az. and Nv.

Make appointments lor delivery

'Make deliveries on schedule provided by customer Trucking

"Waod Never Had lt 5o Eood"

fire retardant treated

and plywood is the #1 brand in the USA, lrom the largest producer in the USA.

Southland Lumber Goes Hollywood

What do set designers in Hollywood do when they need to recreate a Savannah, Ga., courthouse setting in the center of Warner Bros. Studios in Burbank, Ca.? They call Southland Lumber for advice.

"We've been giving recommendations to movie studios on set construction materials since we opened our doors in 1945," said sales mgr. John Crowell for the Inglewood-based lumberyard. "We just started selling Style-Mark urethane millwork products two months ago and we had immediate interest from the set designers for the movie Midnight in the Garden of Good and Evil."

The movie, directed by Clint Eastwood, is currently being filmed on Iocation in Savannah. Style-Mark products are used there to recreate the inside setting for Mercer House, where much of the story takes place. The urethane millwork mouldings used in the film reflect the Victorian settings traditionally found in the Savannah area.

At the Burbank studios, where the remainder of the film will be shot, Style-Mark products are used as decorative detail elements in the recreated

southern courthouse.

"Warner Bros. was very particular on the style and look they needed for this fiIm," Crowell said. "It's our job to meet their needs lNVo of the timeand with quality suppliers like Style-Mark, we were able to create a 'win-win' situation for evervone involved."

Eagle Eyes New Markets

Eagle Hardware & Garden will expand into California and Idaho by the end of the year.

The company, which has opened three stores so far this year including its first in Hawaii, will add 125,000sq. ft. home centers in La Quinta, Ca., and Coeur d'Alene. Id.

Next year, Eagle will add five to six new stores.

Last year, the company enjoyed an llVo increase in same-store sales, and an lSVo jump in first quarter 1997. It benefited in the Pacific Northwest from the liquidation of Ernst Home Centers, and from strong job growth in Denver, Co., where it has three stores, and in Salt Lake City, Ut., where it has four.

Fire Speeds Up Remodeling

Gray Lumber Co., Tacoma, Wa., has revised its long-term remodeling strategy into an immediate recovery plan following a June 9 fire that destroyed its lumber storage shed and a hardware and retail sales area.

"We've been talking about a new hardware store for some time now," said Steven Gray, co-owner with brother Mac. "The fire kinda pushed up our schedule a bit."

In the meantime, the brothers have allotted temporary retail and hardware space in the back of their contractor sales area./window and door showroom.

The $750,000 blaze did result in daylong donations of food and labor to help clean up, especially from the contractors who make up 90Vo of Gray's business. Steven Gray said the outpouring shows that while many do-ityourselfers may prefer big box home centers, contractors still need a full service lumber supplier.

"I had one guy in here today who said Eagle Hardware is okay for some things, but if you need a 26-ft. long glulam in a hurry, you know you can get it here," he said.

Roy O. Martin

Company. an innovator rn engineered n'ood products. rs t

nela' producing htgh-grade plywood in both pine and hardwood.

SN{ARTCORE", with irs no lap or gap composed core, and TUFFSTRAND I with its durability and dependability, prov ide sol id alternatives to conventional wood resources. SMARTCORE and TUFFSTRAND new beginnings from an old tradition - Roy O.lr4artin Lumber Co '

Lumber

PBRS@[SA[,S

Darrell Sauveageau has been promoted to sales mgr. at Reel Lumber Service, Anaheim, Ca.

Mike Luza, ex-Crown Pacific, has joined Precision Lumber, Portland, Or.

Jeff Martarano is new to sales at California Forest Products, Gilroy, Ca., according to John Wilton.

Ted Hetzel has been appointed sales mgr. for westem regional particleboard and MDF products at Willamette Industries, Albany, Or. Charlie Livingston is the new sales mgr. for the Custom Products plant. Jim Enright is now mktg. mgr. for the engineered wood products division.

Gary Newman, ex-Pacific Lumber, has been appointed sales mgr. at Pacific Crest Lumber, Winlock. Wa. Tom Rice, ex-Tumwater Lumber, is now shipping coordinator; Bryan Borovec is the new remanufacturing mgr., and Lance Pennington is now transportation mgr.

Mike Vinum, ex-Britt Lumber, has joined Diablo Timber Co., Napa, Ca., according to Ben Cassinerio.

Bill Parks has been appointed mgr. and buyer at Honsador Lumber's Portland, Or., office, replacing Bob Aiken, who has retired.

Betsy Bendix is a new inside sales person for Southern California for Fullmer Lumber Co., Fontana. Ca.

Yal Nielsen has been promoted to sales mgr.-cedar fencing products at Caffall Bros. Forest Products, Inc., Longview, Wa.

Kevin F. Hayes, ex-Louisiana-Pacific, is a new industrial wood products trader handling the U.S. and Mexican markets for Rayonier's wholesale wood products staff in Seattle, Wa.

Richard K. "Rick" Lierz has joined the . management team at Franklin Building Supply, Boise, Id.

Dave Holmes is back with Omak Wood Products, Omak, Wa.

Gordon Marson, pres. and co-founder, Marson & Marson Lumber, Inc., Leavenworth, Wa., has retired. He will continue as a part-time consultant.

Allan T. "Al" Bojar has been promoted to sales mgr., and Douglas B. Misch, operations mgr., at Astrup Co.'s Santa Fe Springs, Ca., distribution center.

Tom Kositzky, eastem field region mgr. of the APA-The Engineered Wood Association, Tacoma, Wa., has been promoted to director of the Field Services Division, succeeding Doug McNeill, who is now v.p.-sales at Greenwood Forest Products, Inc., Lake Oswego, Or..

Jeff Hrin has been promoted to buyerbuilding materials at Lumbermen's Building Centers, Olympia, Wa. pete Meyburg has been promoted to buyerhardlines.

Fritz Gaughan is new to Hayden Bridge Forest Products, Eugene, Or.

Todd Wymer has been named panel sales mgr. at Louisiana-Pacific's Rocklin, Ca., distribution yard.

Gene S. Green has been named production mgr.-product process management at Simonton Windows, Vacaville. Ca. Ramel Geluz is the new quality mgr.; Andrew Higuera, safety mgr., and Scott Corey, plant/process engineer.

Dana Heald has been named director of distribution sales for the U.S. and Canada at Accuride Intemational. Inc.. Santa Fe Springs, Ca.

Timber Conseraation Through Wood Preseruation

'western \wood Preserving co. manufactures and inventories quality CCA pressure treared wood for many different applications. From residential uses like decking and fencing material to heavy industrial items such as bridge timbers and retaining walls.

In addition to manufacturing numerous items of pressure treated wood, 'Western'S7ood Preserving Co. maintains an extensive inventory of ready ro ship items in the quanriries you desire. Our own rrucks enable us to deliver ro our customers throughout the Northwest when you need it.

'Western'Wood Preserving Co.'s srare of the arr trearing planr is centrally located in Sumner,'W'A. 'We look forward to working with you on your next project.

William J. Blackmore, ex-New T,ealand Ministry of Forestry, has been named radiata pine product mgr. at SnavelyThames, San Francisco, Ca. Mark Spargo has been promoted to general mgr. of Snavely Forest Products' Phoenix, Az., sales and distribution facility.

Gil Camarena has been named store mgr. of the new Home Depot in Riverside, Ca.

James "Jint'' Hallstrom, Zip-O Lumber Co., Eugene, Or., has been elected president of the Pacific Lumber Inspection Bureau, Bellevue, Wa., succeeding Jack Taylor, Weyerhaeuser Co., Tacoma, Wa. Tim Mangan, Willamette Industries-Bauman Division, Lebanon, Or., is the new v.p., and George Thompson, sec./treas. Steve Ingram, Weyerhaeuser, Tacoma, is new to the board. Re-elected to the board: Philip Davidson, Davidson Industries, Mapleton, Or.; Roderick '6Rick" Horte, Abeda Wood Products, Kelowna,8.C., Canada; James "Jim" Manke, Manke Lumber Co., Tacoma; David Poggemoeller, North Enderby Timber Co., Enderby, B.C.; Robert '{Bob" Spence, Packwood Lumber Co., Seattle, Wa.; John Thorlakson, Tolko Industries Ltd., Vernon, B.C., and R.R. "Bob" Waltz Jr., SeattleSnohomish Mill Co.. Snohomish, Wa.

Gary Malfatti, pres., and June M. Snowden, v.p. of Morgan Creek Forest Products, Santa Rosa, Ca., have completed the prerequisite export workshops and received individual certification in intemational exporting from the U.S. Department of Commerce.

Jerry Ensworth, RFP Lumber Co., Inc., Chico, Ca., took part on his blown Harley motorcycle in the 20th Annual Redwood Run, held between Garberville and Piercy, Ca.

Bud Bristow, Western Woods, Chico, Ca., took his wife, Dianne, to show her how to play golf in Whitehawk, Ca., where she beat him I 19 to 129.

Al Newkirk, longtime Southem California lumberman, was honored as the 4th recipient of the La Quinta, Ca., Chamber of Commerce Living Treasure Award.

Patrick W. Curtiss, director-new business development, American Honda Motor Co., has been elected chairman of the Outdoor Power Equipment Institute, Alexandria, Va. Mark C. Rostvold is the new vice chairman, and David Zerfoss, pres., Husqvarna Forest & Garden, sec./treas. New directors: Stanley J. Byers, Warner Frazier, Jeffrey W. Mack, Kendrick B. Melrose, Richard W. Shoemaker, L. Edward Shultz, John Mowder, and William Docherty.

Thomas L. Caltridge has been appointed senior v.p. for Global Roofing at Johns Manville, Denver, Co.

Thomas M. Green, v.p., Senco Products, was re-elected chairman of the Intemational Staple, Nail & Tool Association. John H. Dean, ceo, ISM Group of Companies, is now vice chairman.

Russ Kathrein, ex-Hager Distribution, is the new director of purchasing logistics at 84 Lumber.

Thomas P. Wolf has been appointed technical director at the EIFS Industry Members Association.

Mark Foster has been promoted to purchasing mgr. for Celotex. Arthur Noriega IV is now v.p.-intemational; David Schweibold, v.p.-information technology & chief information officer; Christine Polan, corporate counsel, and Larry Rayburn, asst. v.p.senior corporate counsel.

Joshua Wilton, the son of John Wilton, Califomia Forest Products, Gilroy, Ca., graduated from New Mexico Military Institute, Roswell, N.M., May 10. Woodie Woodlief, Economy Lumber, Campbell, Ca., recently celebrated his 40th anniversary with the company.

Patty O'Cover is new to the lawn and garden department at Mungus-Fungus Forest Products, Climax, Nv., according to co-owners Hugh Mungus and Freddy Fungus.

h's doesn'l mqller where you 0re - Curl Beqn lumber Co. hqs whcl you wonl ond ccn ship if lo you vio our own l55.truck fleel.

And there's no need lo buy three lruckloads from lhree differenf suppliers fo gel whol you wont. Buy one ltuck from Bean cnd gel il oll...unlrealed, lrealed, polfem sloclg fencingr efc. We offer mixed trucls wiih dozens of ilems.

Ccll us fint for rodius edge decking, treoted ply. wood, dog-eored fencing, lottice, moil box kits, deco-posls, hond rcils, boluslers, Gothic lop fence posls, stcir sfringers, bench suppoils for decks, French Gothic ond Golhic lx4 lencing in 4' cnd 5', londscope fimben ond-new to our prcducI linetreoted or untreofed log Cobin siding.

One coll gefs il oll. Wherever you ore.

Photo by NASA

Dealer Convention In Florida

The National Lumber & Building Material Dealers Association will showcase building material dealers who are "The Material Difference" through their people, training, community involvement, product mix and service during its 8lst annual convention and human resources conference.

Set for Sept.24-27 at The Breakers, West Palm Beach, Fl., speakers include Dr. Gayle Carson on "Creating a Winning Image;" Bill Kohlhepp on "Adapting to a Renewed Vision for Your Business;" Wyatt Kash on "Helping Independents Compete," and Kevin Hancock, moderating "Profiles in Excellence," a full-day seminar on achieving human resources.

Among the panelists will be three successful dealers discussing "Building Customer Relationships," APAThe Engineered Wood Association and American Iron & Steel Institute representatives on "National Product Trends." and three remodelers on "Remodelers: How to Get & Keep Their Business."

Other activities include committee meetings, vendors showcase, golf tournament, snorkeling, greyhound racing, and chairman's beach party.

Gonstruction Contracts Rise

The value of new consffuction contracts rose 2Vo in April to an annualized $330.9 billion, according to F.W. Dodge.

"After a subdued start to 1997, the construction industry appears to be picking up momentum," said Dodge's Robert A. Murray, noting a strong public works sector. "The recent improvement for non-residential building might be characterized as 'so far so good,' but further growth for this sector will be needed in coming months to ensure that construction as a whole remains in the plus column for a sixth straight year."

Residential building fell 4Vo in April to an annualized $139.8 billion. Single family housing slipped 5Vo,including a lOVo drop in the South Atlantic, 5Vo drop in the West, and 2Vo increase in the South Central.

L-P Looks Again At Alaska

Louisiana-Pacific and Sealaska Timber Corp. are considering a joint wood products manufacturing complex near Juneau, Ak., that could restore jobs lost earlier in the year when L-P was forced to close mills at Ketchikan Pulp Co.

The joint venture, which would include construction of a veneer mill and operation of a sawmill and chipping facility, will be further discussed and analyzed over the next several months before it is submitted for approval to the two companies' boards.

Terry Buys Mar Vista Lumber

The Terry Cos. have acquired Mar Vista Lumber, Mar Vista, Ca., from George Swartz and Terry Laughlin.

Swartz and Laughlin joined Mar Vista Lumber as teenagers in 1955 when their fathers purchased the yard which Swartz's srandfather had

owned during the 1920s.

The location became Terry's 14th location on June 1. under new store manager Stan Cherry, but Swartz and Laughlin will stay on for two months to aid the transition.

Swartz, 60, will spend more time at a second home in Washington, but would like to continue working with the lumber industry on national legislative issues, possibly through the Lumber Association of California & Nevada.

Laughlin, 57, may return to the lumber business, as well, perhaps at the wholesale level.

BUY AUALITY

FROM WOOD MOULDING & MILLWORK PRODUCERS ASSOCIATION MEMBERS

FOR A LIST OF THESE QUALITY PRODUCERS AND THE PRODUCTS THEY MANUFACTURE. SEND FOR:

WMMPA 1997 DIRECTORY OF MEMBERS, PRODUCIS & SERYICES

FOR YOUR COPY, SEND $6.00 TO:

WOOD MOULDING & MILLWORK PRODUCERS ASSOCIATION DEPT. MA7

507 FIRST STREET WOODLAND, CA 95695

WMMPA MEMBERS

Alexander Mldg I\,Iill Co.,Inc.

Alerander Mldg. Mill Co., N.M.

American Millwork Corporation

American Pine Products

Asermderos Arauco S.A.

Dend lltillwork Systems, fnc.

Best Moulding Corpomtion

Border Timbem/D Mac Enter.

Roland Boulanger & Co., Ltd.

Brown Moulding Company

Burns. Morris & Stewart, LP.

Cascade Wood Products, Inc.

Clifton Moulding Corpomtion

Colonial Cmft

Colonial Cmft Moulding Division

Columbia Hardwood & Mldg Co.

Contrct Lumber Company

Corning ltloulding Corpomtion

Dallas Planing Mill

The Dorris Lumber & Mldg Co.

Dorris Lumber Company

Endura Products, Inc.

I'ibrefornr Wood Products, Inc.

Jeld-Wen, Inc.

Jeld-Wen ofTennessee

The Kcllehcr Corpomtion

I:e Lbr. & Bldg. Materials Corp.

Lianga Pacific, Inc.

Little River Itlillwork, Inc.

Medallion Millwork Inc.

Plywood/EwP Company

Grows By Changing

South Coast Lumber has continued to evolve ever since it was founded by Bill Fallert nearly 50 years ago as the first lumber company in Brookings, Or.

Yet one thing remains constant. "Always looking at the customer's needs and wants while being mindful of its employees and natural resources was and continues to be the top priority for South Coast Lumber," explains Ken Caylor.

In the late 1970s, South Coast bought out sanded and sheathing products manufacturer Brookings Plywood Corp., Brookings. Looking at customer needs and their opportunities in the industry, they upgraded their mix to accommodate plyform products.

Medford Moulding Comprny

Melhommentos de Sao Paulo

Mt. Taylor Millwork, Inc.

New South Inc./Carolina Pine

Nor-Cal Moulding Company

Nose Crcek Forest Products Ltd.

Oregon Fir Millwork, Inc.

Frank Paxton Company

Ponderosa Mouldings

Port-O-Lite Corpomtion

Precision Wood Prod./Tumac Lbr.

Pueblo Millwork, Inc.

Roclgr Mountain Forest Products

Setzer Forest Products, Inc.

Sheridan Wood Mouldings

Sierm Pacilic Ind./ Millwork Div

Smith Millwork,Inc.

Southern Exporl Hardwds &Lbr.

Southwoods Lunrber & Millwork

Sunset Moulding Company, Inc.

Tewa Moulding Corpomtion

Thunderbird Moulding Company

Trinrcmf! Inc.

Walter FI. Weaber Sons,Inc.

Western Moukling Company, Inc.

Wholesrlc Door Company

Woodlands Millwork, Ltd.

Yakima Manufacturing

Yuba River Nloulding & Nlillwork

As South Coast moved into the 1990s, a new engineered wood products plant was built in Brookings, which is now known as Pacific Wood Laminates, Inc. Its focus is on utilizing the inherent attributes of a proprietary laminated veneer lumber (LVL) construction to serve a wide variety of end-users with what is considered one of the stiffest, most dimensionally stable wood core products in North America. The industrial, non-structural product excels where stringent tolerances and very specific end-use requirements are necessary.

"During the last few years, PWL has developed a unique reputation as an industry problem solver," says Tim Beckley. "Looking into the future, this division of South Coast sees its role becoming even more prominent as traditional wood products continue to show problematic symptoms as timber becomes more juvenile in age and coarser in texture."

In 1995, PWL developed the Clear Lam family of products. The company combined the stability of LVL with the durability of a medium density overlay (MDO) to create a lineal trim piece for interior and exterior uses-a product built for longevity in performance and supply. It is used for fascia and trim as a substitute for many traditional trim products.

Anticipating that at its current size it would sell to capacity by 1998, South Coast again turned its emphasis to the plywood plant. In 1996, it began adding MDOs and

(Please turn to page 37)

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The Best Ensineered Wood Systems

Start with th6 Anthony Power'Beam'

With new designvalues

3000 Fb2.I MOE 290 F,

The new, high strength Power Beam@ from Anthony Forest Products is a happy partner in a successful engineered wood system with LVL, I-Joists and Parallam@. Now, you have a choice for a full width beam that replaces PSL or multiple ply LVL, plus,

o Lower installed cost

o Drop-in replacement

r Anthony Woodworks software

. Reduced inventories

. Full width ,3t/r", 5t/r", &7"

. Lighter weight than LVL or PSL

o I-Joist depths

One piece construction

Insulated Headere

2 x 4 and2 x 6 Wall Consbrrction

Pre-engineered & pre-insulated to produce the ultimate in structu ral capacity and versatility.

Advantages to Compare:

I Cost Savings - Eliminate the need for on-site insulating.

I Dimensionally Stable - No shimming required for tight fits.

I Lightweight - Light enough to be handled by a single worker, easily cut with standard job-site tools.

I Less Waste - Significantly less than solid wood.

I Energy Efficient - 2 x 6 width provide an R-value of 20 (after sheathing & sheet-rocking)

SW-ll Headers are made with Machine Stress Bated lumber and Oriented Strand Board. They are manufactured to strict quality control standards, with PFS Corp. acting as third party inspectors. SW-ll Headers have code acceptance by ICBO, BOCA, State ol Wisconsin & HUD.

SUPERIOR WOOD SYSTEMS2

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7 1 5-392-1 822 F AX 7 1 5-392-3484

Call for the nearest factory representative.

lP Loses L-P Suit

International Paper Co. has lost its lawsuit alleging Louisiana-Pacific illegally hired away IP executive Mark A. Suwyn as its chairman and ceo.

The court ruled that both companies had such fundamentally different meanings in mind when they executed their agreement that no contract was formed. Moreover, even if there had been a valid contract, IP failed to prove the likelihood of irreparable injury required for the relief sought.

WWPA Stresses Service

The importance of value-added services is the focus of the Western Wood Products Association's new "ServiceSecond to None" marketing campaign.

The campaign's direction was supported by the results of an independent survey of lumber buyers, which indicated that "while lumber price, availability and quality are clearly the primary considerations buyers have when making purchasing decisions,'second tier' considerations such as supplier services and product support are also taken into account," said WWPA s Robert Petow.

According to Petow, "Virtually all retailers were aware of WWPA for its grading services, however many lumber dealers were not as aware ofproblem solving services, employee training, technical aids and many other services that accompany WWPA member products."

The campaign's aim is to show retailers that associating themselves with WWPA services establishes them as resources for quality lumber that is backed with the problem solving ability of an association that has been in the lumber industry since the turn of the century.

Forecasted Fiasco Fizzles

Rumored demonstrations and confrontations to mark last month's l00th anniversary of the Organic Act of 1897, which for the first time authorized logging in national forests, never materialized.

The media paid little attention to news releases and press conferences in which environmentalists, led by the Sierra Club, blamed timber harvesting for 100 years ofecological devastation and in which industry spokesmen bemoaned the government's denying the Act's mandate to "furnish a continuous supply of timber for the use and necessities of the citizens of the United States."

Growing Oregon EWP ComPanY

(Continuedfrom P. 34)

marine to the product mix. South Coast then brought its fingerjointing expertise to its plywood products' By December, it had completed its biggest improvement to the plywood plant in years: a new rough sawn siding machine.

South Coast and Pacific Wood Laminates are now concentrating on focusing and finishing their recent changes from front to back, while planning for the future. This year, it will complete a new sorting yard and de-barker project. Next year, South Coast plans on reconfiguring its dryers for a higher, more ecologically sound output.

"Passion for the wood products business drives this team of employees," says Caylor. "Focusing and finishing is the present on which our future will continue to be built."

Lumber Prices ln EarlY 1997

Price swings for framing lumber items have been relatively small compared to the same period in most other years of the past decade, according to Random Lengths Publications. Inc.

Framing lumber traded in a $39 range through the first 22 weeks of 1997, the smallest spread since 1989. Their composite price is a weighted average of 15 key framing lumber prices, chosen from major producing areas and species. Through the end of May, the average weekly variation in the composite price was $5.24. By comparison, the largest average weekly variation came in 1993' at $17.00.

The composite price posted double-digit changes four times in the first 22 weeks of 1997, compared to 16 times during the same period of 1994. On a percentage basis, the change in the price range was the second-lowest recorded over the past decade. While not volatile so far in 1997' Random Lengths warns that the composite is high by historical standards through winter and spring' The composite averaged $443 through the first 22 weeks, matching 1994's high. Last year the composite price was $363'

ALook Back In Time

CIRCA WORLD WAR l, lhe crew at Mead Clark Lumber Co', Santa il;;. b;:, t;i6 a urear'tor the photographer' Then as now, the relailer .iiiifiiltiiiiil'S vJais ot iongevitj to ta!t, ieliable service. For more infor' "ilti.r o.itriiinouliVs dolofiul past, please see the Special 75th Anniversary Section thai begins on page 51.

ltood Fiber Products Inc.

ADUA]ITAGE HltGERfolltl

REDUCED CALLBACKS

WtP FlltlGEUOlNT sluds reduce stud repf ocemenl by 50 lo 7 5o/o.

STRAIGHTER WALLS

FINGEU0INTING mixes groin poltelns & knot struclures minimizing lhe chonce of bow und croolc

CUSTOMER SATISFACT/oN

Fewer collbocks mrke a hoppier builder cnd stroight wolls moke c sotisfied homeowner.

IMPROVED RESOURCE

UTILIZATION

FINGERJOINIING ollows ony length of sfud grude lumber to be used to its f ullesl. Enviromentolly responsible.

lgFinger Joinl Blocl<s sBox Shook lgFinger Joint Studs s(ut Slock nsEdge Glued Produds

FOR DOMESTIC SALES CALL: Jerry Long. Michael Parrella. Lynn Bethurur Janet Parrella, Pete Ulloa, Bruce Keith, Matt Petersen, Steven Franze.

FOR INTERNATIONAL SALES CALL: Nestor Pimentel. Oscar Portillo.

AT PCBC-Western Buildino Show June 18-19 in San Francisco, Ca.: (1) Dennis D'Amato, Joe Kastelic, Ron Deckert, Joe Earhart. (2) John Maciel, Cheryl Strickland. (3) Greg Buriell, Ken

Sproge, Steve Crook. (4) Kris Dorn, Lee Kirk. (5) Nicole Fitz, Allen Buck. (6) John Dybsky, Sean Ryan, Bob Bewick. (More PCBC photos on next page)

MORE PCBC (continued from previous page): (1) Pete Larry, Mark Clementson. (2) Nils Djurklou, Mike Gryn. (3) Karen Pearlstein, Shelly Gittings, Steve Duenez. (4) Gary Good. (5) Jerry Parks. (6) Mark Carlson, Pat

Parker, Douo Barkee. (7) Rick Reid, Karen Colonias, BillWalker. (8) Seamus O'Reillyl (9) James Sharpe, Martin Eck. (10) Ray Kaaria, Allan Pera. (11)Pam Cbnb. (12)VicViani, Ruth Coon, SandiBlack, DanielKohut.

Roofing Growth Slows

U.S. roofing products demand should rise 3.5Vo annually through the year 2001 to 300 million squares, valued at $11.3 billion, predicts The Freedonia Group Inc.

The deceleration from the early/ mid-1990s growth parallels an expected slowdown in housing starts into the next century. Prospects for residential replacement are favorable.

Asphalt shingles will remain the favorite roofing product, especially in residential applications, due to their cost effectiveness. ease of installation and improving aesthetics.

Plastic roofing products will show increases, especially plastic membrane systems, but also polyurethane foam and comrgated fiberglass panels.

ln addition to a tull line

material prcducts, we also feature:

lt won't be long belore Factory Waterproofed Pressure-Treated Wood becomes the standard in maximum durabilrty lumber. But no one has the luxury of carrying every premium brand. So when you choose the brand to stock, make sure it's the one that offers something no other product can match: the power and consumer confidence of Ihe 0tymprc brand.

}lympic is the name your customers trust for beauty and protection. The brand accentuares your own c0mpany's reputation. lt also makes your builders look good. And that's good for you. Because when you give builders the materials they need to build a successful business, they'll come back to you, time and time again.

Build new profits into your lumber. Ask your wood treater to supply you with factory waterproofed pressure-treated wood with built-in 1lympic protection. or call 1-800-421-8661 and request the name and phone number of a licensed treater.

ExPo PREUIEw

Your guide to the 1997 t'lotioro! Building Products Exposition & Confetence

,rro 4

Welcome to the Expo

An insideis look ot the upcoming 6th onnuol Notionol Building Producls Exposition & Conference, which hos relocoted to the exponded McCormick Ploce Comolex.

,rro 6

lhe new home of the Expo

The McCormick Ploce ComPlex hos been enlorged with the odditions o{ the South building, Grond [oncourse ond Hyott Regency.

,rro 8

,rro l0

rrro | |

Showfloor

Show floor loYout, comPlete with olphobeticol exhibitor listing

Scheduleof evenls

Seminor listing ond show hours

Must sees ol the Expo

Innovotive new Products to be unveiled ot the show

t4o Prevlow is produced in coniunction with lfie lluchont l|rlwrzine ond Building Prcducts Dlgosf l0 pmmots the l,lolioncl Building Pmducls tr0mition & funfureno. for questiom oboul t4o Previor or odrorlising in next yeor! i$ro, roll (714) 852-1990.

Sond moteriok lo trpo Preliss{, 4500 Comp$ 0r, Suilo 480 t{niport 8eoch, tu. 92650; fAI 852-0231.

bpynSht0 1997 h tutler Publishing, Inc. ftw ond enlire ontenls ore fully protetled ond mu$ nol h r4roduod in ony monner wi$oul writlen permision. lhe lletchont llwguim ond Euildirry Prduds WN osurne no liobility for meciok fumishod. All rigits rmorwd.

lb lkiqd h'lldh fn*,6fuoJhr &fflfidto

llotionql Building Products Expo

new products including terms and dating, factory training, promotional support, order quantities, in-store displays, in-store demos, and advertising.

* "Turn Cash Faster," offering a panel of experts sharing their marketing strategies of serving both pro and d-i-y business customers, and how they lowered inventories, increased sales and created faster turns.

* "Maximize Profits Like the Top Performers," exploring how to increase profit potential by employing customer service techniques used by top retailers, raising average transaction size, attracting and keeping customers, training better and utilizing the sales force and counter personnel.

ore than 70,000 are expected to converge on Chicago's expanded McCormick Place Complex Aug. l0l3 to preview the latest at the National Building Products Exposition & Conference.

"The show floor represents all of the important product categories within the industry, including flooring, doors, lumber, wallcovering, windows, and roofing," said show spokesman Dennis MacDonald.

The National Building Products Expo is held in conjunction with the National Hardware Show.

In its sixth year, the Expo has grown from 100 exhibits on 15,000 sq. ft. to an estimated 350 exhibitors on 108,000 sq. ft.

"It's exciting to see the show expand, because it means the marketplace is growing, too," said William P. Farrell, president of the American Hardware Manufacturers Association. "We're working to make the industry's best events even better, and the pieces to the puzzle are coming together to make it happen."

At McCormick's Lakeside Center (formerly the East Building), the Expo will occupy Level 3, as will housewares and paint & decorating exhibitors, plus the international segment.

The South Building will showcase hardware and allied lines, plumbing

and electrical, while the North Building will house lawn and garden and outdoor living on both floors.

Planners anticipate the two shows will fill the three buildings. "In 1987, when the North Building was completed and added about 280,000 net sq. ft. to the East and former West facilities, it was completely filled the very first year," Farrell said.

Building Products Digest and The Merchant Magazine will be at booth 41225. David Koenig, Chuck Casey and David Cutler will be on hand with free copies of the special Expo Preview edition of our magazines.

A New Products Exposition, featuring hundreds of new products displayed at the Expo, will be located in booth 10,000 in the South Buildins.

The entries will be identified in booih order sequence and each guest will be supplied with a New Product Directory that contains descriptions of the exhibitor firm names, booth numbers and items.

Nine one-hour seminars will be held Aug. 10, beginning ar l0 a.m., and Aug. 11, beginning at 8 a.m. The following will be discussed:

.l "Packaging for Profit," featuring the latest innovations and newest ideas in packaging design.

.t "How to Select, Promote and Merchandise New Products," focusing on key elements of developing

* "Independent Rep Opportunities in the Next Millennium," addressing the profit potential of independent sales reps, the most effective ways to use them, and their future impact.

* "Turn Shoppers into Buyers," discussing ways to sell, display, and package products to encourage customers to purchase.

{. "A Look into the Future: What Does the Next l8 Months Hold for Our Industry?," examining housing starts, industry capacity, revolutionary products, and the impact of technology and consolidations.

* "Electronic Commerce: How Will It Change the Channel?," explaining what it is and how it affects business now and in the future.

* "Profiting with Private Brands," defining how private branding increases margins and customer recognition.

In addition, Expo attendees gain free admission to the National Hardware Show in McCormick's North and South buildings.

Other events scheduled include a keynote address by president and ceo of Lowe's Cos., Robert L. Tillman, Retail Concepts Center and Packaging Exposition, and the Retail Services Showcase.

Both shows will be held durins International Hardware Week, sponl sored by the American Hardware Manufacturers Association.

preseruation and seruices.

PermaGilear 65* ffl"'"x #

ARMOR A[[.

"The ffusted name utood.

llew Hone ol rhe Elqo

I ollowing a $987 million expansion, McCormick Place Complex, site of this year's National Building Products Exposition & Conference, is now the largest exhibition and meeting facility in North America.

Expanded by 840,000 sq. ft. of exhibition space to bring the total to more than 2.2 mlllion sq. ft., the complex is also home to the National Hardware Show, being held in the North and South buildings.

The complex now offers 170,000 sq. ft. more meeting space and ballrooms, 400,000 sq. ft. of public circulation space, 71,000 sq. ft. of restaurant space, 45 new meeting rooms, an indoor commuter railroad station to transport attendees to downtown Chicago in seven minutes, four theaters (including the 4,3 19-seat Arie Crown Theater) and five banquet rooms.

The major expansion project, currently in its final stages, includes the expansion of the Lakeside Center (new home of the Expo), and the additions of the South Building, Grand Concourse, Hyatt Regency McCormick Place and McCormick Square.

Lakeside Center

This year's Expo has moved from its temporary home at Chicago's Navy Pier to the larger Lakeside Center.

In its final stages, the renovation to the Lakeside Center, includes changes to Hall D, the Grand Ballroom ind Lobby, Podium and Arie Crown Theater.

A North-South divider will be added to Hall D to allow for two shows to occupy the hall. Also, Halas

Mall (Hall Dl) will be converred inro the Grand Ballroom with full bathroom amenities and food and beverage support space. A new cafe and support service will be added to the Lobby.

The estimated $34 million renovation also calls for improvement to the Arie Crown Theater.

The project is scheduled to be completed by the end ofthis year.

Grand Concourse

After visiting the Expo, attendees can take a short walk across the new Grand Concourse to attend the National Hardware Show, which will feature 3,000 exhibiting companies representing more than 250,000 products.

The Grand Concourse, a 900'-lone multi-level, glass-enclosed pedestriai walkway which connects the East Building to the adjacent North and South buildings, also serves as a public access corridor to the lakefront.

The Grand Concourse includes a business center, cafes and specialty shops.

South Building

The new South Building wirh rhe adjoining Grand Concourse covers 27 acres and took 3-l/2 years and 9675 million to complete.

In addition to the 840,000 sq. ft. exhibition hall that is large enough to hold more than twenty 747 aircraft or l0 baseball fields, the Sourh Building also features 45 meeting rooms, a 22,000-sq. ft. Vista Room, and a 33,500-sq. ft. Grand Ballroom.

The South Building's expansion, completed two months ahead of schedule, nearly doubles McCormick Place's meeting room capabilities: 45 meeting rooms are adjacent to the exhibit floor that can be configured from 1,500 sq. ft. to as large as 10,000 sq. ft. In total, the new building contains more than 155,000 sq. ft. of carpeted meeting rooms and ballrooms.

Hyatt Regency McCormick Place

The complex will house a 32-story Hyatt Regency McCormick Place with 800 guest rooms, restaurant, retail shop, ballroom and health club.

Expo Pnevrew 6

t& f ttl"ffilfft'onnm PRoDUST$

BUILDING MATERIALS CoMPANY

"And when your back stops aching and your hands begin to harden, You will find yourself a pafiner in the glory of the garden."

- Rudyard KiPling

Our products are manufactured on-site at our lumber mill from 1 000/o California redwood. Planters are heavy to heartwood, secured and accented with black steel strapping and galvanized seals. Each piece is crafted with care and fully guaranteed for quality and workmanship.

Buy mill direct and take advantage of an affordable price premium planter. Please call or fax anytime.

Quality Products:

Tubs

Square Boxes

Gothic Planters

Planter Cradles

Window Boxes

Box Bench Sets

Weather Mats

Garden Steppers

Trellises

Arbors

Bird Feeders

Expo Exhibitor Directory

I his list includes companies scheduled to exhibit Aug. l0-13 at the National Building Products Exposition & Conference and their booth numbers.

Expo heview advertisers re highlight-

Expo Pnevrew 8

ed in yellow. Please double check the official show directory for my changes. At the show. official booth numbers will begin with a 4 preceding the digits listed below (e.g., 40022). The booths in rhe

front of the hall, which begin with the number 3, are part of the National Hudwae Show.

Alcoa Building Products ..................0926

Alexandria Moulding.......................2302

Allied Mmufacturing, Inc................0732

American Manufacturing Corp....l834

American Moulding Corp............02 10

American Rug Craftsman Inc. .....17 17

Apklndo (Indonestan Wood)....2117

Aquabrass International Corp......1413

Architectural Omament Inc. ........25Os

Argonne Industries.......................0930

Astro-Foil.....................................0208

Duo-Fast Corp. ............................0809

Eagle Bay Resources ...................0727

Elkhart Supply Corp. 1 626

Emco Specialties,

Materials Packaging Corp............ 15 12

Material Supply Inc. ....................0027

Max Co.. Ltd................................0824

May National Associates............. 17 I 3

Megapower Technologies Inc...... 1725

Merchant Magazine, Ihe..........1215

Metal Industries Inc. 2 I 00

Millennium Group Inc., The........1407

Mira Anchor Hangers, Inc. 1407

Miracle Adhesives I 803

Miracle Cover ..........................2434

Miracle Sealants & Abrasives .....2212

Momentum Laser, Inc..................01 12

Monsey Bakor.... ..........................2328

Motorola/Radio Division.............2210

Mr. Goodbar 1232

Multy Industries. ..........................2130

Muro North America, Inc. ...........2104

MW Manufacturers. Inc...............05 17

NAEIR 0l 13

Natco Products Corp.................... 1 1 00

National Gypsum Co. ..................0905

National Nail Corp.......................2425

Nestle-Butler Corp. ......................2530

Norcon Industries Inc. .................023 I

North American Tile Tool Co......1527

North Safety Products..................2432

Nuline Industries.......................... I 302

ODL Inc.......................................1317

OEM Systems Co., Inc. ...............1133

Olympic Mfg. Group Inc.............2504

Oregon Research & Dev..............07 l7

Orian Rugs, Inc. ...........................0336

Oriental Weavers of America ......2128

Omamental Design ......................0706

Omamental Mouldings Inc. .........2225

Osmoae Wood Preserving, Inc..23{X)

Pakmix Inc. ..........................0322

Parabond Consumer Products......2102

Parabond Specialty Products .......1808

Innovative Building Products......0328

Insta-Foam Products Inc..............0008 Jamerco, Inc. ...........1824

Jefferson Industries Inc................0702

Jeld-Wen Inc. ...............................053 1

Kemflo International....................0029

Kenmar ........................................1432

Kent Plastic Co.. Ltd.............. ...... 1729

Keystone Seneca Wire Cloth Co. 0202

Kingstar Products Inc. .................0729

Kok's Woodgoods Inc. ................08 12

Kool Seal, Inc. 1202

Krusin Intemational Corp............2522

Kushlan Products, Inc. ................. 1 525

Larson Manufacturing Co............0122

Laticrete Intemational Inc............23 17

LCI Lasers .......0036

L.E. Johnson Products, Inc. ......... 1206

Levelite Technology, lnc.............1226

Liberty Carpet..............................07 14

Lil-Tec Laboratories, Inc.............0205

Listello, USA Ltd......................... 1733

Lite-Form International ...............083l

Longer Diamond Tools................ 1807

Louisiana-Pacifi c Corp. ...............0807

L-P Industries...............................1433

Lustro Plastics.............................. I 802

Madawaska Doors Inc. ................2204

Magnolia Brush Mfrs., Inc...........0104

Maibec Industries Inc. I 53 I

Malco Products. Inc. .................... I 829

Mapei Corp. .....................

Marley Mouldings

Patrick Plastics In c.......................1227

PCV Plastic Extrusion Corp. .......2410

Phifer Wire Products Inc. ............0700

Phoenix Millwork 1 8 1 1

Pittsburgh Corning Corp..............0228

P1astivaI........................................0233

PLS-Pacific Laser Systems.... ......07 07

Ply Gem Industries, Inc. ..............0308

Pole-Wrap ....................................0 I 36

Polyair Corp. ..........................17 34

Polygal USA Inc. .........................0830

Polygem, Inc. ..........0127

Prairie Forest Products................. I 1 1 I

PRC Corp..........

Premdor Inc. .....................0935 .....................23 1 4

PrimeSource................................. 1 900

Prosperous Enterprises (USA).....1628

Pro Tect Associates, Inc. .............0712

Pyramax Co., U.S.A. ...................0424

Q.E.P. Co., Inc.............................1131

Quadriga GmbH. ..........................2527

Qual-Craft Industries ...................0508

Quality Craft Importers, Ltd. .......033 1

Quantum Group Inc. I 73 1

Quarton USA, Ltd. Co. ................ 1406

Quik Drtve USA, Inc..................2514

Quikrete Cos.

Rain Drain Co. .............................0435

Raymond Corp., The....................03 17

Reemay, Inc. ................................0

Expo Event Schedule

Show

ational Building Products Exposition & Conference semlnars:

Sundcy,Augusf l0

10:00 - 11:00 a.m.: "Packaging for Profit"

ll:00 - l2:00 noon: "How to Select, Promote and Merchandise New Products"

1:00 - 2:00 p.m.: "Turn Cash Faster"

2:00 - 3:00 p.m.: "Maximize Profits Like the Top Performers"

3:00 - 4:00 p.m.: "Independent Rep Opportunities in the Next Millennium"

ilondoy, Augusf | |

8:00 - 8:45 a.m.: International Hardware Week keynote address by Lowe's ceo Robert L. Tillman

10:00 - I 1:00 a.m.: "Turn Shoppers into Buyers"

11:00 a.m. - 12:00 noon: "A Look into the Future: What Do the Next 18 Months Hold for Our Industry?"

2:00 - 3:00 p.m.: "Electronic Commerce: How Will it Change the Channel?"

3:00 - 4:00 p.m.: "Profiting With Private Brands"

9a.m.-5p.m. 9a.m.-5p.m. 9a.m.-5p.m. 9a.m.-2p.m. Stainless

Seminar Show StOpper

The North American Wholesale Lu Association will sponsor profit ex n Mich@ during the National Building Products Marks' Sunday seminar, entitled Profits Like the Top Perfolg&rs,'1 how their profits cornpare with their most their profit

VEBSATILITY!

FAST Quik 3trripo screwe load witrhout trhreadinq or adjuetment - juetr enap them in and qo! Ihe handy quiver holde 500 ecrews reducinq trripe back to the box.

EASY .The preciee, calibraled deplh conf,rol ie the only adjuotmenl & p r ovi d e o cnneietenL c o u nN e r ei nk.

, ninll.s ron.rusr S99 A ao eold as a kt rc udir\. QD2a00Mr. Extenoior. Quik Drve 5crew4ur, ard Quiver in a avable plabtlc loolbax for $299 -625ic unlt drivee 11t+ lo 2tt2' ^crew1. Ar o\ional, irexoerg:we convers on k)l hanabb 3" acrews ard inSta 5 in gecorAg. -/4aik!rtve. -_1't@ YOUR LICENSETO DRIVE FASTER For in{ormation please call 1-888-487-7845 or visit Circle No. 16 ExpoPnsvrew 10 Circle No. 15

410-3@-2288

A new oulo-feed screwdtiver has been released by Quik Drive.

Designed to drive l-114" to 2-l/2" screws from one tool without anv adiust-

Products on Disploy: Whql's new qt the Expo ffiry

A pin-free moisfure meler will be :howcased b1 wagncr Electronics.

book which includes adjustment tablcs fbr more than 100 species.

Wagner Electronics: Booth #40t102

Circle No.2 on Responsc Page in back

A noturol colot coufing for CCA pressure treated wood which masks the CCA green color will be displayed by Osmose Wood Preserving, Inc.

Commercially applied at trcating plants before pressure treatment, WoodShades colorant gives wood the look of redwood, cedar, rust or gray driftwood.

Osmose Wood Preserving, Inc.: Booth #42300

Circlc No. 3 on Resptmse Pagc in back

ments. or 3" screws with an inexpensive conversion kit, the QD2000 auto-feed system is reportedly fast, easy to use, durable, and competitively priced.

Quik Drive USA, Inc.: #,12514

For accurately measuring wood moisture content from 6o/a to 30o/o to 3/4" deep, the L606 Proline lnspector moisture mcter has no pins to mar wood and leave holes.

Model L607 dual depth moisture meter is used to scan between applications of waterborne finishes to monitor the curing process.

Both models come with an instruction

Custom and Produetion

Specializing in Victoriaq Designs & C Porch posts. newels, balusters. columns and more...

We offer a complete range of architectural turnings and cus

BALUSTERS

Over 50 authentic stock Victorian and Classical styles in 3"x3", 4"x4", 6"x6" and 8"x8" sizes, turned from clear-heart redwood or other quality, kiln-dried woods.

NEWELS, CAPS & PORCH POSTS

Over 48 authentic stock Victorian and Classical styles in 4"x4", 6"x6" and 8"x8" sizes, turned from clear-heart redwood or other quality, kiln-dried woods.

COLUMNS & PILASTERS

Authentic designs from the Doric, Tuscan, lonic, Corinthian and Post-modern orders, available in diameters to 36" and lengths to 26'. All our columns feature architecturally conect details and entasis, and are available plain or fluted. Columns are turned from the finest kiln-dried, clear-heart redwood, ensuring a quality product with superior rotresistance for both load-bearing and decorative applications. Eleven styles of decorative composition capitals are also available.

CUSTOM WORK

We specialize in producing fine custom period and contemporary architectural turnings and woodwork. We welcome the opportunity to work closely to produce custom designs,

TECHNOLOGIES. INC.

All Timberclado products are solid wood. coated in a tough, W-resistant polymer. Mother Nature made it strong...we make it last,

Sizes available: 2x2, 2x4, 2x6 and 4x4 for porch rails, pool fences, patio covers...the only limitation on the uses for TimberClado is your imagination!

NO PAINTING!

NO SPLINTERS!

NO PROBLEMS!

Prime Distributorships

Still Auailable

CaII or Write:

TIMBERCLAD TECHNOLOGIES, INC.

PO Box 210 c 4O32 D.N. Jackson o Jacksonville, TX75766

1-800-833-W00D (9663) FAX i-e03.586-e005

Circle No. 8

An assorrment or sloinless steel colloled noils wlr ue displayed by Swan Secure.

The selection will include 22' full-round head plastic strips in 304 or 316 stainless steel and silicon bronze, full round-head wire collated stainless steel coils, nails collated with nickel stainless steel wire, and collated stainless steel finishing nails.

Swan Secure: Bmth #41310

Circle No. 15 on Response Page in back

A lightneigh PVC roofing panel that is reporredty easy to install will be showcased by Sel Group International.

Easy-to-handle Sun'n Rain panels reportedly are corrosion proof, resistant to weather and fire, but allow for natural soft light

Label CEDAR FENCING'

Why Settle for Less?

QUAL]TY I]'|/QUALITY OUT

Smaller knots and sound fiber are characteristics that make our second growth cedar the ideal fencing material. We guarantee the majority of our Gold Label Cedar Fencing@ lo be No. 1 grade on both faces.

ON-TIME PERFORMANCE

Your order has to ship on time. Let Caffall's experience and production skills serve you with reliable shipping perlormance.

MORE VALUE

Why settle tor lhe hassles associated with so called "no hole" grades? Gold Label Cedar Fencing@ is No. 1 in grade and value, leading to improved cuslomer satisfaction and more repeat business.

transmlsston.

They are UV inhibited for panel protection and are available in a variety of colors, profiles and lengths, with a 10- or 2O-y ear limited guarantee.

Sel Group International Circle No. l2 on Response Page in back

Foctory woferproofed pressure treoted wood is now rvailable from vour local Dressure ffeater.

Capable of lifting 5,500 lbs., the Spyder forklift wrth the new scissor design reportedly off'ers greater strength and less maintenance. lt is available in two- and four-wheel drive models.

Spyder

Circle No. 6 on Response Page in back

Mognefic push blooms for removing metal and featuring easy-to-remove covers are available from Magnet Clean Co., a division of Haase Industries.

Six models are offered, with or without wheels, for hard-to-reach areas, for indoors or outdoors, for picking up wool, and with a magnet for hanging the broom on a forklift.

All models reportedly are designed to

never lose their magnetism

Haase Industries, Inc. (N{agnet Clean Co.)

National Hardware Show: Booth #12586

Circle No. l3 on RcsDonse Page in back

Olympic-treated waterproofing is designed to eliminate cracking, checking, warping of pressure treated wood.

Olympic: Ilooth #42235 Circle No. I on Response Page in back

-- Since colonial tirnes, SoUtheln pine llooring has been durable, serviciable and attractive additions to all kinds of buildings. lmprovements rn the seasoning of southern pine flooring rraterial, and refined manufacturing and machining processes, have created a stable, smooth flooring surface.

booklet from the explains flooring terns available.

A 20-page

Southern Pine Council grades, sizes and pat-

Southern Pine Council Circle No. I4 on Response Page in back

An all-terrain forklift with a new reoch lork syslem that perfbrms like a pair of scissors is new from Spyder, Inc.

Cedor fencing, decking & foscio is available from Caffall Bros. Gold Label cedar fencing, which is guaranteed to be No. I grade on the majority of both faces, has small knots.

The fencing comes in a square top, dog ear, gothic or French Gothic point.

Preassembled fence panels with channeled rails and stiles. and mortise and tenon ioints are also available.

Western red cedar decking, fascia and balusters include 514x4 and 514x6 radius edge, and 2x4 and 2x6 S4S eased edge decking; S1S2E fascia and trim in 514x4 to 514x12 and 2x4 to 2x12 in 8' to 16' lengths. The 2x2 S4S balusters come in clear and tisht knot grades in 3'to l2'.

Calfall Bms

lndonesion plywood paneling is offered by Apkindo.

Available in meranti panels 2.7 to 18 mm thick, IndoPly is said to be stiffer and stronger than particleboard, MDF or OSB. Featuring uniform size and thickness, tight grain and clear faces, it has no knots or boat patches.

Apkindo: Booth #42117

Circle No. l7 on Response Page in back

Southern Pine Heads the Glass

America's first lumber was sturdy Southern Pine. Today, it's still making history...even indoors, where its warmth, stability and superior workability make it the smart choice for window and door components. Jobbers and manufacturers will tell you that

Southern Pine is at the head of the class for ready availability, low cost and natural decor elegance. Contact us for complete product details.

strapping and galvanized seals, each piece is heavy-to-heart.

The planters come in a l5"xl2" or 17"xl4" octagonal tub.

Russian River Lawn and Garden

Circle No.4 on Response Page in back

Hordwood plywood flooring t."uted with a two-sided UV frnish is new from Chesapeake Hardwood Products.

It comes in any standard 4'x8' plywood from l/4" to 3/4" thick in maple, red oak or rubberwood, is ready to use and reportedly easy to install using the tongue-andgroove method.

Cheapeake Hardwmd Products: Booth #40722

Circle No. 9 on Response Page in back

Colved pf onters made of toovo California redwood will be displayed by Russian River Lawn and Garden. Secured and accented with black steel

A ghild-resistant swimming pOOl gcte lotch that will latch from aiy-position is new from D&D Technologies Inc.

As the gate swings shut, a magnet draws a latch bolt from one housing into the other so that no amount of shaking, pushing or pulling can disengage it. It is suitable for general household gates and comes in a top pull with a keyIock for added security and a side pull.

D&D Technologies: Booth #4073 Circle No. 18 on Response Page in back

Wh"., contemplating such a crucial decision, you need more than a brokerage firm, which focuses all its energies on doing a deal. Dillon Schramm Associates Ltd. is a team of merger and acquisition consultants with a broader perspective. Our focus is on your goals and objectives. We pour our energies into frnding solutions, not always a sale or merger.

W".." active and achieve results. During the last year, our consulting work has resulted in the sale of five companies in Wisconsin, Illinois, Ohio and Missouri, the merger of two Minnesota frrms with combined sales of $50 million, and pending offers on companies in Pennsylvania and Kentucky and four plants on the West Coast.

Witn offrces in Little Rock, Ar., Sacramento. Ca., and Fort Wayne, In., we combine 100+ years of business ownership, industry knowledge and consulting experience to help find the best solution, then carry it out.

We specialize in building material related business acquisitions. Call Ron Dillon at (913) 888-8001.

oNew reach fork system specially adapted for 'eqcn handling large bundles of sod, lumber, brick and block

.New stability and safety systems

.3,000 - 5,500 lb. lift capacity

oExtend-A-Fork reaches across truck

.Engine and wheel motor options

o2-Wheel and 4-Wheel drive models available

.C-Channel Mast

l

Carbon dioxide and carbon monoxide are greenhouse gases tfrat can.l increase global warming. Indonesia's 278 million acres of forests arel hard at work pulling carbon dioxide out of the air, storing the carlcon I and releasing healthy o4/gen back into the air. The carlcon is stored irt the wood and stays there until the wood is burned.

Indonesia has set aside over 12O million acres of forests as National{ Parks and protected areas that, undisturbed, will forever pull carbon out of the air. Even on the 158 million acres where harvesting is allowed, only two or three trees are harvested per acre. Then, either new seedlings are planted or natural seeding takes place to provide new trees to take over the carbon-grabbing job.

Visit our booth at the National Building Products Exoo to learn more about Indonesia's efforts to protect the environment. You can also see our 4' X 8' carloon packaging.

The wrong-and right-words for selling

By Jim Cooper

"Oh, but I'm not the sales type."

"Some people can sell, but I can't."

"Salespeople are born, not made."

"You have to be an extrovert to sell."

These are replies often heard from employees when told they are expected to sell. They may be bank tellers, automobile technicians, or hotel staff, and, though they deal with the public, they balk at the suggestion that their jobs entail an element of "sales." The reason for their reluctance is that management is usingand employees are hearingthe wrong words.

The word selling implies that someone does something to someone else, something that may not be desirable. 'We "make" sales; you "sold" him or her. To many, "selling" is akin to seduction or coercion. There is nothing in the verb to sell suggesting that a sale is, really, a two-way street.

Sale is the term used to describe the excharige of values between two parties. Agreement, contract, transaction, or deal may be used as well. The word selling, however, seems to frighten some people. They have forgotten that selling is really a positive

Jim Cooper is a third generation lumberman who had a second successful career as an advertising agency ownereditor

word describing the communications between two parties leading to a pleasant conclusion or sale.

If you eliminate the word selling and words related to it and instead substitute communication, employees then may readily understand and accept what is wanted of them. When they understand they are to talk with people, would you then expect to hear these excuses?

"Oh, but I'm not the communicating type."

"Some people can communicate, but I can't."

"Communicating people are born, not made."

"You have to be an extrovert to communicate."

Your company's goal of providing excellent service to its customers is made easier when employees think in terms of communicating rather than selling.

"Selling" is not the only obstacle. Tell employees that they are expected to talk with prospective customers, and screams of terror often are heard: "Oh no. I can't talkto strangers. You

(Please turn to page 70)

DVEW PR@DUGTS g;n;d selected sales aid"s

Stairing Into Space

An engineered stair stringer system from Building Components Manufacturing, Inc. replaces notched 2xl2 construction stairways.

The EasyRiser Stair Stringer system has scale-marked rise/tread measurements and fastens to a 2x6 to make a stairway that is fully adjustable to accommodate changes in flooring systems. Tread measurements range from 9" to ll" and can be adjusted to wider treads.

ing and varying the length of optic fibers that extend from 2'x2' and 2'x4' 3/16"-thick black, reflective acrylic panels.

Circle No. 702

Lightweight MDF Product

A lightweight MDF product thar reportedly weighs one-third less than its Premier MDF product is new from Willamette Industries.

Designed for use as a substitute for lumber and regular MDF in applications such as interior doors. millwork. mouldings and high-end kitchen cabinets, Premier Lite is made from southern pine fiber, making it smoother and more machinable than other substrates and allowins it to handle a wide variety of profil-es and edge treatments.

Circle No. 703

Rock Around The Clock

A Photo Finish

A new line of easy-to-use stains and clears with a full line of sundries have been introduced by PPG Architectural Finishes, Inc.

Olympic Interior Wood Finishing System includes oil-based stains with an absorption control formula that helps provide even color absorption, and water- and oil-based polyurethanes that are designed to create a smooth, even surface application.

Designed not to sag, warp or need additional bracing, it comes in OSB and treated versions for either interior or exterior applications.

It is packaged in boxes containing 36 pieces.

Circle No. 701

Star Struck

A fiber optic system that enables users to create an interior constellation or a glowing sign or message is new from Outwater Plastics.

Featuring 160 1.0 mm 4'-or 12'long acrylic optic fibers mounted in a hamess attached to a 35-watt, 12-volt halogen light, Galaxy Fiber Optic System can be customized by insert-

A shop clock made of a genuine 10" circular saw blade is new from Wolfcraft, Inc.

Available in self-merchandisins stackable trays that hold six clamshel'i packed clocks, the Saw Blade Shop

The polyurethanes can be applied over stained, sealed or bare wood of all types and are reportedly ideal for floors, tables, doors, countertops, trim and furniture. They come in three sheens: gloss, semi-gloss and satin.

The finishing system also includes a fast-setting wood filler to repair damaged or rotted wood filler to repair color blending pencils to fix nail holes and scratches.

Circle No. 705

Quality Stained Doors

Five new designer stain colors have been added to Weyerhaeuser's line of factory-finished architectural doors.

With the addition of nutmeg, seafoam, raisin, cane and earth, Weyerhaeuser now offers l7 stain colors, as well as a range of custom colors.

The doors, which reportedly meet or exceed environmental requirements, arrive on site, ready to install.

Circle No. 706

Easy Estimating Software

Professional construction estimating software with a bonus deck estimator has been released by E-ZLegal Forms, Inc.

Clock's blade is cut and polished, but not sharpened, and not designed for power tools. It has large Roman numerals and a quartz movement that operates on one AA battery.

Circle No. 704

Designed to calculate and print proposals, materials, labor and item cost lists, Windows-compatible E-Z Construction Estimator and E-Z Deck Estimator come pre-loaded with cost figures that can be adjusted for local rates and standards.

E-Z Construction covers foundations, plumbing, electrical, roofing, walls and more.

Circle No. 707

Plastic Wainscoting Paneling

Plastic wainscoting that replicates traditional wood paneling is available from Outwater Plastics Industries, Inc.

Patterned after fine oak woodgrain, the Plastic Wainscoting panel is made of polystyrene and can be painted or stained. It is available in l/16"-thick unfinished pecan-colored 1 2"x36" and 18"x36" panels and a 9"x36" filler panel. A special lip on each panel overlaps adjacent panels for a seamless installation.

Made of Steel

Stainless steel fasteners from Elco Consumer Products, Inc. are reportedly superior to other corrosion-resistant fastening products.

UltraPlus fasteners are used for home exterior maintenance, marine, bath, spa, appliance and machinery repair, and swing sets.

The fasteners come in blister card packaging.

Circle No.710

Also available is a plastic wainscoting outlet bezel for one or two outlets.

Circle No. 708

Stick lt To'Em

A grout sealer applicator has been developed by Groutstick, Inc.

Designed to seal grout four times faster than with a brush, Groutstick reportedly can seal 150 sq. ft. per hour.

Streaking Not Allowed

A stain-removing agent that reportedly won't streak or leave a residue on any solid or stone surface or lami-

Skin-Tight Gloves

A lotion that rapidly absorbs into the outer layer of skin forming a matrix between the dead skin cells is new from Gloves In A Bottle.

Designed to protect hands against most irritants and toxins, including grease. solvents, thinners, paint. industrial detergents and disinfectants, epoxies and glues, cement and lime, gasoline and diesel, Gloves In A Bottle allows skin to breathe and perspire naturally, while it increases the retention of the skin's natural moisturizers. It reportedly leaves no greasy or tacky residue and is non toxic and hypoallergenic.

It cannot be washed off and comes off throush the skin's natural exfoliation prociss, which takes about four hours.

Circle N0.712

The Prying Game

A powerful line of nail pullers with a specially designed flat claw that enables each tool to slip under nail heads without marring the surface is available from Vaughan and Bushnell Mfg. Co.

For use with acrylic or silicone sealers, the applicator comes with one hardened nozzle and two hardened adapters (114" and 3/8" diameters) that will seal up to 10,000 sq. ft. of 8"x8" tile.

Circle No. 709

nate has been developed by Stone Care International, Inc.

Desisned to remove food oils and fingerfrints, Clean Encounters degreases and requires no rinsing after application.

It comes in a pop-up display box containing 24 bottles.

Circle No. 711

Made of tempered steel, Bear Claw nail pullers can be hammered onto a sunken nail and locked onto a headless nail for extraction.

The nail pullers comes in seven sizes from 6-114" to 14-1/4" and weigh from l0 oz. to 2O-3/4 oz.

Circle N0.713

Engineered Hardwood Floor

GenuWood II engineered hardwood flooring has been introduced by PermaGrain Products, Inc.

Available in l4 colors. the flooring's extra-thin veneers are sand-

Featuring a searchable and customizable database of over 300 sources and buyers of (and organizations involved with) certified wood products, version 2.5 has export-analyzed data, improved printing of comparative data, faster criteria searches, more stability, a new system for showing help messages, and variable and user-controllable display of wood species/graphics on the command screen.

Circle No. 715

Snappy Profile

A vinyl window and door profile has been introduced by Alum-A-Pole Corp.

The Pro-Trim 908 brick mold snaps onto J-channels or existing wooden 908 windows and doors.

wiched between a tough 20 mil wear layer of clear textured vinyl and a core offiberglass and vinyl.

Circle N0.714

Revised Wood CD-ROM

A revised Woods of the World CD-ROM has been released by Tree Talk,Inc.

Circle No.716

Audio Internet Advertising

A retail-store audio computer system that produces a continuous program of music and ads that are distributed via an Internet connection to each store has been introduced by TriAd Audio.

The system allows stores to target

audio ads to shoppers in selected stores at specified times. Local news and announcements for communitv events are included and each audio system can operate in conjunction with an existing music service or it can receive its music programming via the Internet.

The audio computer allows the play log at each store to be retrieved daily for proof of advertising performance.

Circle No. 717

Complete range of

Regular deliveries from the Bay Area to Reno

We specialize in pre-priming

We operate an Olympic prestain machine which prestains siding, trim and decking packages with clear, semitransparent and solid stain. We provide a quality-controlled product and prompt service. We prestain four sides which aids durability. The back side is sealed against moisture, creating a longer lasting exterior product.

Ladder Leveler

A ladder stabilizer that has been introduced by W. Taylor Products Co. reportedly attaches to the bottom of

any type or brand of extension or straight ladder constructed of metal or fiberglass.

Constructed of heavy-duty aluminum, the Shur-Foot provides a selfleveling, four-point, non-ski footprint that will secure the ladder on unstable surfaces.

It also enables one person to "walk" the ladder to an upright and stable position without any assistance, while the base remains in its original position.

The standard-duty ladder stabilizer is capable of holding up to 2,900 lbs. and weighs 2 lbs. A heavy-duty or commercial version is designed with a capacity up to 7,900 lbs. and weighs 6 lbs.

Circle No. 718

Coping With Your Hang-ups

A convenient hanger that mounts into a door's hinges has been developed by Hinge-It.

Designed to swing independently of the dooq Hinge-It installs in the adjustable brackets of a door without drilling and hides behind the open door.

iHinge-Itproduct line comes ln many styles and colors for all areas of the home.

Circle N0.719

Hardcore Garage Door

A fiberglass-composite garage door that has the look of wood is new from Clopay Building Products Co. Series 7000 doors have a unique raised-panel, stile and rail design and embossed wood grain. Their fiberglass composite skins reportedly provide remarkable strength that can withstand impacts from baseballs hurled at 80 mph.

Style 7200 has three-layer construction with 2"-thick polystyrene

insulation sandwiched between an exterior sheet offiberglass and an interior sheet of steel with an R-value of 9.1. Model 7400 has three-layer construction with 1-3l4" polyurethane insulation injected betwein iwo sheets of fiberglass with a R-value of 12.2. The fiberglass can be painted or stained to match all types of wood.

Circle No. 720

ffi

13041 Union Ave., Fontana, Circle No. 146 on D. 78

Bronze Flux

A high temperature flux for brazing brass, bronze, copper, steel and malleable iron has been introduced by Superior Flux & Mfg. Co.

EDO RAM,4.3 GB Ultra Wide SCSI hard drive, 4 MB video card, 33.6 kps fax modem with voice, MS Windows 4.0 and a 17" flat screen monitor.

Titana ll 233XLA has 32 MB EDO RAM,4.3 GB hard drive,4 MB video card, 33.6 fax modem with voice, MS Windows 95 and a 15" flat screen monitor.

Circle No. 722

Two Sides To The Story

An enhanced reversible floor mat from Rubber Queen has carPeting on one side and rubber on the other.

Wrap Music

An EZ-Wrap Stretch WraPPer from Air Technical Industries has a 4,000-lb. load capacity, 68" diameter turntable and72" vertical travel which makes it easy to securely wrap any load.

Anti-Borax No. 2 promotes deeP penetration of the filler metal in the joints, producing high bond strength. The flux is active at temperatures of 1400"-2200"F.

Circle No. 721

Computer Jargon

A line of personal computers with Pentium II processors has been introduced by Unicent Technologies.

Titana II 233XLS has a 64 MB

The Reversible II includes a dense pile carpet and a redesigned rubber side with a more contemporary, lower profile channeled design. The mat has been made larger to fit most automobiles.

It comes in two-piece and fourpiece sets in five colors.

Circle No. 723

The 3-hp motor enables users to wrap a load every half-width, fullwidth or double wrap.

Equipped with preprogrammed controls, the device reportedly is easy to operate and allows for customization Tor specific wrapping needs.

Circle No. 724

r Slender shank and blunt diamond Point r Diamond oattern head blends with wood texture. Small head diameter permits face nailing and blind nailing r Annular ring threads preclude nail

alloy.

--

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A new ventilating skylight has been introduced by Velux-America Inc.

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HE 1920s were prosperous times for many in the West, and the lumber industry was no exception. Powered by a robust California housing market, lumber production reached higher and higher levels.

But one skill the lumber industry has typically lacked is self promotion. That, though, was no problem for the charismatic Jack Dionne. In 1913, the young journalist started The Gulf Coast Lumberman in Houston, Tx., providing lumber merchants with news, features, and pep talks layered with homespun humor.

Dionne's reputation as an inspirational storyteller put him in great demand as a public speaker. And, whenever he had a speaking engagement in California, local lumbermen urged him to start a journal for the West.

Looking for a way to escape the summer heat and humidity of Houston, Dionne was receptive to the idea. And he realized that especially in booming, post-World War I California, lumber merchants needed a voice.

Promising to communicate news and ideas to every division of the lumber industry, to encourage industry cooperation, to show lumbermen how to create markets for their products, and generally to invest the industry with enthusiasm, The California Lumber Merchant distributed its first biweekly issue from Los Angeles on July l, 1922. Dionne's first editorial promised to help demolish the "painful modesty that seems to mark the gentle lumber dealer for its own."

Dionne initially opened offices in Los Angeles and San Francisco, Ca., and soon in Portland, Or.

July 1, 1922, Vol. 1, No. 1: Cornell Wood Products Co. of Chicago, ll., makers of Cornell fibre board, seeing an announcement of lhe new California paper in the Gulf Coast Lumberman, wired a request to buy the front cover. Nolhing less. They did, and the tradition continues to this dav.

fire-prone areas of Southern Califomia;

. Cries to make retail yards more inviting to female customers;

. Advice on cross-selling lumber with companion products and on merchandising millwork and other products by displaying them in attractive room settings; Coverage on the importance of reforestation and harvesting "second growth" redwood;

The "bigger is better" success stories of such mammoth, superstore-sized retail operations as Hammond Lumber Co. in Los Angeles and Wm. Cameron & Co. in Fort Worth, Tx.

Times, some say, grew too prosperous. Early in 1928, the stock market began a meteoric rise providing big, quick profits that captured the attention. imaginations and incomes of millions.

Despite the Califurnia narne, the magazine also covered news from the Pacific Northwest, Arizona and beyond.

The magazine, like the lumber industry itself, enjoyed fast growing success through the '20s. Supply and demand often were checked only by distribution. "The California market now is absorbing all the lumber that the steamship lines and railroads are physically able to bring-and crying for more," Dionne wrote in 1922.

The topics discussed in the first issues. indeed. seem timeless:

Efforts to ban wooden shinsles in

So many people playing the stock market on margin and retiring completely from other investment activities put a drag on the lumber business. Dionne saw the stock craze as gambling and in the fall of 1929, commended those who put their savings in bonds: "It means a stout disposition to save rather than waste, and in time those bonds can be used to buy homes."

Then came the crash. "The recession of recent weeks had to come," Dionne wrote. "It isn't the law of economics. It's simply the law of gravity."

He warned a national house cleaning would be painful, but was unavoidable. Noted Dionne, on Dec. 1, 1929: "The liquidation of the stock market continues. The world watches, agape, at the thing that is happening. And naturally, while the world watches. the world does not build."

It'lnHROUGH the early Thirties, the pages of The Merchant, as The California Lumber Merchant soon became nicknamed, were filled with one expert after another claiming an economic turnaround was in sight. Then, several issues later, came the shock of realizing yet another prophecy failed, as business sunk Iower and lower.

The Great Depression struck the lumber industry as hard as any, since nearly 60Vo of all lumber went into construction. As money became tighter, fewer people could afford homes. With supply heavy, lumber companies began cutting production and laying off workers. West Coast mills, which in 1929 operated at 72Vo capacity, ran at 54Vo capacity in 1930,

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Congratuletions to ilhe Merchant Magnzinei on 25 years of exceptional journaliml

January 1,1938, Vol.16, N0.13: The 1930s saw the inlroduction of a revolutionary new product: pressure treated lumber, such as "clean, odorless, paintable, termite and decay resistanl, fire retardant" Baxco CZC from J.H. Baxter & Co., 8an Francisco, Ca.

36.5Vo in 1931, and under 2O7o in 1932. National lumber production, which reached the typical 37 billion board feet in 1929, hit a Depression low of l0 billion feet in 1932-about the same level as in 1869.

Rising unemployment meant even fewer people could buy a home. Housing starts, which had reached to the hundreds of thousands during the 1920s, averaged 26,000 single family residences in 1932,1933 and 1934. "The price of lumber has gone back to levels of 25 years ago," Dionne

moaned in April of 1932. "Twenty-five years of taxbearing, carrying charges, interest charges, protection and care costs, and now-the market prices of 25 years ago; and with nothing like the volume of demand of those olden days."

To get any part of the few jobs still out there, mills had to slash thet prices, even below their cost. Many companies, including giants founded in the 1800s which had enjoyed record profits just a few years earlier, closed their doors.

Layoffs mounted, and with high unemplcyment among skilled laborers, producers slashed their wages. Yet the situation worsened, since aow even fevter with jobs could afford a home.

The Merchanl suffered every bit as hard as the lumber industry and the entire nation, In l925,1he twicemonthly magazine had 162 pages; by 1935, it was down to 24 pages. But Dionne was determined to keep both The Merchant and the Gulf Coast Lumberman afloat despite the fact that so many of his advertisers were going out of business. He decided to no longer pay himself a salary. While continuing to shoulder his responsibilities as editor-publisher of both journals, he supported his family by working as a lobbyist for a group of Houston oil firms.

Recovery came slowly, after Franklin D. Roosevelt became presidrlnt and initiated a series of aggressive programs to put the country back to work. Some worked (valuable public works projects), others didn't (a minimum lumber price code eventually was interpreted as price fixing and ruled unconstitutional). But through it all, an industry and a country survived.

lT-

L HE dav the U.S. entered World War II, 700 miles off San Francisco, Japan sunk a 2,140-ton freighter carrying a cargo of lumber for the U.S. Transport Service. During the next lwo weeks, three other lumber ships were attacked but made their way to port, including McCormick Steamship Co.'s freighter Absaroka with a cargo of 5 million feet of lumber. Torpedoed off the California coast on December 24. 1941. it was towed into port by two Navy tugs.

January 15, 1943, Vol.21, No. 14: During the War, several lumber companies, such as Wendlino Nathan, E.J. Stanton and Macklanburg-Du-ncan, regularly advertised that they coLildn't sell readtrs their products becausir all production was going into defense.

ucts to their customers. Then there were additional restrictions on trucks and delivery, and shortages of gasoline, manpower and lumber itself.

ffi$:dr:n*iir*ffi } 4ffi

Wood products would play a vital

ping crates, tank models, troop housing, Army laundries, hospitals, portable bridges, recreation centers, laboratories, chapels, offices, mess halls, naval air bases, hangars, ships, drydocks, shipyards, defense factories, scaffolding, wharves, pontoons, ties, poles, props, anti-tank barriers, shoring, shelters, lockers, gas mask filters, lifeboat covers, plywood to black out windows, and thousands of other uses. By late 1942,997o of all U.S. lumber shipments went into war, defense and priority-controlled essential civilian uses.

It took just two weeks in 1942 for Weyerhaeuser to build a special mini-sawmill in Longview, Wa., install second hand machinery and begin producing special timber for aircraft lumber. A few months earlier, Penberthy Lumber Co. opened a new yard in Los Angeles exclusively to remanufacture, process and dry airplane spruce lumber for the glider and aircraft program. The next year, Batr Lumber Co. converted its Santa Ana, Ca., yard and mill to produce barges.

Ironically, the lurnber industry, which had long derided substitute materials for encroaching on its markets, now saw wood being called to play roles always filled by steel and other "war metals." Wood was used to produce explosives, rubber, flour, glass, photographic supplies, dyes, clothing, motor fuel, even food.

Wood technology exploded, as researchers began treating, twisting, laminating and otherwise controlling the shape and strength of wood in order to make it serve war purposes that were undreamed of months earlier.

Not every sector of the industry thrived during the War. On April 9, 1942, the War Production Board outlawed all construction not essential to war effort since it diverted labor, materials or equipment. Building already in progress could continue, rigidly controlled, but no new projects costing over $500 could be started. The freeze made it illegal for retailers to sell their prod-

"The manufacturers have no serious selling problems," Jack Dionne wrote in The Merchanl, which throughout the War featured a regular Honor Roll of Lumbermen in the Armed Services. "Theirs is now a problem of intelligent supply. Their brains and energies are devoted to trying to meet the exigencies of the situation in the best possible manner."'

\x7

VV HeN World War II ended, the U.S. faced an unprecedented shortage of housing brought on by 16 years of depression and war. During the next 10 years, more than 10 million American families would become new homeowners. Annual housing starts exceeded 1 million in 1950. and never looked back. For the first time, home ownership surpassed 60%.

Like the U.S. itself. the nation's 26,(n0 lumber retailers prospered. They became more efficient and reduced handling costs through the development of mechanized and time saving equipment, improved methods of inventory control, and the continued training of the more than 100,000 men hired by retail yards after the war.

Sales were also aided by a record birthrate, low-interest. lowdown payment government loans, a surge in remodeling, and the emer-

July 15, 1956, Vol.35, No.2: Gordon-MacBeath Hardwoods sometimes stressed the unusual, such as top quality imprted bamboo poles" in random diameters and lengrths.

gence of a new customer, the *doit-yourself enthusiast. "

With defense spending remaining high, keeping steel in short sup ply, wood technology research continued strong after the war. The development of the TECO ring connector helped enlarged lumber's use as an engineering material, while strides made in perfecting glues and gluing techniques created glue-laminated members, opening up countless more uses for wood. Glue-laminated beams, trusses, columns and solid members could be built up in an endless variety of sizes, shapes, lengths and styles.

The wood products industry played a vital role in rebuilding America. As the then-president of the National Assn. of Home Builders told lumber merchants in 1955: 'Tn providing good homes, good designs and good values, we are making it possible to build better citizens and a better nation for us all."

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HE lumber business has never

been the fastest changing of industries. The country was sharply transformed from the domestic Fifties to the turbulent Sixties, and the lumber industry slowly followed.

'lVomen had infiltated the business, but most held clerical positions. Since the Hoo-Hoo lumber fraterniw allowed only male members, femalei started the Hoo-Hoo-Ettes.

In 1960, lumbermen decided to honor women in the industry-with a beauty contest. During Forest Products Day at the Califomia State Fair in Sacramento, following tree-topping, log-rolling, axe-throwing and bucking demonstrations, a standingroom-only crowd of 7,000 gathered for the highlight of the evening: rhe crowning of the Queen of the Forest.

A field of I I evening gown-clad contestants had to submit a photo of themselves and a short composition on "What the Lumber Indusbry Means to

Me." Wrote one hopeful: "As long as msny can build for beauty and permanence, rather than crude necessity, the world is a good place."

The winner was Shari Britt, an employee of Twin Harbors Lumber Co., Arcata, wife of Eureka lumberman Robert Britt, and officially described as "a brunefte chartrler."

She wrote: '2x4, 1x6,.4x8, studs, sheathing, joists, Utility, Standard, Consfirrction, truck and trailer, N'WP, SU, prompt shipment, 2Vo l0 days, Net 30-these are more than just familiar tenns of the ftade which I type daily otr orders to the mills and invohes to our customers. They are vital compnents of the products which make pssible homes, schools, churches, ad infinitum, so essential in ttre growth and prosperity of a community."

The Merclnnt reprinted her speech, right after a not uncommon ad of the period: a Latin beauty in a skimpy leopard-skin bikini hangs seductively from a tree, to sell hardwood plywood.

Coast forest products

October 1, 1960, Vol.39, No.T: The Merchant even covered the coronation of rovallv, saluted here by Durable Plywood Sales Co. '

HE Sixties and Seventies were tines of great change lbr the' lunrber industry. as well as for fllc Culil'rtrnia Lunther Mu'r'hant. Dealers and rvholesalers began devoting more selling and storage space to other building rnaterials, and the housing boorn expanded to rvider and wider markets. To reflect these trcncls, the magazine changed its name to The Westt'rn Lttrnber & Buildirt,q Matt'rials Mercltuttt. which was later sholtened to its longtiure nickname, Ilre Merchctnt Maga;inc, in 197-5.

The job of publisher had been passed fronr fonnder Jack Dionne. who diecl in 1966. to well known lr,rmberman A.D. Bell, Jr., and in 1975 to current editor David Cutler. who joined the company in 1962.

Many of the afticles of 2-5 years ago seem strangely familiar: "Tying Electronic Data Processing into Your Accounting System," "Are Steel Studs Really Cheaper?," "Metrics Make Sense." "Can the Independent Hack [t?" and "Find your market and serve itl"

One of the most popular sections was New Products. which provided retailers with a first glimpse at innovations which often became staples of their business. The Me rchant offered, an early peek in.

....Iuly 1970 at Potlatch's EMSR structural wood, white fir laminated beams produced using electromechanical stress-rated lumber.

...September 1970 of Boise Cascade Building Products' unique laminated roof and floor decking.

...February l97l at American Wholesale Hardware's revolutionary inventory program fcaturing computer-coded labels.

...June 1971 of American Forest Products Corp.'s 4-ft. square redwood patio panels.

...August l97l at early prefinished wood windows and patio doors from Marvin.

...October l97l of Celotex's new single-strip asphalt roofing shingle with the shadow line and random pattern of shakes.

August

...February 1972 at Great Neck Saw's revolutionary magnetic stud finder and Sierra Pacific Industries' new vinyl-wrapped moulclings.

...March 1972 of weather-resistant extruded PVC fencing ihrnr Harvei.

...October 1972 at Diversified Elcctronics' lnstaMator. a primitivc electronic estirnating system with memory storage capability of up to 120 take-offitenrs.

...November 1973 at a conservation-fiiendly toilet from Borg-Warner

that used siphon-jet llushing action to save water.

...January 1974 ol stnaller. nrolc easily rnaneuverable f orklifts from White Materials Handling.

...Nlarch 1974 at Jarke Cotp.'s improvcd cantilever racking featuring adjustable arms.

...June 1974 at Andersen's low maintenance Pernta-Shield windows.

...September 1974 of a ncw early warning honie l'ire alarm lrom Kwikset that detected combustion before there was any noticeable smoke or flames.

...November 1974 at the first tfadesman's level niade oJ' urethanc and aluminum instead of wood. produced by Pro Products.

...January 1975 at a new fire retardant fiberboard panel front Honrasote.

...March 1975 at a Gcnie radiocontrolled automatic garagc door opener fbr d-i-y installatron.

...May 1975 of Louisiana-Pacific's Humboldt fire retardant tlakeboard.

...I)ecemtrer 1975 at the lronwood single-piece, all-steel garage door fronr Stanley and aluminum roof shingles with the texture and grain ol'handsplit wood from Alcan.

...January 1976 of CertainTeed fiberglass insulation in 6"-thick rolls fbr easier handling and saving space.

...May 1976 at Yale's flrst gas and LP-gas industrial trucks with electronic ignition systenls.

1974, Vol. 53, No. 2: The venerable Burns Lumber Co. touted its oolden anniversary just two years aller The-Merchanl celebrated its 5Oth.

NT\ l[ HoucH the Eighties may be remembered as the Decade of the Home Center, in reality tbe consum-oriented home improvement store was born yeam earlier. At the time, lumberyards catered to the professional, selling to homeowners condescendingly.

In the early 1960s, some retailers began to recognize the potential of the d-i-y market. They altered tbeir floor layout and store houx, and began promoting to the public. ,' Suddenly, homeowners could find lumber priced by the piece rather than the board foot and paneling priced by the panel rather than the square foot. They could roll dimension lumber, insulation and other building materials right out the front door instead of waiting for a ticket to be written and the mercbandise tallied from the yard.

The new store hours allowed consumers to shop both after work and on their days off. Retailers added new departments, visual merchandising and colorfrrl tabloid advertising. Store sizes grew to 20,000, 30,000, 40,000 square feet. Lumberyatds became horne enters.

In 1980, Tfu Merchanr enlisted consultant Bill Fishman to write a monthly column, "Homg Center Merchant." His first article cited six success stoties: Ernst, Ole's, Handyman, Builders Ernporium, Grossman's, and Pay 'n Pak.

Soon after, a new chain was born that would redirect the home center trend and help pul those six success stories out of business. Based in the South, the company wasn't mentioned in our western magazine until a short item in the News Briefs in September 1983: "Atlanta-based Home Depot is negotiating to take over two ex-Woolco buildings and a Price Club location in the Greater Phoenix, Az., metro area for three warehousetype home improvement stores..."

Within months, Home Depot announced plans for 20 new stores a year, including 100,000+-sq .ft. units in California. Competitors clamored to mimic the chain's successfu I warehouse- si zed f orntat.

Imitators copied their merchandise mix, skyhigh steel racking, lumber carts, mousetrapping layout, ad format, shelf pricing, price guarantees, longer hours, service desk, brand names painted on the interior walls, orange-stenciled signs, and aproned employees.

But, in most markets, Depot seemed to do it all a little better. By the end of the decade, Home Depot had grown to #2 in industy sales, with its 80-some stores doing nearly as much business as industry leader L,owe's 30Gr units.

Independents and smaller chains that Uied to compele head to head with Depot, typically on price, began to drop. Ironically, rnany independents began to realize that one of the best ways to suryive in the chain's shadows was to return their focus to professionals.

0ctober 1986, Vol.65, llo. 4: Frost Hardwood celebrated its 75th anniversarv bv recalling its original San Diego, Ca., yaid,'cunent Hq., and its new base then under conslruction.

Tr\ tK.

It-rY 1990. war had been declared on the timber industry. Environmentalists, in recruiting the Northern spotted owl as their poster child, had put a sympathetic, big-eyed face on their radical anti-logging crusade.

Unlike the reserved industry, the preservationists were not publicity shy. They waged their battle in the press, in schools, and, ultimately, in courts, tying up countless legally-approved timber harvests through drawn-out lawsuits and hearings.

In June of 1990, the U.S. Fish & Wildlife Service listed the spotted owl as a threatened species, which translated into millions of acres of public and private timberland being placed off limits to harvesting. That year, 50 sawmills, plywood and veneer plants closed in Oregon, Washington, Idaho and California. Another 50 closed in 1991. Partial closures decreased production in the region by an equal amount.

radiata and southern yellow pines, and substitute materials, like steel and plastic. More significantly, low supply encouraged better use of every inch of every log. New engineered wood products, stronger, longer and more available than their solid wood counterparts, came into their own.

Tighter supply also brought the industry closer together. Forest products companies began co-sponsoring promotional and educational campaigns, associations, videos, tours, ads, even sing-a-long tapes and coloring books for grade-schoolers, all to tell their side of the story. The public had to leam to take care of and better utilize a resource, not lock it up.

Noted Paul Ehinger in The Merchant in 1991: "The forest products industry in the Pacific Northwest is going through the most traumatic period of timber supply change in its history, (and) the problem continues to worsen. As always, the consumer and taxpayer will pay the'rltiRushing to fill the gap were altemate species, such as mate cost of federal timber management policies."

I990u

July, 1991, Vol. 70, No. 1: Osmose joined The Merchant and the nation in welcoming our trooos back from lhe Persian Gulf.

Hardwood, Collins Pine Company, Collins Products, L.L.C.

i1-\ \lr ueru, &nge has acc€lerared at such a breallneck pace thc few fqecaet€rs are willing to speak witr nruch detail or certainty on cfu fu lurnber and building rnaterials i*stry will l,mk lik€ far into the next. millennim.

Yet, two years ago, Tlw Merchant M agazine editor-publisher David Cutler stood alone, bravely forecasting25 years into the future:

"FORECAST #1: The oh-so-fragile Environment, after 7,000 years of betlcring by humans; ju*t nimply dries up and blows away.

FORECAST #2: President of the United States Sonny Bono, using

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REDWOOD SPECIALISTS

John Wilton

Ray Ryan

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Jeff Martarano

Apn{l 15,1954, VoL 32, }b. 10: Forty yesrs ago, L.J. Can, gereral managor of LJ. Cdr C0., forecast thal in the year 20(M A.D. numorous Abrnh ASe advancements wqrld improve timber qlality and eliminate forest diseases, inddrq logging beirU perfrymed by gigantic alomic-powered heli$pters wifl electmnic mechanism lo uoft and set tDoks and chokers," accounting techniques learred during his Hollywood days, decrees home mortgage interest rates can't exceed one percent per annum.

FORECAST #3: Earlier shomages of old growth timber are solved when scientists find that Douglas fir and southern yellow pine trees grow !o 100 foot heights in three weeks when fed on a diet of Geritol, Jack Daniels andZantac.

FORECAST #4: The Great American Public, tired of shoppiag af big box warehouses, now only patronize local lumber dealers with three or fewer employees.

FORECAST #5: The Sierra Club and The Wilderness Society, finally exposed as self-serving commercial enterprises with no real interest in Saving The World, have been sold !o a consortium of five big forest products companies. Early reports indicate the two enviro groups will soon begin selling aluminum siding.

FORECAST #6: Treared wood, known for decades as a valuable and safe product, additionally has been discovered to be good to eat and so nutritious and delicious it now comes in chocola0e, vanilla and lennon-linne flavors.

FORECAST #7: Fnrsnated by slow truck and train deliveries, all lumber is now shipped by air freight, with local deliveries exclusively via helicopter."

Then again, our industry in the year 2020 will look a 'little more like today's. All the lumberyards and home centers will be wholly-owned subsidiaries of either Time lParner or the Disney Co., which will take their best salesmen nnd clone them. Whatever the changes, The Merclant Magazine will be there to report them. It has ben an interesting 75 years, so far.

Congratulations to Dave Cutler and The Merchant Magazine

"W'here Dependable Service is More Than a Phrase"

Fire ln The Lumber Yard

Fire is the black shadow that falls across every lumber and wood products operation. It has been the scourge of operators from the earliest times and remains so today despite high-tech efforts to limit its deadly touch.

While relatively rare today, the lumber yard fire was a far more common occurrence in the past. To some oldtimers, it was considered practically inevitable. Today, we know better. Yet even the best run companies can suffer from fire as the adjacent photos show.

In June, 1969, Capital Lumber Co.'s Phoenix, Az., yard was levelled by fire. It was rebuilt and subsequently

expanded. At the time, it was the firm's only location' Today, Capital Lumber Co. has other distribution centers in Albuquerque, N.M.; Chino and Healdsburg, Ca'; Lubbock, Tx.; Denver, Co., and Salt Lake City, Ut. In addition, it has wood products manufacturing plants in Healdsburg and Sacramento, Ca.

CAPITAL'S rebuilt yard, two years atter their fire. The facility has since been expanded. Company founder George Gaskin (right) is seen here in January, 1968.

PHOENIX, the mythical bird, arose from the ashes of fire, only to gain strenoth. Phoenix, Az.,'s Capital Lumber Co. did likewise atter their facility wa-s razed in 1969. The lirm has since expanded and grown many times since sutfering a devastating fire.

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JULY 1882 WHOLESALE orice list from thenone-vearold Gardiner Batchelder & Welles of Lyon-s, la., reveals a slight degree of inflation during the last 115 years. The pockefsized, 3-1 /2 inch wide by 6-1/4 inch high brochure was supplied by Denny Curran, Evergreen Lumber & Molding, Orange, Ca.

Survivors of the OId West

By Shawn Millerick Louisiana-Pacific

rltHREE

Southwestern lumber yards

I helped shape the past and continue to flourish in the present. They are:

These companies have endured two World Wars. the Great Depression, and have all reached the century mark. One thing they also share is a visionary founder who moved westward like so many true pioneers.

One of these men who moved westward in the late 1800s was A.C.

LTI. - TL Long IIarrI - SIeoil lfarrl

Houston, who founded A.C. Houston Lumber Co. in 1884. Houston's journey began in Oklahoma and the Texas Panhandle where the company followed the western expansion of the railroad and cattle market. The only way for Houston to serve his growing number of customers was to open lumber yards in more than 100 locations across the old west.

In 1926, the business was passed to his son Max. The company almost failed in the Great Depression, but through good management and sheer determination it pulled through.

In the 1940s, the company consolidated and a search for a new market after WWII brought them in 1948 to Las Vegas. They arrived there about the same time as gangster Bugsy Siegel.

Today, A.C. Houston yards are found in five states. The corporate headquarters is in Kansas, but half of the company's 400 employees work at their largest operation in Las Vegas.

Ganahl Lumber Co. is the oldest lumber yard in Southern California. It also began in 1884 when Christian Ganahl moved west from St. Louis. A lumber company in Los Angeles was for sale and he seized the opportunity. The C. Ganahl Lumber Co. flourished, serving customers among the 22,0O0 people who made up Los

Brokers: Louie Buschbacher, Ken Zyvoloski, steve webb, Guy stanton, .tim Stanhope Office Manager: Carla Renick

Angeles. Although it was small at the time, there was a considerable amount of building and many people were moving west. Railroad transportation to California from New York was $1.

By 1904, Ganahl had added two more yards, one in Anaheim and another in Los Angeles. Two years after the Anaheim operation opened, Christian took another risk and added a new product-plywood.

Up to this time, building materials were transported by horse. It wasn't untll 1922 (the year The Merchant was founded) when Christian's nephew, Ernest, joined the firm that trucks were first used for deliveries.

ln 1927, Ernest opened a yard in the mountain resort town of Lake Arrowhead. During the Depression, the Arrowhead yard thrived because the movie industry was booming and Hollywood stars were building summer homes. In fact, sales at

the Lake Arrowhead yard were higher than those in Anaheim during the Depression and they carried the company through this dark economic period. This was quite an accomplishment considering the Arrowhead yard was only open six months of the year and the only way to get up and down the mountain was a two-lane gravel road.

In 1934, Ernest completely took over the firm and eventually changed the name to Ernest Ganahl Lumber.

After WWII, Ernest's son, John, returned home and joined the family business. Ernest passed away in 1959 and John assumed full control of the company. In 1964, John changed the name to Ganahl Lumber Co.

The Seventies was a time of growth for Ganahl Lumber. A third branch yard was established in Corona when the family purchased a Hayward Lumber Co. yard.

(Please tum to next page)

GlNlIl'S Lake Ane*6..0, C.a., yard kept the company afloat during the Great Depression,

76tLt A^^i"*ns&ny

of the company at age 27. That year, his brother, John, joined the company and is now the c.f.o. Peter and John purchased Garden Grove Lumber in 1984.

For two years, Ganahl Lumber was a four-yard chain until a fire destroyed the Lake Arrowhead yard in 1986. The purchase of a yard in Capistrano Beach in 1995 made them a four-yard chain once again.

The history of the The Terry Cos. began in 1886 when

John Francis Mullin moved to Los Angeles to start his career. He first worked for San Pedro Lumber Co., but subsequently formed a partnership with William F. Montgomery to found the Montgomery-Mullin Lumber Co. The venture prospered and expanded to nine locations. Due to Mullin's failing health, the business was sold in 1918.

Russell B. Mullin, John's eldest son, was demobilized from the U.S. Army at the end of WWI. He returned from Europe and decided to go into the lumber business for himself. He had been the manager of a small yard before the war and with the aid of his father, purchased the Burbank Lumber Co. in 1919.

In 1922, John and his uncle Wayne Mullin purchased another yard and in the following years, four more yards

ROLISooWHEEIS c Plckrup

W|TH

BURBANK Lumber Co. (above) in about 1910, nine years before John Mullin bought it. (At right) Burbank Lumber a few decades later.

another yard and in the following years, four more yards were added to the Mullin Group. Russell Mullin's other son, Terry, became manager of one of the yards known as Tarzana Lumber Co. The name was later changed to Terry Building Center, and then to Terry Lumber Co. of Tarzana.

Under Teny Mullin's leadership the company grew and one-by-one other companies were added to form what is now known as The Terry Cos. They currently operate 14

We Don't Make This Stuff Up Dept.

yards, two wholesale companies, and a custom planing mill. In recent years, Terry Mullin's two sons, Tom and Russell, have joined the company in executive positions.

A.C. Houston, Ganahl and Terry are proud of their histories as well as their honesty and integrity among their customers. They remain true to the customer service traditions of the past, while responding to the demands of the present. They are fine examples of "hand shake" businesses.

Alout three months laler, a nice no& of thanks arrived from the

lf you enioy tolking lumber with people who know how it's produced, where it's produced, ond who produc€s il, coll us. We hove over 175 yeorsr experience ot your disposol.

Outsourcing: New Retail Management Tool Helps BoostProfitability

The next time you think about should be doing exactly the opposite," for as long as they need. Outsourcing adding new full-time staff to handle a says Donald J. Fletcher, president of of staffing also illows you to avoid growth in sales, or adding space to management consultant George S. costly benefits. hold an increase in inventory, you may May International Company. Capabitities _ Outsourcing enables want to consider one of the new trends "Inventory, facilities, even people "u"n-r'n" smallest company to have a in managementoutsourcing. have a price tag attached to them,"ie ;k;;g expert, researcher or spe_

Before you dismiss it as the latest adds. "You don't wantto own a.build- ;il;;; staff. While it may nor pay management fad, consider that funds ing or pay a salary year around wh.en i";t;" ;" ..own,, that person, you can spent on outsourcing are expected to you only need the person or facility ;i"rit;it"texpertisewithoutaddingto triple to nearly $300 billion annually part of the year. Fixed costs are a vou. pavrott by the year 2000. financial drain on companies, particu- '-;': - whin used properly, outsourcing larly those that a.e giowing ''upiarv

can enable a company to reduce costs and need good cash flow" and create a compeitive advantage. The eiplosion in the outsourcing

needs, pouring cash into buildings

According to one senior management market .uk", it possible for nrun! i"l "?1 match your company's longconsultani, outsourcing can m-ake or business owners to realize aru-utii term plans' when possible, focus on break many companieJwhen times get cost savings, Fletcher u"ri.""r. 1"09",i1g inventory (another cash tough.

Following aie several of his rugg"r- frain] fo minimize the need for addi-

,iWhen business is booming, the tions: - --oo-- tional facilities' When more space is temptation is to hire more staff, build a needed, you may lease and still avoid new factory or warehouse, and bring Staffing - The use of independent long-term obligations' moreof thebusinessin-housetobetter contractors provides employers the Services - Some services may be control costs. In many cases, you flexibility to hire when they need and cheaper or easier to handle outside your company. Human resources

your needs and expectations clearly, and that both sides agree on schedules, compensation and criteria for satisfaction," Fletcher says.

Words For Selling

( Continued from page 4 I )

can't expect me to talk to people I don't know!"

Just as you got id of selling, now eliminate the word stranger. Explain to your employees that we all share the same anxieties and hopes when acquiring goods and services. Explain that we all hope to talk with someone who is courteous, who is very knowledgeable about the producUservice, who is attentive and asks sensible questions, and who truly wants to help the buyer make the right choice. Employees who understand this often will find that their prospective customers suddenly become customers.

Choose your words carefully when hiring, training, and motivating employees. Forget about "selling" and ask first, "If you come with us, we'll expect you to talk with customers and with prospective customers. Can you do that?"

When the reply is a quick, "Yes," you probably have found someone who will be an asset to your company.

To those who hesitate, suggest they seek employment at your nearest competitor. Chances are they will blend in nicely with all the others employed there.

PWFs Survive Floods

During recent floods in Fargo, N.D., Permanent Wood Foundation homes weathered water infiltration as high as 41 inches without suffering structural deflection, bending or other problems, according to inspections by the Southern Forest Products Association.

Conversely, many conventional basements, typically concrete block, caved in or the house floated off the foundation.

OtsITUARIBS

Robert "Pattt Patterson, Sr., 79, founder of Central Vallev Builders Supply, St. Helena, Ca., died of heart failure March 27 in Napa, Ca.

During WWII he served in the U.S. Marine Corps. in the South Pacific. He later founded Central Vallev in 1955 and operated it until 1973,-when his son took over the company and he became chairman of the board.

Daniel Cudahy, 69, founder and retired president of Cudahy Lumber, Hillsboro, Or., died May I in Portland, Or.

Bom in Portland, he served in the U.S. Army before founding his company in 1963. He operated the company until 1994, when he retired and became chairman.

in cooperation with the major engineered wood products manufacturers '

Hardwood Plywood Buyers

A 156-p. hardwood plywood and veneer buyer's guide is $5 from the Hardwood Plywood & Veneer Association, Box 2789, Reston, Va. 20195; (703) 435-2900.

An Abrasive Tone

An abrasives brochure is free from Uneeda Enterprizes, Inc., 640 Chestnut Ridge Rd., Spring Valley, N.Y. 10977; (9r4J 426-2800.

:1C*mplete Line $f {luality

In Case Of Emergency

A 68-p. emergency lighting brochure is available from Prescolite. 7251 Doolittle Dr., San Leandro, Ca.94577; (510) 5623500.

Fenced In

A six-panel fencing, banister and trellis pamphlet is available from Abode Lumber Corp., 4872 Topanga Canyon Blvd., Ste. 410, Woodland Hills, Ca. 91364; (800) 521-3633.

Decked Out

NWWDA Member Directory

The 199'l membership and product directory of the National Wood Window and Door Association is available from 1400 E. Touhy Ave., Des Plaines, Il. 60018; (847) 299-5200.

D-l-Y Plans & ldeas

A set of 16 d-i-y plans and two idea books are $6 from the Western Wood Products Association, 522 SW Fifth Ave., Ste. 400, Portland, Or.97204; (503) 2243930.

Interactive Building Products

An interactive building products CDROM is new from ABTco. Inc.. 3250 W. Big Beaver, Ste. 200, Troy, Mi. 48084; (800) 521-4250.

G-P CD-ROM Product Info

Sales Strategies

A 132-p. "Marketing Plans for Growing Sales" is $80.25 from the National Association of WholesalerDistributors, 1725 K St. NW, Washington, D.C. 20006; (202) 872-0885.

Rolling On Up

A 4-p. roll-up door brochure is free from Woodfold-Marco Mfg., Inc., Box 346, Forest Grove, Or. 9'1116; (503) 3577181.

Roofer's Delight

A l2-p. roof window and skylight catalog is free from Roto Roof Windows, Box 599, Chester, Ct. 06412; (800) 2430893.

Software Product Directory

An 84-p. software product directory for builders and remodelers is $22.50 from Home Builder Press, 1201 l5th St. NW, Washington, D.C. 20005; (202) 8220394.

Pallet Pleaser

A 6-panel pallet truck brochure is free from Hyster Co., 10701 Hampshire Ave. S., Minneapolis, Mn. 55438; (800) 497837 1.

The 120-p. "Advanced Deck Building" is $16.95 in hardcover, $14.95 softcover from Black & Decker, 5900 Green Oak Dr., Minnetonka, Mn. 55343: (800) 3280590.

Power Lifter

An 8-p. heavy duty forklift brochure is free from Nissan Forklift Corp., 240 N. Prospect St., Marengo, Il. 60152; (815) 568-006 1.

A CD-ROM educational program with 23 product modules is $2,000 (or $99 for individual product modules) from Georgia-Pacific, 133 Peachtree St., N.8., Atlanta, Ga. 30303; (770) 221-2323.

Hem-Fir Species Book

A 20-p. hem-fir species book is $2.50 from the Western Wood Products Association, 522 SW Fifth Ave., Ste. 400, Portland, Or. 97 204; (503) 224-3930.

A Closed Deal

T\e 192-p. "Closing Strong: The Super Sales Handbook" is $17.95 from MBA Publications, Box 50, Kitty Hawk, N.C. 279a9; (800) 26r-7613.

Oklahoma City Bombing

"Lessons from the Oklahoma City Bombing: Defensive Design Techniques" is $44 from the American Society of Civil Engineers, 1015 15th St., NW, Ste. 600, Washington, D.C. 20005 ; (202)'l 89 -2200.

Tooled For Perfection

An 80-p. power tool catalog is available from S-B Power Tool Co., 4300 W. Peterson Ave., Chicago, Il. 60646; (773) 286-7330.

Broiling Hot

A 4-p. gas-fired hot water residential boiler brochure is available from HydroTherm, 260 N. Elm St., Westfield, Ma. 01085; (413) 568-9571.

lnsulated Against The Cold

A revised insulation/finish board brochure is free from The Celotex Corp., 4010 Boy Scout Blvd., Tampa, Ft.33607; (8r3\ 873-4230.

And thot's vhy Lumbermen s Undervriting Allionce is proud to dnnounce its nev line of generol licbility commerciolouto ond umbrello coueroges. No* you cdn receive the some quolity services for your commerciol corrolty needs ds you hove vith LUA'r property ond *orL.rs compensdtion coverdges.

Coll todoy to houe one of our representotives reviev your business insuroncc needs.

PRopnnrv

Wonrens' CorrrpeNSATIoN

GpNenel LrrsrLrrv

COtvttrlBnCIAL AUIO

UunREr,r,R

EXCELLENT OPPORTUMTY

Northern California distribution facility - 14 acrcs - reman plant - 40lK plan - insuranceTop commission plan. Seeking motivated professionals with the ability to work in an aggressive team environment. Your inquiries will be held in confidence. Send resume to: Siskiyou Forest Products, P.O. Box 2000, Woodland , Ca. 95776.

OUTSIDE SALESPERSON wanted. RJW Lumber Company is looking for a qualifiedi/ experienced salesperson to work in the "Greater Bay Area" of Northern Califomia. Knowledge of single and multi-family construction along with knowledge of lumber and plywood and the ability to service tract developments is a must. We are a supplier of pr€-cut framing packages, engineered wood products, as well as a manufacturer of both floor and roof trusses. Salary, incentives, benefits. Resume to Sales Manager, P.O. Box 608, Healdsburg, Ca. 95448.

NEW CUSTOM MILL in Spokane, Wa., looking for an operator to run a Weinig Moulder. Good compensation, benefits. Ground floor opportunity. Northwest Custom Millworks, (509) 892-6434. Ask for Jim DeWalt.

LUMBERTRADER

Rain Forest Lumber Co. (RFL), a specialty products wholesaler established in 1982, seeks experienced lumber traders. If your potential is being limited by restricted customer or mill contacts, we should talk. Our desire to grow is an opportunity for you. Generous commission schedule and benefits. Relocation reimbursements for the right candidates. Mail resume to RFL, P.O. Box 361, Lake Oswego, Or.97O34, or call Dan Rice at (800) 547-1929 or (503) 684-W74..

Twenty-five (25) words for $23. 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: 945 camera-ready, $55 ifwe set the type. Names of advertisers using a box number cannot be released. Address replies to box number shown in ad in care of The Merchant Magazine, 451X) Campus Dr., Suite 480, Newport Beach, Ca.9?,66,O. Make checks payable to The Merchant Magazine. Mail copy to above address, FAX to 714-852-0231 or call (714) 852-1990. Deadline for copy is the 25th of the month. PAYMENT MUST ACCOMPANY COPY unless you have established crcdit with us.

PROFESSIONAL LUMBER TRADER

Southwest Portland, Or., wholesale company is seeking experienced lumber and plywood traders with a customer base that wants well established and financially stable company, with room for their traders to gow. Excellent compensation package and benefits. Fax resume or letter to 503-682-9552. Attn: Steve.

PAN PACIFIC Forest Products, a growth company celebrating its l0th anniversary, is seeking professionals to join our sales force. Establish your exclusive customer base from one of our three offices in Oregon or one in Florida and enjoy one of the industry's best compensation packages. If you have professional sales experience and are interested in joining our respected team, send your resume to: Pan Pacific Forest Products, Inc., P.O. Box 1507, Bend, Or. 97709, Attention: Sales Manager, or call Ron Hanson, (800) 776-8131.

SAROYAN LLJMBER CO., California's leading manufacturer and wholesaler of hardwood lumber and millwork, seeks aggressive, self-motivated sales representatives for Northem Califomia, Southern Califomia and Nevada territories. With unparalleled sales support and eaming potential, both outside and inside positions are available. For confidential consideration, contact Perry Makins, (800) 624-9309.

INDUSTRIAL SALES position: California

Timberline Wants You! If you are highly motivated, aggressive and well versed in the ways of wood, then listen up. As Southern California's leader in softwood lumber and milling for over 20 years, we know the importance of building and maintaining relationships as well as upholding high standards. Ifthis sounds like you, then please FAX us a r€sume for confidential consideration to 909-591-4818, Attn: Greg Hexberg.

RED\ilOOD: Old growth, tight ring, all clear heart vertical grain redwood. $2.30/BF. Phone or FAX (909) 982-61l5 for more information. Up to l8' lengths, up to I l" widths -2-114" to 3" thick.

VINTAGE DOUGLAS FIR DECKING.

3"x4" 3' to 20' T&G DF floor deck. Grade is equivalent to D Clear. Stock is over 100 years old and is in excellent condition. Manufactured to lay up as 4" thick floor. Price is $375lm F.O.B. Bend, Or. Deschutes Pine Sales, Inc., (8oo) 547-5660.

CUSTOM MERCHANT BIIIDERS

Protect your valuable copies of The Merchant Magazine with our new, high-quality binders. Easy, efficient ref'erence, right on your shelf. Attractive, organized storage, with the look of leather. Color is Merchant red with logo in tasteful, gold lettering. Each binder holds one full year of magazines. An Information Age must. Price is just $11.95 plus g3 for postage and shipping. Calif. residents add7.75Vo sales tax (93f). Send cash, check or money order to The Merchant Magazine, 4500 Campus Dr., Ste. 480, Newport Beach, Ca. 92660. Please allow 7 working days for delivery.

lleue gou trlad s clssslflod? Just $21tor 25 mnfs

Would you invest less than a dollar a month to help you make or save hundreds, or even thousands of dollars?

It's no secret. The successful people in our business share one common characteristic. AII of them are eager seekers of news, information, facts and ideas that can help them do a betterjob every day.

That's why they subscribe to The Merchant Magazine. They know it contains ideas that can make them money as well as save them money. Each issue contains the latest in industry news, news of people and companies, plus New Products, New Literature, and articles and tips on how to manage, market and merchandise.

A small investment of $11 brings you L2 monthly issues. Just filI out the form below and join the successful people in our business.

WEATIIERED, TWISTED OR USED LUMBER. Plywood blows, used or trims. Carl Hanson, (619) 661-2510. FAX 619-6615547, San Diego, Ca.

LOCAL LUMBER hauling Southem California roller bed truck and trailers and bobtails radio dispatched. Rail car unloading at our spur in Long Beach, Ca. 3-C Trucking, (310) 4220426.

-SOUTHERN CALIFORNIA

GREATER SAN FRANCISCO BAY AREA

Baxter & Co.. J.H....

Bio Creek Lumber C,o

Caldwell Buildino Wreckers........................... Wreckers.................

diiifih R;'6fiid;u;ts-:::::::::::::::::.:::::::::

Calilomia Lumber lnsoeclion SeMce............

Califomia Redwmd Association....................

Chemonite Council.

Dataline Corp.......................(916) 635-0564

Diablo Tlmb€r.........

DMK Pacific Corp. (Fremml)........................

Georoia-Pacilic CorD. (Fremont)...................

Greei Products. Co....:..................................

Kelleher Corp. (Nwato).................................

Kelleher Cop. (San Rdlael) ..........................

Produd Sales Co. .........(800) 66G8680

San Anlonio Rigid-Pole Construction.............(562) 694-8361

Station 1 Anti-Flame ......(310) 815-1200

Swaner Hardwood Co ....(818) 9535350

T.A. Auctioneers, Inc. .................--................(21 3) 851 -2008

Toal LumberCo...... .......(562) 945-3889

Tndewest Hardwood C0................................(31 0) 51 8-4848

Vent Vue Window Products.............................213], 225-2288

Weyefiaeuser (Long Beach) .........................(562) 432-3373

Weyerhaeuser (Santa Clarita)........................(805) 25G3500

ORANGE, RIVERSIDE &

SAN BERNARDINO

All-Coast Forest Products ..............................(909) 627-8551

Anfi nson Lumber Sa|es ..................................(909) 681 -4707

Califomia Lumber Inspection Service.............(714) 962-9994

C&E Lumber Co. .......(909) 624-2709

Capital Lumberco. .......(909)

Foresl Products.........................(909) 627-7301

Kellehercorp......... .......(909) 36G1880

Landmark Building Products ..........................(909) 888-6747

Lane Slanton Vance Lumber Co....................(909) 38S7040

Louisiana-Pacific Distdbution Center.............(909) 343-3000

Orcgoncanadian Forest Products ................(7 1 41 637 -2121

Pacific Hardwood Co .....(714) 828-7900

PacificlumberCo... ......(714) 367-1643

Panlumberco...... .......(909) 627{953

Product Sales C0.................(800) 660-8680 (714) 998-8680

Profile Planing Mill.. .......(714) 54e9661

Quality W00d Supdy......................................(800) 765-3134

Railway Express..... .......(909) 685-8838

Reel Lumber Selice (OC) ..(800) 675-7335 (714) 632-1988

Reel Lumber Seruice (Riverside)...................(909) 781-0564

Regal Custom Miflwork........(714) 7761673 1714l- 632-2488

Resinart CoD. .......(800) 258-8820

Simpson Strong-Tio Co. ......(8CO) 99$5,099 (71 4) 871 -8373

Summit Hardwoods, Inc. .......-......-..-.-........(909) 46$1651

Tayior Lumber Seryices ........-...--.--........(909) 7832m4

MacBeath Hardwood (Beilelev)

MacBeath Hardwood (San Fraiicisco) .......... (No. Ca.)

NORTHERN

& CENTRAL CALIFORNIA

ARCATA / EUREKA / FORTUNA

Arcata Redwood co

Bracut Intemalional.

Lane Stanton Vance Lumber Co. Hickson Com...........

Britt Lumber Co.

Louisiana-Pacitic CorD.

Northcoast Hardwoods.................................

Pacific Lumber Co. (Scolia).........................

Redwood InsDection Service.......................

SimDson Timber C,o

BAKERSRELD

Pacific Wood Preserving of Bakersfield .........(805)

CLOVERDALE

All Coast Forest Products...............................(704

Bowman Lumber C0.......................................F0n

Precision Redwood Manufacturino.................(7071

Redwood Empire.................(800)'862-4657 (7071

Russian River Lawn & Garden.......................(800)

FORT BRAGG

Holmes Lumber Co., Fred C. .........................(707)

FRESNO

Georgia-Pacilic Warehouse ...........................(800)

Intemational Forest Products.........................(209)

Phoenix Enterprises .......................................(209)

Weyerhaeuser C0................(800) 292-0704 (209)

MODESTO

REDDING/RED BLUFF

American Intemational Forest Products.........(91 6)

Baskins Forest Products ................................(91 6)

Keller Lumber Sales ............(800) 233-7888 (91 6)

Forest Products..................................(91 6) Louisiana-Pacific (Red Blufl)..........................(91 6)

R.F.P. Lumber C0. .........................................(91 6)

Siskiyou Forest Producls ....(8m) 374-0210 (916)

Tdnity River Lumbe, Co. ................................(91 6)

Westem Woods....Ca.: (800)822{157 U.S. (800)

SACRAMENTO / STOCKTON AREA Agate Sales Inc....................(800) 576-3451 (916)

Lumber Sa|es..................................(916)

J.M. Thomas Forest Produc1s.................

PGL Buildino Products Plylap Indusiries.......... Sacramento Pacific

SOUTHWEST

PACIFIC NORTHWEST

ROCKY

SALTLAKECITY

CaDital Lumber C,o.

Convevorc ...........(800) 453-2446

Timber...-.................-.....-....... Dimensions, Inc...........................

Producls Sales .........(800) 666-2467

Geonoia-Pacific

Inc. ...............................-...................(8001 547-5991

Tdple R Wholesale (Whire Citv) .....................(5411 B2St7t 1

Wagner Electronic Pr0ducts...........................(Slt I saz-054t

GREATER PORTTAND AREA

Adams Lumber Co. ......,.................................{503

Amsdcan Intemational Forest Poducts.........{8001

Caffall 8106. Forest Products .........................{8001

Collins Pine C,o..,.......................,....................15031

Columbia Forest Produc|s..............................{8001

Contact Intemational............(800) 228.7361 lsm:

Dixieline Lumber e,0.......................................1800'

Friesen Lumber C0..............(503) 397.1 700 15031

Georgia-Pacifi c C0rp......,...............................18001

Georoia-Pacific CorD. (millwoddmldo.)...........(8001

HaasE lndustdes..................(s00) s47-zogs (sosl

Recruiting children and adult volunteers to build a community playground was easy. Selecting the right building material wasn't. When

Tim Diggins agreed to coordinate Alfred, New York's playground project, he found that many residents were concemed about the safety and environmental impact of

\-lrur childrcnt softty wos the moin con cemI' mys Tim Diggins, Yolumer Prcjea Crnrrdincttrrr, Atfted,NewYork

treated wood. Then he discovered ACff

CMi.dwestemSta|es.ChicagoFlameproof,Montgomery,IL'l.3l2-476-]1 oH'l.800.55l.9663rNorthemCrossarmCompany,ChippewaFal'WI'1'8f'236

ACQ Preserve protects against rot, decay and termite attack - a guarantee that's backed by a LiGtime Limited Warranty. It's less expensive than cedar, redwood or plastic altemait's attractive too. ACQ Preserve weathers to a natural brown color: not It can also be stained or painted.

Vsit your nearest lumber supplier or call CSI toll-free arl-800-421-8661. Leam why

Ad findex

For more information frotn udvertisers, use FAX Response numbers in brackcts.

READER, SERVICE

EAX to 714-852-0231

or call (714) 852-1990

mail to 4500 Campus Dr., Suite 480, Newport Beach, Ca. 92660-1872.

The Merchant Magazine - July 1997

For more information on products or companies (see list at right), circle the appropriate

Chesapeake Hardwmd Pmducts [9].,...........Expo l2

Collins Companies, The [164]..................................61

Colville Indian Precision Pine Co. ll72l..-....,.........67

Conrad Wood Preserving [153]....,.................,......,.49 csr [112, r84] _.......,......................2r,77

D&D Technologies [18].......,......,....,.................Expo 7

Diablo Timber Co. [08]...................................,.......,.7

Dillon Schramm Associateg Inc. [7]...,........,.Expo 15

Dixieline Lumber Co. [155]......................................50

Fontana Wholesale Lumber, Inc. If 36]...................39

Fullmer Lurnber Co. [179]....................,..................70

Gemini Forest Products [177]..................................69

Great Western Transportation Inc. [1701.,......,.,,...66

Haase Industries U3, 1751....................,...Expo 14, 68

Heppner Hardwoods, Inc. [76].....................,.,.....,.69

Herbert Lumber Co, If07] ---....-.-,......................,..6

Hirt & Wood t1331...................,................................37

Honolulu Wmd Treating [173]..,......,..............,.......67

Hoover Treated Wmd Products lllg'j....,.,,....,.,.....27

Hulf Lumber Co. U131.............................................22

Inland Timber Co. [l20]...........................................28

Keller Lumber Co. [178] ..........................................70

Keller Lumber Sales [1021,,........,..................Cover II

Landmark Building Products [110].........................19

LJB Lumber Sales If7f]..............................,.....,,.....66

Louisiana-Pacifrc Corp. [56].....,.............,..,,.,.,.,.,..52

Lumberman's Underwriting Alliance [182]..........,73

Mallco Lumber & Building Materials [168]........,,.65

Martin Lumber Co., Roy O, 11211,,,.,......,.,,,.,..,.,.,..29

McFarland Cascade [l04] ,.....,,.....3

Morgan Creek Forest Products U571...,,...,..,..,..,,,..54

Moulding & Millwork, Inc. t1401 .,.......,,.,....,.....,.,.,41

Neiman-Reed Lumber Co. U321..,..,.....,...,..,,.....,.,..36

Olympic Pressure Tr€ated Wood If]...,,..........8xpo 2

Osmose [3, 10f ]............................,......Cover I, Expo 5

Pacilic MDF Products, Inc. U591..,.......................,,56

Pacific Wood Preserving of Bakersfield I(D]..,.....,.E

Pagliacco Turning & Milling [5],......,......,..,,.Expo l1

Pan Lumber Co. [135j.............................................38

Plywmd And Lumber Sales [138]....,.,...,,.,,............40

Product Sales Co, [10fl ..........................,.............,......4

Q.B. Corp. U4r1 ..........,

Quik Drive U.S.A., Inc. tl6l ...........................Expo 10

Railway Express t1181 ..,..,,.......................................27

Reel Lumber Service [166].....................................63

Regal Custom Millwork [66].................,............,...63

RFP Lumber Co. f1491.............................................47 [149]

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RSG Forest Products

Russian River Lawn

Rosboro Lumber Co. [] , u111.......................................20 ; [160].......................................s7 & Garden Products [4].Expo 7

San Antonio Pole Construction Co. [147].....,.,.....,,46

SCR, Inc. Il24l ..........................................................3t

Sel Group International [2]......,..........,........Expo 14

Seneca Sawmill t1631 .......,...............................,.....,..60

Simpson Strong-Tie [1801.........................................71

Simpson Timber Co. [106]...........................,......,.......5

Siskiyou Forest Products [152] ................................4E

Southern Pine Council [14] ........,,..............,...Expo 14

Spyder [6]........... ................Expo 15

Stockton Wholesale [14fl

Summit Hardwoods Inc. [69]...............,..........,......65

Sunbelt Material Handling [167]..,...................,..,...64

Superior Wood Systems, Inc. U311.........................36

Swan Secure [15, 150].,.............,,..............Expo 10, 47

Taylor Lumber Services [151] .......,..,.....,..,......,..,...48

Thomas Forest Products, J,M. [103]......,,.....Cover II

Thunderbolt Wood Treating Co. U141...........,.,.....23

Timberclad Technologies, Inc [E]..,........,.....Expo 12

Toal Lumber Co. [1391......,......,..........,....................41

Trinity River Lurnber Co. [129]..............,.,..,..........35

Triple R Wholesale [174]..........................................68

Tubafor Mill [1 f7]...............................................,.,...26

Utah Wood Preserving [43]........,.........,........,...,,...45

Wagner Electronics [2].........,...........,.....,,...,,..,8xpo 3

Waldron Forest Products [8ll ..,.,.,.,..........,...........71

Washington Pacific Lumber & Shipping [187].... ...,,.,Cover III

Weaber Inc. I1f1.........,....,,........,,.......,.,.........,Expo 13

Wendling-Nathan Co. [162]..........,.,.,......................59

Westem Wood Preserving Co. U221,,,...,,.............,.30

Westem Wood Products Asmciation [158] .....,......55

Willamette Industries [116],.......,.........,,.,...,.,,,..24-25

Wood Fiber Products U341.............-----.----......38

Wood Moulding & Millwork Producere Association 11271...............,,,..,...........,.....,...,......34

kodrr.r tolection

Plywood FilSYP

Siding FiISYP

Sonded Plylvood

Potlotrh 0SB

Green Doug Fir

Dry Doug FilHem

Studs: Solid ond Finger-Jointed

J-Grode Spruce :'

Swedish Whitewood

Ro$oro RMI Glulom Timbers

Joger lJoi$

LVI.

Rim Boord

lnrttonyfuwer Beoms'

Pressure Treoted

Redwood '.i

Seruices

fxport-Pockoging

Delivered 0verseos Pricing

Locol Delivery

Speciol Deliveries

Gonpoqr tills

Cowlitz Studs

Morton ond Rondle

Pockwood lumber

Sher Domestic Operolions:

Seotfle (206)762-4877

t[t 206-762-5069

We ore proud to inventory ond distribute the following high quolity products:

The Best Engineered Wood Systems Start with the Anthony Power Beam' With new desigf, values 3000 Fb 2.0MOE-200 Fv

The new, high strength Power Beam is a happy partner in a successful engineered wood system with LVL, I-Joists and Parallam. Now, you have a choice for a full width beam that replaces PSL or multiple ply LVL, while providing lower installed costs, drop-in replacement, reduced inventories, lighter weight than LVL or PSL, one piece construction, I-joist depths and full 3-112,5-l/2" and 7" widths.

foger Super I foisr

Engineered structurol ioi$s widely recognized os one of the indu$ry's most innovotive solutions to floor ond roof froming requirements. Light in weight ond designed for quolity-conscious builders, JSI ioi$s significontly reduce iob site lobor ond moteriols while providing roof ond floor sy$ems thot ore rigid ond uniform.

Finally!

Rosboro's Manufactured Timber

Completely interchangeable with solid sawn timber, yet with the stability and consistency of engineered wood, RMT comes in standard solid sawn sizes and grades. Liquid Wrap Sealer blocks moisture and UV rays, enhancing dimensional stability and yard life.

Thenextl0Oyears

hen ownership of J.H. Baxter passed into the hands of the Baxter family's fourth generation, we adopted a new philosophy based on a simple question:

Wat are our customers'needs?

It's true that we have a rich tradition of customer service in our 100-year history but we're not the same company we were a cenfury ago. In fact, we're not the same company we were yesterday. At J.H. Baxter, that's how success is measuredby meeting your needs better than the day before.

Sure, it's fun to look back. The U.S. forest products industry had barely been bom 100 years ago when Baxter lumber schooners began sailing up and down the West Coast. That's when the Baxter family business originally became an industry leader. After generations of prudent investment in nafure's most renewable resource, our ongoing dedication and effective management of company timberlands continue to provide financial strengh and stability for generations to come.

But J.H. Baxter refuses to rest on its laurels. We believe that our continued success depends on giving you technically advanced treating options. service. reliability, and quality products. We also offer value-added services tailored to your needs.

Today, J.H. Baxter's industry leadership spans three primary businesses-

Timber Management, Wood Treatment, and Chemical Licensins.

Our long-term success in these areas is the direct result of insisting that all business relationships be based on integrity, qualiry customer service, and value. That's the only way we do business.

We re proud of the long-term relationships we've developed with our customers. And we re proud of the diverse interests our customers rep-

resent - from designers to end users. But we're most proud of the fact that you trust us to help you meet your unique wood-preserving needs.

You are the people we keep in focus. To whom we dedicatethe next I00years.

TimberVYood" Iight standards benutifu the Olympic Training Centu near San Diego.

The naturnl beauty of uood meets strength and durability needs in the lohn Balshore Pedestrian Bridge in Petaluma, CA.

The Elitch Cardens Twister II roller coaster in Denuer was built uith select structural Douglas Fir trented by l.H. Baxter.

California's unique Shoreline Amphitheater utilizes a aariety of l.H.Baxter treated wood.