Merchant Magazine - August 1981

J Serving the lumber, building materials and home improvement markets in 13 Western Sfates-Sin ce lg22 -

Rrr

Old hands in the fir lumber business, we're now putting that expertise to work for you in cedar. We offeryou a high quality product with exceptionally good packaging. A neat, square unit that is well protected and can be easily handled.

We feature smooth end trim on all siding boards and can provide you with highly mixed loads.

'/ ROUGH TIMBERS 8-26

,/ FENCE BOARDS 1x4, 1x6 SlS2E and rough, flat top or dog eared. 6'' -8'' .10'' STK CHANNEL RUSTIC shiplap and t&9, random length 6'-16' and LONGER

ROUGH and S4S DIMENSION 8'- 20'

ROUGH and S1SZE BOARDS 8'- 16' and LONGER

PULLED T0 LENGTH (all items)

wP-11

We can ship via unit double door box car, open flat car, or

Seruing the lumber, building materials and home improvement markets in 13 Western Sfates - Since 1922

MAJOR NEWS and FEATURES

WESTERNERS LIKE OUTLOOK OF WOOD WINDOWS WAYS TO IMPROVE RETAILING PROFITABILITY

ASSN. SEEKS ANSWERS TO ECONOMIC PUZZLE

PLYWOOD MAINTAINS STRENGTH WITH PROMO

CREATIVE MERCHANDISING CHASES DOLDRUMS

WWPA REFERENCE BOOK LISTS WOOD STATISTICS

Publisher Emeritus A.D. Bell, Jr.

Editor-Publisher David Cutler

Associate Editor

Juanita Lovret

Contributing Editors

Dwight Curran

Gage McKinney

Al Kerper

Art Director Martha Emerv Staff Artist Lillian Kelly

Circulation

Marge Anderson

The Merchant Magazine (USPS 796-560) is published monthly at 4500 Campus Dr., Suite 480, Newport Beach, Ca. 92660, phone 17141 549-8393, by The Merchant Magazine, Inc. Second-class postage rates paid at Newport Beach, Ca., and additional offices. Advertising rates upon request. ADVERTISING OFFICES

FROM WASHINGTON STATE & IDAHO: contact John V. MacKay, 157 Yesler Way, Suite 317, Seattle, Wa. 98104. Phohe (206) 621-1031.

FROM NORTHERN CALIFORNIA & oREGON: contact DaYid Cutler. 4500 Campus Dr.. Suite 480. Newport Beach. Ca. 92660. Phone (714) 5498393.

FROM SOUTHERN CALIFORNIA: contact Carl Vann, 205 Oceano Dr,, Los Anseles. Ca. 90049. Phone (213) 4723l B or 0l4t 549-8393.

FROM THE MIDWEST: CONtACt Charles L. Lemoerlv. 1230 Brassie Ave.. Flossmoor. Il. 60422. Phone i312) 799-2166.

SUBSCRIPTIONS

Change of Address-Send subscrinlion orders and address changes to Circulation Dept., The Merchanl Magazine, 4500 Campus Dr., Suite 480. Newport Beach. Ca. 92660. Include address label from recent issue if possible. plus new adclress and zip code. Subscription RatesU.S. and Canada: $6-one year; $9-two yearsl $12-three years. Foreign: $14-one yeart $20-two years.Single copies $1.25. Back copies $2.50 when available.

THE MERCHANT MAGAZINE is an inrlepcndentl),-ou'rtctl prthlitcttiott.lbr tlte rclail, v'holasale ond rlistribtrtiorr lt,vels el tlta ltrrrthar, hrtild' irrg rtraIeriaIs artd honte irttprovt'rttertI hrrsirrcss in rhe l3 Wcslcrrt slatcs,

When you need lumber for a large project, or just a good selection for the neighborhood shoulder trade, our Tahsis Hemlock offers quality and price rarely found today. Barges with over 5 million feet are received by us every six weeks which means the selection of grades and dimensions is excellent including timbers. It also makes us very competitive, and customers can pick the items to meet their specific applications. In many instances, Hemlock can be

substituted for higher priced species, often with little or no change in code requirements. Another plus is that you can depend upon consistent supply and grade from one of the best mills in the world. Our local drying, planing and convenient pick-up facilities are additional reasons to call Fountain t'irst.

Ed Fountain Lumber Company

6218 S.Hooper Ave. Los Angeles, Ca. 90001. (213) 583-1381.(714) 972-9107

ED FOUNTAIN LUMBERCOMPANY

EDilTORIAL

It Gan't Happen Here?

EECENT riots in a number of European flcities remind us forcefully that man's desire for a good home of his own remains one of the strongest drives in our society..

While unemployment was, apparently, the main cause in the English riots, a general feeling of hopelessness regarding housing was very much a part of the spark that ignited the appalling violence. Living, if that's the word for it, as they do in depressing, decades-old housing left over from the early days of the Industrial Revolution, there seems little doubt that expensive, scarce and ugly housing contributed to their ugly mood.

Previous riots in Berlin directly involved housing. The causes were not complex: not enough housing and mostly unaffordable. When the Berliners became squatters by necessity, only to be evicted later by riot police equipped with water cannons, the trouble began.

In this country some statistics now indicate that more than 9090 of Americans cannot afford the median price home. Mortgages remain at record levels. Despite a pentup demand for hous-

DAVID CUTLER editor-publisher

ing most buyers simply cannot qualify. So-called creative financing has done little so far to allow people a path to home ownership. New mortgage instruments, such as the variable rate mortgage, come equipped with a number of pitfalls for buyers and have not had widespread acceptance.

Builders are scrambling to find ways to provide products that Americans can buy; some designed so that two separate families can buy one house and share common areas such as the kitchen and living room. Much is made of new smaller homes, with a "Great Room" that combines living room, kitchen and dining room, as a way to hold down costs.

Yet millions now cannot buy the house they want. Frustrations grow; children move back in with their parents; grandparents are forced to live with their children as housing escalates to ever more unreachable levels.

Could our housing crunch become severe enough to produce the social upheavals Europe faces? It couldn't happen here? Now where have we heard that one before?

SeNing the lumbeL building matetials and home imprcvement me*ets in 13 Western States-Since 1922

West takes a shine to woodwindows

THE WINDOW & Wood Works

I is a specialty store that devotes the bulk of its efforts to the sale of wood windows and patio doors. In its three-year existence, the firm has grown from one to four stores with more on the drawing board as homebuilding activity improves.

Expansion of this magnitude is worthy of acclaim in its own right. However, what makes the growth of the Window & Wood Works even more significant is the location of its outlets: Reno, Nv., and Sacramento, Fresno and Redding, Ca., none of which is traditionally known as a strong wood window market.

According to president Ed Keefer, the firm would like to expand still further, but stagnation in the new construction market has prevented that action for the time being. "In retrospect, the timing of our expansion in 1980 probably couldn't have been worse," he says, "but we were able to survive by going after the remodeling market."

Asked to describe the secret to selling what is essentially a new product in the western areas, Keefer terms it simply a combination of promotion, perseverance, product knowledge and product displays.

"You just can't sit back and take orders that happen to come in because you're offering a product

that's unique to the area," he says. "You have to go after orders via promotion and get them from both the trade and the public. And, once you start going after them, you can't stop. You have to persevere."

"Next, you need detailed product knowledge, both of its features and its installation. After all, if you've never installed a wood window yourself, it's hard to show someone else how to do it. Finally, all these

Story at a Glance

Wood window specialty store thrives in West ... expands lrom one to four with more ahead .. pror{otion, perseverance, product knowledge, product displays credited for success.

efforts must be backed up by a wellorganized display area that gives prospects the opportunity to see the product in a wall."

In this respect, Keefer builds all

(center) makes it a point t0 describe every feature of the product because western buyers are not lamiliar with wood window advantages such as factory-applied weather-

of his own displays. One r€&Su' ^o that the windows in manufacturersupplied displays are usually prefinished. "When customers such as ours, who are unfamiliar with wood windows, see this, they think that's what they're getting. Consequently, the interior side of all windows in our displays are left unfinished. It eliminates a lot of misunderstanding. "

The Window & Wood Works had its start in 1978 outside of Reno. As Keefer recalls, "It bothered me that so few dealers in the area carried wood windows. And, in the stores that did, the displays were usually tucked back in a corner and the sales personnel were not very knowledgeable. I always felt that if a dealer came along who would aggressively promote wood windows, he could eat away at the aluminum window market." That dealer turned out to be Keefer himself when he decided to open his first window store. His marketing philosophy was successful as evidenced by the three additional stores the firm opened two years later. "I chose Sacramento as the new headquarters because I'm a Sacramento native," he says. "Fresno and Redding were chosen because they're in growth

(Please turn to page 68)

stripping

W0RKSAVING feature 0f the removable grille which snaos in and out so owners have onlv to wash orie large window is demonstrated in product display (left).0wner Ed Keefer

to minimize air infiltration. Exterior cladding (lar righl) becomes an important selling point when describing the low maintenance features of wood windows.

If the termites were really smart, they'd eat this ad. ftt"n vou might n"u"inrh out Louisiina-PacifiCii now a major source of treated +H^ lumber. Offe-ring you trigtr quality wood from itgl- own forests. Aird first-rate treatment Ir$\ at its new Ukiah, CA facility.

So you can sell a complete line: L-P Wolrnilrized@ lumber for sill plate and other above-ground uses. And L-P Outdoor@ wood, available pre-stained in Cedartone" color for decks, patios and fences.

But it's too late now. Word is out. For treated lumber, call Louisiana-Pacific. And if the termites don't like it, they can write their congressmen.

To order, call our LJkiah plant: (707) 468-5874. Or your L-P Distribution Center.

Profit improvement opportunities f or retailers

By Francis C. "Frank" Grau

FIRST IN A SERIES

aFf URRENT consumer uncertainty and the cost pres- Ysures of continuing inflation have created an environment in which retail management is experiencing intense competition coupled with severe expense-control and liquidity problems. The adverse impact of these conditions on profitability is significant. In this economic climate, a thorough reassessment of operating practices, procedures and controls can be critical to achieving an acceptable profit margin. Finding efficient, cost-effective methods for dealing with rising costs across the board should also be a top priority.

This series is designed to help you, the store owner and manager, examine specific phases of your operations and evaluate the potential for making them more profitable and less costly.

Frank Grau, manoging partner of the San Diego, Ca., office of Coopers & Lybrand, has extensive experience with retail companies and is currently the industry chairman for the retail industry. He is co-author of Retail Accounting and Financial Control; o/ Lifo-A Guide for Corporate Decision Makers and has coordinated publication of Profit Improvement Opportunities for Retailers. A member of the Standardization Committee of the Financial Executives Committee of the Notionsl Retail Merchants Association; the board of directors of the Internal Audit Croup of the NRMA; the Americon Institute of Certified Public Accountants; the New York State Society of Certified Public Accountonts, and the Nat iona I A ss ocia t on of A ccoun tan ts.

A certified public accountant in N.Y., La., N.C. and Va., he groduated from the University of Notre Dame. His major retail client at present is ll'ickes Componies, Inc. This is the first of a series of profil improvement orticles written by him.-ed.

Buying and merchandising are at the core of every retail establishment. Knowing what to purchase at what price and how to stock items is the buyer's first responsibility, and realizing the full profit potential of each purchase is the hallmark of a successful merchandiser.

This questionnaire deals with the buyer's pragmatic considerations-buying procedures, promotional purchases and basic stocks. In addition, open-to-buy, inventory investment, markdowns, reorders and the correlation between dollar sales and merchandise units are reviewed. The responsibility for editing duplicate merchandise and for monitoring branch-store operations is treated as part of the buyer's control function.

Questionnaire and Work Guide

Buying Procedures

Yes No

(1) Is the open-to-buy stated in units, price lines or types within classifications, as well as dollars? ! !

Departments are selling merchandise units (however classified), not dollars, and all basic buying planning should be mode in terms of these units.

(2) Are specific items and merchandise classifications correlated to percentages of dollar sales? If so:

(a) What department information is furnished about fast sellers? Slow movers?

(b) How often is this information updated?

(c) How is this data correlated with vendors?

Generally, a small percentage of the merchandise items in a department accounts for a disproportionately large percentage of sales volume. Tests have shown that (a) I}Vo of inventory items account for 50Vo of sales,

(b) 5070 of inventory items account for 9070 of sales, (c) 1070 of vendors account for 50Vo of sales, and (d) 5070 of vendors account for 97Vo of soles. This information should be used to determine which vendors contribute little to sales and to remove slowmoving items.

(3) Are lead-time studies developed by resource, noting the average time between placement of a purchase order and receipt of the merchandise?

Buyers can use this information to anonge for better service from exbting sources or to consider new sources. Further, by correlating the deportmental information on important vendors (see question 2) with leadtime data, buyers can identifu those vendors whose volumes are such that an improvement in lead time would make a significant contribution to inventory reduction.

(4) Does a review of purchase orders show numerous "as ready" delivery dates or the absence of specific delivery dates?

Definite delivery dates facilitate promotional plonning and adjustments to stock levels in response to consumer demands. Buyers should be aware of those vendors who do not make timely deliveries.

(5) Is a correlation made between specific merchandise items (or classifications from specific vendors) and:

(a) Merchandise returns?

(b) Merchandise adjustments?

(c) Initial markon percentages?

(d) Markdowns?

(6) Are markdowns summarized by:

(a) Classification?

(b) Resource?

(c) Price line?

(d) Causative factor?

ll'hen markdowns ore anolyzed and the cause of morkdown noted (e.9., old stock, goods received at end of season, excessive quontities), management can gain insight into the effectiveness of the buying stoff and established merchandising policies.

(7) Do reports on slow-selling merchandise trigger markdowns?

(t) Does an analysis of markdowns or age of stock indicate that buyers are purchasing cooperative advertising rather than salable merchandise?

An analysis of responses to questions 5-8 will help identifi vendors and merchandise items (or classifications) that contribute to profitable soles. A periodic review oI substitutable items or clossifications should be made with the purpose of upgrading initiol ond maintoined markon percentages.

(9) Is there an established procedure for obtaining information about walkouts?

(10) Is this procedure effectively monitored?

(11) Are salespeople trained to inform buying personnel when they are getting low on an item?

(12) Has the share of risk between the store and the vendor been determined for initial purchase and backup purchases?

It is advantageous to cultivate vendors who will provide "back stop" on stople merchandise ond on sales promotions.

(13) Is walkout or low-inventory information communicated to merchandising personnel?

(14) Is the status of debit balances communicated to buying and merchandising personnel?

(15) Are buying and merchandising personnel required to account for the planned disposition of debit balances?

A monthly list of aged debit balances should be given to all merchandise managers and buyers, and these personnel should report on the prospective application of these balances to future purchases or to anticipated cash collections. The controller's office should follow up on old debit balances and review the propriety of written-off debit balances.

Story at a Glance

make effective methods top priority potential for prolit is there.

Promotional Purchases

(1) Does the promotion plan provide for periodic comparison of the amount and ratio of promotional, competitive or low markon merchandise with the regular or more profitable merchandise?

(2) Are the buyers required to set anticipated sales in units and dollars before promoting an item?

(3) Are actual sales compared with anticipated sales?

(4) Are accompanying costs (e.g., advertising, workroom and delivery costs) considered when planning promotions?

Basic Stocks

(1) Are basic stock lists frequently revised to show:

(a) How they relate to records of customer walkouts?

(b) How they relate to the rate of sale?

(2) Are reorder points and reorder quantities responsive to the peaks and valleys and duration of the selling season(sX If so:

(Please turn to page 43)

Economic climate demands reassessment of operating practices, procedures and controls .. rising costs

PRESIDENT,S RECEPTION Set the oace and attitude f or the (1) Lumber Merchants Association of Northern California conventi0n. (2) Incoming pres. Bruce Pohle presented a bouquet of red roses to Kav McCann, wifeof theoutgoing president. (3iTime management and capital improvement were topics for Dr. Tom Porter, Touche Ross Co. (4) Frank Jason, Paramino Lumber Co. , received the Hobbs Wall

Leonard is the incoming treasurer.

t-

An Association Seeks Answers

lIEMBERS of the Lumber MerlUlchants Association of Northern California assembled at the Sahara Hotel, Las Vegas, Nv., for their 42nd annual convention designed to find answers to the inflation, recession, lack of housing markets and other economic problems.

Sherrill Edwards, pres. of the Fischer Institute, Dallas, Tx., a recognized authority on the basis of economic dilemmas, informed the dealers that the only solution to the economic crisis of this nation is reeducation. He said that education must start in the lower grades of schools. He urged every businessman to start working at the city and town level to initiate changes.

Dataline Corporation set up a three hour hands-on seminar to show what the computer can do for the building material dealer. Dr. Thomas Porter, Touche Ross Company, Seattle, Wa., provided a seminar on time utilization. He emphasized the need for management to stop trying to personally handle each operation in the company

and to develop skills of delegation of responsibilities.

Highlighting the convention was a presentation by State Senator William Campbell, Minority Leader of the Senate.

perpetual trophy lrom Bill Johnson, Hobbs Wall Lumber Co, (S) ,.lim

C0MPUTER SEMIilAR conducted bv Mike Coleman of Dataline gave a graphic display of what a computer can do for the building material dealer.

COVEIED AWABD for the dealer member who has contributed the most to the imorovement of the association and industry was presented by outgoing pres. Don McCann (left) to Joe Maylield, Mendo Mill & Lumber Co., Ukiah, Ca.

Order a Simpson Stok-Lam Beam and see what makes them different from ordinary glue-laminated beams. They're cut toorder,right out of inventory.

The Stok-Lam Beam you want today isn'twaiting tobe cut and milled out in some yard. It's in Simpson Building Supply inventory righf nou.,. When we get your size requirement, we cut to your specifications - any length you want, up to 72 feet. And then we deliver, as fast as humanly possible.

If you're saving time, you're saving interest. Nobody has to tell you how expensive it is to borrow from the bank. And every day jobs are delayed waiting for beams, it's costing plenty.

At the high rate of today's interest, specifuing Simpson Stok-Lam Beams can be a good hedge against inflation - especially when you consider that they're longer and straighter than sawn timber. Less expensive than steel. With allthe advantages of laminated wood: beauty, high strength-to-weight ratio, easy workability, dimensional stability and good insulation and fire resistance.

Simpson Stok-Lam Beams are rated as architectural grade beams. And they're made of lumber specially selected for good laminating qualities. A superstrength waterproof adhesive keeps them permanently bonded together.

For more information about Stok-Lam Beams, contact Simpson Building Supply.

Super-fast delivery saves days on the job.

Naturally, the faster you get yourStok-Lam Beams,the faster jobs get done. You and your customers won't have to worry about expensive sub-contracting delays or paying for labor that's idle because of the hold-up. And you can go on to other profitable jobs a lot faster.

5impson Simpson Building Supply Company The special product specialists.

Plywood industry sees improving markets

EROSPECTS for a gradually f improving structural panel marketplace in second half l98l and throughout 1982 were termed good at the 45th annual meeting of the American Plywood Association at the Jantzen Beach Thunderbird Motor Inn, Portland, Or.

Outgoing APA chairman and president Don Deardorff, president and general manager, Fourply, Inc., Grants Pass, Or., said the APA is predicting 18.5 billion square feet of U.S. structural panel demand in l98la l0o/o improvement over 1980.

Factors assisting this measure of recovery, he advised, include continued strength in markets other than housing, such as nonresidential construction, industrial applications, home repair and remodeling, and exports to Europe.

Deardorff reported that due to higher-than-expected housing starts in first quarter 1981, the association feels starts for this year should exceed the 1.4 million APA had forcast earlier, "despite a second quarter that will be lower than anticipated."

He continued: "Given some real progress in changing the tax laws and in slashing government spending, APA's vision of 1982 is reasonably optimistic - nearly 1.8 million housing starts, contributing to total structural panel demand for the year of about 2l billion squzre feet. "

Deardorff called on the panel industry to support Administration and Congressional efforts "to restore even-handed management of the national forests."

He charged that preservationists are trying to indefinitely continue the prolonged U.S. Forest Service study of roadless areas in the national forests, and to prevent the return of multiple-use of millions of acres of lands "fairly judged not suitable for wilderness."

He said that the nation faces "unacceptable alternatives" if Congress fails to provide a prompt legislative solution for RARE II. Among these alternatives, he listed

"more plywood and lumber mill ciosures and unemployment, further uncertainty and even more drastic reductions in timber supply, higher prices for wood and paper products, and even greater U.S. reliance on imported lumberin a country which is fully capable of being selfsufficient. "

APA executive v.p. Bronson J. Lewis analyzed reasons f or "relatively good" industry performance to date in the l98l panel marketplace.

He commented: "A question frequently posed is: 'With housing admittedly off pace, where in the world is all that plywood going?"

Lewis added: "While market conditions obviously could be a lot more stableparticularly with the alarming return to high interest rates, we don't really have to look very far to see why we've had relatively good performance, compared to many other industries. A good part of it is the determination of APA members to scramble for new markets over the last couple of years . . markets that have added buoyancy to our industry while housing has been in trouble. And we've worked just as hard to get a bigger share of the smaller housing "pie," too, so that we sell more products for every home that does get built."

Story at a Glance

Recovery lactors in markets other than housing include industrial, commercial, home repair & remodeling and ex. ports to Europe. .'81 housing start forecast: 1.4 million.

But plywood production dropped only 1690."

Opportunities for retail lumber dealers and home improvement center operators are pronounced, according to speaker G. Hunter "Pete" Bowers of HUD. Noting that two-thirds of the homes in America are more than 20 years old, he stressed the potential market for retailers to sell plywood to remodelers.

He said that HUD is working on plans to aid first time home buyers presently priced out of the market. Additionally, Bowers said, the Reagan Administration is seeking to streamline government regulations (currently they account for 2090 of the cost of a house) and to allow more local control of codes.

Tom Fast, director of APA's international operations, noted that the export market had allowed some Northwest plywood mills to survive the present down market. He said additional promotion to specifiers and users was needed to expand this important and growing market. Forty APA member mills now ship plywood to Europe.

He feels the growth will be in timber frame construction and that our system can save European builders in their labor costs and home-owners in their energy saving efforts. He noted that Wickes, America's biggest retail chain, plans to add 100 new units in Europe.

John B. Crowell, Jr., the new head of the Forest Service and Assistant Secretary of Agriculture, noted goals for the new administration. Among them: avoiding the waste of old growth timber on public lands and the development of a comprehensive system for sustained yield, but with respect for the environment.

Concluded the APA chief executive: "The results of all of this ongoing promotion, in the face of severe budget cutbacks, could even be called spectacular. Housing dropped 26Vo from 1979 to 1980.

He said that we need eventually to double the present cut from the National Forests. Crowell said that this would not occur within the next eight years.

His position is for multiple use of non RARE II lands and the utilization of exceptionally productive lands.

(1) Don Deardorff with handbuilt Mannlicher rifle he received as a gift for his year in APA's top office. (2) Howie McDowell, luncheon speaker John Crowell. (3) APA exec. v.p. Bronson Lewis, Dick Sherwood, Craig Digman. (4) Michael Vidan, Frank V. Langfitt, Jr., H.L. Airington. (5) Larry Price, Lloyd Philpott. (6) Charles Gardiner, John

Pasquier, Bill Gumpenberger, Bob Steenson. (14) Jack Merry, Dick Nichol. (15) H. Edward Manning, Gordon R. McKay, Bill Peters. (16) Jess Brinkley, Bruce Lindquist. (17) Pete Reyneke. (18) Linda Weber, Steve Grimes, Lee Champion, John Nolen. (19) Wayne Ratliff, Earl Pennington.

Rolando Lumber Co., Inc.

Prescription for sales stimulation

IIF YOUR store and your sales are f suffering from summer doldrums, try these ideas for stimulation.

o Think about a freebie; most popular are gift certificates (a super idea because they bring people back into the store), trips, gardening books, handyman guides and howto-books, color books and balloons for the kids, and yardsticks.

o Make self-service easier for nuts, bolts, nails and other bulk goods by installing a bag sleeve; ap- point someone to keep it filled.

o Schedule a calendar of pro- duct knowledge classes for all employees with a cram class when you plan to introduce a new product.

o Investigate the possibility of a seminar on home improvement and remodeling sponsored in cooperation with a local savings and loan.

o Display locksets with doors. A new door usually calls for new hardware.

o Set up display platforms in high traffic areas to invite impulse buying.

Story at a Glance

Peppy ideas for summer doldrums ways to encour. age sales . . introduce mer. chandise creatively . . spark displays.

a Locate an information booth at the front of the store with a person to answer questions, direct customers, approve checks, etc.

a Apply some color psychology: red to stimulate; orange to activate.

O Post the product sheets provided by the manufacturer near the items so that customers can compare and evaluate products.

o Clarify similar products for your customers by having signs made to describe each with its uses and advantages.

o Start looking up with mobiles plugging products hung from the ceiling.

o Try related item merchandising on the end caps in some sections.

O Sponsor a youth sports team for publicity and good will.

o Keep the checkout counter uncluttered and attractive; decorate with a plant from the garden section.

o Stage a mini-home show with booths and demonstrations; utilize sales reps for "quick pitches."

O Encourage sales of storage sheds by erecting one and using it on the sales floor to display garden equipment.

o Help the customer to visualize kitchen or bath remodeling by building. a mock-up complete with accessones.

o Use a theme for endcaps; for example, painting: pulling together all the various types of paint brushes, sponges, pads, and rollers, along with needed sundries such as buckets, trays, liners, drop cloths, ladders, masking tape, and, of course, paint.

O Redecorate the gift section, using table cloths, book shelves, and furniture settings for display.

o Put glassware where sunlight or overhead lights will bring out the sparkle.

o Bring people into the store for a special event such as a bridal show, a cooking class, a gardening demonstration, a back-to-school room spruce up.

_

o Build a display board showing all the vents and ventilators vou stock.

o Work up posters as "silent salesmen" for merchandise displayed on endcaps.

o Get rid of out-of-date stock and slow moving items at a sidewalk or parking lot sale.

o Put life into your displays with mannequins demonstrating the product.

o Become involved with the community; publicize the blood bank; Community Chest, other charity and service organizations.

o Evaluate the advantages of instituting services such as machinery repair, scissor sharpening, delivery and customer charge systems.

O Accent housekeeping throughout the store with the entire staff involved in dressing up displays and keeping them neat and clean.

(Please turn to page 60)

CO0K|NG DEMONSTBATI0N conducted in your mock-up kitchen will attract customers and show off your cabinets and appliances, as well as cooking accessories.

RELATED IIEMS such as these should be grouped for effective add-on purchases.

INVITING USE of tools in displays wiil interest the handyman and make him want to buy the equipment for his own workshop.

hwnward movements in the, money mark€ts recently have led $oms to prdict (hope) that intef,est rates are finally declining . . . meanwhile, housing is stumbling through another summer of slow construction and falling building permits .

Housrng starts fell llfto in June, to a seasonally adjusted pace of 1,032,(X)0 units, not far from the May '80 rate of 938,0fl); the decline is attributed mainly to high interest rates . . building permits plunged 16.4s/o to an adjusted rate of 976,W, leaving forecasters saying that home construction has yet to hit bottom. .

American Forest Products Co., San Francisco, owned by Kohlberg, Kravis & Roberts & Co., New York, plans to sell all of its non-California yards, except Phoenix, though retaining its production facilities; their Van Nuys, Ca., yard has been closed . reports indicate an AFPC.management group is trying to buy the Ca. yards from KKR&Co....

Western lumber production was 75.690 of capacity in May, according to WWPA, as belttightening continued, with Simpson Timber closing its Arcata, Ca;, plywood plant as Hubbard & Johnson mothballed its Napa, Ca., @ntractor yard "for a couple of mos.;" the sales office remains opoll, as do their other contractoryards...

Southsrn Paciftc Co. is selling its 115,0fl) acre timberland and mountain'properties it owns in the central Sierra Nevada region of Ca. UGI Corp.'sAmeriGas unit is buyrng the operating assets of the Victor California div. of Pacific Lumber Co.'s San Francisco-based Victory Equip' ment Co.; retail industrial gases and welding supply stors are involved. .

Masonite Corp.'s Western Hardboard Div. has reorganized its sales and marketing group into a Building Products Business Unit and Manufactured HouseIndustrial Business OEM unit to align more closely with end rnarkets

Dee Lumber, .lnc., Redding, Ca., has been sold to Joe Derratr Jr. and Ben Leany, who will head the formationof awholesalediv. Hoff Componies, /nc., is reopening the re-built Ronde Valley Lumber Co. mill, Union, Or., which was destroyed by fire in ln9 Wood Fiber Products, Inc., Lodi, Ca., is a new co. custom cutting particleboard and plywood, specializing in small parts. .

Arcata Corp., Menlo Park, Ca., has collected a third partial payment of $6.1 million from the feds for timberlands taken in 1978 as part of Redwood National Park. SimpsonTimberCo.has sold its Alberta, Canada, operation to Alberta Energy Co. Ltd., retaining the Simpson Timber Co. (Saskatchewan) Ltd. stud mill at Hudson Bay. .

North Side Lumber Co., Philomath, 0r., has bought Gem Lumber, Inc., Springfield, Or. Swthwest Forcst Industries is in ncw corporate headquarters in Phoenix, Az. . . An&'rson Lumber is opening new retail building material centers in St. George, Ut., and Evanston, Wy....

Cedarwood Forest Products, Eugene, Or., has rnerged with DR2 Enterprises, Eugene, to form Cedarwood Products; Donald Johnson, chairman of the hgd; Joln Beardsley, pres., and Richard Farris, s(ec. v.p. Greensprings Forest Producls is a new co. formed in Medford, Or., by Ron Larson and Kristi Driskill .

Pacific Wood Preserving of Bakercfield (Ca.), plans to build a new trCating plant in,tz. Tom Philips has reactivated :Saywaod Forest Prodacts, Eugene, Or., moving it to neru offices at Huntington Beach, Ca. ., GreggAnderson has closed its Santa Rosa, Ca., office with Paul Anderson joining partner Doug Gregg at the Eugene office.

Tali-Pak, Santa Rosa, Ca., has installed a resaw to offer custom resawing in addition to packaging, grading, and inventory services . .Alpine Veneers, Inc.,has sold to Rimrock Lake Timber Co., Beaverton, Or., the right to about 99 mil. bd. ft. of timber in Or. and Wa., retaining approximately 300 million bd. ft.

Santa Cruz Lumber Co. has purchased the Westwood Shopping Center, Gilroy, Ca. as an investment . ., CIrchsrd Supply Hardware, in the same,cityi plans to build new quarters b,y 1983 Lumberjack has opened a new store in Auburn, Ca. Auburn Lumber Co., Auburn, Ca., after 125 years in the same site, is closing with the corporate entity being maintained by Heart:Fbdsral Savings & Loan, the parent co. .

A Handymon storcis projected Or... -

for the Oaks S been opened in tli Keith Hislop .

TIIH PIBIIS$IIBITS ON

ON TERIVIITES AI.ID DECAY

Pressure treated wood is out there, in thousands of decks, fences and retaining walls, and other outside wood projects, battling deterioration caused by termites and decay. Consumers have found they can rely on the durability of pressure treated wood because preservative chemicals are locked deep into the wood fibers, adding resistance to termite attack and decay. Properly pressure treated wood can last 50 years or more in outdoor use-q/en in the qroundl

CONSOMERS ARE FINDING OUT ABOUT NAT'ID SALES ARE ZOOMING!

The Western Wood Preservers Institute

(WWPI) is continuing its intensive campaign to tell consumers about pressure treated wood. Consumers all over the West will be reading about it in their local newspapers this spring. This campaign, competitive pricing and the availability of lumber is bound to attract customers to pressure treated wood for outdoor projects.

It's the dependable, economical alternative to the so-called durable species.

Pressure treated wood is raPidlY gaining acceptance bY consumers and contractors, and it's one of the fastest growing product categories in home centers and lumber Yards. Word is getting around that pressure treated wood is easy to build with. weathers beautifully and is long lasting

SO TAKE THE PRESSORE OFF!

Stock quality pressure treated wood from WWPI member companies, available in standard PoPular dimensions, green or dry, and in grades and species for in-ground, deck understructures, or other uses. Pressure treated wood means no more worries about decaY and termites-it's the durable, beautiful and economical alternative!

Your Sights

AUGUST

Los Angeles Hardwood Lumberman's Club-Aug. 13, lunch meeting, Stevens Steak House, Los Angeles, Ca.

National Hardware Show./Hardware Industry Week-Aug. 16-20, McCormick Place and McCormick place Wesi, Chicago, Il.

Window Energy Show-Aug. 17-19, Sahara Hotel, Las Vegas.

Humboldt Hoo-Hoo Club-Aug. 21, golf rournament, Baywood Country Club, Eureka, Ca.

Los Angeles,/Orange County Hoo-Hoo Clubs-Aug. 21, Annual Mini-Convention, golf & dinner, California Country Club, Whittier, Ca.

California Hardware Co.-Aug. 23, annual merchandise market, Pasadena Convention Center, pasadena, Ca.

Baker-Hamilton Div. of California Hardware Co.-Aug. 30, Bakerama Market, Showplace, San Francisco, Ca.

SEPTEMBER

California Redwood Association-Sept. 8, annual meeting, San Francisco, Ca.

Red Cedar Shingle & Handsplit Shake Bureau-Sept. 11, annual meeting, Sea-Tac Red Lion, Seattle. Wa.

Hoo-Hoo International-Sept. 12-15, convention, Houston Oaks, Houston, Tx.

Western Wood Products Association-Sept. l2-li, fall meeting, MGM Grand Hotel, Reno, Nv.

California Retail Hardware Association-Sept. l3-15, management conference, Harrah's South Lake Tahoe, Nv.

National Association of Wholesalers-Sept. 13-19, wholesale executive management course, Stanford University, Stanford, Ca.

Energy 'El-Sept. 17-20, Orange County Fairgrounds, Costa Mesa, Ca.

Shasta-Cascade Hoo-Hoo-Sept. lE, annual golf tournament, Redding Country Club, Redding, Ca.

Los Angeles Hardwood Lumberman's Club-Sept. lE, summer party, T p.m. Regency Room, R.M.S. Queen Mary, Long Beach, Ca.

Palmer G. Lewis Company-Sept. 20, 9th Annual Customer Buying Show. Distribution Center Warehouse, Auburn. Wa.

Mountain States Lumber Dealers Association-Sept. 20-22, annual convention, Four Seasons Motor Lodge, Albuquerque, N.M,

Forest Products Research Society-Sept . 22-24, Design and Performance of Light Frame Structures-Wall and Floor Systems symposium, Plaza Cosmopolitan Hotel, Denver.

OCTOBER

Montana Hardware & Implement Association-Ocl. 7-9, convention, Sheraton Hotel, Great Falls, Mt.

Hardwood Plywood Manufacturers Association-Oct. 7-9. fall convention, Bay Shore, Vancouver, B.C.

American Hardware Manufacturers Association and National Wholesale Hardware Association-Oct. ll-14, convention, Disneyland Hotel, Anaheim, Ca.

American Plywood Association-Oct. 12-13, fall meeting, Broadwater Beach Hotel, Biloxi, Ms.

Humboldt Hoo-Hoo Club-Oct. 15, election night, Eureka, Ca.

National Association of Wholesalers-Oct. 19-22, purchasing & inventory control seminar, phoenix, Az.

MOUNTA!N

It OUNTAIN States Lumber

I U I Dealers Association is registering exhibitors for the l98l annual convention and building products show at the Four Seasons Resort Hotel in Albuquerque, N.M. on Sept. 20-21.

Exhibits will be the central feature of the convention integrated with major social functions. Professionally decorated booths will provide a mix of full-size booths and table-top displays within the context of a Mexican fiesta theme.

In celebration of the 90th anniversary, the convention will focus on "Building Futures." In addition to the products show, there will be a dealer only session and a look at computers in the lumber industry.

New dealer members of the association

include Boise Cascade Building Materials Centers, Layton, Ogden, Orem and Tooele, Ut.; T-Bird Home Centers, Lovington, N.M.; Littleton LumberCo., Littleton, Co.; Bountiful Lumber Co., Bountiful, Ut.; Bear River Lumber Co., Evanston, Wy. ; Pine Lodge Lumber Co. , Roswell, N.M.; Summit County Lumber, Inc., Salt Lake City, Ut.;

Hunter Lumber Corp., Albuquerque, N.M.; McCasland Lumber Co., Elizabeth, Co.; Stockyards Lumber & Ranch Supply, Adams City, Co.;Alpine Lumber Co., Englewood, Parker, and Louisville, Co.

Associate members include Emmer Brothers, Minneapolis,Mn.; Bill Egloff & Assoc., Denver, Co.; Wyoming Wood Products, Lander, Wy.; Morgan Sash & Door Co., Denver, Co.; Hardware Wholesalers, Inc., Fort Wayne, In.; Lumber-Jack, Inc., Englewood, Co.; Mountain Bell, Denver, Co.; Wholesale Building Systems, Inc., Henderson, Co.; Besco, Inc., Denver, Co.

nited Building Supply, of AnchorAk., placed first in the best televicommercial category at the recent of the North Advertising Awards,

sponsored by the Advertising Federation of Alaska. Congratulations to president Richard Evans and his staff.

Northern Yards, Inc., Portland, Or., held its spring buyers show and announced that three free trips to Caracas, Venezuela. were awarded for CertainTeed Insulation Products purchased through their yards. The lucky winners were Mr. and Mrs. Eldred Jack, Mr. and Mrs. Waldo Stransky and Mr. and Mrs. Carl Backstrom.

At Manke Lumber Co., Tacoma, Wa., Rawlin "Mac" Mclnelly has been appointed manager of the new Sumner, Wa., distribution yard; Ron Brookins is replacing Mclnelly as sales manager at Tacoma; Ted Hanson has joined the Tacoma sales staff and Steve Kalber is new to the Sumner sales staff.

Many supervisors put off disciplining employees hoping the problem will "go away." Facing the problem but avoiding undue mistakes in employee discipline can be achieved by following the "Five F Formula" offered by Labor Consultant

William Gutwein:

(1) Friendly: Be friendly at all times. Every other step you take should be based on this foundation.

(2) Frank: If someone makes a mistake, be frank about it. Discuss it so the person knows exactly what was done wrong and exactly what to do to prevent a recurrence.

(3) Fair: If no improvement is seen, be willing to re-examine the problem. Don't automatically conclude that the employee is wrong, but listen to what he,/she has to say. The person might have a good reason for the behavior.

(Please turn to page 27)

executive director

secretary

Western Building Material Association P. O. Box 1699, Olympia, Wash. 98501, (206) 943-3054

Now, it's easy to qualify and sell your customers on all the energy efficient advantages of owning and installing the Temco Energy Conserver Fireplace System. Because "Temco Shows You How."

Included in this comprehensive program for profits through retail sales are: The Temco Product Knowledge Handbook; indepth product training and stegby-step installation films; pointof-purchase displays; instore poster merchandisers; Temco takehome brochu res; Temco TakeHome Planner Kits, complete with floor and ceiling templates, and plumb bob and string; plus materials for personalized radio, television, and print advertising.

So, give us a call today. And let us "show you how" you can increase your profit potential in the retail "do-it-yourself" market with Temco!

A com plete Temco fi repl ace merchandising and prduct training progrum to help you protit in today's rapidly growing "doit yourself " retail markel

ffiOME GENTER MERGHANTI

BILL FISHMAN

Bill Fishman & Affiliates

'11650 lberia Place

San Diego, Ca.92128

llfE WERE flying about l50O feet

UU above the sround in a Cessna

172. Never before h-ad I felt so safe in a small aircraft. In an emergency we could have landed anywhere. During the entire 90 minute flight I spotted only a few houses. Below us was the clear flat land of eastern Colorado.

Finally a city appeared on the horizon. Steve maneuvered the plane to give me a good overview of the community. He spotted his yard and retail showroom, the few competitive hardware stores, and the traffic arteries into town. During the drive from the airstrip to the store I mentally reviewed all the possible reasons for some of his potential customers to shop at his nearest lumber competitor 170 miles away. My guesses were wrong.

I was prepared to find that his store was poorly located. It wasn't. I suspected the merchandise selection was bad. I found it

excellent. I imagined high prices. But Steve was more competitively priced than any other retailer I had ever worked with who had "the only game in town." The store layout was good too. The sales help was pleasant, attentive, and well schooled in product knowledge. Even the displays and signing were more professionally prepared than I expected. Each department was well presented in the showroom from lumber and building material to housewares.

I then surmised that Steve's concern about his advertising program could be well founded. That was his original motive for retaining our company-to survey his advertising activities and find why they failed to deliver the sales projections.

The problem definitely wasn't interest rates or inflation. Housing starts were nol off in his market. Many homes were under construction by d-i-yers. Most disturbing to Steve was that some of these homes were started without giving his company the opportunity to bid the job.

Material was coming into town from competition 170 miles away.

Steve brought out the scrapbooks containing two years of the store's advertising. Before lifting the covers I envisioned hard to read layouts, ineffective copy, poor product illustrations, and bad newspaper reproductions. I was wrong again. The ads were crisp, well written, and easy to read. But only l0 minutes into my review of the old tearsheets the problem became obvious.

"When did you go out of the lumber business?" I asked him.

"Go out of the lumber business?" he answered. "Are you crazy? I've got the largest lumber inventory in two counties. "

"Not in print you don't," I replied.

Two years earlier Steve had joined a hardware buying group. One of the collateral benefits was a well designed advertising program. The group supplied him with easy-to-use module advertising materials that allowed Steve to create his own very professional appearing ads with a great supply of hardware and houseware artwork and copy. It was simple to prepare good-looking weekly ads with this material.

Steve and I slowly reviewed the last two years of ads. Can you imagine his shock when he realized that it had been 17 months since he last showed a piece of

(Please turn to page 46)

ur$aie rQs$bge

o tre$You trrt some pointson the ,ard. Whether it's for your con, remodelers, or shoulder trade, our line-up includes! muftitude of otfensive weaponsr redwood, Western ted cedar, pine, spruce, incegse eeddr andftr,rWe back up these winders with a balapggd reserve inventory aiid run tirrro of th$ Yliest's most complete pla$ng mills to gilae yeu

rthep nging, xtra clout and a faet delivery on hit and

run plays. Our desi$nated hitter, Sonoma Thin Panel, is a ve$ versatilebonus baby

in kiln with how to

cedar and pine

Let us show you play work.

22OO No. Glassell, Orange, CA.92667 (213) 860-779t, (7r4) 637-5350

164 Healdsburg Ave., H€aldsburg, CA. 95448 (7O7) 433-3313

REDWOOD, WESTERN RED CEDAR, PINE, SPRUCE, INCENSE CEDAR, FIR.

Pole construction wos the onswer when Terry Mullin, owner of Torzono Lumber Co., decided to expond the tronsportotion ond storoge spoce ot his Resedo. Co., yord.

We odded 25.000 sq, ft. of procticol, usobte spoce in five buildings. The new structures, two porking goroges, two lumber sioroge buildings, ond o mechonic's repoir fociliiy, blend with the older estoblished buildings lo creote on overoll hormonious oppeoronce. Their efficiency con be counled on to contribuie lo the smooth operoiion of lronsportotion ono storoge in the yord.

Coll us when you need to expond your present focilities, We con provide you with quolity construction of o reosonoble price. Put our yeors of experience to work to get whot you wont, when you wonl it, of o price you con offord. You con count on us.

Frank Ruggieri, mgr. NORTHERN DIVISION

Hwy. 99 W. one mile south of Williams, Ca.95987

P. O. Box 837

(916) 473-5381

lWe can serve your building needs in Oregon and Nevada as well as California. For information please call (collect) to The Michael B. Esposito Construc-

Mike Esposito, mgr.

SOUTHERN DIVISION

1280 Unit F-1, West Lambert Rd. Brea, Ca. 92621

(213) 694-836r

(714\ 529-7790

tion Co. Nevada contractor's license no. ltl3r. Oregon conrractor's license no. 3008e. (2r3) 694-836r.

Conlraclors Lrcense No 164020

ARIZONA SGENEqP

FRANK DAVIS executive vice president

EDOLLSTER Lou Harris was quite F emphatic about the importance of increased productivity as he spoke to a group of executives at a recent luncheon meeting at Sentry West headquarters in Scottsdale.

"If ever there was a moment for a concept whose time has come, now, in the last two decades of the twentieth century, the United States seems prepared to face the implications of reversing the downward trend in productivity," Harris said.

He was revealing the results of a fivecountry survey commissioned by Sentry Insurance and conducted by Louis Harris and Associates, Inc., a comparative attitudinal study on productivity taken in the United States, Great Britain, Japan, Australia and West Germany.

Harris pointed out that 7990 of the American people believe that declining productivity in this country is a serious

problem requiring urgent attention and that the public is convinced that better productivity will benefit workers and consumers, not just management and stockholders. This is in contrast to a survey on the same subject taken by Harris ten years ago which showed productivity to be a bad word to most people which meant the exploitation of workers to make money that would line the pockets of executives.

To enhance workplace productivity a great deal the study shows that employees want management to:

. Have supervisors treat employees with more respect.

r Have bonuses that rise or fall depending on company profits.

r Give employees financial rewards for productivity gains.

o Give employees more and better information about decisions that affect them.

The public believes that the failure to turn declining productivity around will result in fewer jobs, declining respect for

the U.S. abroad, a lower standard of living and an inability to meet social obligations at home.

Harris, who made no effort to hide his enthusiasm for the value of what is probably one of the most important global surveys on productivity ever conducted, closed his remarks with this observation:

"There is a window open on taking specific and concrete steps to turn productivity in America around. How Iong this opportunity will remain no one can say. Rarely in modern times has there been this much concern about a concept in the economic area."

NORTHWEST NEWS

(Continued from page 22)

(4) Faithful: To illustrate this, take the power company. If you get behind in your bill, it doesn't shut off the lights right away. It sends a polite reminder first. Faithfully remind the person about the problem.

(5) Firm: If the previous steps haven't reformed the errant employee, you simply have to be firm. You must then use the disciplinary action laid out.

Even if you go through the steps and end up firing someone, remember step number one-you can still be friendly while taking action.

Board Lumber Book

A definitive new reference book on the production, grading and uses of Western board lumber has been published by the Western Wood Products Association as Vol. 2, Western Wood Species Book, Selects-Finish/ Commons-Boards.

The 52-page, four.color manual was assembled to fill a void in the industry and to assist buyers and users in properly identifying and specifying grades and species of board lumber produced by WWPA-member mills, WWPA director of marketing Robert H. Hunt said in announcing the availability of the new reference manual.

Size, seasoning and species information; grade classifications such as selects and finish, commons and alternate boards; grade stamps, color photos showing growth characteristics and manufacturing imperfections as well as illustrations of various board grades in western larch, lodgepole pine, sugar pine, western red cedar, incense cedar and hem-fir are included.

The book includes 19 two-page spreads, each showing 19 boards in

grade and species combinations, with text explaining why each piece was assigned its grade.

"This new species book joins the Dimension Lumber book as a valuable and highly useful product information tool for all buyers and users of Western lumber products," Hunt pointed out.

Western Open House

Western hospitality and ranch style vittles hosted by the top hands at Lumber Products, Medford, Or., attracted more than 250 people to an open house.

Guests toured the four warehouses to view displays and demonstrations by factory representatives. Sam Asberry, manager, was in charge of the event planned to acquaint dealers with their products.

Wood Sales on Computer

International Paper Company is installing a new computerized system which will give sales and marketing staffs current information on order positions for all solid wood products manufacturing facilities.

West Coast lumber and plywood facilities and its treated wood products plants throughout the country will be on-line by the end of this year. Final system installations, slated for completion by the first half of 1982, include the company's solid wood products export operations.

Our big Woodland, C6., plant has the equipment to do the job for you. Our nemanufacturing machinery includes a planer, moulden, straight line rip, a gang rip, a single and a double resaw and P.E.T.

We'ne neady to help, just call

Portland, Or. [503] 684€440

Berd Brown

Jim Hcbcrlcin

Woodland, Ca. [916] 666-1991

Dick Ghcrmak

Frank Hasy

Ouanc Gha*cr

Itrstth.w Thomae

Ed Caglc

Frcd Duchi

Weed, Ca. [916] 938-2771

Bill Duchi

Joc H*trup

We're proud to be members of the Western Wood Products Association Grading Service.

LIFO Survey Results

Eighty-four 9o of wholesalerdistributors on the FIFO inventory valuation method responding to a National Association of WholesalerDistributors survey reveal they are unwilling to switch to the LIFO method, even though the latter is a more favorable valuation system during inflationary times.

The respondents declared that "LIFO statistics and records are too complicated" and "the immediate tax consequences for those switching to LIFO are too severe." Yet a 1980 Internal Revenue Service ruling will mean "reduced number and availability of spare parts, forced obsolescence and,/or higher prices" for FIFO users' inventory, according to a majority of respondents.

The IRS ruling results tiom a Supreme Court decision in the Thor case which prevents companies from writing down excess inventory at year's end without actually scrapping the items involved or offering them for sale at reduced prices. The IRS ruling, announced in February 1980, applies retroactively to the 1979 corporate tax returns of a variety of businesses, including wholesalerdistributors.

- According to NAW spokesmen, they surveyed members lale hst veai

at the request of the Senate Small Business Committee to assess the impact of the Thor ruling and to provide a statistical under-pinning fbr a legislative reform effortof inventory valuation practices. NAW is a federation of ll9 national wholesale distribution trade associations and individual firms which collectively total more than 45,000.

Reportedly, 61 9o of the companies choosing to stay on FIFO stated they will change company policy regarding retention, sale or scrapping of old inventory as a result of the Thor ruling, because if the unsold inventory cannot be written down, taxes must be paid on it although the merchandise actually generated no income. In addition, 57s/o of the respondents stated that the Thor policy on scrapping or selling at reduced prices prior to writing down is impractical because the wholesale distribution industry's customer base is composed in large part of industrial, commercial and government users whose purchases often are related more to need than price. Wholesalerdistributors, therefore, are faced with the option of not writing down excess inventory and suffering a consequent tax liability on goods which produced no offsetting income, or scrapping or selling inventory and then writing it down, thereby reduc-

ing potential income and product availability.

Companies responding to the survey varied in size from annual sales under $500,000 to more than $20,000,000 with the median firm at slightly more than $5,000,000.

Cabinet Sales Rise

Ninety-three 9o of kitchen dealers responding to a survey conducted by the National Kitchen Cabinet Association report they sell cabinets for rooms other than the kitchen and bath.

Seventy 9o indicate an increase in "other rooms" sales, although only 5590 actively promote this opportunity for increasing revenue.

Family room installations rank high with 67t/o of the dealers selling cabinets for this purpose. Dining rooms, bedrooms, utility rooms and office-studies, in that order, are listed as other places where cabinets are installed as room dividers, bookcases, wall groupings, hutches, bars, and utility storage.

C. Richard Titus, executive director of NKCA, said the trend towards the use of cabinets in other rooms is a reflection of the demand by the consumer for more functional, livable furniture.

lsland Construction on Poles

Flash floods which last year destroyed key facilities at Campus-bythe-Sea on Catalina Island, Ca., a non-profit conference center sponsored by Inter-Varsity Christian Fellowship, no longer pose a major threat to replacement structures newly completed at the scenic retreat.

A new three-level, 7000 sq. ft. dining complex, accommodating 220 persons, was designed to make use of pressure-treated poles, serving both as foundation and roof support, and resistant not only to heavy run-off waters but also to severe earth tremors.

The 55 poles utilized for the complex, from 25 to 40 feet in length, were set on concrete pads at the base of l0 ft. caisson holes into which concrete was poured, according to Leon Durham, whose Treated Pole Builders, Inc., Ontario, Ca., was in charge of construction, in association with Tariq Shamma, structural engineer.

For resistance to decay and termite attack, the poles were pressure treated using the Cellon process.

Poles were pressure treated using the Cellon process, developed by Koppers Co,, Inc.

FL00D RESISTANT treated-pole design distinguishes newly completed facility at Campus-by-the-Sea, Catalina lsland, Ca.

developed by Koppers Co., Inc. The preservative chemical, pentachlorophenol, is carried by a liquified petroleum gas instead of an oil, and because of low viscosity properties, penetration is deeper, through sapwood into the heartwood. Since the carrier is removed as a gas, the treated poles emerge with a dry, natural surface. Cellon is a registered Koppers trademark.

Inaccessibility of the island site, 2l miles off the coast of Southern California, posed a logistics problem overcome by use of a 500 ton barge, with landing ramp, to transport structural materials from the mainland. The barge also was utilized to ferry a 52 ton crane, with 120 ft. boom, plus tractors and forklifts, to facilitate handling of the pressure-treated poles, the largest of which weighed approximately 4000 pounds. A roadbed was laid over the sand to ease movement of the heavy equipment from boat to building site.

Rail Deregulation Brings New Market Destinations

Since the middle of the 1960s, Northwest wood products manufacturers have had their share of the Midwest and Eastern United States markets sharply cut by rising rail freight rates.

With the deregulation of domestic rail rates, the situation threatens to become more critical. To combat this loss, some companies have shifted to exports. Among the most aggressive is Weyerhaeuser Corp., Tacoma, Wa., ideally located to serve the Pacific Basin.

Plans by them to construct a new superport near Tacoma have been in the works for the past seven years although efforts to gain permits for the construction have been unsuccessful so far.

To better serve their export market, said by some to be the envy of their competitors, Weyerhaeuser has assembled its own fleet of eight ships operating from Northwest ports. All have been custom designed for efficient handling of forest products.

To further utilize this fleet, the company has built large lumber operations in British Columbia and now ships large volumes of logs to Japan.

REC0GNIZING outstanding pertormance, Building Material Distribulors, Inc., Galt, Ca. , held its annual salesmen's awards ceremony with (lefl) Vern Miller, sales mgr., congratulating Rick Johnke, salesman of the year for 1981. Bob White (cenler), most im-

proved salesman, received a plaque lrom Miller. Clarence Esoinosa and R.B. Dorman (right) are the first two salesmen to be inducted into the BMD salesman hall of fame. Both have over 20 years with the company.

Eastest Sheafhit g in

Southern California.

Just tell us how many units you need of our top qualiry plywood sheathing. We'lI have it ready and waiting for your prompt pick-up at Berth 190 in Wilmington.

Willamette keeps a huge supply of sheathing products right here in Southem Califomia so you won't have to. If vou're a wholesaler or distributor in the Los Angeles area, and need a few units for a fiIl-in-or an entire truck-load-give us a call for a quote. Or an order. It's like having a sheathing mill right in your own backyard! Phone us todav at 503-926.7771.

Willamette Industries. Inc. Lumber and Plvwood Sales DivisionAlbany, Oregon 97321

READY

SockoCrab-A-Rama

Simpson Building Supply Co.'s Santa Clara, Ca., distribution center recently held a Crab-A-Rama consisting of plenty of fresh cracked crab and cold beverages and displays of the entire Simpson product line for some 250 architects, builders and customers.

Visitors traveled from as far away as Paradise to the north, Tahoe City to the east and San Luis Obispo to the south with an estimated $127,000 sold. The largest single order of over $20,000 was placed by DeCou Lumber, Atascadero, Ca. Door prizes ranged from alarm clocks and fishing poles to a redwood garden center and enough Simpson LaHonda redwood paneling to cover an 8' x l2' space.

"The enthusiasm generated by the show has increased sales," said Len Viale, Southwest regional mgr. at Santa Clara. "We plan to make the Crab-A-Rama an annual event."

Forma ldehyde Precaution

Formaldehyde should be handled as a potential occupational carcinogen according to the National Institute for Occupational Safety and Health.

They also recommend that appro-

The Merchant Magazine

priate controls be applied to reduce worker exposure. Guidelines for minimizing exposure to employees are included in NIOSH Current Intelligence Bulletin #34, available from NIOSH Publications Dissemination, Division of Technical Services, 4676 Columbia Parkway, Cincinnati. Oh.45226.

Alaska's 6% Home Loans

More than 3300 residents of Alaska have secured home loans from SAM, the state-assisted mortgage program which has been in existence for six months.

Indications are that the program will be continued with the legislature providing money this year for thousands of additional mortgages. With no income ceiling, loans are offered at 6s/o to low-income residents, 90/o to veterans, and l09o to all others. A 590 downpayment is required in all cases.

The program, administered by the Alaska Housing Finance Corp., is credited by some with reviving the state's housing industry. Money for the mortgages is raised by bonds with state appropriations used to subsidize the difference between bond costs and costs to borrowers.

T0 WIN Jerry DeCou, owner ol De0ou Lumber, Atascadero, Ca., checks his door prize tickets with the help of George Thompson, Simpson Building Supply Co., Santa Clara, Ca., sales mgr., at the dislribution center get-logether.

System 't]rc"

Tom Reeser, president of Home Lumber Yard la Turbc& @lfunla, flnds the Information generated bythe Dataflne Computer System crltlcal to the operation of hls company.

I "Ourfi rst computer generatedInvofcecamethreeweeks ., ,.,:dtt.M, foffowfng thesystem's &llvcry," ' says Mr. Reeser. "We cut tu/o full t

Bronds bronds you know well ore fhot sell!

Bureau Elects Board

George R. Griswold of Dant & Russell, Portland, Or., was reelected president of the West Coast Lumber Inspection Bureau at their recent meeting in that city.

Other officers include H.H. "Bud" Moore, C&D Lumber, Riddle, Or., v.p., and G. Keith Voger, Hi-Ridge Lumber Co., Yreka, Ca., sec./treas. Added to the board of directors were: Dick Dahlin, Crown Zellerbach Corp., St. Helens, Or.; Roy Ashbrook, Brazier Forest Products, Molalla, Or.; and J.H. "Harvey" Bones, Mountain Fir Lumber Co., Salem, Or.

Griswold has been with Dant & Russell since 1947 and is now in charge of sales. He has been a WCLIB director since 1966 and is also 2nd v.p. of the Timber Operators Council.

The West Coast Lumber Inspection Bureau is a non-profit luinber grading agency representing approximately 200 sawmills in Oregon and Washington West of the Cascades and in California. The Bureau's member mills manufacture 5 billion feet of lumber-enough to build 500,000 homes-which is the bulk of the production within their area. WCLIB also maintains a technical staff working in wood research and with municipal code and insurance rating groups.

Why Salespeople Quit

The reason salespeople quit even when they are well paid can often be traced to one of two causes.

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(1) Lack of advancement in the company. When all territories are considered equal and there are more candidates than openings in management or higher positions bring more work, but, often, less money, salespeople tend to look elsewhere. If clear career paths are defined, the sales force will be able to focus on promotions rather than annual income.

(2) Management appears to put other priorities ahead of marketing needs. Often sales quotas are established on the basis of production capacities rather than market demand in each territory. The sales force is considered as a cost center with emphasis on cutting selling costs. When sales are seen as an important investment, the salespeople will be more stable.

New market for hardwood

A new market opportunity is growing for fine hardwoods with the current trend for unfinished furniture to come out of the discount store into elegant specialty shops.

Sales of ready-to-finish furniture leaped an estimated 2090 last year while overall furniture sales dropped 590. Sales added up to about $350 million, a figure that inspired envy in manufacturers and retailers sweating out the slow sales that were an off shoot of the bad housing market.

Expensive hardwoods such as oak, mahogany and rosewood accounted for a portion of that figure. The estimated 600 specialty stores selling only unfinished furniture have many handsome pieces retailing for more than $1000 and estimate that about 40qo of their sales are in such luxurious items. "People today are demanding longevity and quality in their purchases-and that means wood," reports a specialty store owner.

Although no one is predicting that the unfinished market will ever be more than a fraction of the total furniture market, many are en-

thusiastic about its advantages in a lean economy. Raw pieces of good quality can be accumulated within the budget limits of a homeowner.

Retailers do not have to stock large inventories. most of the stock is shown on the showroom floor. They also can eliminate in-house credit departments and fleets of trucks since most of the business is cash and carry.

Manufacturers are moving to tap this emerging market with Heath Co., electronic kit pioneer, turning to wood with a l3-piece line of oak and mahogany furniture kits. Prices range from a $69 put-together and finish plant stand to a $995 colonial rolltop desk. After introducing kit marketing by direct mail and its chain of 56 electronic stores, the company now has opened a prototype store in Southern California to sell only furniture kits.

Zenith, which acquired Heath several years ago, has turned idle space in its television cabinet plants over to the unfinished furniture kits manufacture. Jerry K. Pearlman, Zenith senior v.p., explains, "We have two enormous furniture factories and have economies of scale

in buying hardwoods."

Norwalk, manufacturing readyto-finish oak, and Kroehler, which has acquired a small unfinished furniture manufacturer, Dawson, are others. Unf inished specialtY retailers are welcoming this new blood because it brings vigor to their inventorv.

Phone Answering Tips

Post these rules by your telephones for smoother phone answering and message taking.

(1) Say the person is out before asking who is calling. Some callers are suspicious when the routine is reversed.

(2) Don't say he's not in yet. This can imply that he is late.

(3) Don't say he's gone for the day. Again this has poor connotation.

(4) Don't say he's busy. Everyone is always busy.

(5) Do say he's with a visitor or he's in a meeting.

(6) Always try to give an answer that creates a good impression of the person being called and the company.

Lumberman Writing Book

Gage McKinney, a contributing editor to The Merchant Magazine and former manager of a Los Angeles hardwood distribution yard, left the lumber industry late last year to devote himself to writing a history of lumbering on the Pacific Coast. He now expects to complete the manuscript this fall and to see the book published early next year.

McKinney's manuscript, tentatively titled The Figure in the Grain, tells the story of lumbering on the Pacific Coast through a collection of seventeen biographical essays. The essays recount the lives of the industry's most influential leaders, relating those lives to the overall development of lumbering, forestry and conservation in the West.

Included in the manuscript are essays about such leaders as Thomas Larkin, a Yankee trader who organized a lumber trade out of Mexican California in the 1830s; John Mcloughlin of the Hudson Bay Company; A.M. Simpson, a sea captain and pioneer lumber baron of the Oregon coast; Frederick Weyer-

ldi A haeuser, founder of the company that bears his name: and Mark Reed, president of the Simpson Logging Company and Speaker of the Washington State House of RePresentatives in the 1920s.

McKinney focuses upon such leaders of the redwood industry as A.B. Hammond. founder of the Hammond Lumber Company which became part of the Georgia-Pacific Corporation, and Emanuel Fritz, the forestry professor known as "Mr. Redwood." He devotes chapters as well to leaders in the fields of lumber journalism, hardwood lumber distribution and forestry.

"Originally I intended to simply write the 'lives'of some of the leaders

The Merchant Magazine of our industry," McKinney said recently, "but as the manuscript progressed it became apparent that I was making a statement about the development of our industry from the earliest days almost to the present."

From his home in Seal Beach, Ca., McKinney has traveled to Northern California and the Pacific Northwest and as far as East Texas, researching his book and conducting interviews. He has spent long hours at a number of university libraries and he has left half a dozen typewriter ribbons threadbare.

"My friends at the Forest History Society in Santa Cruz, Ca., have been especially helpful," McKinney said. ''They have a wonderful library there and the staff has both encouraged my work and helped immeasurably in my research."

Some of McKinney's material has developed out of articles that he originally wrote for The Merchant Magazine, including a biographical essay about R.A. Long, founder of the Long-Bell Lumber Company, and a chapter that focuses upon lumber and shipping interests in the late l9th century.

Wood Waste Replaces Oil

Few, if any, industries can clairn the degree of success in energy selfsufficiency reported by LouisianaPacific Corp.

While presently producing 74Vo oi its total energy requirements from uood waste, the company is forecasting an even greater energy self-sufficiency.

"We have new generating facilities under construction that will reduce our dependence on fossil fuels even further by 1982," says Dr. Ed Taylor, L-P's energy and environmental manager.

The company is now saving the equivalent of more than five million barrels of oil a year wirh its waste conversion systems. At currenl oil prices, the annual savings add up to nearly $164 million. The new generating facilities, scheduled to go on line in 1982, will save an additional half-million barrels of oil a year.

Bark, sawdust and sanderdust produced 74Vo of the energy re-

quired for the building products division. This compares to an lndustry average of 7090 for the building products sector, according to a survey b1, the National Forest Products Assn.

Pulping liquor and \\'ood waste gcncratcd 73oio of the energy needed in the pulp and linerboard division. With completion of the new boilers, the company expects to be generating 78 to 83ub ol its energy requirements in this division by 1982.

Samoa, Ca., division is already producing more than 90o/o of its energy. Three large boilers, fired with wood waste, drive two turbogenerators to producc electricity. Combined with the power produced by the turbine at the pulp mill, there is enough electricity generated to supply a town of 30,000. This handles the needs of the manufacturing complex, pius the townsite, and still leaves a surplus which is sold to the local utility.

Louisiana-Pacific is looking at ways to further reduce its depen-

M0UNTAINS of wood waste provide fuel lor Lou s ana-Daci'ic p ants and mr ls Nearly 75% of their energy requ rements is met w th waste wood and other byproducts of the ranufactuT ng pr0cess, savrlg an esltmaled f ve mil on barrels o{ oil a year.

dence on non-renewable energy sources. One promising technology, rvhich has yet to be proven in actual operation, is wood gasification, a process which converts wood waste to a combustible gas.

Dave Cook, formerly of Georgia-Pacific, El Paso, Tx., has joined the sales staff of Capital Lumber Co., Albuquerque, N.M.

Hal R. Scott has been named mgr. of the New Norandex Aluminum Building Products distribution center in Salt Lake City, Ut.

Leonard J. "Leo" Mauro has joined Georgia-Pacific Corp., Portland, Or., as director of financial reporting.

Marie McFarland is new to the trading staff at Santiam-Midwest Lumber Co., Tigard, Or.

Ken Rirsmussen has joined the softwood traders at Atlantic Western Hardwoods Ltd., Portland, Or, a subsidiary of Wickiup Forest Products, Bend. Or.

Russ Britt, Britt Lumber Co., Arcata, Ca., has been seen tearing up the highways in his newest possession, a bright red '79 Ferrari.

Wayne Gardner, exec. v.p. of the Lumber Association of Southern California, vacationed recently at Cathedral Citv. Ca.

Frank E. Davis, exec. v.p., Arizona Lumber and Builders Supply Association, Phoenix, Az., recently attended the annual meeting of Sentry Insurance, Scottsdale, Az.

Allan Baker has joined Fullmer Lumber Co., Tigard, Or. as an industrial salesman working out of Redding, Ca.

Gene Bishop has joined the Mission Forest Products sales force at Hollister, Ca.; Randy Freeman and Melinda Petery are new at the Fresno office, according to Jack Smith, pres.

Rick Re is now sales mgr. at Seneca Sawmill Co., Eugene, Or., replacing Merle Waby who has retired.

Alan Brackett is heading the spruce and cedar dept. at Great Northern Timber Co., Portland, Or.; Steve Johnson is the new sales mgr.

Steven Stacy is now director of wood products purchasing for Anderson Lumber Co., Ogden, Ut.

Tom Cowart has been promoted to senior sales rep at Simpson Building Supply Co., Cerritos, Ca., reporting to Frank Stanger, sales mgr.

Bob Line has transferred from Louisiana-Pacific's old Whittier, Ca., office, to the Samoa, Ca., office, handling sales from the Ft. Bragg and Willits, Ca., stud mills.

Gene Sjostrand is back at Paul Bunyan Lumber Co., Anderson, Ca., after an Oregon business swing.

H.A. Roberts. Western Wood Products Association; Charles Caffall' Caffall Bros. Forest Products; John T. Casey' Jr., Sierra Mountain Mills; John R. Forresl, Boise Cascade Corp.; Peter Garrett, Merrill & Ring, Inc., Paul Kay, Weyerhaeuser Co.; Charles Manke, Manke Lumber Co., Inc.; Charles Spence, Pacific Lumber & Shipping; Phil Woolwine, ITT Rayonier; Robert H. Hunt, Western Wood Products Association, and Ikuo Yamaguchi, Western Wood Products Association. were members of the U.S. delegation to the second meeting of the U.S./Japan Lumber Trade Promotion Committee in Tokyo, Japan.

Bob Harris has been promoted from controller of the DG Shelter Products moulding and millwork div. to v.P. and div. controller; Art Ramey' v'p., sales; Carl Hastings' v.P., western operations; Don Walerr v.P., southwestern operations; Woody Ames, pres., Donner div., according to Larry Davis, div. Pres.

Jack Price. Far West Fir Sales, Huntington Beach, Ca., was recentlY in Portland, Or., on company business. Paul Boyle, Koppers Co., Sacramento, Ca., was recently at Hq. in Pittsburgh, Pa.

Don Weber and Ron Deuden, Weber Plywood Co., Tustin, Ca., were recently in Or. on a mill triP.

Robert F. Reid, Reid & Wright, Inc., has moved for the summer to Huntington Lake, near Fresno, Ca. He'll return to the firm's Hawaiian office this fall. His son, Bob, recently spent a week at the lake while brother Richard, from the Boulder, Co., office, filled in at Arcata, Ca. Hq.

Jack Butler has joined Kelleher Lumber, San Rafael, Ca., selling in So. Ca.

Ray Harlan, 50 year employee and mgr. of Lakeview Building Material, Lakeview, Or., has been awarded the Paul Harris Fellow award by Lakeview Rotary.

Jim S. McGahey has been appointed mgr. of field marketing operations for Kaiser Cement Corp., Oakland, Ca., according to John P. Rohrer, v.p., marketing.

Ed G. Young has been named marketing mgr. for doors and John White, marketing mgr,, panel products, for Simpson Timber Co.:, Seattle, Wa., according to William W. Ruddick, marketing development mgr.

Pete Speek, Fremont Forest Products, Whittier, Ca., and his wife, Phyllis, are back from a vacation trip to Thailand, Burma, Nepal, Singapore and India.

Lee Driver has joined Fallbrook Lumber Co., Fallbrook, Ca., as home center mgr.; Bill Evans is new lumber mgr.

Donald E. Johnson is the newly elected chairman of the board of Cedarwood Products, Eugene, Or.; John P. Bcardsley, pres.; Richard G. Farris, exec. v.p.; Mchael S. White, v.p., operations; Psul Larson, V.p., finance and administration; Dennis J. Morgan, v.p., research and development; Wsyne Hill, Jean Martilla, and Joe Chauran. viD.s.

Norm Cords, long-time California lumberman now selling glue-lam beams with his son, Doug, at Cords Lumber Co., Inc., Fresno, Ca., and his wife, Ruth, recently celebrated their 46th wedding anniversarv.

Jim Ferreira and Peter Koch have joined Brazier Lumber Co., Los Angeles, Ca.; Art Burke and Bruce llines are new at the Tacoma, Wa., operation.

Dan Reeve is in charge of the Rogue Pacific Lumber Co.'s new wholesale operation in Medford, Or.

Bernard "Buck" Meile is gen. rngr. for the Saginaw Div. (Aberdeen, Wa.) of Cedarwood Products, Eugene, Or.

Steve Carrillo is new to sales at Lacy Forest Products, Redmond, Or.

Larry Armstrong is now with Boddington Lumber, Albuquerque, N.M.

Lynn Sexton has joined the Carpinteria Valley Lumber Co., Carpinteria, Ca. Witlism J. Haas has been named national sales mgr. for Elk Corp., Dallas, Tx.; Elmer C. Belssner, director of corporate commercial development.

Holmes Pooser, Pooser Lumber Co., Sacramento, Ca., is back from an Alaskan fishing trip.

Doug Lashmett has joined California Cascade, Inc., Sacramento, Ca., in the sales dept., according to Hank Feenstra.

Ken Rainey, Setzer Forest Products, Sacramento, Ca., recently got in some at-home vacationing.

Mike Bozich, Capitol Plywood, Sacramento, Ca., and his bride, Bonnie. have returned from a Hawaiian honeymoon.

George Little, Union Forest Products, Stockton, Ca., got in a recent week of Lake Shasta, Ca., camping.

John Hull has joined Philips Lumber Sales at the Redding, Ca., office.

Dean Holt is new to the sales force at Knollwood Corp.'s Portland, Or., office, according to Mike Parli.

Bill Jacobson has joined the sales dept. at Reid & Wright, Inc., Arcata, Ca., according to Robert F. Reid, pres.

Lynn Shurtliff, formerly of Valley Wood Preserving and Fontana Wood Preserving, has joined Pacific Wood Preserving of Bakersfield, Ca., according to Steve Ryan.

Dave Walton has joined the sales team at Paramino Lumber Co., San Francisco, Ca., according to Jim Pierce, pres.

(Continued on next page)

(Continttetl Jrom page 41 )

Dennis Zan, field sales mgr. for Celotex, has been named regional sales mgr., Oakland, Ca., according to W.H. Jones, gen. sales mgr., Tampa, Fl.

John D. Price has retired from the American Plywood Association after more than 32 years in the quality services div.

Gene Brewer is the new pres. of the Plywood Pioneers Association; Larry St. Onge, v.p.; Robert H. Ripley, sec./treas.

Mel B. Mountain, gen. mgr. of Louisiana-Pacific's container products div., Antioch, Ca., is adding the duties of gen. mgr., Ketchikan div., replacing Merle Mosar who has resigned, according to Lee C. Simpson, v.p., operations; Martin Pihl, Ketchikan div. controller. will be his administrative asst.

Earl Stelle has joined MaywoodAnderson Forest Products, Eugene, Or.

George Kovich, v.p., lumber manufacturing, Weyerhaeuser, has been named Eastern Oregon region v.p., at Klamath Falls, Or.

Jerry Edwards, California Sugar & Western Pine Agency, is back in Sacramento, Ca., after a week in Los Angeles, Ca., on business.

Bob Martin is the new gen. mgr. of the specialty products div. (formerly Snider Building Products) of the Nikkel Corp., according to Bob Nikkel.

L.L. "Stub" Stewart has been elected pres.; Jack Meadows, v.p.; and Edmund Hayes, chairman of the board, at Western Forestry Center, Portland, Or.

Kenneth Clarry is the new pres. of the National Kitchen Cabinet Assn.: Richard Blake, v.p.; Glenn lllig, treas.

Tom Conway and Mark Dippel have joined Ampac Forest Products, Portland, Or.

Robert McHale is new district mgr. of building material centers in Ut. and Wy. for Anderson Lumber Co., Ogden, Ut.

Dennis Heet and Mike Buford. Heet Brothers Handsplit Redwood Co., Baldwin Park, Ca., are back from a very successful fishing trip to Rancho Buena Vista, Baja Mexico.

Curt Kehoe, sr. v.p. and mgr. of Lumbermen's, Lynnwood, Wa., has retired after 16 years as mgr., and 35 years in lumber and building materials.

Sterling Wolfe and Sterling Wolfe, Jr., Marquart-Wolfe Lumber Co., Orange, Ca., were recent Portland, Or., business visitors.

Thomas M. Rogers has been named wood technologist for the Western Wood Products Association. Portland, Or., according to Malcolm Epley, Jr., v.p.

Bill and "Val" Evans, Fallbrook Lumber Co., Fallbrook, Ca., recently spent a weekend in Acapulco, courtesy of Georgia-Pacific.

Rod Lindquist is now operations mgr'; Dale Munson, production mgr. at the Champion International PlYwood plant, Gold Beach, Or.

Les Douglas is now an outside sales rep for American Wholesale Hardware Co., Long Beach, Ca., covering the Bishop and Ridgecrest, Ca., area.

Edward S. Evans. Jr.. director for 46 years, chairman, pres. and c.e.o. of Evans Products Co., Portland, Or., has been designated director emeritus of the firm. He is the son of the founder.

Thomas B. Speer is the new national sales mgr. for Frostex II pipe heating cable, Menlo Park, Ca., replacing Karen Biddick who is returning to school for a business degree.

Richard J. Honrath has joined the Therma-Tru Div. of LST Corp. , as an account mgr. in No. Ca., Nv., Wa. and Or.

(Please turn to page 44)

RETAILER PROFITS

(Cr,tntinued from page I t )

(a) How are model stocks developed?

(b) How frequently are they revised?

(c) How frequently are stock counts performed?

(d) Are stock counts frequently compared to model stocks?

(e) Is there a timely writing of orders to maintain model stock levels?

(3) Is the propriety of basic stocks tested by a correlation with:

(a) Record of customer walkouts?

(b) Available open-to-buy?

(c) Turnover?

(d) Stock investment?

Departmental basic stocks should be determined after management has established the level of customer service.

(4) Does the merchandise reporting system alert buying, merchandising and management personnel to significant departures from plan for sales and stock on hand?

(5) Is the age of merchandise on hand taken into account when a selling department is significantly off plan?

Duplicate Merchandise

(1) Is the merchandise frequently edited to eliminate excessive duplications?

(2) Is the merchandise regularly reviewed to eliminate manufacturers' discontinued lines? This review should deal not only with quantities, but also with the relotive profit contributions of items. Consider:

(a) Relative turnoyer experience (which is affected by good backup snangements with vendors and the extent of preselling done by manufacturers)

(b) The amount of handling required before merchandise can be delivered to the customer

(c) Experience with returns and merchandise adjustment costs

(d\ Relative markdowns

(e) Applicable advertising allowances.

Branch Stores Operations

(1) Are these periodic comparisons made on a departmental basis within branch stores:

(a) Units of classifications sold?

(b) Inactive items or classifications?

(c) Stock-to-sales relationships?

(2) Do department managers in branch stores advise appropriate main-store personnel about:

(a) Fast-moving items?

(b) Out-of-stock items by classifications?

(c) Meetings with store personnel?

(d) On+he-floor selling experience?

(3) Do central buying personnel make interstore comparisons to spot best-sellers, problem items and regional sellers?

12 ACRES OF SELF.CONTAIi{ED CONSOLIDATION, STORAGE, TRUCKII{G, MANUFACTURING, AND WHOLESALE DISTRIBUTION FACILIT|ES o 24 YEARS 0F GROWTH AND EXPANSI()N . PR0FESSt0i{ALS tr{ CEOAR SPECIALTY ITEMS r FAST RESPOilSE r FLEXIELE MANUFACIURING AND SATES POLICY

o 1x2, 1x3, 2x2,2x3 - COMMON ANO CLEAR, GREEN, SURFACED AND/OR ROUGH CEOAR M0ULDINc STOCK - TIcHT KNOT ANO CLEAR

o FENCING BOARDS. GRAPE STAKE TYPE PALINGS BENDER EOARDS GARDEN - NURSERY. DEALER . INOUSTRIAL ITEMS

o RAND0M WIDTH ANt) THICKNESS R0UGH GREEN BARNEOARl)S

CALIFORNIA FOREST PRODUCTS

436 14tb St., saite 404 Oartland, Ca. 94612 (415) 465-2658

John Wilton

Redwood and Douglas Fir Lumber. Cedar Shakes and Shake Felt

Plywood Siding and related items

"Vhere Dependable Service is More Than a Phrase"

MORE PERSONALS

(Please turn to Page 42)

Jeff Squires and Yince Vierra are now affiliated with Sunrise Forest Products, Modesto, Ca., as inside salesman, according to John Souza.

Mike Carter, Deschutes Pine Sales, Bend, Or., and John Diederich, Stockton Wholesale Lumber Co., Stockton, Ca., are back from a float trip on the Deschutes River in Or.

Gary Rush and Fred Harris have been added to the sales force at Ed Fountain Industrial Lumber Sales, Los Angeles, Ca., according to Ed Fountain, Jr., pres.

Gwen House has been promoted to salesperson from sales trainee at Simpson Building Supply Co., Kirkland, Wa., distribution center, reporting to Ray l0osterhoff, senior sales rep.

John Fery, chairman and c.e.o., Boise Cascade, has been selected as "top chief executive officer" in the forest products industry for 1980 by The Woll Street Transcript, a New York financial publication.

Jim Psloma is now mgr. of Crown Zellerbach's Northwest sales dept., Portland, Or.; Don Lewis will assist him; Larry Fitzgerald is now gen. sales mgr. for the inland lumber mills and plywood plant at Omak, Wa.; Clarence Young is gen. sales mgr. for the mills at Columbia City, Rainier, and Estacada, Or.

Ron Lewman, North Bay Forest Products, Healdsburg, Ca., and his wife, "Mel," plan a Sept. trip to Oklahoma for a family reunion.

Ron Dybas has joined Nizich Forest Products, Philomath, Or., as a sales mgr.

Frederic L. Purtill, Owens-Corning Fiberglas Corp., is the new chairman of the executive committee of the Asphalt Roofing Manfacturers Association; Edward L. Mongold, CertainTeed Corp., pres.; John A. Hixon, Bird & Son, v.p.; Sam E. Brasher, The Celotex Corp., treas.; Joseph G. LaCroix, CertainTeed Corp., vice chairman, executive committee: John A. Brennan. GAF Corp., executive committee; Joseph G. Hall, GAF Corp., chairman emeritus.

Jack LaBelle is now mgr. of consumer product sales, and Paul Bolt, mgr. of export sales, for the American Forest Products Co., San Francisco, Ca., reporting to G.B. Sloop, gen. mgr. of the national sales div., Stockton, Ca.

Bernard H. "Buck" Meile has been appointed gen. mgr. for the Cedarwood Products, Saginaw Div., Aberdeen, Wa.

Dick Rising, mgr., Simpson Building Supply Co., Kirkland, Wa., has been elected pres. of the Kirkland Chamber of Commerce for the second term.

Tom Hauptman is the new gen. mgr. of Lakeview Lumber Products, Co., Lakeview, Or.

Rob Kincaid, American Hardwood, Los Angeles, Ca., recently backpacked into the Grand Canyon including a visit to Havasu Falls at the bottom of the Canyon.

Gordon Gerretsen, Gerretsen Building Supply, Roseburg, Or., participated in a "Splitting the Banana" (eating a 100-ft. banana split) project with Roseburg High School students.

Bob Slettedahl. Lumbermen's of Washington, Shelton, Wa., recently hosted a group of five French men from a similar firm in France.

Bob Loeffelbein has joined Norell Forest Products, Milwaukie, Or., as a trader.

TV Spot Shot at Yard

Ganahl Lumber Co., Anaheim, Ca., was recently the set for a pair of television commercials.

A crew of 23 filmed for two days at the 16 acre lumber yard. The producers moved into the store early each afternoon and worked at setting up until closing time at 6 p.m. Then they filmed until nearly midnight before dismounting the set to clear the way for the store's traffic the next day. The set was put back up again the second day.

"I thought it was real interesting," said Lori West, a Ganahl employee. "I had never realized it

would take so much time to do, like, a five-second portion of a commercial. And I couldn't believe the effort that went into keeping Mary Ann Mobley's hair right."

Speed Up Payment

Five ways to succeed in collecting an overdue bill by telephone.

(I) Call the person who signs the checks.

/2/ Address by name, being as personal as possible.

(3) Ask the reason for the late payment and give the person a chance to explain.

(4) Find out the real reason for nonpayment. If they are dissatisfied, be sympathetic and offer prompt adjustment. This will often speed up payment.

(5) Don't hang up until details of the payment are worked out, date to pick up check, next time to call back, whatever.

0N CAMERA for Gold Eond Building Products, Gary Collins and Mary Ann Mobley are shown during the recent filming of two tv commercials shot on the oremises o1 Ganahl Lumber Co.. Anaheim. Ca.

wfth Upper Cut. MMNMM

-now available from our Cloverdale Mill.

We've reversed an industry trend. While availability of kiln dried Redwood uooers has shrunk, we're expanding our production of clear grades- and kiln drying them. You can now expect the same consistently high quality for our shipments of kiln dried Redwood as you have found in ourgreen products.

More Longer Lengths

All sizes, all clear grades, S4S and rough, are 6/20 with maximum 5-10% 6' & 8' combined, Prices slightly higher for all 10/20'.

More ol the Popular Sizes

Our production is % x 4,3/q x 6, 2x4 and 2 x 6 only, in ClearAll Heart. Clear. and B Grade to assure you more continuity of supply in the faster selling sizes.

Three Packaging Choices

Group length units are available, as well as popular 1750' R/L units. And for 10 MBM or more we can ship pulled to length. Garden grades can be shipped mixed with kiln dried clears.

(Coitinued from Page 24) dimension lumber in the newsPaPer? Fifty-nine weeks since paneling was promoted and not one mention of millwork during the two years.

His customers were shopping the big city yards because inadvertently Steve had allowed his advertising to alter his company's positioning in the market. He had destroyed his lumber image to promote for traffic.

The turn-around was swift. Lumber was promoted in at least 5090 of the space in the new ads, and the store instituted a periodic inexpensive direct mail program to builders and contractors.

The story you have just read was not my most recent experience with building material retailers who allow non-lumber to dominate their advertising. It was my first experience as a consultant. The year was 1974. Since then I've seen the same syndrome much too often.

It's an easy trap to fall into. There's a lot more variety available promoting non-lumber items. while it takes some creativity to prevent repetition and stagnation in lumber advertising. Without changing the presentation and the product illustrations, lumber ads can soon look tired. But relief is on the way.

Building material manufacturers and distributors are beginning to recognize that it's their obligation to keep the retailer supplied with current ad materials that allow them to keep their lumber image. The hardware wholesalers too are adding more and more lumber modules to their syndicated advertising programs. Inexpensive advertising systems featuring lumber are available through newspapers and other industry art and advertising sources.

Most retailers will collect these advertising aids. A few will know when and how to use them. Watch them grow!

Adhesives and Glues: How To Choose And Use Them

Robert S. Miller ( F ranklin Chemical I ndustries , P .O Box 07802, Columbus, Oh. 43207, hardcover, illustrated, $6.95 )

ADHESIVES AND GLUES: HOW TO CHOOSE AND USE THEM

This book is for the guy who doesn't know a glue from an adhesive or a butt from a rabbet joint. Use of the index and glossary with careful reading will help him choose the correct product and technique for a variety of sticky jobs.

Drawing on 28 years experience in the adhesive industry, the author simplifies the subject to make the reader feel like an instant expert. Lots of line drawings, photographs, and charts clarify and reinforce the lessons.

In addition to explaining the various glues and adhesives on the market with product examples, he gives instructions for many furniture repairs. Directions are detailed step by step, often with a tip that allows the do-it-yourselfer to do a professional job. Diagrams make the steps clear to even the inexperienced.

With this book, most homeowners will feel confident enough to tackle bonding laminated plastics as well as installing wall panels, ceiling tiles, or floors. Directions cover the common materials used for each job.

The author makes everything seem possible. The ideas are bound to grab you and if you stick to it, you'll soon be a pro.

Friends Hail Retiree

Retiring after 26 years as a stud salesman, Don Sundstrom of Louisiana-Pacific was praised and applauded at two retirement parties in Willits, Ca.

Gil Sissons, former lumber salesman for L-P now with Little Lake Industries, spearheaded a luncheon for customers and fellow employees with letters sent by many unable to attend.

Summing up the feeling of the day, Larry Larson wrote on an order form from Larry Larson Lumber Co., Los Alamitos, Ca., "Whether Firco. Apache, Crawford, G-P or L-P, yellow ends, red ends, or no end paint, I was always confident that lumber you sold would be troublefree and on time. You never disappointed me. You didn't just build up the mill order file, your specialty is dealing with friends. I am glad i am one of them."

Among those attending the surprise party and contributing to the $1000 cashier's check given Don to be used "just for fun" were Lowell Ambrosini, Bob Baumgardner, Art Bond, Mike Parli, Bud and Doris Chase; Roger Burch, Bill Carter, Darrell Smith, Ed Bayless, Hank Feenstra and Ralph Heath.

Del Cole, Rounds Lumber; Craig Cookingham, Art Reed, Steve Freeman, Jim Frodsham, Ted Gilbert, Fred and Steve Holmes, Larry Larson, Dave LeBeck, Elsie Lewis, Mark Lofland, Joe Mayfield, Bob Macfie, Cathe and Art Moe, Bill Niesen, Paul Ward, Bill Smith, Paul Traba, John Turner, Ray Watson, and Joe Wheeler.

At the second luncheon Elsie Lewis gathered customers from all

over Northern California to honor Don.

Don, whose retirement coincides with the phasing out of the L-p Ukiah Division, first worked for Norton Wiesock in Willits in 1946. He later went to Industrial Plywood, Earl Maize Jr., and Firco where he stayed as it changed to Apache, Crawford Lumber Co., G-P, and then L-P. He moved his office to the Ukiah division in 1968.

NEW PRODUGTS

and selected sales aids

Two-tone Factory Finish

Wind Ridge siding from Champion International, Building Products Division, is now available in a two-tone, factory finish with wood grain texture.

Produced in a weathered barn siding, a natural, wood tone, and a dark stained wood, it reportedly provides exceptional surface performance and long-term color stability. A special reverse wiped glaze method is used to produce a subtle blend of colors.

Accessory items for tie-in sales include trim and touch-up paints and prefinished nails.

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14 Hours Per Gallon

Radiant King has introduced a new U.L. approved line of smokeless, odorless portable kerosene heaters engineered to heat areas as large as 550 sq. ft.

The new models are wick fed and unpressurized. Safety features include an automatic shut-off switch, a battery powered push-button ignition, and a child-proof safetY fuel tank.

Depending on the unit, the heaters can produce from 8,000 BTU's to 15,500 BTU's, with continuous heating times of from 14 hours to 22 hours on a little more than a gallon of kerosene. The new models have wider polished reflectors and frosted glass enclosed combustion chambers. The frosted glass disperses the heat better to produce greater thermal heat off the reflector.

Attic Ventilation System

Leslie-Locke has a new continuous ridge attic ventilation system.

It is said to be an innovation in static vent systems, completely engineered, with no cutting or splic- ing required. It fits most roof designs without alterations. The independent suspension design assures positive air circulation at all roof pitches.

Extra wide drainage holes guard against a dam effect in the event of heavy rain or snow. Pre-punched, slotted nail holes allow for expansion and contraction as the weather changes. In addition, the aerodynamic design of the Ridge Runner provides the maximum air flow, while blending into any roofscape.

Consisting of 4-ft. modular sections made from sturdy embossed aluminum, it can be installed using common tools and comes packaged in cartons of twelve.

It is available in aluminum finish, or painted black or brown.

A Big Sucker

The new Shop-Vac Silver@ wet/dry vacuums feature quiet operation achieved by an air baffle system.

An industrial by-pass motor delivers cleaning strength to handle cleaning problems in the home, basement, workshop, garage, or office. The top carrying handle Permits one hand portability.

Standard equipment includes lV4" and 2Vz" hose systems to allow for both wetldry and bulk drY pick-up.capabilities. Other features include epoxy-phenolic baked interior for rust-resistant long life, universal 2V2" inlet, powerful blower, float shut-off that stoPs

LII\[TBIIDG Lumber

Sales, Inc.

MAIN OFFICE

P.O. Box 767 Springfield, Or.91477

(503) 726-1841

Ed Farrell

Steve Dixon

Bert Clark

21420 Mariposa Stockton, Ca.95205

(209\ 464-4624

Rod Gasser

Timber Cuttings

Lowgrade and Industrial Items

4500 Campus Dr., Suite 628A Newport Beach, Ca. 92660

(7r4\ 966-1099

Ron Carr

The Merchant Magazine

suction when maximum water level is reached, and foam filter sleeve for water filtration.

Models are available in 6 and l0 gal. sizes in two tank types, baked epoxy-phenolic or stainless steel.

Mirror, Mirror on the Door

Following a studY in consumer preferences, Hamilton Glass Products has developed three new extra long full view door mirrors featurins. I l/2" frames.

Folished walnut, with or without a gold embossed inner edge, and wide grained pin oak frame mirrors manufactured of shatter-resistant and distortion free float plate glass.

Frames are constructed of high impact polystyrene. Overall size is l7;'x51". They are pre-drilled and come with drive screws for easY hanging. Suggested retail price is $17.95.

Masonry Protection

Tammscoat is a noncementitious, resin based coating, heavily bodied to actually fill the pores in concrete block.

In addition, it is suited to brick, plaster, stucco and masonry as. a finish coat. It can be used on interior surfaces above or below grade and on exterior surfaces above grade. It dries to a non-gloss, waterrepellent finish.

It may be applied by brush, spray, or with a l-l/2" naptype roller to surfaces that are clean, sound, and dry. It can be applied in any temperature down to 40oF.

Available packaged in 5 gallon plastic pails.

Western Red Cedar Douglas Fir and Studs

Fireplace Concentrates Heat

Preway Inc. has introduced the new Super Energy Mizep builrin wood burning fireplace with con_ centrated heat flow system.

Key to the new capability is the specially designed Enei-JeriirM heat path which works in conjunction with the basic heat circulation syst€m. This warms room air in a sealed chamber allowing air to travel to sides and back of fireplace, up over the warmed dome, and oui to the room.

Additional new features designed to assist in improving heat flovi are horizontal heat flow louvers and heat directors.

Almost For Real

Macklanburg-Duncan Co. is introducing an imitation wood shelf made of a warp-proof pressed wood core- and a stain-proof vinyl cover. The vinyl finishes of the pecan and wllnut styles are developed and manufactured by duplicating photographs of r6al w6od. Th; wood pattern does not repeat itself o! 1ny of the various lengths and widths of the boards.

Decorator's Touch shelves come in white, pecan and walnut in three standard widths, 8", 10", and, 12,', and four lengths.

Draft Dodgers

The Draft-Tamer, said to have been developed as a result of workers complaining about the draft created by ceiling fans from M-Squared Electronics, Inc., is a unique ceiling fan controller. .It automatically lowers fan speed with decreasing ceiling - air temperature. The controller eliminates worker wind chill discomfort and attaches to existine fans in minutes.

Solid Color Wood Finish

Solid color exterior wood finish is the newest addition to the Minwax Co.'s line of exterior products.

U^nlike paint, which creates a rigid surface film that can blister a-nd separate from the wood, it is said to become an integral, breathing part of the.wood, subduing the woo<i grain while enhancing its natural texiure. Contai,ning both a water repellent and a fungicide, the finish also protects the wood by sealing out moisture and resisting mildew and other olscoloratlons.

Available in eight colors, it is for both rough and smooth siding, trim, bg.uTr and fencing, and can be ap- pligd with a brush, roller or sprayer.

Registered with the EpA. il is oilbased and available in I and 5 gal. containers.

Embossed Door Facings

^. Masonite Corp. has developed a five-panel embossed door facing for interior use in residential and dommercial buildings.

The lew CountryWest doorskin, a product of the Western Hardboard Div., is an authentic replica of the five-panel solid wood do6r of an earlier era, priced competitively with standard paint-grade flush doors.

The five panels are embossed into a single sheet of durable hardboard with the grained texture of natural wood which reportedly will not split, crack or check.

Doorskins are available in a variety of standard sizes, from 2' to 3' wide and 81" high. They are l/g" thick, unprimed for field finishing. They are available only West of tli-e Mississippi.

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WEATHERSTRIP display header lrom Macklanburg-Duncan Co. is designed to free up your employee's time and help customers pick the proper weatherstrip the first time. Part of an on-going merchandising campaign, it Jits a standard 3' wide M-D energy saver display and pinpoints problem areas around the home with a specific product recommendation for each.

Ponderosa Pine

Sugar Pine

Incense Cedar

Douglas Fir

White Fir

Our quality is great, Our service is good, This is the place You should buy Yourwood...

(916) 824-5427

PLASTIC TOTE trays are part ol a full line 0f tool carriers/boxes oflered by Malco. Inside lift out trays and a lid with hinged sides are optional. A locking tab on the side may be secured with a padlock.

IW0-|N-01{E gadget for the laundry, the Scoopit is designed as a detergent box opener and measurer. Made ol strong plastic, it has a triangle opener under the handle to pierce the side of the box near the top. A tilting motion will tear the top otf to allow the sc00p t0 enter.

Lemmie G. Morewood Consulting PhD*

Beam Tree Organizer

To better serve lumber yards and process orders faster, Standard Structures, Inc. have designed and constructed a glulam Beam Tree.

It can hold an inventory of over 200,000 board feet of glued laminated material, including Quick Lam Beams, on its four tiers. Laminated members can be rapidly loaded off on to a truck for faster delivery. Higher stacking gives more efficient storage capacity in a concentrated area.

A roof protects materials against weather. Standard Plank. a laminated decking product, was used in the roof assembly.

Overall dimensions are 150' in length, 24' in width, and 24' 9" in height.

Standard Structures recentlv introduced a faster delivery scheiule. Orders placed one week are now available the next.

Panel Cutout Template

A stick-on transfer template called The Hole Thing makes it possible to mark the exact size and location of panel or drywall cutouts without using tape measures or rules.

It is the shape of a light-switch outlet box with adhesive on both sides. The installer (l) places the template against the outlet box; (2) peels off the backing paper; (3) positions the panel and presses it firmly against the template; (4) traces the outlet outline for cutting. The template can be removed, replaced on .the backing paper, and used agam.

Large openings such as vents, doors and windows can be marked by placing a template at each corner and connecting the corners with a straight line.

A package of l0 templates retails for $3.99.

Service

A NATURAL FOR US! REDWOOD

Decking

Clears

Bevel Siding

Benderboard

Fencing

Timbers To 30'

Lath

Redwood Siding

Serving the Li lil7estern States with quality redwood produc$ and hard to find specialty items. Also 48 hour delivery service in Nonhern California.

GORDY MARTIN BOB HAAS RAY TRUJILLO

Sitting Down on theJob

The new RMX riding mower with through-the-deck discharge from Jacobsen has a 30Vt" cutting width and 30" turning radius.

Compact and maneuverable, it has

an optional rear catcher attachment that will support any standard household trash can and features six mowing heights from I V2" to4" and Pace Command no-shifting pedal control that enables the operator to change from forward to reverse with a press of the toe or heel.

Clear View

The Architectural Products Division of Howmet Aluminum CorP. is marketing a new frameless Pivot door to provide an open, elegantlymodern look in the bathroom.

With no frame, it features a safety-tempered glass panel securely suspended-on adjustable pivots. The pivbt mechanism and handle/lock hardware are attached to the glass with a special adhesive bond.

With a 3Vz" or a 2Vz" wide specially-engineere4 jamb, the need fbr filleis oi extenders is eliminated. The iamb includes a vertical Lexan wipei with a full-width vinyl squeegee to seal the door and Provide Ieakproof operation.

In either irosted or clear glass, it is available in three anodized finishes.

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Weather Wise Door

The Nicolai Co. new gliding Patio door, has been engineered for energy savings.

It is fabricated from select, staingrade wood for reportedly unequaled finish and energy savings. The system is glazed with 5/8 " tempered and hermetically sealed insulated glass. The sill is designed to provide a complete thermal break, accented with a solid oak insert.

In addition, weatherstriPPing throughout is combined with a three-point kerf form seal which acts as a barrier against wind, water, heat and cold when the door Panels are in the closed position.

JOH NNY INKSLINGER, Paul's Bookkeeper,

invented the fountain pen. A tradition of resourceful, progressive operation goes with Paul Bunyan's name and reputation. Paul continues to ship his quality products from his plant in Anderson.

CeramicTile Kit

The Italian Tile Center has added a full-color, counter-top brochure holder to its line of free, in-store promotional materials to help retailers boost their Italian ceramic tile sales while saving valuable floor space.

The brochure holder's banner is in the distinctive red and green Ceramic Tiles of Italy logo. The entire unit measures approximately 9" x 14". The counter-top display holds up to

15 copies of the l6-p. tull color brochureDecorate Your Home l4rith Ita lian Ce ram ic ft7es, which contains useful design ideas and remodeling tips for every room with coloi photograph illustrations.

In addition to the brochure holder, the trade kit also contains a mirror- tile viewer, a mobile display, window-door decals, stickers and streamers.

Fireplace Merchandising

A qew package of merchandising materials is designed to help sell the Preway Insight fireplace insert.

A glass doored, heat circulator designed for the conversion of inefficient, masonry fireplaces to heat moving, improved efficiency fireplaces, it has a flat, black fronl and brass trim. A circulating, electric heat circulator improves heated air movement around the fire box.

Designed to simplify sales at the retail level, merchandising aids include a four color catalog; color national print ads; newspaper and radio ad material; descriptive display poster; full-scale point-ofpurchase display and decal sets. The display, constructed of corrugated cardboard, can be shipped via UPS.

DEC0RATIVE cabinet hardware from Ajax includes over 270 functional and decoralive models for contemporary to traditional cabinetry, knobs and backplates; bail, thumb and ring pulls. Finishes are in brass, copper, chrome, silver, matte black, wood, ceramics and old copper. They are burnished, hand-ormachine polished, hand-or-machine stained, 0r hand-antiqued. Strap and H-hinges are included as well as pivot models and hinge-amatics.

Visible Storage

Quaker Maid offers one more way to reduce cabinet jumble through their visible storage system.

Racks, fabricated with vinyl coated steel to provide easy cleaning, and sturdy storage for heavy housewares and packaged goods, operate on nylon rollers and glide from cabinetry to make stored items easy to see and reach.

Inter-changeability permits individual rack adjustment to meet specific needs in any of Quaker Maid's under-the-sink, base and tall cabinets.

Home Decorating Center

A new Bali Blinds Home Decorating Center is now available to retailers.

The Plexiglass unit, which can be placed on a counter or used as a wall or pegboard display, measures 19" wide by 15" high by 9" deep. It features a full color photograph of a

Fred C. Holmes'.tsTi'K"

room decorated with Bali Blinds and has two literature pockets which hold color chip charts and how-tomeasure pamphlets.

The center weighs five lbs., and is shipped with assembly instruction. No tools are needed. Cost is $25.

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Fast Set Cement

Speed Plug hydraulic cement expands slightly after the three to five minutes it takes for a flash set.

Powder is mixed with water to form a puttyJike consistancy. After cracks or holes in the surface are chiseled out in an inverted V, it is forced in for a permanent patch. After one hour of curing, it may be sealed and finished.

Dimensional Shake Shingle

A combination starter strip/hip and ridge dimensional shakes shingle was recently introduced by Celotex Roofing Products Division.

It is available in four colors. One bundle contains sufficient material to cover 66.7 linear feet of starter or 33.3 linear feet of hip and ridge.

The new shingle is said to eliminate the problem of having to stock separate starter strips, hip and ridge shingles since the new shingle replaces those separate products. In addition, the new combination reportedly costs less and is easier to use.

a division of Noyo Investment Co

Bathroom Coordinates

A new line of style coordinated medicine cabinets and lighting fixtures to match vanities and wall storage cabinets is from UniversalRundle Corp.

Available in seven stvles. the

medicine cabinets can be installed on the wall or recessed. Features include cabinets of high-impact plastic; reversible doors; 1,000 cu. in. of storage space with adjustable shelves; compartmented storage; utility shelf with toothbrush holder and storage pockets; and distortionfree mirrors.

Matching lighting fixtures of designer glass globes mounted on styled wall shields are available in combination with the medicine cabinets or can be purchased separately.

All Weather Door

Forester patio doors, a combination of wood and aluminum, are new from Louisiana-Pacific.

With the aesthetic appearance of wood on the inside and the practicality of an aluminum sill with built-in thermal barrier, the door can go into new construction as well as remodeling jobs.

Double weather stripping, with l" thick tempered insulating glass make it weatherwise. Adjustable tandem steel rollers and a reinforced screen are additional features.

The door can be converted from right hand to left hand with a change of screws.

RealWood on a Budget

A new, real wood interior panel that combines the hand-crafted look of early America with the economy of Idaho white pine has been introduced by Potlatch Corp.

Called Pilgrim Plank, it is said to give professionals and do-ityourselfers alike a lower cost decorating alternative.

A 3/4" thick, solid-plank in random lengths and widths, each piece is surfaced with baked-on finish in brown colortone. Planks are v-jointed with tongue-and-groove sides and ends.

Commercial Lumber Co. Selects Treated Pole Builders, lnc. To Construct Another Lumber Storage Building

We stand ready to assist you in locating a proper building site, preliminary designs, and realistic estimates of site development and building costs. We are a complete architectural, engineering and construction company with in-house capabilities to take you from vacant lot through design and completion of a facility answering your special needs.

Our Plan-&-Build concept is tailor-made for lumber companies. Let our capabilities and long history of accomplishments work to your benefit in solving your particular problems.

Lee Durham (right) owner and founder of Treated Pole Euilders, Inc. and Ray Cutierrez, president of Commercial Lumber Co., City of Industry, Ca., tinalize plans on new storage building requirements.

Parents Like lt, Too Play-Hut from Continental Forest Products, Inc. is a new line of all-weather playhouse kits. Designed for the do-it-yourself home improvement center customer, it ships in knock-down form, pre-cut, pre-panelized and pre-painted. Constructed of weather resistant exterior siding to reported- ly assure the customer a durable, long-life product, it comes complete

with life-size colorful pressuresensitive decals to help the customer feel creative in applying the decorations.

It is designed with the one to ten year old child in mind.

Play-Hut ships in a white display carton and weighs approximately 104 lbs. Screws and screwdriver are shipped in the kit to complete the project. Over-all size is 48" wide by 48" long by 60" high.

Books Save Staff Time

National Plan Service has specialty books to answer your customers' questions, solve their problems, save your sales staff time.

Special Interest Library Package SP-36 is selected to answer building material dealers' needs. D-i-y project plans offered in clear zip-lock packages include garages, pole buildings, horse barns and home products.

Quantity discounts are planned to give you opportunities to make profits two ways. First, on the purchase of the plans, second, on the materials you sell to build the pro- ject. Newspaper ad proofs are available to promote pre-priced material packages.

The Better Homes and Garden's Complete Guide To Gardening book and Complete Guide to Home Repair Maintenance and Improvement are offered at a special dealer 4090 discount. Also available is 500 DIY Wood Moulding Projects for everything from bird houses to bookshelves and picture frames.

A new planbook, The Best Small Home Plans, has been published by National Plan Service, featuring 34 all-new home designs, including 2 passive solar homes in full color. A selection of 24 planbook titles are available. All can be imprinted with your company's name and address.

For Private Moments

Valli & Colombo is introducing Rustic as the newest model in their privacy and passage lockset series. Available in bright brass, brushed aluminum, and antique brass, it fits in a standard 2 l/8" cross-bore hole and standard edge bore on doors I 3/8" as standard or I 3/4" thick with adapter.

It is available in2 3/8" or 2 3/4" backset with an integral privacy lock with emergency release.

Charcoal Grills

UNR Home Products is introducing seven new grill models.

In addition to the deluxe kettle currently on the market, there are now an adjustable kettie, a standard kettle, two adjustable smokers and three picnic grills selling under The Happy Cooker brand name.

Three have an adjustable heat control system with a single lever control to raise or lower the charcoal fire to exactly the heat needed for the food being grilled. When cooking is complete, the fire can be quickly and safely extinguished by switching the lever to the "snuffout" position.

With porcelain enamel coating, the kettle models have five-vear limited warranties.

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Put A Dream on Paper

A floorplan drafting kit to create a dream kitchen or bath is being introduced by lvel Illustrations.

It features the tools and information needed to create accurate, professional quality kitchen and bath floorplans in convenient I ": 1' scale. Concise step-by-step instructions are included.

Packaged in a handy storage folder, it comes complete with Lexan architectural scale and drafting templates, sample plan, drawing specifications, instructions, and a supply of graph paper.

Climb in Safety

Grover Patent Products has introduced stepladder stabilizers to eliminate shaking and wobbling on stepladders up to 8 ft.

Fashioned of mahogany wood,

they have adjustable thumbscrews for tight clamping to the sides of wooden or metal stepladders. No tools, holes or screws are required. When not in use, they swivel up against the sides of the ladder.

Leaded Glass Panels

Bel Air Door Co. is introducing new models including designs with leaded glass panels.

Standard stock size of the doors is 36" wide x 80" high x l3A" thick. Panels are I Vq " thick to add security.

One group of stile and rail panel doors is constructed of tanguile lumber, a dense hardwood, while lauan is used in the rest. Twenty design options are available.

The newly patented security and 20 minute fire-rated door has just passed the fire-rating tests.

Green Dooglos Fir Kiln Dried ilemlock

Dimension lumber, studs, post & beams, plank, timbers Eo 40'. Unitized and paper wnapped.

Sawmills located at Mollala, Tillamook, Toledo and Clackamas, Oregon, with shipping via SP, tr"uck, ocean barge and for export.

Our plywood and hardboard mill is located at Anacortes, Washington and can suppty you with medium and high density overlays, Armorform overlaid plyform, 303 fir sidings, print grade hardboard and Armorbord Plyron.

SALES STIMULATION

(Continued from page l7)

o Arrange your power and hand tools invitingly so the customer will itch to try them out.

a Let your customers know you appreciate their business; put up a big "thank you" sign at the exit.

o Check signs for use of "free, new, you, now, win, easy, introducing, today, save, and guarantee," the ten words guaranteed to bring a response from customers.

o Take an afternoon off to go out to see what the competition is doing.

o Stress good grooming and manners with the staff ; the customers notice such things.

o Spruce up the handling of complaints to insure keeping the customers happy.

o Review your ordering, warehousing, marking, and other functions to see if they can be streamlined or made more efficient.

o Be on the lookout for underutilization of space or manpower throughout the store.

o Investigate to see if you are inviting pilfering in any areas.

o Take a look at your image; are you just another store or a very special store to customers?

o Prepare for the colder months by planning merchandising and ordering of winter stock as well as special sales promotions.

lMP0RTED Hardwood Product Assn.'s latest series of regional meetings in Portland, 0r., San Francisco and Los Angeles, Ca. included this one in 1.A., which involved discussing log, lumber and plywood supply from overseas. Making brief speeches were Dave Gentry, Jim Summerlin, Greg Frumkin and assn. mgr. Keister Evans who said a name change for IHPA was likely, that merger with another organization was less likely, but being studied. More than 50% ot IHPA members are now in exoort as well as import. (1)Greg Frumkin, Jack Baser, Dick Welsh. (2) Jack Millikan, Keister Evans. (3) Sam Nickey, Roy Polatchek, Gage McKin: lgy 0) Jim Forgie, Russ Swift. (5) Lucky Kim, S.J. Lim, M.J. Asami. (6) Dave Gen: (y, lusanna Des Marais, Gary Smith. (7) Rob Thompson, Howard Mann. (8) Dawn & Jim Summerlin, Gee lttimeykin. (9) George Beckman, Bob Wall, Mike Poweri.

CUSTOM REMAN U FACTU RING

Prompt service, quality, and a desire to please is our business. Call us for your custom milling requirements.

TFHERE'S SOMETHING about I natural wood exteriors on homes that brings oohs and aahs of admiration from an onlooker. But PerhaPs more important is the protection offered by the Western wood siding.

In addition to enhancing any design or architectural treatment' these real woods meet the challenge of time and weather bY becoming more beautiful with age. Maintenance is no Problem. The exPosed wood can be enriched and Protected by oil, deepened by stains or painted for special effect. All have endurance to weather and age gracefullY.

Western wood siding has character as well as stability. Clear or knotty, rough-sawn or smooth, the material adapts to traditional or contempo-

Board and Batt€n

Board and Balten Ralph O. Anderson & Assoc

Beveled Batten on Board John Storrs

Douglas Fir - Hem Fir

Redwood-Cedar

Spruce

Structural Panel Future Hopeful

Increased savings, control of money supply and more conservative government are expected to bring business investment growth and increase productivity in the structural panel industry in the next five years.

Released by the American Plywood Association, a 36-page paper on supply and demand prepared by their marketing group is hopeful that the critical long-term problems of timber supply and cost will be eased by changing government attitudes to public land management.

Total demand for structural panels is estimated at 18.5 billion sq. ft. in l98l; 20.8 billion sq. ft., 1982;21.4 billion sq. ft., 1983;22.1billion sq. ft., 1984 and 1985; and22.7 billion sq. ft., 1986.

DIRECT MILL SHIPMENTS

DISTRIBUTION YARD INSACRAMENTO, CA

It is felt that the international market offers tremendous potential for growth. Export shipments to Europe are expected to grow from 400 million sq. ft. at present to about 750 million sq. ft. annuallyby 1985. Steady growth also is predicted in domestic and non-housing markets.

Remodeling Thrives in West

The West was the most active repair and remodeling market in the United States for 1980.

Per property expenditure figures released by the Bureau of the Census list owner-occupants of single family homes in the West spending $797 for additions, replacement, and repair while those in the rest of the U.S. spent $673.

Western homeowners spent $502 of the total figure for additions and alterations classified as remodeling, more than any other region. Remodeling also accounted for a larger percentage of all expenditures in the West, 63 9o of the total as compared to 52Vo elsewhere.

gorlr,nlWhillptrnleLurrrbpr

Hem-Fir Hemlock

Douglas Fir

GREEN or DRY . DIRECT MILL

SHIPMENTS . LCL . CARGO

RAIL . TRUCK & TRAILER o

PRESSURE TREATED LUMBER Yard & Olfices: End of Airporl Rd. P.O. Box 723, Uklah, Ca.95482

Phone CORDES LANGLEY, ROGER HOWARD: 0071 468-0181

L0YAL MEMBERS of Hoo-Hoo International gathered at the California home of Jimmy and Betty Jones to honor Dave Davis, Seer of the House of Ancients, and his wife, Dottie. Guests included Dan Brown, 1st v.p.; Al Bell, Myrtle Harwood, Bob Johnson, and (pictured) Al Dodrill, Bert Lebetk, Bob Wright, Jim Jones, Brent Crosby, Bob Van Avery, pres., Bernie Barber. Davis is the otficial elder statesman of the lumbermens fraternity.

Home remodeling seminars pay off

EVEnYONE is talking about -homeowners opting for remodeling instead of moving, with do-ityourselfers becoming more involved, but studies, forecasts, trends and figures mean nothing if you don't put them to work for you.

Improving living conditions, cutting home heating and cooling costs, and beautifying surroundings have high priority with homeowners, but many are ignorant of ways to achieve their goals, especially the availability of easy-to-install materials designed for do-ityourselfers. If you can enlighten them, you can capture a portion of the well over $50 billion estimated to be spent to improve homes this year.

A home improvement seminar is an excellent take-off point. Give those attending background information on the desirability of remodeling. Offer guidelines to help them evaluate the feasibility of remodeling. Invite a home loan officer to brief them on the financial side. Ask a realtor to discuss the resale profit potential. Have a con-

tractor explain how a professional does the job. Then, tell them how your store fits into the picture, working with either a contractor or a d-i-y homeowner.

Plan your presentation to utilize the recent home modernization study which showed a high proportion of remodeling centered around energy conservation, leisure activities, general upkeep, and beautification. Discuss methods and products available to achieve these aims.

Some ideas of topics to touch upon include ways to control rapidly rising fuel costs by adding insulation in attics, walls, and floors or replacing ill-fitting windows and doors. Another possible subject is the addition of space by converting an attic, basement, porch or carport rather than adding on a room since this type of conversion tends to be more economical because structural elements such as walls, floor and ceiling already exist.

Modernization of kitchens and bathrooms with new cabinets. fix-

Bl0Pn0flffi!

is the PR0FESSI0I{AI'S ALI PURP0SE PIASTIC

Boat builders, furniture makers, cabinet makers, etc. haie found it the one sure answer to correcting wood defects. fillins wood cracks, gouges, covering countersun-k nails and scrbws. -

Can be used under Fiber Glass! a.s&*.

Ready to use right out of the can, Famowoodf applies like putty-sticks like glue; dries *:--:.'.:.'.:ita1t' putty- sticks glue; dries quickly; won't shrink; takes spiiit stains, and will not gum up sander. Waterproof and

weatherproof when properly applied.

't6 natchins wood colors

tures, appliances, and flooring is another possible topic. Unusual features such as wet bars, saunas, and hot tubs which, although they don't appeal to all, are popular improvements which should be mentioned. Small, easy-to-do improvements to add impact or revitalize an older home such as shutters, rain gutters, exhaust fans, easy-care flooring, skylights, a wood-burning stove, flooring, and paint, also should be covered.

In addition to your model kitchen and bath, arrange displays ofinsulation products, replacement windows and doors, paneling, wallboard, light fixtures, flooring samples, and other materials used in remodeling. Have stacks of take-home literature such as How to Install Interior Jambs and Exterior Door Framesby the Wood Moulding and Millwork Producers; step-by-step window installation booklets from Andersen Corp., Bayport, Mn. , Other Rooms, Kitchen and Bath Planning, both from the National Kitchen Cabinet Association.

Buyers & Wholesalers

We are available to you for your milling needs. We specialize in manufacturing vineyard grape slakes in addition to fencing and benderboard. Call us for milling prices. Let us help you put your deals together. For more information call Perry Dictos (209) 268.8848 P.S. We keep your business secrets confidential

How to be a better boss

A supervisor should be more than just a person who is in charge. A good supervisor helps peoPle to do better work.

If the workers do not Produce good work, the supervisor is failing in his job, not the workers in their responsibilities. Anybody capable enough to become a suPervisor should be able to figure out how to motivate his or her workers.

First, consider their attitude. Some people, usuallY the best workers, have good attitudes to begin with, but the first rate supervisor will develop good attitudes in all of his workers.

Good work attitudes are usuallY based on three qualities: (1) being interested in the work; (2) feeling important as an individual; (3) being proud of the job done. If an employee has these three attitudes he usually can't miss. Without them, there is little chance of his being an exceptional worker.

A supervisor should concentrate on doing everything he can to make the job interesting to the employee. He should explain the business and the workings of the company, making slrre that a person sees how his job fits in. He should keep challenging the employee by giving a new assignment when he has mastered the old, rotating assignments, and adding new responsibilities when he is ready for them.

Workers are important individuals in a supervisor's life. TheY should be treated as such with the man in charge taking an interest in them as individuals, praising their efforts and helping them to become proud of themselves and the job they do.

For example, consider the case of the veteran warehouse foreman with a young worker, Bob, who makes frequent rnistakes. He seems to not care about what he does, often delivering the wrong items.

INFORMATIVE SEMII{ARS combined with fun eoualed a successful weekend at Rancho Bernaido. Ca.. for over 100 members of the Second Growth group of the Lumber Association of Southern Calilornia. (1) Sam Witzel, speaker at the breakfast meeting, Michele Alexander, pres. of Second Growth. (2) Dick and Cheryl McArthur, 0jai Lumber Co. (3) Tom and Janet Culligan, Reliable Wholesale. (4) Allen and Betty Fikse, Buena Park Lumber Co. (5) Mr. and Mrs. Terry Kinnev, Louisiana-Pacilic. (6) Nancy Smith, Cheryi Taft. (7) Leigh Falconer, Peter Ganahl, Ganahi Lumber Co. (8) Barbara Ganahl. (9) Mike Tracy, American Forest Products. (10) Russell Mullin, Terry Buildino Centers, Rick 0rlando, Buena Park Lumbei, Steve White, TerrY Building Centers. (11) Tim Gaffney, Jim Taft, treas. (12) Bob DiMeco, Louisiana-Pacific.

Jack, the old timer, could threaten to fire Bob the next time he fouled up or explain to him how important it was that he deliver the right material. With the second choice, he would be sure that the boy realized how important he was to the crew and how they relied on him to do a good job. Jack also would tell him how four out of fifteen of the supervisors had started in the warehouse, making sure that the boy knows that he has a future with the company if he proves himself in the warehouse. Which approach would be more effective? According to personnel counselors, the second would bring the best results. They advise that workers do their best when theY believe that their jobs are important and believe they're important to their jobs.

{gtg) t9a-o651

(?r4) 82r-8100

4772 I(ATELLA AYE. LOs ALAMI'TOS, CALIFOITNIA 1JO72O

Ff,rst Gloss Lumnber Houflers

(Continued from page 8)

areas." Between its four stores, WWW now covers a market area that encompasses all of central California and northern Nevada.

Keefer believes that to sell wood windows in his region, the initial thrust must be aimed at the architect. "Plan books are rare here," he states, "so builders work closely with their architects. As a result, it's important to sell the architects since so much business is generated through them."

WWW's store managers are responsible for calling on architects on a regular basis. Keefer admits that the initial call is the most difficult since most architects in the area are accustomed to using aluminum windows and are resistant to change.

"When we call on architects, we also drive home the point that we have a showroom where they and their clients can see the product," he adds. "This is a very important point. It's also important that the

managers be backed by personnel at the showroom who know what they're talking about."

After Keefer has created a market for wood windows with architects, his next step is to create consumer demand for the product. One way he attains this objective is by running quarter-page ads in the women's section of the newspaper. Why the women's section? "Because the best response we ever had was an ad that was next to the 'Dear Abby' column," he states. "We tried ads in the 'Countrylife' section, but they just didn't pull as well. Obviously, the woman is an important buying influence since she has to decorate around the windows as well as operate them and the thermostat."

In addition to paid newspaper ads and free word-of-mouth referrals, which Keefer admits is the best form of advertising, the firm participates in local home shows, utilitysponsored energy fairs and other events where the general public can see the product.

Regardless of the store location, Keefer notes that it's rare for a prospective buyer to know.much about wood windows in his markets. "We

A Change Going On

We are cutting Douglas fir posts and timbers from 6x6 through l2xl2 to lengths of I' to 40'with dapping, drilling and angle cuts. Also 2", 3" & 4" Economy through #l & Btr.

By September lst we should have our Stetson Ross 30" timber sizer in operation.

Give us a call on your cut-to-length inquiries.

Conveniently located between Arcata and Eureka, Ca., on the freeway at the Bracut Industrial Park. Rail or T&T shipments.

P.S. We still maintain an inventory of over a million feet of dry redwood uppers.

A recruiting tirm with its roofs in the torest products industry.

Our years of practical experience in wood products can be an invaluable advantage to you in locating the key people you need.

SH0WR00M and warehouse shoo ol Window & Wood Works are in 3000 so. ft. building in Sacramento, Ca. Three other outlets of the firm occupy similar facilities.

definitely have a sales job to do," he states. "When people here think of wood windows, many of them remember the windows in their grandparents' homes, so we begin by telling them we're talking about an entirely new product. We then point out all the features of today's modern wood window. We also remind them that condensation was never a problem on wood sash and frames then, and still isn't today."

Many of the firm's wood win-

dows contain an exterior cladding which Keefer describes as another excellent sales feature because it leads into other low maintenance fealures. "We like the clad window," he says, "because it offers the user the best of two worlds- the beauty of wood on the interior and freedom from painting on the exterior." Primed windows currently outsell clad windows by a ffi/40 ratio but the gap is narrowmg.

Keefer feels the timing is currently conducive to selling wood windows from an energy point of view. "Our utilities are continually raising their rate," he says. "As a result, homeowners are becoming more energy conscious."

Keefer also reports that passive solar energy is "hotter than a pistol right now. We've already outfitted ten homes, half of which are dualshell construction. Whether it's new construction or a remodeling job, people are asking about it. Since proper window selection and management are crucial to the success of a passive system, we work closely with solar architects at all our locations. In this way, we stay on top of the subject and can tell our

customers how they can take advantage of all the state tax credits that are available."

According to the retailer, the timing is right for wood windows from a decorating point of view as well. "Consumer magazines such as House Beoutiful and others all seem to be featuring wood windows," he says. "People notice these articles because they come in here with the publications and show us what they want. In most cases, they're pointing to a wood window. So, between aesthetics, comfort and energy, we don't have too much of a problem selling wood windows, even in the west." The growth of the Window & Wood Works attests to that.

It's the Real Thing

Counterfeit checks are different from genuine checks in several ways.

A genuine check will have perforations on one side where it is torn from the checkbook. Account numbers on the real thing will be dull because they are printed in magnetic ink.

From Hawaii to C-alifomia . . . to tlre Rocky Mountains . . .

Your best source for redwood from the people who really know redwood. Try .a us for clears, commons, industrial items and lath. Also siding in redwood and /l Douglas fir, plus Douglas fir C & better finish.

REID and WRIGHT INC 5

(8OOl 358-9O3O

(3031443-4388

l707l 822-1724

{8081 395-7911

1140 Pearl St. P.O. Box 4299 #8 Lumahai St. Suite 210 Arcata, California 95521 Honolulu, Hawaii 96825 Boulder, Colorado 80302

BOX 670 r./ TURLOCK, CA 953

We're manufacturers of cedar products, K.D. or P.A.D.; selected #3 & better, #2 & better common. We can offer selected stock for #3 common price. Try us!

We are manufacturers and sell wholesale ONLY

One tree equals two woods

TWO TREES growing side by I side in many of the swampy, low lands of the southern and eastern United States are unusual in that they each produce two woods with different characteristics known by different names.

American red gum (Liquidambar styraciflua) is found throughout the eastern and southern parts of the United States with commercial production taking place largely in the lower Mississippi Valley. It also is grown in Mexico and Central America.

The heartwood usually is marketed as red gum although it is known in various areas as hazelwood, southern gum and sweet gum. The sapwood is marketed as sap gum. Before World War II the wood had a popular overseas market in Britain where the heartwood was known as satin walnut and the sapwood as hazel pine.

The tree grows from medium size to large, 80 to 100 feet tall, with a long smooth bole of two to five feet in diameter. It grows best in lowlying land that is liable to flood. The tree produces a vanilla-scented gum or resin, which was once used in medicine and perfume.

The heartwood is reddish-brown with dark streaks, and a satin luster. Moderately heavy, about the same as soft maple, it often has an irregular and interlocked grain which gives a striped figure to a quartered surface. Although not exceedingly strong, the heartwood is often selected for its attractive figure. The average density is about 35 pounds per foot in the seasoned condition.

The red gum or heartwood is used

both inside and outside of houses. According to one hardwood man, the beautiful prime wood was often used in moulding and panels in fine homes in the San Francisco, Ca., Bay Area early in this century. Cabinetmaking, wooden dishes and fruit boxes are other uses. Supplies of veneer (sliced, rotary) are plentiful with lumber available.

Story at a Glance

Trees from same species or name produce wood with different characteristics ... opposites in color, figuration ... variations in softness

Sap BUf,, as the sapwood is known, is pinkish white in color often blued by sap stains. The pattern is weak, usually watery. Although similar to the heartwood in characteristics, it is not as durable. It is used for interior plywood, furniture including tv cabinets, and architectural woodwork. The most widely used species for veneer in the United States, it is available in abundant quantities for both rotary veneer and lumber.

Red gum is difficult to dry. Because of the irregular grain, it is liable to distort. It is moderately hard and has good strength properties, especially shock-resistance and stiffness. It works fairly easily, finishing smoothly although it requires care because of the interlocked grain, and glues well. The resistance to fungi is low.

In the forms of lumber, veneer and plywood this species is useful for a wide range of purposes, notably for furniture and interior woodwork, boxes, crates, and pallets and dry cooperage. It is also used for pulp.

With another southern and eastern swamp tree, the tupelo, the -A/yssa aquatica is known as tupelo gum and N. sylvatica as black gum.

Both are tall, growing up to about 100 feet, with a straight bole, a little larger than 2 feet in diameter, but buttressed at the base.

Yellow to pale-brown in color, the wood frequently has darker patches but is generally somewhat featureless. With a fine, even texture, it has an irregular and often interlocked grain. It is moderately light in weight, especially the tupelo gum, which tends to be softer and more open in texture than black gum. Wood from the base of this tree when swollen can be exceptionally light.

Tupelo dries readily with a marked tendency to distort. It is not a strong wood, but black gum is noted for its resistance to splitting. Although soft and light, it is difficult to work and because of the irregular grain it takes care to produce a good finish. Durability is low in conditions favoring decay.

A general-purpose wood used in the solid, it is often rotary-peeled for veneer and plywood. Used in furniture and for interior joinery, moulding and packaging, it also makes a hard-wearing floor. After preservative treating, it is used in the U.S. for railway sleepers. It also is used as a plywood core veneer.

LAVISH CELEBRATI0I{ marked 20th anniversary of Royal Plywood and the opening of new facilities located on 5 acres in La Mirada, Ca.

(1) Jerry Huisken, founder and pres. , with his wife, Mary Ann, who decorated the new 0Jfices, welcomed more than 700 guests for

tours of (2) warehouse and office. (3) Molly and Ross Scarberrv. Todd Huiskenarechauffeured in the waiehouse touring car. (4) Display ol Huisken's car collection. (5) Friendly competitor Don Weber, Weber Plywood, arrived aboard Jennie who then

gave rides t0 the guests. (6) Guests enjoyed sealood bullet in garden setting. The 1 00,000 sq. ft. complex includesan eightcar spurwith dock under canopy and a maintenance garage for trucks and equipment.

SINCE 1876YOUR COMPLETE GUIDE... lumbGrmens red b00lr $crulce

The Lumbermens Red Book llstsall producers, wholesalers, retailers of lumber and wood products of any kind, and. . all manufacturers ofwood furniture. cabinets anc, millworkmobile homes, prefab houses and modular unitswood recreational oroducts, sportsware and toys - boxes, crates, pallets and industrial productsand all other products using wood in any form.

A Red Book listlng showsthe exact business name - complete address, including

P.O. Box and ZIP CODE!concise description of what the business does - special data such as location of purchaslng doparlmentthe tinancial strength rating (not alone the net worth, but what is available to credltors)the exact payment rating (how lt pay6: prompt, slow, very slow).

A Red Book credit rating is accurate, because the man who assigned it is a spgcialist in the field we cover. His rating allows you to make an immedlato decision!

Rod Book rcrvlcc alvcr you-

o LUMBERMEI{S RED BOOK

. WEEKLY STPPLEIIIENTS

MONTHLY ST.PPLE}IENTS

. ST,PPLEf,IENTBINDER

o TMVELERSEDITIONS

SPECIAL REPORTS

. COIIECTION sERvlcE LUMBERMEilS

Please enter our subscriotion for Lumbermens RED BOOK service lor one year. Bill us: $198.75 quarterly !; $397.50 semi-annually D; $795.00 annually n. Please send more information, without obligation D

BUSINESS NAME

YOUR NAME

ADDRESS

Self Watering Plants

Literature on self watering planters is available free from Plasticom, Inc., P.O. Box 368, Southbridge, Ma' 01550.

Wood Moulding Source

A new directory detailing the products and services of its member companies is $2 from the Wood Moulding and Millwork Producers, P.O. Box 25278, Portland, Or.97225.

Remodeling Door Unit

Free brochure on Benchmark pre-hung remodeling unit door is available from General Products Co., Inc., P.O. Box 887, Fredericksburg, Va. 22401.

Decorative Laminate

The 16 Mirror Finish Solid Colors brochure is free from Wilsonart, 600 General Bruce Dr., Temple, Tx. 76501.

Revised Roof Systems

For a free single copy of the NonResidential Roof Systems write the American Plywood Association, P.O. Box I1700, Tacoma, Wa. 9841 l. Ask for Form Number A3l0C.

Saws, Trimmers, Cutters

A 60-p. product catalog is free from Marketing Services; Homelite Div. of Textron Inc., P.O. Box7A47; Charlotte, N.C.28217.

Italian Tile Promo

Free promotional kit for ceramic tile of Italy is available from the Italian Tile Center, 499 Park Ave., New York, N.Y. 1N22.

Red Cedar Mills

A new western red cedar lumber mill directory is free from the Western Red Cedar Lumber Association, Yeon Bldg., Portland, Or.972M.

Energy Hot Line

An inquiry and referral service for questions about energy conservation is operated by Careirs from 9 a.m. to 6 p.m. Eastern time. Toll-free numbers are (800) 523-2929, continental U.S., (800) 53747W Alaska and Hawaii. Mailing address is Renewable Energy Information, P.O. Box 1607, Rockville, Md. 20850.

Designed for Humans

Human Engineering in Li"ft Truck Design, MH-1007, is free from the Industrial Truck Division, 21800 S. Cicero Ave., Matteson, Il. 6O443.

Grading Rule Changes

Western Lumber Grading Rules 8l is available for $2 per copy from the Western Wood Products Association, 1500 Yeon Bldg., Portland, Or.972M.

Latest Freight Rates

Revised Freight Rate Circular No. 1055 is now available from Western Wood Products Association, Transportation Department, 1500 Yeon Bldg., Portland, Or.972M, for $10.

Redwood Grade Chart

Redwood Lumber Grades and Uses data sheet is free from California Redwood Association, Dept. GU-81, One Lombard St., San Francisco, Ca.94lll.

Lilt Truck Selection

Selection Guide, MH-1009, for lift trucks is free from the Industrial Truck Division, 21800 S. Cicero Ave., Matteson, Il. 60443.

Toilet Stars in Show

"Toilet Zone," an in-store educational film featuring a humorous view of toilet repair, on Fairchild cartridge film No. 691 is $22.40 with Fluidmaster paying half, or $11.20. Available from NRHA Show-How Theatre, 770 N. High School Rd., Indianapolis, In. 462U.

Solid Brass Hardware

Information on solid brass lever locksets and cabinet hardware and a ruler are free from Denis Daines, Valli & Colombo (U.S.A.), Inc., 1540 Highland Ave., Duarte, Ca. 91010, or phone (800) 423-6t7r.

Possible Cancer Cause

Copies of the NIOSH bulletin on cacinogenicity of formaldehyde is available free from Western Wood Products Association, 1500 Yeon Bldg., Portland, Or.972M.

MAHOGANY MARKETING

I have thoroughly enjoyed reading Gage McKinney's article, "The Early Days in Marketing Philippine MahoBany," in the April, l98l issue of The Merchont Magazine.

If permissible, we would like to refer to this article and offer xerox copies to any industry members who missed it in your publication.

Please let me know if this is acceptable. We will, of course, give full credit to The Merchant Magazine and would not tamper with the article in any manner.

O. Keister Evans

Executive Vice President

Imported Hardwood Products Assn.

P.O. Box 1308

Alexandria. Ya. 22313

As long as full credit is given to The Merchant Magazine, we are happy to grant permission to reproduce the story. Glod vou liked it. -ed.

HUGH MUNGUS

What's his name-Editor-Janitor

The Merchant (of what?)

Merchandising and News? Leader since 1922 (you're older than I thought!)

Elementary Way-Closet l4 Snootfull Beach, Californy

Re: Hugh and Freddy

Now you've gone too far. Stooped too low. You really are older than I thought. Is senility finally rearing its head? It's coming, you knorv One more Margarita will probably really put you over the brink.

The question is: "ls Dan Reddy? or would Helen Rather." As far as Liszting, anyone dead that long certainly has completely fallen down by now. (Readers who are totally confused at this point should refer to the July issue, p. 68).

Having had and been in Climax, Nv., Mungus-Fungus Forest Products is actually a fourth rate bordello. Ask any of the residents. Just take the initials: MFFP-Many Funny Female Pygmies. Oh! I can't stand anymore of this.

Irving

An avid reader and peruser of your "wonderful" literary piece (I don't know why, I'm sick. . . .)

Out of deference to "Iming's" sensibilities, plus thefact thot we're allergic to being sued for libel, we'll have to identify "Iming" as just onother mental victim of the down market. The inside word, fans, is that hb doctor assures us he'll be back to normal after hb latest series of treatments. -ed.

"To ut'oid ruising, tur prices,

v,'e've lox'et'ed the quulitt' ttl our supplies.' '

The Merchont Mogozine

ADVERTISEMENTS

600 a word, min. 25 words (25 words : $15). Phone number counts as one word. Address counts as six words. Headlines and centered copy ea. line; $4. Box numbers and special borders: $4 ea. Col. inch rate: $30. Names ofadvertisers using a box number cannot be released. Address all replies to box number shown in ad in care ofrhe Merchant Magazine, 4500 Campus Dr., Suite 4E0, Newport Beach, Ca, 92660. Make checks payable to The Merchant Magazine. Mail copy to above address or call (714) 549-8393. Deadline for copy is the 22nd of rhe month. PAYMENT MUST ACCOMPANY COPY.

SALES MANAGER

WHOLESALE LUMBER

SOUTHERN CALIFORNIA

EXCELLENT 0PPORTUNITY for person experienced in sales management. our candidate must be a high achiever, with proven track record, capable of managing & motivating a team of salespeople. Salary plus incentive, car, expenses. Send resume with salary requiremenr to P.o. Box2432, palos Verdes. ca.90274.

EXPERIENCED SALESMAN

SOUTHERN CA. wholesaler with reman plant seeks salesman to serve So. Ca. market. Salary, commission, car, expenses, and profit sharing. Please reply to Box 406 c,/o The Merchant Magazine.

TELEPHONE SALES, pleasant relephone voice, light typing and basic familiarity with general office functions. Apply in person. Hunter Woodworks, 1235 E. 223 St.. Carson. Ca. Ask for Tom.

ENSWORTH FOREST PRODUCTS

needs experienced wholesale lumber salesman for direct T&T and carload sales to retail and industrial accounts. All replies confidential. Call Jerry or Ross Ensworth (916) 823-7210.

EXPERIENCED pallet salesman. Ask for Carl Boesch, Hunter Woodworks, Ql3) 775-254.

WELL-ESTABLISHED No. Ca. wholesale and distribution yard looking for an experienced lumber salesman; preferably with established So. Ca. accounts. Primarily redwood sales. Salary commensurate with experience. Write box 4O7 c/o The Merchant Magazine.

MANAGER wanted for large retail lumber company in San Francisco, Ca. area, Excellent salary. Send resume to: Box 364, c/o The Merchant Magazine.

EXPERIENCED trader needed for highly specialized lumber users. Liberal commission schedule. Opportunity to join young, aggressive, growing company. Contact John Diederich, Stockton Wholesale Lumber Co., P.O. Box 8006, Stockton, Ca.95208, (209\ 946-0282.

HUNTER WOODWORXS IS LOOKING FOR EXPERIENCED supervisors in the field of wooden pallets. Must have had experience working and supervising people in a pallet manufacturing operation. lst, 2nd, and 3rd shifts. Salary plus profit sharing, health and dental benefits. Paid vacations and holidays. Send resume to Hunter Woodworks, Inc., P.O. Box 4937, Carson, Ca.9O749.

INDUSTRIAL LUMBER salesman needed. Call or see Wm. Hunter, Hunter Woodworks, 1235 E.223 St., Carson, Ca. 90745 Qt3t 775-2544.

EXPERIENCED former retail lumber yard manager would like responsible position in Bay Area or Sacramento/Stockton, Ca. Strong with numbers and credit. Reply Box 405 c/o The Merchant Magazine or (209)

SACRAMENTO

LUMBER YARD/BUILDING MATERIAL LOCATION

t PLUS acres adjacent to S-P line in growing area near freeway with zoning. $700,000. Contact John Wallace, Norris Beggs & Simpson, 2335 American River Drive, Suite 302, Sacramento, Ca. 95825. (9161 920-2514.

CUSTOM DRY XILN

Eugene, 0regon

NEW just-completed woodwaste system ,10,000 sq. ft. undercover storage. Two office buildings, own siding, one double track Moore kiln, planer chain, dry sorting chain, 3 lift trucks. Offered at less than half of new replacement, $850,000, some terms. write Box 408 c/o The Merchant Magazine.

LUMBER CO. and builders supply. Established 45 years, well respected in community, situated in growing No. Ca. location. Land, buildings and business available. $600,000+ gross sales 1980. Good terms. Write Box 4O9, c/o The Merchant Magazine or call Realty World Westland Properties, Oroville. Ca., (916) 534-8800.

CUSTOM MILL

ESTABLISHED l0 yrs, ongoing business, Cal Custom Mill of Santa Ana, Ca. Prime location -leasehold. Quality milling, resaw, planing, gang rip, matcher and moulder services. Rail unloading and storage w/whosl. lumber operation. Have $900,000 appraisal. Will sell for $495,000 with terms. (Less than inventory value!) Details call Remax Realtors, Patrick Tenore (714) 631-1266 agent.

LUMBER AND BUILDING SUPPLIES

LONG RECORD of established business in Sunbelt Southwest. Annual volume over $6,000,000. 1980 net operating income over $8,000,000. Sale price $3,500,000 with owner financing at 1090. Reply George Gremer, Bonded Realty, 7400 Viscount, Ste 104, El Paso, Tx. 79925.

F-4.{ California Lumber ICL I lrrp..ti"" S.rl..

\!- 9/ Certified Agency @-Y L.A. (7r4) '46-5t12 s.J. (408) 291-8071

Portland (rO3) 6t9-4852 1190 Lincoln Ave., San Jose, Calif.

LOCAL LUMBER hauling Southern California roller bed truck and trailers and bobtails radio dispatched. Rail car unloading at our spur in Long beach. 3C Trucking (213) 422-0426.

TWISTED AND WEATHERED

Douglas Fir S4S and rough, 3x4 and wider and 4x4 and wider. Call Wm. IIunter, Hunter Woodworks. (213) 7 7 5 -2544"(2 I 3) 83 5-5671.

FOR SALE Two NCR cash registers, 250-710o, purchased new 5 years ago. Excellent condition. $1995 each. Contact Lucille Ezell. Buena Park Lumber Co. (714) s22-2864.

When sending in a change of address please include zip code on both old and new adtlrisses and eilher the old label or the inlbrmation from it. Thanks,l

ffi

LOS AI{OELES AREA ffi

Corb. lSan Jost

Gate Lumbei Cb.

Lumber Co. (San Jo*)

Lumber Co. lUnron Citvt

Lumber Co. lwalnur Cieek)

LumberCo.. Inc. .........

Lumber Sales

Induslries, Inc.

MacBealh Hardwmd

MrssionForestProducts.

Niesen-Ward Forest Ptod. 1408\ 779-2147

NovoTimberProducls. Inc.

oaklev Plvwood & Doors

P.R.0.D.wholesaleDistriburors..

Redwod Emoire. Inc.

Rolando Lumber Co., Inc.

Simoson Buildino SuDolv Co. Srmbson Timberto. ..'...

A[CATA/EUNEKA/FONTUTA

Sracul International a&;fr;dtooiii0.

Ebl River Sawmills

HumboldtBedwood Mfo. C0.

Louisiana-PaciticCoro.:....

Reid & Wrioht . . . .

Simoson Biildino SuDolv C0.

SimbsonTimberXo.. :.'.............

VallbvwestLumberSales ... .......

PSF, Inc.

Reel Lumber Servrce.

Sanlord-LussEr

Shaw Lumber Co

Srmmons Hardwood Lumber Co.

Simpson Buildrng Supply

Soulh Bay Foresl Producls

Southwest Forest Induslries. (213) 686-1560

StahlLumberCo...

Sumwmd,Inc

Sunflse Forests Products, Co.

United Wholesale Lumber Co

VirginE Hardwood Co

WendIng.Nalhan Co.

KooDersCo., lnc......

SanAntonioConslruclion

EUILDII{G SUPPLIES

Alhambra Metal Products

8el-Air Door Co.

Berkol Mlo. Co.

BeverlyM;nulacturingCo.................

BuildingMalerialoislnbulorslnc. .....

Carued Doors, Inc.

Carroll Moulding Co.

oEDoor's lnc.. (213) 686-1813

Wasco(Tashman&Ass0c.)

Adams & Co.

TRAilSMRTATI(lII

ChozenTruckingC0. (213) 775-1834

3C Trucking

0uirin Trucking Union Pacilic Raikoad (Los Angeles)

Union Pacilic Railroad (Lono Beach)

SPECIAL SERYICES

EAKEBSFIELO

Pacilic Wood Preservino ol Bakersfield, Corp. .-. (800) 582-3950

CALPCLTA

MasonileWeslern LumberDrv....

c]ilc0

Norlield Sales

Ace Saw & Supply

Dailv Saw Service Datdline Coro.

Dudley Euildino Components

Hammermill LumberAssn. olSo. Ca.

MulualMouldingandLumb€rC0. James M. Thompson&Assoc., Inc.

SOUTHERX

FarirysstFrrSal€s

Fir&PineLumberCo.

Flinlridge Lumber Sales, lnc

Founlarn Lumber Co., Ed

Freeman & Co.. Slephen G

Fremont Forest Products

AmericanForestProductsCo.

AmericanHardwmdco... ..

American Mill & Manulacturing

ArchitecturalMouldingCo....

Building Material oislrabul0rs Inc

Burns Lunber Co.

Calilornia Lumber Insp€cti0n SeNice

CalilorniaTimberline, Inc.

Capatal Lumber Co.

Cardwell Foresl Products

Carroll Moulding Co..

Connor LumberSales, Inc.........

Crown Distribution Cenler.

Dalaline Corp..

DMK-Pacific Corp.

DudleyBuilding Components Essley&Son, 0.C...

Eugene-Willamette LumberCo.

Georgn-PacificCorp

Golding Lumber Sales

H&MWholesale .......

Inland Lumber Co.

Internalional Forest Products, Inc.

Johnslon Hardwmd, Inc.

KnollwoodCorp.......

KoppersCo..lnc......

Laminated Iimber Servrces, Inc.

Mac8ealhHardwood

Manpiler Control, Inc.

Mariner's

PetermanLumberCo........

Product Sales Co.

Reel Lumber Service.

RolandoLumberSales. Inc.

Roy Foresl Producls Company

SanAntonioConstruction......

Shaw Lumber Co. Simpson Euilding Supply

South BayForest Products Sunrise Forest Producls Co.

TrealedPole

oRAltGE, RIYERSIDE & sa|| BERltaRDtl{o couilTlEs

AUSUnl

Lelflis Co.. lnc.. Palmer G.

sEtUlt0lt^t

JerstodtLumbsrCo., Inc.

SiEtEnTor

L€wis Co., Inc., Palmor G.

EYE[ETT

LewisCo., lnc.. PahorG.

rExt0nE

Lewis Co., Inc., Palmor G.

nnrux0

Simpson Building Supply Co.

t^CEY Lewis Co., Inc., Palmer G.

t 0t{0vr8w

Union Pacilic Raikoad

OLYTPIA

oelson LumberCo......... (800) 426-6040

sanu

&lAir Dmr/Aloine Veneers. lnc.

Georgia-Pacilic Corp.

Lewis Co.. lnc.. Palmer G. .

Simoson Trmber Co.

Union Pacilic Eailroad

Wasco (Maicro lnd.)

srELToll Simpson Euilding Supply Co.

SPOT^||C

Georgia-Pacific Corp.

LewisCo..lnc..PalmerG.

Union Pacilic Rarlroad

TACotA

American Plywood Asschtion

gel Air oor/Aloine Veneers. Inc.

Burns Lumber Co.

Georgia.Pacific Corp.

Lewis Co.. lnc.. PalmerG. Alaska oiv.

Louisiana Pacilic Corp.

McFarlandCascade........ (800) 426-8430

Union Pacrfic Rarlroad

VAIICOUYEN

Internalional Foresl Products, Inc.

WATLA WALIA

union Pacilic Rarlroad

wEltATcltEE

LewisCo.. Inc., Palmer G.

YAntA

Lewis Co.. Inc.. Palmer G.

AtEAilY willamene Industries, Inc.

8€XD

union Pacilic Railrmd

c00s 8AY

Coos Head Lumber & Plywood

c0nvAIUs

Eonninolon LumberCo.

Marv'siiverLumberCo..... (503) 752-0218

EUGETE/sPntxGFtELo

Al Peirce Company

Bel Air 0oor/Alprne Vereers. Inc.

Bohemia.lnc.. ..(800)547'6065

Euoene-WillameneLumberCo.

Fliitridge Lumber Sales

Fremont Foresl Products

Georqia Pacitrc Corp.

Birt&wmdLumberCo (8001 547-8927

Lewis Co., Inc.. PalmerG.

LumberProducls

McFarlandCasade....

oreoon Cedar Producls

Oredon McKenzie Lumber Products C0.

PSF, Inc.

Rolando Lumber Co.

Union Pacilic Railroad.

HEPPI{€R

Kinzua Corp.

Ft G I|ORTHWEST STATES $esttrs{sffis$ffis gW ROCKY TOUNTAI NiSW{TS$

liltts80R0

PermaposlProductsco..

KLATAIN FALLS

Lumber Products

LAKE OSWEOO

Simon. Crabtree. & Ryan

TEDFOBO

ByrneTruckino. .(800) 547-9655

FountainLumberCo..Ed.

LumberProducls....

Union Pacrlic Barlroad.

GNEATER PORTI.AI{O ANEA

Alpinelnt€rnalionalCorp...

J.H. Bater & Co.

B€l Air Door/Alpine

V6neers, Inc. (800) 547-6755

ContaclLumber0o.. (503) 228'7361

oant& Russell, Inc....... (800) 547-1943

Dataline Corp.

Far West Fir Sales FriesenLumberCo......... (503) 397'1700

Georgia-Pacificcorp.

Hamplon Lumber Sales Co.

Xnollwood Corp.

Louisiana-Pacific Corp

Louishna-PacificCorp.(Eeavenon).....

Lumber Producls

Mccormick & Bdter Creosoling Co.

Niedermeyer-MartinC0...... (800) 547-6952

NizichHardwoods, Inc.

Nonh Pacitic Lumber Co. (800) 547-8440

NorlhwestHardwoods, Inc.

Publishers Forest Products. (800) 547-5579

SiskivouForeslProducts.

Sunrise Forest Products C0. (800) 547-1 771

UnronPacilrcRailroad.

Weslern International Foresl Products.. (800) 547-5744

BIDDLE

C&0LumberCo.....

Herbert Lumber Co.

TOSEEURG

Keller Lumber Co.

sAuil

LumberProducls

Slayton Wmd Producls.

TIGARD

Fullmer Lumber Co.

Lewis Co., Inc., Palmer G. wEl{0Lr}tG Wendling-NathanCo.,Inc.

IDAHO

BOISE

Georoia-Pacrlic CorD.

Lewii Co. Inc., Paim€r G.

Louishna Pacilic Corp. (Coeur d Alene)

Lumber Producls Pressure Treated Ttmber Co.

Union Paciftc Railrmd.

rEwrsI0t{ Union Pacilic RailrGd.

POCAICLLO

Union Pacilic Railroad.

sAr0P0nT McFarland Cascade

ALASKA

COLORADO

EOUI.DER Reid & Wriohl, Inc.

c0108400 sPBtlcs

Therma-Tru. lnc.

COTTENCE CITY

R W SDecialties. Inc. 0€ivEn

Wasco(Factory Direcl Sales) .......

JUltCTtoll

8ttLtl{GS

Corp. BozErAt{

EUTTE

Pole & Treating Planl

Charles J. Schmitt, first managing director of the Imported Hardwood Products Association, Inc., died July 2, 1981 , in the San Francisco, Ca., area.

A founding director and incorporator of the association as well as manager, he was presented with a commemorative plaque at the 25th anniversary in Florida and was recognized at a recent luncheon in San Francisco.

William Henry lVinfree died July I I, l98l, at Aptos, Ca. He was 84.

Retired for 20 years, he had worked in the San Francisco, Ca., sales office of Dant & Russell. He was a 50 year member of the American Legion and a Mason.

He is survived by his widow, Margaret, a son, a daughter, and three grandchildren.

C.P. "Bud" Olson, owner of Olson Lumber Co., San Jose, Ca., died June 26, 1981. He was 65.

A native of Fort Bragg, Ca., he began his lumber career with Union Lumber Co. in that city after serving in World War II and playing semipro baseball. He formed his own wholesale company in 1961. He was a member of Hoo-Hoo International.

Mr. Olson is survived by his widow, Pamela, two daughters, one son, and two grandchildren.

Glenn A. Burke, a salesman for Redwood Lumber & Supply Co., Redwood City, Ca., died July 10, 1981, in San Mateo, Ca. from complications following open heart surgery. He was 70.

He spent his earlyyears withUnion Lumber Co. at Fort Bragg, Ca. DuringWorld War II as anArmyofficer, he was stationed in Portland, Or., as a lumber buyer for the Pacific

theater. Following the war he opened a purchasing office in Seattle, Wa., for the Amfac yards in Hawaii. He later transferred to San Francisco, Ca., and Honolulu, Hi.

He is survived by his widow, Jeanette, and a daughter.

Don R. Johnson, a partner in Lacy Forest Products, Redmond, Or., died June 28, 1981, of a stroke.

In the industry for 26 years, he had served as a board member, committee and task group participant for the National Woodwork Manufacturers Association.

He is survived by his widow, Leigh, and eight children.

Charles "Chuck"

William McKeon, vice president of sales for Nickerson Lumber & Plywood Corp., North Hollywood, Ca., died of a heart attack in Porterville, Ca., on June 26, 1981. He was 54.

A long time member of the industry, he was associated with Whisler Hardwoods for many years. He is survived by his widow, Margaret, five children, and several grandchildren.

Service-oriented wholesaler . .

LeBeck Forest Products is a specialist in redwood.

Our contacts and sources can get you the redwood items and products you need. Our experience in redwood is a plus for you in finding those hard-to-get items.

In addition to redwood, we can supply your needs in Douglas Fir, Particleboard and Plywood. (7O7) 542-O82O Dave LeBeck

tii.:i$':t!iiiliililiiltl::l

A GOMPTETE IIST OF Att

WHOIESAIE TUMBER DISTRIBUTION YARDS IN GATIFORNIA WHO

HAUEI I I

' A complete sawmill facility, sawsizing thru '16x16-42' and surfacing thru 16x20-42,;

. A 4 million foot rough timber inventory, under sprinklers;

o Planer heads to run any pattern on any softwood species;

o A continual manufacturing process of Spruce and Pine Decking, starter board and facia;

r Fencing in all species, grade and size;

o A complete inventory of Douglas Fir, Redwood, cedar, Spruce and Hemlock, plus many specialty items;

o A professional sales force of fifteen;

o A fleet of trucks delivering to your doorstep;

o A firm policy of never competing with our customers.

o 10 million feet of Canadian cargo per month.

Arr coAsT FOREST PRODUCTS CHINO, CALIF.

GLUED LATilINATED TIiIBERS

FAST DEL]VERY IN THE SIZES AND SHAPES YOU NEED MOST

QUICK lAtll Extensive inventory or architecturally finished, glued laminated timbers, constant radius 1600 R, 24OO F, individually wrapped, cut to the lengths you request.

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DEIJI'ERY

TO YARD OR JOB SITE.

tillltll LAlll Mini Lams are sized the same as conventional timbers, 2lz" and 3%" widths. Available in commercial resawn appearance. Excellent for exposed joists, girders, rafters and headers. Available in inventory.

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SOUD tAil rhe economicar grued laminated structural member for construction applications where performance counts, not appearance. Industrial Finish only, sizes comparable to 4X, 6X, and 8X. The low-cost alternative to solid sawn timbers for beams, headers, shoring, and supports. Available in inventory.

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