Merchant Magazine - August 1983

the lumber, building materials and home improvement markets in 13 Western Stafes-Slnce 1922

It Takes Mote Than Quattty Products and Attractlve Prtces

ARIZONA

Sequoia Supply-Phoenix

CALIFORNIA

Aura Hardwood Lumber Co.-San Jose, Santa Cruz

Capitol Plywood-Sacramento

Frost Hardwoods-San Diego

Sequoia Supply, Inc.-Fairfield, Orange, San Francisco

COLORADO

Boise Cascade Corporation-Denver, Grand Junction

IDAHO

Boise Cascade-Boise

C. A. Company-Lewiston

MONTANA

Boise Cascade-Bil I ings

Capitol Plywood-Reno

OREGON

Sequoia Supply-Wilsonville States Dealer Supply-Eugene

UTAH

Diehl Lumber Products, Inc.-Salt Lake City

Boise Cascade Corporation-Salt Lake City

WASHINGTON

Boise Cascade Corporation-Wood invi le, Yakima

C. A. Company-Spokane

Sequoia Supply, Inc.-Tacoma

The Merchant Magazine

Publisher Emeritus A.D. Bell, Jr.

Editor-Publisher David Cutler

Associate Editor

Juanita Lovret

Contributing Editors

Dwight Curran

Gage McKinney

William Lobdell

Al Kerper

Art Director Martha Emery

Staff Artist Carole Shinn

Circulation Kelly Kendziorski

The Merchant Magazine (USPS 796-56000) is published monthly at 4500 Campus Dr., Suite 480, Newport Beach, Ca.92660, phone (714) 549-E393, 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.NOR,THERN CALIFOR,NIA & oREGON: contact Drvid Cutler, 4500 Camous Dr.. Suite 480, NewPort Beach.Ca. 92660. Phone (7 I 4) 549-8393.

FROM SOUTHERN CALIFORNIA: contact Carl Vsnn, 205 Oceano- DI,, Lqs Ans,eles. Ca. 90049. Phone (213) 4723ll: or (714) 549-8393.

FROM THE MIDWEST: contact Wryne Westland, ll09 Willow Lane. Mt. Prospect, Il. 60056. Ca.ll (3 12) 437 -7 37 7

FROM THE NORTHEAST: contact Gayle Essary,35-73A l59th St', Flushing, N.Y. 11358. Call (212) 445-8063.

FROM ARKANSAS & OKLAHOMA: contact Timothy J. Nelson, Marketing Communications, Inc., 5l15 S. Vandalia, suite E, Tulsa, Ok. 74135. Call o18l 496-877'7.

SUBSCRIPTIONS

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Subscription RatesU.S.,: $6-one year; $9-two years; $12-three years. Foreign: $14-one yearl $20-two years. Single copies $1.50. Back copies $2.50 when available.

DAVID CUTLER editor- publ is her

Salute to the surv:vors

IIURING the last few years we've carried far Emore bad news in these columns than good news. It has been our task to report on all the bankruptcies, closures, forced mergers and the sacking of thousands of workers.

Now, as business climbs slowly out of recession, we think it's time to recognize a group that deserves as much ink: the survivors, the men and women who, by a remarkable combination of qualities, have come through the bad times with the business intact. Battered, maybe, often smaller, with confidence on slow bell, but the company is alive and kicking nonetheless.

Congratulations !

You've earned it. We salute the extra hardwork required, the dedication, perseverence, resourcefulness and flexibility that this industry showed in the face of appallingly bad business conditions.

There may be as many methods of surviving as there are surviving companies. Comfortable

sales and marketing patterns of the past were jettisoned. Hard decisions were made to go in new directions; to run leaner and meaner. Choices were made that no one wanted to make. Not pretty to watch. But in some cases the only alternative was the failure of the business. Often they were the kind of decisions that seem clear cut and straightforward in the business textbook, but which are very difficult and painful to implement in real life.

Recent upward movements in the interest rates have created widespread industry concern as to whether we are really out of the recession or are about to slip back down, to face again the acrossthe-board problems resulting from increased money costs.

While a return to the bad old days doesn't appear imminent at this time, we'll bet most of the survivors will be keeping their Survival Techniques Manual at close hand for a little while longer.

SeNing the lumbeL building mateilals and home improvement ma*ets in 13 Westen Slates-Since 1922

DLENTY of out of the woods

f optimism, fueled by an accelerating turnabout in the nation's economy, abounded at the 79th NHMA International Housewares Exposition in Chicago, July l0-14.

With 1,835 exhibitors in the giant McCormick Place/McCormick Place West exhibition complex, it was the final July show until next year's shift to spring and fall dates for new marketing patterns. More than 60,000 persons in the trade attended the five-day showcase, which is not open to the public.

"It has been a good six months overall for our industry," said Ronald A. Fippinger, managing director of the National Housewares Manufacturers Association, which sponsors the event. "And the next six months and beyond promise to be even better, as economic indicators of all kinds paint a rosy picture for the nation's strengthened rebound from the recession climate of last year. "

He said that notwithstanding last July's low point, housewares manufacturers' sales in 1982 totaled more than $20 billion and were 590 ahead of the previous year, when a thenrecord $19 billion sales mark was set.

"With inflation slowed, interest rates leveling off and consumer confidence on the rebound," Fippinger said, "the housewares industry and all its members have plenty to be positive about."

A bumper crop of new or improved home-use products ,was unveiled. Notable among them was an ever-expanding group of health care items that range from air cleaners to water purifiers, from blood pressure and pulse meters to

Exciting new housewares merchandise

digital fever thermometers.

There were many more home security products, including an indestructible Alarm Box for jewels and other valuables that has a pickproof English lock and an easy-set alarm that goes off and continues ringing for two hours, if anyone moves the box.

The cookware scene highlighted electric woks with non-stick surfaces. non-stick pots, pans and other cooking vessels, microwave accessories and gourmet work centers, such as the Chef Mate, a complete food preparation unit with a genuine marble slab set into a hard rock maple top, two additional drop-leaf sections for extra working space, two touch-to-open doors for easy access to hidden canisters and dowels for drying pasta.

Other newsmakers from the NHMA Housewares Show that are likely to show up on retailers' shelves in the months ahead include:

a Dimension series of ultra-slim wall clocks that measure only 5/8 of an inch thin, and are said to be the thinnest wall clocks available.

o A Blind and Shutter Cleaner for mini and vertical blinds and louvres with seven soft nylon brushes that dust and clean top and bottom of seven slats with a single motion, because of its easy-grip handle.

o The Sleep-Easy clock with an instant warning system, a fullfeatured bedside alarm clock that alerts the sleeper to activated smoke detectors via wireless remote sensors, sounds a distinctive siren and flashes the word "FIRE" on the clock display, and then identifies the fire's location.

o A glass whistling tea kettle can

be used on gas or electric stove tops, can be easily cleaned because of its wide-mouth opening and has a heatresistant Bakelite handle.

o Fix-it-yourself Home SurviveR kit especially designed for women has a complete set of tools and a 64-page instruction book for home repair and decorating tasks, all packaged in a fabric-lined wicker basket.

Story at a Glance

lnternalional Housewares Exposition's optimistic useful, off-beat new products next show: March'84.

a Match-A-Patch hole and tear mender, a simple-to-use, hand-held electric appliance that makes sturdy, nearly invisible, professional quality repairs on holes and tears in most fabrics, including cottons, wool and synthetics.

o Medusa dial-a-diet scale determines the number of calories by weight for foods, beverages and recipe ingredients; the pound/gram section of the scale can be used for normal kitchen use or gramlounce diets.

o Electric Sauce Master. an automatic mixer made of white plastic, has a heating plate, a one-liter glass mixing bowl and two-speed operation.

*SURE THI$ ISATI|UGH BUSINES$.

"ln the first year we've had the Triad our inventory has been reduced over 15%, we've increased sales and our gross profit margin is up 3% That's unheard of in the lumber business. Quite frankly, a \to)r adA I rlrnr rlrln'i have believed we could do it, but we did We did it with a Triad in one of the

worst years the lumber business has ever had.

"We have four point-of-sale stations and three office terminals. Triad had us uD and running with almost all our outside nventory on the system in under'ive weeks And everybody was suooortive. Triad bent over backwards to make sure everything was done rrght, Our people got al the trairirg they needed to be oroductive immed atelv

"We've become much more accurate with the T' ad lt s given us total control over rnventory, pricing, nr ,ctnmar nrorlii nr rrah2.'^^ ^-^

,, even prorir rces all or ir nrrcc stickerS, That a ore has reduced a lot of tedious manhours. We have more time to spend with customers and more time to spend with our families,

"l used to thlnk I was a pretty good manager. But since we instal ed tbe Triad l've found out how much better I can be. I can make faster decisions with more complete information about inventory prices, recervables. payables. Anything I need is r ght at my fingertips. That wasn't the case before we had aTriad. So now when people say to me'!ra', tr)rl+nn +hic ,o r inr rah hr rcinocc l lnnk am I lEy ualtvl tl ll- ,) o luu\lrr uuJil ruJo, I rvvr\ vr rl right in the eye and say-'Sure it is, that's why I have a Triad I "

MISS0ULA. M0NTA]{A, unil, shown here under construction, is planned to open in August. lt will be the chain's fourth in that

Ernst chain ada

TRACINC its origin back to the I turn of the century, the 85 year old Ernst home center chain in the home center division of Pay 'n Save Corporation is a blending of Ernst Hardware and Malmo Nurseries,two pioneer Seattle, Wa., enterprises.

Now operating 68 stores, the chain serves communities in Washington, Idaho, Montana, Utah, Wyoming and Nevada. The Pay'n Save Corporation acquired the Ernst Hardware operation in the late '50s after it had experienced a period of less than perfect management. The garden supply outlet was acquired two years later and helped to make Ernst Home Centers a complete one-stop shoPping system.

Following the formula which made the drug operation successful, the home center division stressed self-service and attracted the do-ityourselfer.

M. Lamont Bean, now chairman of the board and chief executive officer, was president of the Pay 'n Save drug division at the time of the acquisition. Both he and his father, the late M.L. Bean, founding chairman of the corporation, were skePtical of the purchase because of their lack of experience in the hardware business. E. Ron Erickson, now president and chief operations officer of the corporation, remembers revamping the interiors and making the Ernst stores self-serve like the drug stores. He became assistant general manager of the Ernst home center division in 1960 and was named general manager in 1965.

state. In general concept and design it will follow the oattern of recent Ernst stores.

PREDECESS0RS of the Ernst home centers were Ernst Hardware Co. (lower photo) at the N.W. corner of 6th and Pike Streets in Seattle, Wa., and Malmo & Co. (lop photo), another early family business in the Northwest.

ontana link

Ernst stores are designed to help consumers repair and modernize their homes. Stores generally average 36,000 sq. ft. with product lines including tools, paint and related supplies, small appliances, electrical, plumbing and building supplies, lumber and sporting goods. Each outlet has a nursery with indoor and outdoor plants as well as lawn and garden equipment and supplies.

Last year the home center division achieved sales totaling $288,408,000, up 990 from the previous year. Management attributes this sales increase to improved sales in existing stores. A concentrated effort to increase and reward employee productivity plus

Story at a Glance

Ernst home centers have 85 year history in Seattle . ex. panded to 68 stores in West... self-service, one.stop shopping sales up 9% over last year. the declining interest rates and the reviving vitality of the housing industry are considered contributing factors. The division also prides itself on being in-stock in basic merchandise.

Ernst has 44 stores in Washington, 7 in Idaho, l0in Utah, 3 in Montana, 2 in Nevada and 2 in Wyoming. A fourth Montana store will open in Missoula at the end of this month. Although expansion has been curtailed in favor of focusing attention on improving operating performances in established stores. there are

(Continued on next page)

tffie-W

AMPLE merchandise well arranoed for sell service characterizes all units ii the Ernst chain. An attractive front door with convenient parking (top photo) and complete

garden and 0utd00r shops (lower photos) are features ol all stores. The home centers lollow the same formula that made Pav 'n Save successful in the drug store businbss.

plans for a few new stores, all in Washington.

EILL BOST(]N

Operated under the management of Bill Boston, vice president and Ernst general manager, the division also includes three Von Tobel's home improvement centers, all located in Las Vegas, Nv. These stores which the corporation acquired in 197?

Hardware Groups Merge

Members of the California Retail Hardware Association (CRHA), San Francisco. and the Pacific Southwest Hardware Association (PSWHA), Anaheim, overwhelmingly approved the merger of the two associations effective July l.

The new association, headquartered in San Francisco, has been named the California Pacific Southwest Hardware Association, Inc. (cPSHA).

According to Edmund Rea, Sr., Redondo Beach, Ca., NRHA director and chairman of the merger committee, "the association will now be the fourth largest NRHA affiliated association serving over 1,200 retail members in Arizona, California, Hawaii, and Western Nevada." The association also serves retail members in Guam, Mexico, and Australia.

The regional association plans to

INTERI0RS have clean, uncluttered look. Note how related merchandise is in position opposite the lawn mowers. The lighting is trace their roots back to 1905 and Ed Von Tobel, Sr. who established Von Tobel's Lumber Co. This store grew along with Las Vegas and developed into the largest building materials store in the state. It remained at the original downtown location until 1967 when it moved to spacious new facilities outside Las Vegas. This operation, with the first air conditioned lumber yard in the United States, was considered a model home

recessed into closely spaced ceiling panels and gives a bright look that llatters the invenlory.

center. After Pay 'n Save acquired Von Tobel's, it was expanded into a three store chain.

Three Yard Birds general merchandise stores located in Chahalis, Olympia and Shelton, Wa., and Sportswest, a sporting goods chain which extends into Alaska, complete the home center division. A distribution center opened in l98l serves both the Ernst home centers and PaY 'n Save.

operate a field office in the Southwest area to service members during its reorganization.

William R. Maze, current managing director of the CRHA, has been named executive director.

The association plans to announce its''Association Connection System" (ACS) later this year. The program is designed to affect communication through a solidified membership. According to Maze, "We will emphasize grass roots member involvement through an organized network of voluntary retailers. ACS will strengthen communication between our members and the association with special emphasis on local-state govermental affairs. "

Otto Grigg recently comPleted his 28th year as managing director of the Pacific Southwest Hardware Association. His retirement plans include special project assignments and consulting in the new organization.

Members also approved the following CPSHA Board of Directors and Officers for 1983-84:

Directors: Robert Hatcher, Bell Gardens, Ca.; Andrew Pagano, Alameda, Ca.; Bill Meanley, La Jolla, Ca.; Gordon Foster, Bakersfield, Ca.; Robert Mohler, Ontario, Ca.; Lyle Schafer, Napa, Ca.; Donald Bledsoe, Bakersfield, Ca.; Daniel Horgan, Reno, Nv.; Donald Dauwalder, Scottsdale, Az. ; Michael Cole, Seaside, Ca.; president, Ernest Lasell, Jr., Martinez, Ca; lst v.P., Bill Griffin, Santa Ana, Ca.; 2nd v.p., Herbert Walters, Belmont, Ca.

The CPSHA advisorY committee will be Leo Swanson, Jr., Hanford, Ca.: Frank Simms, Sacramento, Ca.; Blake Blakey, Pacoima, Ca'; Richard Morris, Weaverville, Ca.; Kenneth Lenhart, Mesa, Az. and NRHA representative: Edmund Rea, Sr.. Redondo Beach, Ca.

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Profile of a western industry leader

lltHEN the speeches were made UU at Frank Davis' retirement dinner, a common thread ran through them. The same descriptions were repeated: "dedicated," "sincere," "adogged fighter," and "caring." To them should be added "emotional," for it is the emotional commitment to the cause, at whatever stage in his life, that marks the intensity with which Frank engages life.

The photos here were taken at Frank's retirement dinner June 3, at the Biltmore Hotel, Phoenix. Nearly 150 were present, some from as far away as Florida. A number of tributes were made, momentos presented and a handsome new set of golf clubs given to Frank.

His retirement after l8 years as executive vice president of the Arizona Lumber & Builders Supply Association capped the second part of a long and full career and was preceded by a 20 year period as a successful retail lumber dealer in Oregon. Somehow, amidst all else, he found time to be a strong family man, a deacon in his church and to involve himself in civic and community activities directed towards the general betterment of all. The list of committees and positions he held runs to many pages.

Frank is a man of strong opinions and is not reluctant to voice them. As a result, he has sometimes been a controversial managing officer in Arizona, a fact he readily acknowledges. But it marks his attitude toward the industry he loves that he is interested in what is best for it and not in his personal popularity.

The lumber dealer's lost markets is among the most significant changes he's seen occur since World War Two. He notes that in the early post war period the dealer was still the source for everything that went into the construction of a new home. In

today's world, specialists and other methods of supplying housing have sharply cut away sizeable chunks of the dealer's former 10090 of the business.

He voices a recurrent frustration at America's failure to provide affordable homes. "We're putting our young people into substandard housing and I'm afraid we're going to see more of this happening," he says.

"I'm concerned at the lack of coordination to reach industry goals in increasing wood use. We're all going in different directions on this and other factors that affect the lumber and building material dealer. " By the year 2000 he feels it is possible that factory built homes, "stamped out on an assembly line," will further erode the dealer's business.

From his experience, Davis feels one state dealer associations, such as Arizona's, are doomed. "Mergers into multi-state groups are inevitable as the association base is declining. Through mergers, closures and the failure of home center type retailers

Story at a Glance

Frank Davis retires as exec. v.p. of the Arizona assn. his views on the most significant changes since WW ll and where we're headed now . . 150 attend retiremenl dinner.

to become involved in lumber and building material associations, the financial and other support is not there to sustain one-state groups as presently formulated," Davis says.

He feels that traditional dealers and home centers will not become more similar and that the gulf between the operating style of the two will increase. Davis does not see home centers becoming involved in either state associations or the National Lumber and Building Material Dealers Association. "Time has passed 'National' by in bringing in the home center." He is sharply critical of most home center operators for what he sees as "a free ride on our backs," referring to the "unearned" benefits they enjoy from legislative, promotional and other activities performed by dealer associations.

A good deal of his considerable energies over the years has been spent working with the NL&BMDA which he strongly supports. He urges giving long range planning the role he feels it deserves in positioning "National" to better cope with current and future problems. Frank puts forward the hope that "ego-tripping" can be avoided among dealer officers at the national level. "We need to attract the best people to the top jobs, not the most available."

His support of "National" has been extensive and includes being a member of the board qf directors, participation on numerous key committees, sometimes chairing them, plus the presidency of the Building Material Association Executives which represents the 27 federated associations that comprise "National. "

Leadership is a concept that occupies a good deal of his thought on industry matters. "We need real

(Please turn to page 67)

GUEST of honor (1) Frank Davis and his wife Maye. (2) Their church group surrounds the Davises (fourth and fiflh from right), including members (far left) Woody and Jan Clark. (3) Frank Davis Jr. & Anita Davis, Joe & Kingsli Vander Lugt, the Davis' daughter. (4) Dean Drake, Jim Stewart, John Turner (5) Sherry Gaylor, current AL

& BSA president Don Hossack. (6) Michael & Teri 0'Malley do a little smooching. (7) Ray Wells, Jim Barlow, Fred Caruso, v.p. Mountain States dealers assn. (8) Harry Mendenhall, v.p. N. Ca. dealers assn., Dav6 Sievenman, (9) Bob Baker, Lauren & Bill Herman. (10) Peggy Barlow. Fran Wells, lleane Schechter, Dona York. (11) Scott &

Lani Gates, Rich & Suzanne Bilby. (12) Juanita & Howard Hofmann. (13) Bob & Neva Horr, Lois Silvey, Charlie Mann, 8ob Silvey. (14) Pat Simone, Janis Fuller, Bob & Nancy Ramsey. (15) Zack & Marge Brandon, from Portland,0r. (16) Ace Mason, Marty Wist. (17) Frank Davis, Don ComSIOCK.

Open house opens door to sales

alf LOSE to a half million sales Ydollars were generated at an open house and buy show at Simpson Building Supply in Cerritos, Ca. Careful planning, imaginative promotion and skillful displays were the ingredients making this by far the most successful open house ever held at the Los Angeles area Distribution Center since its opening in 1969.

Over 150 customers and prospects attended the show which produced double the sales of the last open house.

Promotional materials capitalized on the recent changes and additions in staff and product lines. Stressing the word new, the new Simpson Building Supply invited customers to meet its new people and preview an expanded new product line.

Four weeks prior to the open house mailers urged all key customers and prospects to save the date. Personal formal invitations requesting R.S.V.P. were mailed one week before the event, followed by an intensive phone contact program two days in advance.

Art Olsen, sales manager, organized the event. According to Mike Couey, manager of the Cerritos Distribution Center, the success of the open house was due to active involvement by the sales force and key support by the warehouse and accounting crew. George Calvert, warehouse supervisor, played a key role in setting up displays.

SP0TLIGHT on doors brought enthusiastic comments from cuslomers at buying show as well as lots of orders. This 60 ft. lono display accented with lighting, banners and lloral arrangements helped lo double the door sales of the orevious ooen house.

The success of the display was verified by the fact that over 2300 stile and rail doors were sold.

Held on a Wednesday from I I a.m. to 8 p.m. the open house offered door prizes including a pair of Chateau Orleans doors and an Atrium door.

Since the main purpose of the event was to familiarize customers and prospects with the depth and breadth of the product line, the most gratifying comment of all was the exclamation, "I didn't know you carried these products!"

D00RS, doors, doors were evervwhere at the Simpson Building Supply Distribution Center's open house in Cerritos, Ca. Although other products were offered, the emphasis was on doors. Al Aarhaus (left), Simpson sales rep, discusses details with a customer.

All products were featured on a "one day special" basis. Each major product line was displayed, including Simpson redwood lumber and overlaid panel products, Atrium doors, and Jeldwen Elite doors. Special attention was given to Simpson stile and rail doors with a 60 foot long display of sample doors emphasizing the beauty and variety ofthis product line.

Story at a Glance

Personal formal invitations in. vite customers to door buying show follow.up, special at. tention, beautiful displays bring big crowd close to 2500 doors sold.

from Portland to a handsome new wood bldg. in Lake Oswego, Or., and reports plans for Parr Lumber Co., Chino, Ca., to beome its newest subsidiary are expected to be completed Aug. 31.

Ca., has purchased the inventorY and equipment of Web Lumber Co.. Reddine. Ca.. and will Co., Redding, Ca., operate out of the former Web Webi Stockton Wholesale property as Jtoclilon wnolesale Lumber Co., Inc., Redding Div., Mike Webster, mgr.; the facilitY MrKe Webster, racury will continue cutting cedar fences and a distribution yard is planned

It adds up to BIG Workers' Compensation dividends for W.l.C. members,

How did your Workers' Comp lnsurer perform for you?

Participating W.l.C. members received their dividend on July 1, 1983. The dividend was the amount each firm earned on its own loss ratio plus a BONUS DIVIDEND of 10.2% due to the loss ratio of the entire group. These dividends ranged f rom 10.2% to those participants with a high loss ratio to 90% to some with large premiums and a low loss ratio.

The average participant received a dividend of 48.8oh.

lf you are not in the W.l.C. Group Insurance Program and your X-Mod is 105 or less, you should be!

Your Sights

1576 South 300 West Salt Lake City, UT 84115 (801 ) 484-761 6

Main 0ffice 2 1 50 Oakdale Ave. San Francisco, CA 94124 (415) 647-0782

SUGAR PINE

Specializinginlxl2s

#3 common, Sugar Pine S4S boards. Units only.

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16927 Merit Ave. Gardena, Ca.90247

(213) 538-9043 (213) 538-e044

Ask for Jerry Watkins

Wood Moulding & Millwork ProducersAug. l7-19, summer meeting, The Broadmoor Hotel, Colorado Springs, Co.

Baker-Hamilton Div. of California Hardware Co.Aug. 21, show, Mansion Inn, Sacramento, Ca.

Humboldt Hoo-Hoo ClubAug. 26, annual golf tournament' Eureka, Ca.

Southern California Hoo-Hoo Regional ConferenceAug. 26, twilight golf, BBQ and old-timers salute, Costa Mesa Country Club, Costa Mesa, Ca.

Hoo-Hoo Club #23EAug. 27-28, Northeast Washington logging oriympics, Colville Fairground, Colville, Wa.

California Hardware Co.Aug. 2E, market, Holiday Inn' Pasadena, Ca.

Hardware Distributing Co., Inc. - Aug.28, market, Executive Inn. Tacoma. Wa,

SEPTEMBER

National Hoo-Hoo-Ette ClubsSept. 10, board meeting, Medford. Or.

Western Wood Products Association - Sept. l0'lJ' annual meeting, Registry Resort, Scottsdale, Az.

Yakima Hardware Co.Sept. 11, market, Yakima Convention Center. Yakima. Wa.

Strevell-PatersonSept. 11-12, show, Salt Palace, Salt Lake City, Ut.

American Ladder InstituteSept. ll-14, fall meeting' Hotel del Coronado, Coronado, Ca.

California Redwood AssociationSept' 13, annual meeting' Eureka Inn, Eureka, Ca.

Truss Plate InstiluteSept. 14-17, building components manufacturers show, Disneyland Hotel, Anaheim, Ca.

Mountain States Lumber & Building Material Dealers AssocistionSept. 15-17, 9fth annual convention, Sheraton Denver Tech Center, Denver, Co.

Red Cedar Shingle & Handsplit Shake BureauSept. 16' annual meeting, Sea-Tac Red Lion Motor Inn, Seattle, Wa.

Jensen-Byrd Co.Sept. 1E-19, market, Spokane Coliseum, Spokane, Wa.

Morse Hardware Co.Sept. 19, market, Holiday Inn, Bellingham, Wa.

Phoenix, Az., Hoo-Hoo ClubSept. 23'24,Pinetop ShootOut, Pinetop Country Club, Pinetop, Az.

W.O.O.D. Inc.Sept. 25-29, mill tour to Montana & Washington

National Hardwood Lumber AssociationSept. 26-28' 86th annual convention. Sheraton-Boston Hotel, Boston, Ma'

OCTOBER

National Lumber and Building Material Dealers AssociationOct. 9-12, 67th annual convention, The Pointe Resort, Phoenix. Az.

Phoenix Az., Hoo-Hoo ClubOct. 11, golf, McCormick Ranch, Palm course, Scottsdale, Az.

North American Wholesale Lumber AssociationOct. 19' regional meeting, 6:30 p.m., Los Angeles Athletic Club' Los Angeles, Ca.

Western Home Center & Building Materials ShowOct. 2l-23, Anaheim Convention Center, Anaheim, Ca'

Northwest Hardwood AssociationOct. 26-29, annual meeting, Westgate Hotel, San Diego, Ca.

WESTERN HOME CENTER & BUILDING MATERIALS SHOW

WESTERN HOME CENTER & BUILDING MATERIALS SHOW

OCTOBER 21-23'1983, ANAHEIM CONVENTION CENTER, ANAHEIM, CALIFORNIA

Shovv/Seminar Program

A Seminar Progrem designed with your needs in mind!

The Western Home Center & Building Materials Show's Seminar Program addresses the challenges and opportunities you encounter in your retail operation. Whether you are looking for ways to get more from your ad budget, improve visual merchandising or update your management information system, these seminars, designed and presented by successful industry business people can help you in your DIY retailing.

SEMINAR DlREcroR Bilt Fishman, Marketing services, Inc. San Diego, california

FRIDAY October 21,1983

Exhibits open 1O:OO a.m.-S:OO p.m.

FRIDAY SEMINAR SCHEDULE

Seminar A 4:lS-b:3O

STRATEGIC PLANNING FOR RETAIL MANAGEMENT

Learn how strategic plans are developed and what factors must be included. See how others are facing new competition and maintaining their market share. Discoveihow financial moOeiint and demographic modeling will keep your business alive, healthi and exoandable.

This session will illustrate prototype plans for Building Material operators and Home Centers. You will learn where [o get the data to input into your own plan... and how to impi-ement the olan.

CHAIRMAN

Frank Purcell. Jr.

Builders Supply of Palm Springs

Palm Springs, California

SPEAKER

Don Clothier

D.C.C. Marketing

San Diego, California

Seminar B 4:15-5:45

REACTOR PANELISTS

Peter Ganahl

Ganahl Lumber Co.

Anaheim, California

E. L. Newkirk

Chandler Lumber Co.

Van Nuys, California

MERCHANDTSING CONCEPTS FOR BUILDING MATERIAL DEALERS AND HOME CENTERS

It is no.longer-necessary to send your customers away when they ask you for lawn & garden supplies or to have building material merchandise that you sell installed for them. There's i profit to be made, and, with limited risk-taking.

Lawn & Garden

You can be offering your customer an adequate selection without.being over inventory. Programming is the key. Learn how to "be in the business" with a good selection and'logical price steps. Discover how to promote for traffic andproiit... year round!

Installed Services

There's an enormous market for those who would rather,,have it done" than do it themselves, Learn how through contract companies, you can offer these services to your customers, and.make a profit on the labor and materials. especially on smaller jobs such as: installing insulation, hanging'doors and windows, installing turbine ventilators, fireplaces, witer heaters, vanities, and even major remodeling jobs such as room additions, porches, patios, garages, etc.

Automotive (optional: time permitting)

Auto repairs and maintenance is a gigantii Dly business. With limited floor space and a small investment in invenrory you can offer a self-Selection variety of fast moving auto needs. Learn how others are doing it!

CO.CHAIRMEN

A. E. Eggly

Allegretti & Co.

Chatsworth, California

Richard Falk

California Hardware Co.

City of Industry, California

PANELISTS

Keith Mundee

Southern California

Installations & Design

Chino. California

Seminar C 4:15-5:30

Rich Orlando

Buena Park Lumber

Buena Park, California

Paul Stubbs

Dixieline Lumber Co.

San Diego, California

LOCATING, EDUCATING AND MOTIVATING PERSONNEL

Today more than ever before, there is a concentrated search for "good people" for the Building Material/Home Center industry. As a retailer you're actively involved. as a seeken a motivator, or a target for other aggressive retailers. This session addresses your most important asset-your people.

Learn where to find and educate great candidates. See how others motivate through recognition devices and utilize incentive programs to spark volume and profits. You will hear how some retailers have been able to convert co-op f unds into spiffs and why rising costs require that retailers "merchandise" fringe benefits to company employees.

CHAIRMAN

Fred Pinnell

Chandler Corporation

Boise, ldaho

SPEAKER

Norman Zarkin

Retail Careers

New York, New York

REACTOR PANELISTS

Rich Morphet

Builders Emporium, Inc. lrvine. California

SATURDAY

October 22, 1983

Exhibits open 1O:OO a.m.-S:OO p.m.

SATURDAY SEMINAR SCHEDULE

Seminar D 9:OO-10:15

HOW.TO OF TEACHING DIY SKILLS

lmproving consumers DIY skills goes beyond making the instructional materials available. lt's supplying project ideas and how-to-do-it information and making it available io them in the most effective format: books, magazines, film cassettes, workshop/clinics,.consumer DIY shows, pO.p literature and hot lines.

This session will tell you what's available to best f ill your needs and how to plan a complete program as part of your overall merchandise plan.

FORMAT: Speaker from Sunset Magazine Two retailer reactors

CHAIRMAN

David Cutler

The Merchant Magazine

Building Products Digest

Newport Beach, California

PANELISTS

Rene Klein

Sunset Books

Menlo Park, California

Frank Purcell, Jr.

Builders Supply of Palm Springs

Palm Springs, California

Jay Steiner

Lumberjack Stores, Inc.

Sacramento, California

Seminar E 9:OO-1O:15

THE IDEA EXCHANGE

Speakers from independent retailers and home center chains come prepared to show and tell - using notes, te_arsheets, etc.

. My three best traffic producing items for_1982'83.

. Mi three best profit making items'for 1982-83.

My three best promotions.

My three best ads.

My best cost cutting ideas.

My worst buying mistakes.

. My worst operating mistakes.

FORMAT: Four retailers, each discussing all the topics.

CHAIRMAN

Bill Boston

Ernst Home Centers

Seattle, Washington

Seminar F 9:OO-10:15

PANELISTS

Bob Mendes

Ole's Home Centers

Pasadena, California

MANAGEMENT INFORMATION FROM MINICOMPUTERS

Net'v hardware and new software brings the computer within easy reach ol every retailer. Learn how to use the information flow for:

. Margin Management.

o KeeP your selling Price current.

. Raise margins without sacrificing turns'

. Maintain current margins even with cost increases and stiff competition. Avoid obsolescence and reduce shrinkage.

o Inventory Control and Cash Flow.

. Reduce inventory yet maintain a more than adequate in'stock condition.

. Control purchases and payables.

. Forecast capitilization needs. This session avoids the hi-tech jargon and speaks to you in terms you'll understand.

FORMAT: lf key speaker is not a retailer then select two retailers as reactors.

CHAIRMAN

Stuart Clifton

Triad Systems Corporation

Sunnyvale. California

SPEAKER

Carlos Smith

Triad Systems Corporation

Sunnyvale, California

REACTOR PANELISTS

BillGriffin

Griffin Hardware Co.

Santa Ana, California

Dennis Orem

Jerry's Building Materials

Eugene, Oregon

SUNDAY October 23, 1983

Exhibits open 1O:OO a.m.'4:0o P.m.

SUNDAY SEMINAR SCHEDULE

Seminar G 8:30-9:45

DEALING IN THE WESTERN MARKET

PART A "THE WESTERN DIFFERENCE"

Sunset Magazine presents "The Western Differencd'demonstrating why and how the West has long been America's most dynamic market. Learn about the population growth, the econ6mic development, the buying power. and the early acceptance of product and marketing innovations.

Learn about the sharp contrasts between the life'style of the West and other U.S. regions. lt will help you carry out your planning, marketing and merchandising activities in the West.

PART B'ASK THE RETAILER"

A roving microphone will pick up answers from the audience: Manufabturers. wholesalers and reps will address guestions to our panel of retailers who represent small, medium and large operations.

This session provides a great opportunity to get answers from a cross-section of the industry. What does the retaile.r expect iroln ttre rep or the wholesaier? What can the supplier do to develop a bbtter line of communication?

FORMAT: Speaker from Sunset Magazine and panel of three to four different size, different locale retailers.

CO.CHAIRMEN

MichaelO'Malley

Mallco Lumber & Building Materials

Phoenix, Arizona

William Ruddick

Simpson Timber Co.

Seattle, Washingtoit

PANELISTS PANELISTS

Bill Boston George S. Gotto lll

Ernst Home Centers Lamar Building

Seattle, Washington Material Supply

Norman Fox Lamai Colorado

Handyman

Rene Klein

San Diegp, Califiornia Sunset Books - Menlo Park, California

Seminar H 8:30-lO:15

ADVERTISING AND SALE PROMOTION PROGRAMS

This session will address these topics geared to the big and small retailer:

Ad Preparation-Let the pros show you how to tie great headlines, layouts, illustrations and body copy into powerful selling ads.

Media Selection-See and hear how Building Material dealers and Home Centers are using Print and Radio and TV. Learn about "marriage mail" and other cost saving distribution methods.

. Merchandising the Advertising-Learn the .procedures for getting thelales floor ready with signing, displays and tie-in merchandise.

CO.CHAIRMEN

James Schweiger

D. G. Shelter Products

Marion. Virginia

Tom Watt

Brookhart's Building Centers

Colorado Springs, Colorado

Seminar I 8:30-10:15

PANELISTS

George Gower

Evans Building Centen Inc. Eagle, ldaho

John Hogarth Handyman San Diego. California

Mike Trueblood

DJMC Advertising

Los Angeles, California

HOW TO CAPTURE MORE DIY BUSINESS

It takes commitment! lt takes discipline! And it takes more than a sign over the door that says, "DlYlel Welcome" or "Home Centerl' But. you can expand your DIY business without destroying your current customer base. Our panel will tell you how they did it.

By developing a new "consumer" attitude within their people. . By researching the local DIY market, and competition' Bi devoting m-ore attention and control to the in-store visual merchandising.

. By upgrading the appearance of the ads, and, increasing the ad budget with effective co-op dollars.

You'll learn how to do it yourself and where to go for help if you need it!

It's not always easy. but it's almost always profitable!

CO.CHAIRMEN

John Bates

Westmark & Associates

lrvine, California

Felix Sanchez

Hacienda Home Centers, Inc.

Albuquerque, New Mexico

PANELISTS

Mr. Don Ledbury City MillCompany, Ltd.

Honolulu, Hawaii

PARTIAL LIST OF EXHIBITORS AS OF JUNE 15. 1983

ACAD€MY MAN(FACTURNG @.. II{C.

ACE HAROIVAn€ COfiPORATTON

ACME BRUSH COFPORATION

ACUEDGE II{C.

ADMIML AIUMIMJM

AOFOIT @RPORATON

AEFVO€+ACFrc @MPANY

AKROS tNSTAtl T|onF Nc.

ALIEGRETN T @.

ALSOI€ @RP.

ALIEF { ITVES tN u'OOD [{C.

Afr/EtCAN APRI t{CE r/FG. @np.

ArrEs T P$|G T@L SYSIEl/ls @.

AI0ERSEN COfiPORAT|oN

AM)€RSON€ R8o!VS ifrTAtS @FP.

ARO€LL II{DUSTRES hIC.

J. H. AAXIEF I @.

BELWITH INEFilATIICNAL LID.

B€R(O ELECTHC

BERNUOMAIIC A IGT€€R OF IHE NEMLL GROI.P

EETTER PttST|C PROOUCIS @.

BIO TOYS

ELTE LIJSIE }Iot,|E CAFE PROO(TTS. INC.

soRTz o{_ a.. f{c.

EfltItANf ltoHttl{c. ttc.

BEN|TOL FAENLIIE $D.

BUIIOII{G SJPPLY NEI'VS

BULLDOG JOFDAN @i'PANY

A I,EMBER OF Il{E NEIVELL GRO.JP

CAL GAS COf,PORATON

CAIFOF{IA & PACIFIC SOUTHWEST HAROWAR€

CALIFC'R{iA LS,|ERELI.A

CANT SIJP T@LS

CAFOTN L roirE PROOUSTS

CARE+FEE IFRIGAIIOI{ S(FPI-IES II{C.

DRP MI{ITSAN

CEOAR HOiiES ll,lo.

CERTAINTEEO @RPORATO'{

CHANOLEF @RPORANON

CHAH."ESOi{ PrJELtS}fi NG

THE CHENS, tt{C.

clrEvRoN cHEMtcAL @./OFTT|o BOO|(S

CLAIBSO'{ INIER{AIIONAL

CLASS|C BAllt PROD|Jgrs

A IRIAI{oLE PACIFIC @MPANY

CLEANWELD PROOtrcTS. [{C.

CL@AY @NP.

@ASIEF @. OF AI/|ERCA

COTONY PANNi

@LTOil-WABTSltt

@LUMAN MA!'UFACruHNG @RP.

@N@I"EI.|M @FPC'R^TION

F€EUENT FLooHTlc DU.

rHE @OPfR GROUP

COtI\SELOR @ITPANY

A I,ETiIBER OF ffi NEWELL GRoUP

CREATOBS, tr|c.

CFTDO/Ofrl R( TNDUSTHES

cn€sT lv6mR t O@R @t PANY. r{C.

CRYSTAL I.ATF PARTS

clJstoM zut-Dr{ci PrcoucTs

oAP U{C.

D€FLECTO COFORATIOil

DEFT F{C.

D G SI{ELTEF PROO{,C S

rxAL MANUFACIUR|i{G, tNC.

tlArcTS CABINETTI

DIMARCO

oeMY\r@OPROOUC'rS

DORFITE @i'PANY

A l,lEll3ER OF rHE NEWELL OFOUP

oRA@N q.Aw $p.

d,TCH 8C'Y PAINTS

ECLECTTC PRODlJcrs, [rc.

ELECTRONrc SET€NG PROO. rrc.

ELFA EST. D{C.

EftlCO SP€CIALTIES, r\rc.

ENTERPRF( LIG}MNG CORP.

EFriA@, ll{C.

E(CALIBIJR PROOI)cTS

EE1-AP OUr/|onO SHARPENEFS

E Z PAJNIR COFPORATIOI{

A i/E!B€F OF IHE t€wELL GROUP

FAI@i{ F{TEFilit TtOf{ L

FAMIUAN SENRA CRAFT

THE FLECTO @.

FOUR SEASONS GEEMTOIJSES OF CA

FRANKUN BRASS i,tc. @.

FMNKUN CHEMICAL INOWIFIES

FULIERO'BRIEN PAINTS

FUTUM HOil€ PRODUCTS

GAFO€NA, tr{C.

GAYLAN IiDIJSINES. IilC.

CNERAL ELECNrc @.

LIGHIIIIG BIJS. GfiOIJP

GEI$NAL MAFSLE OORP.

GE{ERAL iil€fALS l,FG. & STFPLY @.

GENERAT PRODUCTTT NC.

GEiERAL SATES @P.

GENERAL STEEL

oENOV r{C.

o@FGt +ACtFtc @FoR^noN

oEoRcIA+ Ctlc coFon^noN

POO| CHEMTCALS DtV.

GEH@. htc.

ot8sor{.flofil |{l @.

GLOT CESTER @.. nrc.

GRAYSO$SP€CAOF.9.| Rm t Assocs.

onEAT V|ER TlOf{S

OIVISICN OF INTEBATH. [.rc.

GnosFl.L€X tt{c.

c. T. WAIER PROOTJCTS, 0{C.

GUAROIAN l.OiE PFC,DUCTS

HAFT@, |r€.

HEIfiY COiPANY

HESS@ ISUSrR|€S D{C.

HITACHI POYIEF T@LS U.S.A. LTD.

HOI,|E CEI{IER II{STruIE

IIOME CENIER MAGAZIT€

HOME EqJFMENT MFG. @.

HOMELI1E / JA@BSEN / IEXTROI{

H+ P800|JCTS, r{C./VAqJFLO DtV.

H&RJOltl60Ntl{C.

GNITOf, PRODIJCTS INIEFNATIONAL. II{C,

IiE)AI Al-lrrrlMrM PROOUCTS INOA ARTS I CRAFTS

IhITERNATIONAL WINDOIV @FORAI|oN

IrcN i/|OLF{TAN FORGE

JAMES DISIF|BUNNG

J€I{CRAFT @RPORATOI{

J & H ENTEFPRIS€S

JH INCI'STFIES

JOANNA WESTERN MILLS COMPANY

Jorilo@ PROOIJCIS

JUOD DRAPERY HARDWANE A MEME€R OF THE NEWEIL GROUP

K C M€TAL PRODIJCTS. F{C.

KEi#TOI{E P,AINTS co{suMER OtV. S}tERl,VtN |V|LUAMS

Klt{G t @lrlPANY. frc.

KII{G MACHIN€RY

KrRSO{ K-$H, l]{C., K{UX DtVts|ON

KUPAI{OFF & ASSOCTATES. [ilc.

KWKSFT

LA BETLE INDUSTFIES. II'IC,

LANE n BLlSHltG COIvIPANY suNsEr Boo(s

LAFS€N SUPPLY CO. INC.

LEVOLOR LOF€NIZEN, II{C.

UAN WANG METAL WORKS @., LID.

LIBERW CARP€T CO.. tI{C.

LIFE PAINI @ITIPANY

LIFE11ME FAIJCETS O,IC.

LITILE GlitNT lilOUSlRlES

LOM)OI{ TICIJSE MAMGEMENT @T\6IJLTANTS

LOiG€ETL CAANETS. IT{C.

MACKLANBURGDUI{CAN CO.

M.A.G. Er{C. I MFO., nC.

MAG I}€TFt'MENT INC,

MAXITA U.S.A., IITC.

MAIICHESTER PRODIJCTS CO.

MAl.lSPfil lNDlrSIFlES. lilc.

MAR(S GROIJP INDI'STRIES II.IC.

MAFLAN T€WIS D€SGNS

MASONITE @RPORATIOI.I

WESTERT{ HABOBOARD OlVtStOtr

MASTER FEr.rCE F|lTtr{cs. r€.

I,oCULLocH @RPORANON

MELARD MFG. CORP.

THE MERCHANT MAGAZTNE

M€RCHANTS METALS. IAIC.

M€TAL INDUSTRIES, IiIC.

METALS EI{GINEERII{G @FP.

MIRffO @RP.

A l,l€MS€R OF IHE NEWEII GROUP

TiPNARCH MIRFOR DOOR @., [{C.

ii|oilRovlA NIJfiSERY @rrPANY

Ii|ORROW lt'lc.

MR E'S [{C.

MTD PRODUCTS INC.

NATIONAL FLOOR PrcO. D{C.

NATIOI{AL HOfvlE CENTER NEWS

NATIONAL IiDUSTHAL TOOLS. II.IC.

NATIONAL PLAN S€N'ICE, INC,

MllOl,lAL IYoOO PFOO{rTS @.

MUIILIJS

NEWEU @MPANIES. INC.

tlEwElL INIEFNAnONAL @irPANY

A T,EMBER OF rHE NEUELL GROUP

NETVELT- WINDOVV Ft Ft{tsHtt{G @rpANy

A MEMBEN OF THE I{ElVErl. GROIJP

l{OVl AIERCAN II{@RPORAIED

O8/MAS@ DRAPERY HARDWARE

Otr@N @TISUMER GROUP oRrvre aaeRGuess PlHeLs

PACE CHEM INDIJSIFIES. IT{C.

PACIFIC HANDY qJTlER, IIIC.

PEMKO MANUFACTLffiI{G @. RC @FPORAIION

nrsTFKoTE @.. [{C.

PL STTTECH, [{C.

POINT ELECTNrc A DIVISION OF SWIVELIER @ POIJR N STORE

PO|V€R @i{TFOLS COfiPORAT|ON

PRATT E LAMA€RT II{C.

PRMELINE PBOO(rcTS @.

PROFIIM SIER COi,FttTER SYSIEiTS NC.

QIJATJTY S1EEL PROOIJCTS II{C.

R^Ol€ F€rJSrffS, [€. R ll,DFlP, hrc.

ROAERTS COI{SOLIOAIED IND.

RO€EBTSHAW @illROLS @I',PANY

FOCKITE OrV. Of HAnTNE pf,ODS. CO.. rrc

ROEarc LABOnATOR|ES. titC.

RON$(O INIEFI{ATIONAL

ROYAT I,${TED @RP.

RSA RiJG OocTOR, rirc.

SAI{OUSKY€ruF. MEIAL CAB. tl'lcSAN FRANCIS@ STOVE @i'PANY sANr TOP. [rc.

SAIEI.IITE EN1ERPBSES

DONALD E. SAVARO @.

SCHWEITZER ENIERPRISES. ll'lC.

S€NTRY SAFES/JOH]iI D. BRIJSH E @. slroP.vAc @RPoFATtoN

SID6( FURNTTURE COF.

SIERRA GRECNHOT'SE. II,IC. srMPsoN @. Sli/F6ON DUR -VENI

$MP(iON HAFDWARE @l/PAl,lY smPsoN nM8€R @. SLIDE€O MANUFACTLn|NG @il,lPANY soNoMA \rrr@ouroR(s. tllc.

SOUIHERIiI IMP€RIAL, ll.rc.

STANADYNE/I/rcEN DlvlS|ol'l

STANOARD INTER.IATIONAL IIIC. STANDEL PBOO{JCTS ll'lc.

STAIES INOUSTFIES SIEM SEARCH @RP. s T I rirc.

IEI.ES@P€ FOLDIiIG FLNN. @. INC, IEI,€STAR INTEFNATIOI{AL COFP.

TFI SPECIALTY ST'PPLY

THEFi,AL SYSTET/S "IllERlilAX" PARFE e SONS, lt{C. IRADE.A€I.AD€

tRl^o sYsTE!6 COf,POFATON

IRIAMILE PACIFIC @RP.

BRIJCE HAFDWOOO FLOORS DIV.

TII PAC CABINETS

TRAI{GLE PAOFIC CORP.

CAFR/€R TRIPP ULIRA r{OUSTF|ES. htc.

I,NIPAC @FPOMTIOT'I

rr0vEFsAL @RK. hrc.

UT{VERSAL PAINI @FPORATIOIiI

I'.PI'LL F€ADY MIX

u.s. ERto(. ll{c.

U. S. FLI'OF€SCENT DISIFIBT'II}IG @.

U. S. }|oME SECURITY SYSTEMS. t].tc.

VACU-lrrAlD, lt{C.

vAt{ SLYKE ELECIF|C tNC.

VAIJGHAN E zuSHNEI.I Ii'FG. @.

VELUX-AMER|CA t]{C.

VILLAG€ BLACKSMIT}I

VTTAMN INSNTUIE

WALLAOAFD T@LS @., [rc.

WARO MFG. E SUPPLY @.. F€.

WATEN REFINII{G @.

WATKINS MANT'FACTI'RI1{G @RP.

WEISER LOCK

WELLS LAI{ONT @FPORAIION

WESLC'CK

WEEiIEFN SOLAR|I,M

rvEsluAm( & AssooArEs

Wll,l'IOLD OLUES. ltlc.

wr{G [.tousTRtEs. $lc.

llgOO D€SGN i/FG.

WRGHT PFOD(rcTS. IIIC.

ZENIIH WEST PROOUCTS

Available to Western Home Center & Building Materials Show Attendees

Big Savings on Air Fares, Gar Rentals (UuntreD

The Western Home Center & Building Materials Show's Travel Headquarters has arranged for major discounts in air and ground transportation for Anaheim attendees. Through United Airlines and National Car Rental, the official airlines and car rental firm serving the Show, attendees can receive major discounts when bookin g throu gh Travel Headq uarters toll-f ree 8OO number. Rent from National for as low as $28 per day. Fly United and beat any possible "Super Saver" rate offered by any other airline.

lf United doesn't serve your city, Travel Headquarters can still guarantee you the lowest air fares to the Show on other carriers.

IMPORTANT: oo nof make reservations through your local United or National office or through a local travel agent. Reservations must be made through Travel Headquarters to realize these special Show Rates. In the U.S. call (tollfree) 8OO-323-9128. In Canada or lllinois call312-449-7077.

Western Home Center & Building Materials Show Travel Headquarters Hillside Genter

1O1 N. Wolf Road D-l Hillside, lL 60102

OO)

3 REGISTRATION COMPUTERIZED ALL INFORMATION MUST BE FILLED IN

4 NO ONE UNDER 16 YEARS OLD ADMITTEO

IMPORTANT: PLEASE LEAVE SPACE BETWEEN FIRST NAME OB INITIALS AND LAST NAME

\,V€STERN HOM€ CENTER & BUILOING MATERIALS SHOtn/ ocroBER 21-23. 1983/ANAHEIM. CA

IMPORTANT: In order to process Your registration, your company s business activity must be indicated below:

(l) n Retailer/Dealer

(J) f Wholesaler/Distributor

(P) u Other (please describe)

Note: Exhibitor oersonnel should not use this form. Please use form provided in Exhibitor Kit.

Bole lorms wr De sent oo rece pl ol pre-regrslratron lorms

WESTERN HOME CENTER AND BUILDING MATERIALS SHOW 600 TALCOTT ROAD, PARK RIOGE. IL 60068

Reservq yogr Hotel Accommodations Earty .. . use this convenient Hotel Reservation Form

RooM RArE S.HEDULE ::ffi';,..ui:*:

Please Reserve the Following Accommodations: (please print or type)

Single rooms are limited. please

share twins PM (time) 2l Oate: I] AM -E

to where possible. PM (timel

October 3) Date: October OctoberEAM -E

PM (time) 4l Oate: Octobet Osrobe Tf AM EPM (time)-

Send Confirmation to: (please print or typel

Company:

Address: City & State:

Date: Tel6phone: Zip Code:

IMPORTANT RESERVATION IN FORMATION !

Hotels in Anaheim reouire an advance deposi! of $50 per room, which must be submittedwith this form.MakecheckspayabletothewHCs Housing ;;

Room reservations cannot be guaranteed unless this form is received by September23rd. ReservationsreceivedafterSaptember23rdwiil beassigned on space available basis.

Prior.to saptembsr 23rd, all changas and cancellstions chould be made by mail to the Hou3ing BurEau. Atter septambor 23rd, all changee and cancsllationr must b€ made directly with the hotel.

WESTERN HOME CENTER AND BUILDING MATERIALS SHOW

600 TALCOTT ROAD

PARK RIDGE, IL 60068

OCTOBER 21-23, 1983, ANAHEIM CONVENTION CENTER

ANAHEIM, CALIFORNIA

Advisory Board

JOHN BATES

Westmark & Associates

lrvine. California

BILL BOSTON

Vice President/General Manager

Ernst Home Centers

A Division of Pay 'n Save Corp.

Seattle. Washington

STUART CLIFTON

Vice President/General Manager

Triad Systems Corp.

Sunnyvale, California

DAVID CUTLER

Editor & Publisher

The MERCHANT Magazine

Newport Beach. California

A. E. EGGLY

Vice President/Sales and Marketing

Allegretti & Co.

Chatsworth, California

RICHARD A. FALK

Vice President/Marketing

California Hardware ComPanY

City of Industry, California

NORMAN FOX

Vice President

Handyman

San Diego, California

MICHAEL O'MALLEY

President & General Manager

Mallco Lumber & Bldg. Material

Div. of The O Malley Lumber Co.

Phoenix, Arizona

FRED PINNELL

President

Chandler Corporation

Boise, ldaho

FRANK PURCELL, JR, President

Builders Supply of Palm Springs

Palm Springs, California

WILLIAM RUDDICK

General Manager-Doors

Simpson Timber Co.

Seattle, Washington

FELIX SANCHEZ

Chairman of the Board/President

Hacienda Home.Centers. Inc.

Albuquerque, New Mexico

JAMES A. SCHWEIGER

National Marketing Manager

D. G. Shelter Products

Div. of DiGiorgio CorP.

Marion, Virginia

TOM W. WATT President

Brookhari's Building Centers

Colorado Springs, Colorado

SEMINAR DIRECTOR

WILLIAM FISHMAN

San Diego, Calilornia

Do you know what it costs to deliver?

By WALIY LYNCH

These questions on delivery costs were generoted by suggestions offered in our July issue by llally Lynch, president of Builders Express, Dollos, Tx.

Lynch has just completed a study on delivery costs for the National Lumber and Building Materisl Dealers Association. His research will be part of a seminar at the notionol convention in October.

Ifyou have questions on delivery costs, see the box accompanying this article for the way to find arcwers-ed.

Q: Is there a way to determine how good, or how bad, a company's delivery is being handled that can be identified without a full blown accounting search?

A: Not absolutely, but our company and its people have used one way many times. It will require however that you identify "delivered sales." There are several quick ways to do this: (1) contractor and commercial sales accounts generally purchase 8090 to 85qo of what is delivered. (2) total receivables will be fairly close. (3) 6590 of total sales will be reasonably close to the maximum delivered for all dealers selling to both contractors and consumers. (4) companies dealing strictly with contractors and subs can use 8090 as a factor to determine delivered sales.

Once the amount of "delivered volume" has been determined, count the number of vehicles used in the delivery function. Divide the number of vehicles into the total delivered sales. Our range of experiences shows that between $750,000 and $1,000,000 per vehicle annually is what dealers are achieving with what appear to be well run operations. Some chains talk $1,250,000 per vehicle, but I have not seen it demonstrated. Therefore, ifyour trucks are delivering less than $800,000 to

$850,000 each, they are not being used effectively and remedial work should be begun by management. With our clients, with over two million in sales, we have no trouble demonstrating effective delivery with two trucks. Below this figure, the $1,000,000 per vehicle will not hold. This means that up to $500,000 or $600,000 in delivered volume can be handled with one truck and customers kept happy. After that, a one ton truck or a pick up will also be needed; then the one truck per million takes over as delivered sales volume rises.

Q: Our company would like to charge for delivery, but our competitors will not let us. Is there a way to do this in spite of our competitors?

A: Yes, absolutely, but how do you know that your competitors are not themselves charging for delivery? Most dealers are, in one way or another, charging in part for delivery. Our company does a survey on the competitors of our clients. In the last four years we have never found anyone who was not charging in some way. Everyone has geographic limits-the town, the county or other parameters-then a charge. Delivery

Story at a Glance

services-handling merchandise after it has been delivered, like shingles and wall board-are often charged. Have someone in your organization call your top five or ten competitors and find out what they do. When you have your competitor's delivery posture really identified, then and only then decide what charges you can go after.

Multiple price lists, minimum values, mile limitations, per mile charges, etc. are in use all over the country to charge for delivery. They deal with how to charge. The who to charge is another story. Your company, like others, does about 8090 of delivery business with 2090 of its customers. Identify who is who and then go after those 8090 of your customers doing 2090 of your business. You can best charge these people because they probably represent the bulk of your delivery expense on a per delivery cost.

How much to charge cannot be determined from this ivory tower, but it must be considered and handled locally. Some make money, some break even and some iust ease the pain.

Q: How do you handle 20 "first outs" deliveries when vou onlv have four trucks?

A: Obviously, like what happens when the irresistible force and the immoveable object meet, there is no answer to the question, but it is often asked. The problem is caused by mismanagement and poor communication. The poor communication is evidenced by the fact that the company has not made known the limits of what commitments for deliverv

Save dollars on dellvery identify costs determine pre-tax profits delivery cost experl answers common questlons.

ffiOME GENTEM MERGHANT

BILL FISHMAN

Bill Fishman & Affiliates

11650 lberia Place

San Diego, Ca.92128

EIEOPE attend trade shows for many l- different reasons. Some retailers seek new lines or new product categories. Others use this marketplace for meetings with the top brass of the suppliers exhibiting at the show. A few come to seek and interview new talent. Many attend to see, hear and learn at the seminar sessions.

This October, retailers from all 13 Western States will find all of the above opportunities at the frrst Western Home Center & Building Materials Show in Anaheim, Ca. I predict it will be the most exciting industry event that has ever occurred West of the Mississippi.

Manufacturers, mills, jobbers and distributors doing business in the Western States will show new products and new programs in two of Anaheim's huge convention halls. Being a regional-

not a \ational show, booths will be manned by western region reps and sales people whom retailers will know and recognize. But even more important-the "brass-from-the-factory" will be there too. For many delegates, this show will be the first time they will have the opportunity to shake the hands of the presidents and GM s of America's top suppliers.

The show space is heavily committed to lumber, building materials and other merchandise categories typically found in home centers and lumber stores. Manufacturers are interested in retail outlets.

Look for lines of lawn & garden merchandise, arts & crafts, auto supplies, RTA furniture, gifts, sporting goods, computers, telephones-and all those innovations that will be created, manufactured and marketed before this column gets into print.

It's a weekend-Friday, Saturday & Sunday. It's in Anaheim, in proximity to Disneyland and other Southern Californ-

ia fun spots. The facilities are ideal for supplier-retailer conferences, hospitality suites, and good dining and entertainment.

The after-show activity also includes a bus tour of many nearby home centers. Retailers will be hosted through state-ofthe-art western region home center operations for a first hand look at major chains and successful independent operations. Bring an open mind.

In three days of concurrent sessions this show will offer more than l2 hours of lectures, exchanging of ideas, panel discussions and case histories. Look at this lineup of leaders who will share their concepts and experiences: John Bates, Westmark & Associates; Ray Bell, Louisiana-Pacific Corp.; Bill Boston, Ernst Home Centers: Earl M. Christensen, Hayward Lumber Co.; Stuart Clifton, Triad Systems Corporation; Don Clothier, Jr., Marketing Consultant; David Cutler, Merchant Magazine; A.E. Eggly, Allegretti & Co.; Richard Falk, Calif. Hardware Co.; Norman Fox, Handyman/Homer's; Peter Ganahl, Ganahl Lumber Co.; George S. Gotto III, Lamar Building Material Supply; George Gower, Evans Building Center, Inc., Id.; Bill Griffin, Griffin

(Please turn to page 68)

_LinkupryithheFunnah

The sydem is made up of highly trained market specialists with years of experience in the softwood lumber industry. The rystem works fast and with complete follow-through.

The cystem has coast-to-coast facilities so we truly know the entire U.S. market.

The system has an in-depth knowledge of the Canadian market as well, since wdre one of their largest lumber importers.

The system gives you straight, updated information on all softwood species.

The system has a first-rate approach to shipping. Wdll ship your order the most cost and time-efficient way.

The system is making markets in all softwood species:

Canadian Spruce - Green Douglas Fir - White Fir - Western Red

Cedar - Redwood - Western Hemlock - Ponderosa Pine - Sugar

Pine - Waferboard - Timbers

You can quote us on everything wdve said about the Furman System. Now... may we quote you?

B/ICK fl) SCH(nt BIIttll'l'IN..

Chalk-Up Big Savings!

Stock

Offer

STATIES

FRED CARUSO hours of exhibits by 60 trade show exexecutive secretary hibitors.

lloRE rhan 500lumber and buildIUling material dealers and suppliers from throughout Colorado, Wyoming, Idaho, New Mexico and Utah are expected to gather in Denver on Sept. 15-17 for MSLBMDA's 9fth annual convention and exposition at the Sheraton Denver Tech Center.

The convention will feature eight full

Speakers will include Johnny Walker, former chief executive of Lowe's Companies, Inc., who will speak on successful marketing; Sid Voorhees, partner with Eugene Planing Mill in Eugene, Or., whose presentation "If lt's Going to Be, It's Up to Me" will cover communicating with and motivating the people we work with, and Richard Reid, partner with Reid & Wright, Inc., who will present a slide show on the history of the lumber industry.

Another highlight will be a "working

lunch" for dealers with round table discussions on isues confronting the lumber industry. Keynoter will be Bud Howe, partner and v.p. of Carver Lumber in Peoria, Il., and president of the National Lumber and Building Material Dealers Association.

Convention planning committee members include Jerry Harwood, Harwood's Lumber Co., Rocky Ford, chairman; Hal Olson, Armstrong Ceilings, Denver; Don Herbel, BMD, Denver; Rick Heimsoth, Capital Lumber, Cheyenne, Wy.; Dave Stookesberry, Economy Lumber, Greeley; Don Cameron, Cedar Lumber, Denver; Bob Hutchison, Pine Junction Lumber, Pine; Kathryn Smith, exhibit and convention coordinator.

MSLBMDA recently moved its headquarters to the Creenwood Plaza office park in southeast Denver.

The new address is 5500 S. Syracuse Circle #105, Englewood, Co.80lll. The new telephone number is (303) 793-0859.

2090 limitation on the estimate of job account that is required on the preliminary notice under the old provision. Unrealistic job estimates were ballooned and therefore were unrealistic for the actual cost of the job.

FRANK DAVIS consultant

f Hnee major changes were written I into the Mechanics and Materialmen's Lien Law as it was passed in the 1983 state legislative session with the Associated General Contractors working together with the Arizona Lumber & Builders Supply Association to create what was described as a "clean-up" bill.

The major changes are:

(1) The original bill as adopted in 1979 required a legal description ofthe property in the 20 day preliminary notice. The 1983 bill allows the flexible version with either a legal description or location by subdivision plot, street address location to commonly known jobsite sufficient for identification.

This definitely aids the material supplier since getting a legal description was costly and time consuming.

(2) The second major change is the

The new law gives enough flexibility for estimated costs of209o over or under any estimations.

(3) The third major change is that the Notice of Completion has to be recorded by the owner and mailed by certified or registered mail to the general contractor and to all persons who had previously filed the 20 Day Preliminary Notice.

Under the old law the language was ambiguous so that in many cases the persons filing a lien would not be sure when the job was actually completed.

I urge ALBSA members to be aware of the changes in order to protect their rights under the new law.

HARRY MENDENHALL executive vice president

aFt oMPANI' IIvIAGE ! An intangible Yrhat every ciealer savs he desires to have in the most favorable light.

Company Image! An attitude in the minds of the employees that reflects management.

. Company image! A measurement used by the consumer to judge confidence in your products, your employees, your service and your word.

The reason that I bring up the subject of company image is because of 9090 of the answers by employees to the following question contained in the Product Knowledge Correspondence Course test.

The question, of course, is preceded by a reading of the chapter on selling and the importance of the customer.

Question: Which comes first, the company or the customer?

Most employees answer: The company, even to the extent of adding, "the company gives me my paycheck" or "the company hired me."

Many retail dealers spend thousands of dollars developing a company image. They develop a logo. They develop company colors. They develop slogans. They provide company uniforms. They paint the company name on trucks. They buy advertising depicting most ofthe above. Yet, none ofthese things can overcome a poor company image unless management spends equal time and effort on education of the employee.

In my visits to association member stores, I frequently find a bubble pack that has been opened with the contents pissing. When I mention this to an employee, the usual answer ib "Yeah them @t$t: customers will steal you blind unless you watch them every second. " When material is disorderly on the shelves or lumber is sticking out from the racks, it is always those @t$t= customers who sorted through it, then scattered it. These comments seem to be used to explain every stocking, housekeeping and inventory shortage problem in the store.

Many of these comments against the customer are justified. We all know that shoplifting has increased to alarming proportions and customers do tend to sort through materials scattering them about in the process, but why is the store in existence?

A bit of further research locates the reason for the employee attitude that is anti-customer. Management can be overheard criticizing the customers, and in many cases, the criticism is conducted in the presence of store employees. Discussions about customer delinquent accounts, returned checks, doctoring invoices and many other problems soon leave everyone with an anti-customer attitude. The thousands of dollars expended to develop a positive company image aretotallyineffectiveunder circumstances such as those mentioned. Every dealer would like to be known for his service, quality and availability of materials, fairness to his customers, knowledgeable and helpful employees and prices that are competitive. He wants his customers to want to come back to his store because they can get the materials and service they desire.

ROOF TRUSSES: start with The Klincher@ The 10{on Klincher System, with Klincher Press, Adiustable Jig and Counterbalance is ideal. Assemble up to 60 roof trusses a day with a 2-man crew. Total cost: under $4,300, or lease as low as $150 oer month.

IMPORTED AND DOMESTIC WOODS

Our ainr is to Iill rour rt'tluirt'nrt'nts, lrromptlr', rvith cornpctitir clr prict.rl qualitv products.

HOmgmakefS Like

flTl " national consunrcr pancl o1' r F1ouserlares is rated espccialll'

HOUSgwafeS i2-5,999 rc;rrcsctrlatirc lrort:citoitl: iarorairi\ irr rourrgcr arrd rtrotc.rlnr()lCCtahlC tr, {itt,oi.crlril [ \ it uct]l !()n\Linlq.ys..tltrir' .irtulcr" -Antertca(tl()ll]el.}lAkl.'!-\1.]l\t't1]gt1l1.)l]ll|:llll\ll.\'l\Irl,\||!,4l||ll',.]l]'\ll!llll]\|/l\ tltdrk.lt.|iit'ttl'tr.111i,,''1.1'.'''.'.,.ii' ducts thcy buy in todal's markct (iu('\ti(rnlrajr-t'. lor rtrt 80fir rctttrn gdil('r;11 lr,rJllll;ti lr )ll Consur-ner-s colttint.lc ttt tltltk place for being responsive to their Briet11. the studl'cornparcs thc inrconsumer needs, and they think agc ot' housewarcs to fivc other price as the rlost inrpclrtattt t'actol irt those housewares items are botlt leading consLlmer goods industries: the pur e liase o1' lrou:ew arcs llrL)reasonablv oriced and well madc. automobilcs, clclthing, food, fur- ducts, but its rr-latir r- irttportattce has

That's the word from Ronald A. niture and to1's. It ranks the relative pretty well Iocled off and, in sonrc Fippinger, managing director of the iniportance of sir key factors affec- cases, dcclinecl sincc 1979. National Houservares Manufac- tins consumer ourchase Datterns: o The importance of both color,' turers Association and spokesman brand, color,/design, price, selection, dcsign and selection have increased for the nation's giant housewares in- sizes and warranty. It erplores con- over the past lour years, and product dustry, whose sales last year totaled sumer attitudes torvard six specific warrantyprovisionsdonotappearto more than $20 billion by manufac- housewares product categories: be particularly important to conturers and close to $40 billion at bathroom accessories. cook and sumers. retail.

bakeware items, kitchen tools and r Apparently after having dealt

Fippinger based his comments on gadgets, outdoor products and ac- rvith inflation and rising prices durf indings of the NHMA's j ust- cessories, serving products and ac- ing the late '70s and early '80s, published "Survey of Attitudes and cessories and small electrical ap- American consumers erpect high Purchase Habits of Consumers of pliances. In addition, it details con- pricesandacceptthem,buttheyhave Housewares Products: A 1983 Pro- sumer preferences for color and reached the point u'here they also cxfile of the American Houservares decor in kitchens and bathrooms, pect more sty'ling, colors and sclecConsumer," the third in a series of along u'ith lifestyle trends that relate tion in return for higher prices. comprehensive consumer studies.

The study for 1983 tells a lot about how, why and where American con-

to housewares purchase patterns.

Highlights of the iindings are:

r Most houservares categones are given relativel-v high product quality

. Housewares ranks third amone ratinss. *'ith cook and bakeu'are sumers buy their housewares today. leading consumer goods industries, It is based on a sample of 2,400 behind foodandclothing, butahead homemakers selected at random of automobiles and tovs.

Housing Figures Revised

Housing start figures released each month by the Commerce DePartment are often revised as later data completes the statistical picture. In the latest adjustment May's performance was upgraded from a 19.l9o increase to a 19.590 rise.

Figures for housing Permits and sales of new homes also often suffer from atimelag. Estimates of housing permits issued in May for all categories of houses from single familY to multifamily units have been revised

upward as have sales figures for March, April and May.

The revision of sales figures erased the decline in April and made MaY the fourth month in a row with an increase.

Why the Start Numbers VarY

Residential building contracts, totaling $8.2 billion in MaY, showed a 2t/o advance from April's value, after seasonal adjustment, in the latest F.W. Dodge Index.

Custom Milling Z Direct Shipments

"Recurring differences between F.W. Dodge and the Commerce Department reports of housing activity in recent months are more a matter of timing than disparity in the volume of building," explains George A. Christie, v.p. and chief economist. "Both sources show a cumulative improvement so far in 1983 of roughlY 7090 over the same months of last year. "

Both sources report an average rate of housing starts of close to 1.6 million units during the past three months. "But unlike the Commerce data, which indicates a volatile housing market in 1983, Dodge statistics reveal a more stable rate of building," Christie saYs.

He points out that the recent stability of his data suggests that "the recovery of housing, which began last summer when mortgage rates broke, hasn't really progressed much in recent months now that rates have begun to level off."

Plywood Seller Honored

States Industries, Eugene, Or. based manufacturer of Prefinished paneling and hardwood PlYwood, recently honored United PlYwood Corp., Birmingham, Al. for sales excellence.

Mark Burdett, Pres. of United, and John Strubel, v.p., accePted the award at a ceremony in Eugene. In addition to Burdett and Strubel, five of United's sales force traveled to Oregon for three days of rafting and fishing.

United Plywood CorPoration sold 22.000 States Industries panels in a three-month period.

for red oak, white oak, ash, birch, walnut and other species to suit your needs

Miller

Redwood Plvwood

Miller Redwood Plywood combines the panelized construction efficiency of plywood with the rich natural beauty, endurance and quality of redwood. Only redwood plywood offers redwood's well-known dimensional stability, fire resistance, heartwood decay-resistance and ease of finishing with plywood's handling and economy.

Available in different face patterns, veneer grades and dimensions, Miller Redwood Plywood offers outstanding design versatility for rugged low-maintenance exterior siding, interior paneF ing, and garage doors, carport walls, shear walls, ceilings, storage buildings, soffits, garden shelters, fences and other outdoor structu res.

Classed in Group 3 in accordance with U.S. Product Standard PS1. Miller Redwood Plywood meets or exceeds the American Plywood Association "303 Siding Specification." lt also meets HUD/FHA Minimum Property Standards, UM-64, and Uniform Building Code (UBC), Basic Building Code, and standards for application directly to wall studs.

Because of its ability to resist racking when properly nailed, Miller Redwood Plywood requires no diagonal bracing when applied to one 8-foot or two 4-foot wall sections. For shear values in redwood plywood shear wall construction, see the American Plywood Associations's publication, Panel Wall Construction.

Flamespread ratings established by Underwrite/s Laboratories, Inc., are 7 5 for S/8-inch untreated redwood plywood, meeting Class ll standards under the UBC and Basic Building Code. Products 3/8-inch thick meet Class lll (75225) standards, respectively. Special exterior fire retardant treatment is available to reach a Class I UBC and BBC rating.

Insulation value of Redwood plywood; (minimum ratings) K:0.98; R(3/8-inch) :0.45; R(5/8-inch):0.75. Redwood plywood 5/8-inch thick insulates as well as 272 inches of plaster, 3 inches of clay tile, 4 inches of glass, 8% inches of concrete, or 9 inches of stucco. A frame wall with redwood plywood interior paneling and exterior siding has about half the heat loss of lath and plaster finish on an 8-inch cement block or 1-inch stucco wall.

Specifying Miller Redwood Plywood: Grades, Composition

Miller Redwood Plywood's intended use, veneer grade, pattern, size and factory finish should be included in spee ifications. For example: "Exterior siding sha// use heartwood face veneers, with inverted batten pattern grooved 12 inches on center with shiplap edge. Size: 5/8-inch thick, 48-3/8 inches wide, and 9 feet long. Each panel shall be factory finished with water repellent, and identified with an American Plywood Association g rade trademark."

Miller Redwood Plywood is manufactured with a shadowy saw-textured

surface that enhances its natural woodgrains and tones. Heartwood a sapwood-containi ng face veneers duce several grades that offer a range in appearance and price. Our top quality grade is identified by the proprietary name "Miller Premium Saw-Textured". Face veneers are entirely redwood heartwood, reddish brown to cinnamon in color, with superior decay and insect resistance from natural heartwood extractives. Veneers are reasonably matched more than one is used per panel. No knots, knotholes or open splits are allowed. Solid pin knots up to 3/8-inch are allowed, along with shims and router or sled patches reasonably matched for grain and color. Wood patches are limited to panel edges ends, with only occasional patches allowed in the face.

Our economy grade is "Miller Select Saw-Textured". Face veneers containing sapwood offer a rustic, varied appearance ideal for many building styles. M ller Select Saw-Textured not contain knots, knotholes or open splits. Router or sled patches, and pin knots up to 3/8-inch are allowed, as a synthetic-filled knotholes and synthe shims.

Composition of panels includes banding inner plies that are redwood another species at mill option. Center and back plies are redwood. Bonding i with fully waterproof exterior glue. dard orders of redwood plywood are factory-coated with water repellent.

dimensions are 8. 9 or 1O feel and 3/8-inch thick for three plies, 5/8-inch thick for five plies. Panels square edges are 48 inches wide le shiplap-edge panels are 48-3/8 hes, lapped so that net coverage is inches.

patterns include T'1 -'1 1 grooved " or 8" o.c., inverted batten grooved 2" o.c. and plain faces to which batns can be applied.

ndling and lnstallation

storage should be off the in a cool dry place and out of sun, and under a covering that's 'aterproof but allows air to circulate. 'acking bands should be removed pon delivery efore construction, panel edges, cluding cut edges, should be sealed ith final finish or topcoat materials ther than paint. For a stain or water rpellent topcoat, water repellent hould be brushed generously on both and exposed panel edges, and icularly lower drip edges of horizonjoints. For a paint topcoat, edges be sealed with paint primer. barriers applied to the interior or side of stud walls can increase life of exterior plywood finishes and avoid moisture build-up in stud vities from extreme climate conBuilding paper is required only square panel edges are nailed to studs and not covered with Caulking is required at inside

Patterns.

page clockwise from upper left: Miller Select Saw-Textured T 1-'l 1 with 4" o.c;5/8" Miller Premium Saw-

red plain face with battens; 3/8" Miller t Saw-Textured with olain face in application.

from left: Miller Select Saw-Textured, showing sapwood; Miller Select Sawred T 1-11 with grooves 8" o.c.; Miller ium Saw-Textured T 1-1 1 with inverted grooved 12" o.c.

and outside corners, and at square panel edges.

Non-corrosive nails. Top quality, hot-dipped galvanized, stainless steel or aluminum nails should always be used on redwood plywood siding and interior paneling near moisture. We do not recommend the use of common iron, copper, cement-coated or electroplated nails. For strongest nail-holding on exterior siding, spiral-grooved or annular ring shanked anchoring nailsnot casing or finishing nails-should be used, driven flush, not set. For 3/8-inch plywood siding, 6-penny siding or box nails should be used, and 8-penny for 5/8-inch panels. lf plywood is applied over composition, pressed fiber, insulation board or gypsum board sheathing, the next larger nail size is needed to penetrate at least '1 % inches into solid wood. For interiors,4- or 6-penny casing or finishing nails should penetrate at least 3/4-inch into solid wood.

Stud spacing for all vertical siding applications without sheathing must be no more than '16 inches on center. HUD standards also require stud spacing no greater than 16 inches on center for T1 -11 patterns grooved 4 and 8 inches on center. (Check local building codes for variations.) All panel edges and joints require solid backing of studs or blocking.

Studs may be 24 inches on center for all vertical siding with sheathing;

Miller Redwood PlWvood Profiles

Miller Saw-textured Redwood Plywood is available in the following standard sizes and patterns (all available in lengths of 8, 9, and

S/8-inch panels in plain or inverted batten patterns grooved 12 inches on center; all horizontal applications with horizontal joints blocked; and all interior paneling. Over interior masonry walls, 1x2 furring strips should support all edges and joints.

Panelspacing and nailing of Miller Redwood Plyruood, as with all natural materials, must allow for some expansion and contraction to avoid buckling. In addition, as with all wood siding, a 6inch minimum clearance should be allowed between redwood plywood siding and the ground.

In vertical exterior applications of square-edge plywood, a 1/8-inch gap should be left between panels. The gap may be caulked or battened, with the batten nailed through each side in a staggered pattern, at least 1 inch into solid wood studs. For 3/8- and 5/8-inch plywood, grooved, shiplapped or with wide inverted battens, a 1/16-inch gap should be left between panel edges. For horizontal joints, galvanized or aluminum flashing should be installed with at least 1/8-inch left between it and the panel above.

For interior paneling applications, a gap of 1/32-inch should be left on plywood ends and edges.

Nail spacing for interior and exterior applications: 3/8-inch in from panel edges, every 6 inches along joints and edges, and every 12 inches at intermediate supports.

1O feet). Other special patterns are available on quantity orders. Panels are shiplapped on long edges only.

Miller Redwood Plywood on commercial buildings. The creative use of Miller Redwood Plywood increases the visual impact of this office building in San Diego. The siding is 5/8" Miller Premium Saw-Texured T 111 with grooves 4" o.c and shiplapped edges

Finishes, Maintenance, Exterior Finishes

Miller Redwood Plywood's saw-textured surface, open cellular structure and lack of pitch or resins assure outstanding penetration and retention of a wide variety of finishes. Miller Redwood Plywood is shipped with a factoryapplied water repellent, allowing it to weather slowly to buckskin tan and eventually to warm gray. Coatings described here can modify weathering, provide some protection from dirt and moisture, and allow unlimited color effects for maximum design versatility and endurance.

For best penetration, coatings should be brushed on with a nylon or natural bristle brush, or special long-nap roller. Spray application doesn't cover sawtextured surfaces evenly, although topcoats can be sprayed on over brushapplied basecoats. Back-brushing immediately after spray application improves penetration.

Additional water repellent can be brushed on over factory-applied coatings to prolong Miller Redwood Plywood's buckskin tan color. lt should be first applied 6 months to a year after plywood is installed, and should contain a

l)liller Redwood Plywood as an interior accent. Redwood plywood can give an added dimension to living areas. Shown here: 5/8" Miller Select Saw-Textured T 1-11 with grooves 8" o.c.

mildewcide. Reapplication is called for if redwood heaftwood extractive stains appear, or when surfaces bleach gray and don't bead water.

Stains can be applied to match or contrast with other structures, ground coverings or natural surroundings. They range f rom sem i-transparent penetrating coatings that provide enduring color without obscuring woodgrain patterns, to heavily-pigmented stains that show off saw-textured surfaces.

Paint provides maximum color variation on redwood plywood, and is particularly effective for traditional building styles or accent walls. Latex topcoats should be applied over oiFbased primer that prevents extractive bleeding. Shake-andshingle paints or low-luster alkyd topcoats that absorb water and maY react with heartwood extractives are not recommended.

Varnishes and other clear film-forming finishes should never be used as they tend to yellow, crack and peel after minimum exposure to weather. They are also extremely difficult to refinish.

To restore natural colors, surfaces can be scrubbed using a stiff bristle brush and a solution of 1 cup trisodium

Miller Redwood Plywood lor modern multis. Shown here: 5/8" Miller Select Saw-Textured plywood siding with plain face and 1" x 2" battens. phosphate per gallon of warm water, then rinsed with clear water. This should be followed with a solution of 4 ounces of oxalic acid crystals dissolved in 1 gallon of warm water, applied with a soft brush. Wood surfaces should be allowed to dry, and then be rinsed with clear water.

To treat mildew, heavy extractive staining or severe weathering, surfaces should be scrubbed with a solution of '1 cup trisodium phosphate plus 1 cup of household bleach in 1 gallon of water. Rinse with water, apply the oxalic acid solution used above, and allow wood to dry throughly. Rinse again with water and allow it to dry. Finally, water repellent containing mildewcide can be applied to prevent further problems.

lnterior Finishes

Redwood plywood interior paneling should be sealed on faceS and edges with two coats of an alkyd-resin base penetrating sealer. Applied directly to wood surfaces or over a coat of penetrating stain, sealer prevents vaporizing of factory-applied water repellent. ln kitchens and bathrooms, additional coats of sealer are recommended for easy cleaning.

Miller

RedwoodPlywood

The siding on four side. For the looK quality and reputation, nothing else comes close

(Continued from page 29)

can be met so that capability equals desire. From the mismanagement standpoint, the company has not provided a structure within which those who commit for delivery by the

Questions on delivery costs? Send them to this magazine at 4500 Campus Dr., Suite 480, Newport Beach, Ca. 92660. Wally Lynch will answer them in fluture issues. This is your chance to take advantage of his expertise in cutting your delivery costs.

company to the customer can be assured that their promises will be met.

Most managers solve the problem by developing and announcing to customers and employees alike a delivery policy which sets forth what will and, in some cases, will not be done in the delivery process by the

company. As such a policy would apply to "first outs," it might state"All orders received before ll:00

to yard and sales people as well as the customer. It does not exclude exceptions, just lays down a track to run on. It then forces sales people and other employees to seek approval and therefore acceptance by management for exceptions. Management has then placed itself in a position to manage by exception and "reactionitis" is replaced by leadership and direction. "First outs," as such, virtually disappear and everyone is happier.

Industry Computer Use Rises

a.m. will be delivered the same afternoon. Orders received after ll:fi) a.m. will be delivered in the a.m. of the next delivery day. " Such a policy provides for work time and guidance

Construction product companies are starting to develop computer databases for use by architects and engineers in the design of new construction projects, according to a survey released at the first annual Building Product Manufacturers' Computer Conference in New York City.

Nearly one third of building product companies surveyed plan to offer special computer programs to construction designers by 1987.

WALLY LYNCH

Northwest Buying Show Dates

The Western Building Material Association's 80th anniversary convention/building products showcase will be held in Portland, Or., Nov. 5-8.

Following the theme "Teaming uP for Tomorrow," the convention will be at the Red Lion Inn, Lloyd Center. The showcase will be located at the Exhibit Hall of the Memorial Coliseum.

Many retail members of the sponsoring organization have recommended a buying show for this Year because cash restrictions make it impossible to send buyers long distances to large buYing group shows, according to Charles E. Link, executive director. For this reason

Mountain States 90th Annual

"The Shape of the Future" will theme the 90th annual convention of the Mountain States Lumber and Building Material Dealers Association, Sept. 15-17 at the Sheraton Tech Center Hotel. Denver, Co.

WBMA is planning a regional type show.

A complete buyer's guide including individualized pages for each exhibitor to list products and services, specials and incentives will be mailed to potential attendees prior to the show.

Leading firms in the Pacific Northwest and Alaska as well as nationally are expected to participate. Reservations for space are already being accepted.

Management, sales, buying and merchandising personnel from lumber-building materials and home center outlets in Alaska, Idaho, Oregon and Washington will attend the convention and buying show.

products as well as price specials and incentives.

Recreational and social activities have been planned so individuals can meet their suppliers and customers in a relaxed environment, according to Jack David, MSL&BMDA president. A golf tournament will be held opening day. An evening at the Heritage Square Opera House is scheduled for Friday evening and the Lumbermen's Ball for agrand finale on Saturday.

Ready for Ghristmas?

Christmas is just around the corner for retailers who will be receiving Christmas merchandise in the weeks ahead.

Special Christmas promotions should be planned shortly with responsibilities assigned to various staff members.

Johnny Walker, Sid Voorhees, Richard Reid and Ernie Upham, all lumber dealers, will speak on marketing trends that will mean success in 1984 and beyond. Trade show exhibitors will offer technical knowledge on new and traditional

One firm taking advantage of Preplanning is Ganahl Lumber Co., Anaheim, Ca. They have alreadY scheduled their annual Christmas Gift Faire for Dec. l0 and I I with the word out to their woodworking customers to start making items for this unusual wood crafts event.

A Wide Range of Redwood products Distribution Yard

Direct Mill Shipments

Clad Wood Horizontal Slider

Truckers Fighting New Tax

The trucking industry is in a battle for survival at state levels throughout the country where it faces a growing number of railroad-financed citizen front groups that are calling for a weight-distance tax on heavy trucks, according to the California Trucking Association.

It turns out, CTA alleges, after an intensive Heavy DutY Trucking Magizzine investigation, that the socalled independent state organizations are, in virtually every case, heavily financed by the railroads, the association says.

In California, AB 613 WeightDistance Tax, has been introduced into the legislature by Assemblywoman Gwen Moore (D), Los Angeles, and calls for up to 100 Per mile for heavy trucks. The Californians for Fair Highway Taxes, the grouP backing the California measure, gperates out of the offices of Cerrell and Associates, political public relations firm which is engineering the rails' media campaign, CTA says.

Californians for Fair Highway Taxation includes such support groups as Friends of the Earth and the National Taxpayers Union, but

admits that virtually all of its money for the ton mile tax campaign has come from the California Railroad Association, according to the magazine article.

"The railroads are engaged in a well-financed, highly organized campaign to increase taxes on trucking. The motive is obvious: increase the cost (and thus the rates) of truck shipments through taxation so that railroad freight will be more competitive and more profitable," the magazine states.

According to Thomas C. Schumacher, exec. v.p. California Trucking Association: "The weightdistance tax is the most inequitable system of taxation because of the administrative cost involved. The hidden costs are extreme. It's the consumer who will pay."

"The railroad's motive is: If your competitor is heavy trucks and if you can get the state to impose a $200 million annual tax on them and also have heavy trucks incur an additional hidden administrative cost equal to another $200 million annually, the result would be to successfully hamper your competitor while increasing your own marketplace. But it's the

consumer who will pay the Price tag," Schumacher added.

"This type of tax is the most inefficient type of taxation possible. Ton Mile Tax proponents are not interested in putting funds into the highway fund, they're interested in raising the trucker's cost, " Schumacher said.

Merlo Again Number One

Harry A. Merlo, chairman and president of Louisiana-Pacific Corp., Portland, Or., has been named top chief executive in the forest products industry by the editors of the Wall Street Tronscript. This is the second year in a row that the publication has chosen L-P's Merlo for their "gold award." The selection is based on interviews with industry executives, leading financial analysts, money managers and trade j ournalists.

Named to the runner-up position was George H. Weyerhaeuser, president and chief executive officer of Weyerhaeuser Co. Richard B. Madden, chairman and chief executive officer of Potlatch Corp., received the bronze award.

Spruce

Pine

White

Industry Committee Adds 2

The Hand Tool Institute and the Outdoor Power Equipment Distributors Association have been accepted by the board of directors of the American Hardware Manufacturers Association as participants on the Hardware Industry Week advisory committee beginning in 1984.

(Continued from page 34)

items and serving and buffet products and accessories the top-ranked among consumers.

. Most consumers indicate they view housewares products as "usually inexpensive" or "reasonably priced," with kitchen tools and gadgets thought to be the most affordable, and outdoor products and accessories the least.

In-store displays are the most important source of new product information for consumers, across all six housewares categories. However, consumers rely on television commercials and newspaper advertisements for their more major purchases, like small electrical appliances and outdoor products and accessories.

r More than half of consumers purchase housewares products as gifts, and "singles" consistently spend from 25 to 50r/o more for such gifts than the average expenditures reported by the general population.

r Consumers try to coordinate their selection of housewares products with the colors in their kitchens and bathrooms; and they prefer solid rather than patterns/decorated colors, and pastels over bold colors.

o Two-thirds of consumers have a specific decor or theme in their kitchens, and country, traditional and modern rank l-2-3. Only half the "singles" have a special decor, and they rank contemporary right up there with country.

o Yellow is still the main kitchen color, but it is declining in popularity. white/off white, wood,/wood tones, almond and beige/tan are the upcoming kitchen colors, especially among upscale ''singles " and younger consumers.

o Blue remains the most popular color'for the bathroom, and for any redecorating in the near future.

Housing Still Needs HelP

Although the housing industrY has experienced a "remarkable turnaround" in the Past six months, lower interest rates, reduced federal deficits and new housing legislation are needed to sustain the current recovery beyond 1984, according to Harry Pryde, president of the National Association of Home Builders.

In opening remarks before the 25th Annual Pacific Coast Builders Conference, Pryde said that the prognosis for housing "looks good for the next 12 to 18 months." But, he added, "to keep this recovery going at its present pace, interest rates must stay down,"

Pryde said that NAHB is Projecting about 1.56 million housing starts this year, an increase of about 4790 over last year's depressed level of production, assuming that the FHA/VA rate droPs to about ll9o later this year.

Housing starts rose to an annual level of 1.8 million units in MaY' Pryde said, the highest Production rate in nearly four years. In the first five months of this Year, he said, housing starts were up 7590 over the

same period last year; sales in the first four months were uP 6090.

But, Pryde warned, "interest rates are still too high" for a sustained economic recovery. He calculated that the spread between interest rates and the inflation rate, normally I to 3 points, has been running at about 8 points. The inflation rate has been about l9o during the first five months of 1983.

Simpson Relocates 2 Div-

Simpson Timber Co. has moved the sales and marketing divisions for panel products and fir & hemlock lumber to Shelton, Wa., from Seattle.

Reporting to John White, marketing mgr., panel products, will be Craig Adair, market Planning, advertising and Promotion; Marc Grohe, sales mgr., and Frank Arnold, mgr. Oregon overlaYs.

Tom Walker and Dave Town will handle inside sales. The field staff will remain the same, including Steve Norris, Seattle, the Northwest; Dave Ellis, San Jose, Ca., West/Central; Richard Harlow, Huntington Beach, Ca.. Southwest.

Michael Durga, sales mgr.; Joe Clegg, assistant sales mgr.; CurrY Felt, Bill O'Banion and Patti Grant, sales reps, will rePort to George Baker, fir & hemlock marketing mgr.

NFPA Recognizes Dealer

A broad spectrum of issues and problems confronting the forest industry came under the purview of the National Forest Products Association at its annual sPring meeting.

The special committee on wood products markets concentrated on three major subjects: exPansion of non-residential wood markets and competition from metal building fabricators; the need to imProve economic data on end-use of wood projects; recognition of the retail dealer as a vital link with consumer and builder markets.

They recommended that the interindustry Wood Products Promotion Council consider a series of seminars with wood building manufacturers to develop a team aPProach to imProve competition with metal Prefabricated buildings.

The board authorized imPlemen-

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tation of the revised organizational structure recommended by the Select Committee to become effective Jan. I, 1984 and approved a six month partial suspension of member dues.

National Dealer Convention

The 67th annual convention of the National Lumber and Buildine Material Dealers Association at Th; Pointe, Phoenix, Az., Oct. 8-12, will follow the theme "Pointes to progress. "

"This convention is just one more step in the momentum this industry and the nation are experiencing during this economic recovery," says Dean K. Leaman, chairman. ,,The program includes many fine speakers and a number of timely topics designed to help you, the building material retailer, keep the recovery momentum going through the rest of the decade. "

In addition to committee meetings, there will be a series of dealer services workshops touching on selecting new products, new locations, cutting delivery costs, passing on the family business and doing a better job of selling.

Speakers will include William J. White, president and c.e.o. of Masonite Corp., Art Linkletter and Robert H. Michel, Republican leader in the U.S. House of Representatives.

Family Trends Limit Housing

The housing boom forecast for the 1980s may never come, according to the Federal Reserve Bank of San Francisco, since the projections were based on extrapolations of trends in household formation from the mid-

dle of 1960 to the end of 1970.

At that time households formed by the under 25,25-34 and over 45 age groups outnumbered those expected at this time for the 1980-1990 period. Some of the heavy demands of the 1970s were due to socioeconomic forces that probably will not be repeated.

Continued heavy demand for housing will to some extent tend to be self-limiting, as constraints on affordability and availability discourage household formation. Onlv the 35-44

year old group is expected to form more households in 1980-1990 than in 1970-1980.

Change Inventory to Time

Work out a deal with your local radio station to provide prizes which they need for contests in exchange for radio time of equal retail value. This bartering results in radio time costing you wholesale rather than retail dollars.

like a

ANNOUNCING

Carlson and Associates has been formed to serve as a Broker specializing in the sale of Lumber Yards and Home centers, furnishing a unique "single ,brrr.. resionsibility', to the industry.

Services offered will include financial counsel, legal and accounting recommendations certified inventory count, and other valu_abie "id i-port".rt assistince that only exp.erience can bring to a sometimes "once in a lifetime " transaction. Ordinary "residential " brokers are not able to provide such services.

Al Carlson has over 30years in the lumber business and 15 years as a developer of real estate.

In dealing solely with the lumber industry, he is able to provide experience,discretion and confidentiality in all transactions.

AllWood Not Treated Equal

Ten U.S. and Canadian Pressuretreating companies have joined to conduct an educational camPaign aimed at broadening knowledge among specifiers and users of the performance capabilities of treated wood.

The new group, the Chemonite Council, notes that industrY standards prescribe specific penetration and retentions of preservative for ground contact, fresh water and salt water applications' In Practice, however, many Purchase orders Permit treatment to "refusal." In the case of several hard-to-treat types of wood (green and drY Coast Douglas fir, Englemann spruce, Eastern hemlock, green Hem-Fir and green Northern, Southern and Western pines), with anY waterborne salt other than Chemonite, treatment to refusal means penetration of only a few millimeters, not much more Protection than would be afforded bY a coat of paint.

The hard-to-treat species do accept effective treatment with petroleumsolvent creosote or Pentachlorophenol, but the oily residue

makes the product unsuitable for many applications.

To assure accePted standards of penetration and retention are achieved, Chemonite Council Plants maintain quality control labs in which increment borings are finelY ground, compressed and analYzed bY modern laboratory techniques. In addition, quality of treatment is certified by the American Wood Preservers Bureau. Through a broad-based advertising and communications effort, the Chemonite Council hopes to educate purchasers and specifiers that hardto-treat woods are doomed to earlY failure with severe exposure to insects, decay or marine borers if they are treated with waterborne salts to "refusal."

Members of the Chemonite Council are Domtar Chemicals GrouP, Wood Preserving Division; MacMillan Bloedel Limited, Wood Preserving Division; J.H. Baxter & Co.; McCormick & Baxter Creosoting Co.; McFarlandCascade: Penta Wood Products' Inc.; Port Huron Truss, Inc.; Southern Wood Treatment Co.; John C. Taylor Lumber Sales, Inc., and Wyckoff Co.

HVAC Buyers Want Short Payback

Trends in residential sPaceconditioning equipment point to increased interest in energy efficiency and a more active role on the Part of the homeowner in the Purchase deci sion process, according to a study by Hayes/Hill, Inc., and the Gas Research Institute.

The study revealed that purchasers of heating, ventilating, and airconditioning equipment are willing to pay more for energy-efficient products provided that the first-cost premium can be recovered through lower operating costs within a payback period of about three to five years.

Promises, Promises

When a customer is Promised something, the dealer should write down the request in front of him. Then, follow uP on it as soon as possible. Studies have shown that a customer will remember a business by its reliability. If he is let down, he'll remember that too.

andoRol Lumber Co.,

We knovv lurnber Let us help

Whether your .job is as ornatc as the famed Carson Mansion in Eureka, Ca.. or as plain as a dog house, rve have the cxperience and lacilities to prcrvide you with the unusual and uncommon in lumber, mouldin.q and millwork items, as well as the ordinary, in an-y tluantity you need. If wc don't have it, rve ciln make it. .Jr,rst ask. A In Re<in'oorl, Llnion Forest I'r'ocllrcts has S4S and pattern llrmber, architectural patterns; rnouldings, mixed loads and units available LTL, 'It*'I and rail. A Also please incluire on clear I )lttLIllr: I-il lttttl H;rt,lrt,x'rls.

Hank Barber, Mclaughlin Forest Products, Glendale, Ca., is back from an Arkansas buying trip.

Mark Setzer has been appointed sales mgr. for Setzer Forest Products and McKuen Moulding Co., Sacramento, Ca. Frank "Bud" Perkins is taking over as assistant sales mgr. with Joe Lumadue continuing in sales, according to C.R. Belforte' gen. mgr.

Charles E. "Ed" McHenry has joined Potlatch Corp.'s western div. wood products sales group as a field rep, according to Gregg L. McKee, Jr., Panel sales mgr.

Jerry Wilcox, Schaller Forest Products, and Myrtle Hanvood were married in Virginia City, Nv., on May 7 with Dave and Lois Schaller as attendants.

Daryl Bond, pres., All-Coast Forest Products, Chino, Ca., is involved in a specially designed flight training program to qualify asa "War Bird" pilot. This involves World War II aircraft including AT-6, P-51 Mustang, P40 Kitty Hawk, F-4U Corsair, Thunderbolts and Hell Cats as well as Korean War jets. He also is one of the "DirtyDozen" who are restoring John Northrup's Flying Wing N9M-B, the only one in existence.

Jose Haros has been promoted to co-mgr. of the 84 Lumber Co. Store in Yuma, Az.

John Piekarski has been appointed mgr. of Simpson Building Supply Co.'s distribution center, Santa Clara, Ca., according to Larry Fleming, gen. mgr., Seattle. Wa.

Dave Brunson has been appointed area mgr. for States Industries, Eugene, Or., according to Pete Geertsen, v.p. of sales and marketing.

Richard L. Morphet has been appointed tov.p. of human resources forWickes Lumber, according to Les Hagen, gen. mgr.

Tom Walker, son of Charles Walker, exsales mgr. oi Edward Hines Lumber Co. in Oregon, has joined sales at P.R.O.D. Wholesale Distributors, Hayward, Ca., along with Bill Boyette, ex-Valley Distributors, according to Ron Delisle, pres.

Michael and Teri O'Malley, Mallco Lumber & Building Materials, Phoenix, Az., recently vacationed in Hawaii.

Douglas K. Loth, former merchandise mgr. for Simpson Timber Co., Seattle, Wa., has set up shop as a consultant on advertising, marketing and promotion programs with The Know Place, Bellevue, Wa.

R.H. Caldwell has been elected a director and executive v.p. of Armstrong World Industries; also elected were George A. Lorch, group v.p. for carpet operations; E. Allen Deaver, group v.p. for corporate technology and venture management.

James Curran trI. Bakersfield Sandstone Brick Co., Bakersfield, Ca., appears in the film which Champion Intemational will show at their annual fall dealer meetings.

Lloyd Gabbert, Gabbert Lumber Sales, Sacramento, Ca., is back from a business trip to Chicago.

Bob Riggs has returned to Sequoia Supply, Fairfield, Ca. He had been with Glesby Wholesale, San Francisco.

Bill Dier has joined sales at Ensworth Forest Products, Roseville, Ca., according to Jerry Ensworth.

Vern Stamme, branch mgr. for T.M. Cobb, Santa Rosa, Ca., has been hospitalized with leukemia; cards and letters may be sent to him in care of the co.

Darrell Robinson, pres., Sunrise Forest Products, Portland, Or., has been sailing the San Juan Islands out of Roach Harbor for a little R & R on Bob Sander's new 6l'yacht.

John and Barbara Polach, Hobbs-Wall Lumber Co., Terra Linda, Ca., vacationed recently at Graeagle.

Eddie Klune, sales rep for Armstrong ceilings in the Northwest received the president's award for his 1982 sales record, according to Bob Mullen, Western region mgr., residential ceiling systems.

Carol Rasmussen Moller, mgr, of merchandising services for Boise Cascade Building Materials Distribution div. has been selected as one of the Outstanding Young Women of America for 1982.

Tim Stetson is now gen. mgr. at Chapman Lumber Co.. Portland. Or.

Allen Struthers is the new pres. of United States Trading Co., Eugene, Or. succeeding J.M. Starr who has retired.

Marty Wilson is new to purchasing at Champion International, Eugene, Or.

Paul D. Thieme is the new pres. of Van Daal Inc., Renton, Wa., replacing Bruce W. Rowe who remains chairman of the board.

Bruce M. Taylor, former pres. of Alpine International Corp., has formed TreeSource, Inc., Portland, Or., with Bruce L. Engel, v.p. and sec.; K. Stanley Martin, v.p. and treas.; William C. Maurer, controller; Y. LamarYeager, lumber sales div. mgr.; Valerie A. Johnson and Harold C. Fay, lumber sales.

Dick Winkler, pres., Laminated Timber Services, Ontario, Ca., is recovering after a near fatal attack by a rubber frog while vacationing at Lake Shasta, Ca.

Michael H. DeVore has been appointed western regional industrial sales mgr. of DG Shelter Products Moulding and Millwork Div., according to Art Ramey, v.p. of marketing and sales for the Harrisburg, Or. firm.

Tom Wilkinson, Steve Strojan, Dave Cunningham, I,es Palmer and Ron Owens have joined sales at Milwaukie Forest Products, Milwaukie, Or., according to Jack Mclaughlin' pres.

Dan Burdett is new at Bright Wood Corp., Madras, Or.

Steve Rowe is now mgr. of lumber purchasing at Chandler Corp., Boise, Id.

William T. Teachout has resigned as executive-v.p. at Builders Emporium, Irvine, Ca.

Tom Clow is now with the plywood sales group at Southwest Forest Industries, Phoenix, Az.

Douglas E. Newell has joined Wickes Cos., Inc. as regional real estate mgr.-Western states, according to Ronald D. Strongwater, senior v.p.real estate and group officer.

Nick Elardo, California Builders Supply, is back in Sacramento, Ca., after a trip to Bayport, Mn., setting up CBS as a distributor of Andersen Windows.

Dick Roser and Bruce Bevard are new in sales at Alpine Veneers, Inc., Portland. Or.

David L. Sullivan Jr. has been appointed pres. of Rockwool Industries, Denver, Co.

O.K. "Van" Vande Zande has been named v.p., sales and marketing, of Yorktowne, lnc., Red Lion, Pa.; John Stephenson was named mgr., marketing, and Robert Baer, national trade sales mgr.

Stuart Haines, pres./chairman of the board of Textured Coatings of America, Los Angeles, Ca., recently received a resolution commending his company for 23 years of service to the business community from Califomia State Senator Bill Greene.

Jim Manning, transportation director for the Westem Wood Products Association, Portland, Or., has retired after nearly 37 years in the industry.

John Miller is now a trader at Continental Forest Products, at Lake Oswego, Ca.

Joe Guizetti is now gen. mgr. of Buffelen Woodworking Co., Tacoma, Wa., succeeding Ernest "Bud" Anderson who has retired.

Daniel Allred, David Hooker, Ronald Hershey and Kim Lewis have joined the buying staff at Wickes Cos. Inc., Wilsonville, Or.

Kenyon "Tony" Lee is the new mgr. of the Los Angeles, Ca., branch of Genstar Building Materials Co., replacing Julius Dhority.

P.N. Ellh has resigned from the accounting dept. at Mungus-Fungus Forest Products, Climax, Nv., according to Hugh Mungus and Freddy Fungus.

res hardwoods,

Ca. 92067 and millwork.

NEMfl PRODUGTS and selected sales aids

The Merchant Magazine

about their first time computer purchase of any system. To put their mind at ease, Dataline offers a 90 day "try it before you buy it plan." The customer can return the system for a refund if it doesn't perform.

While the System 525 is small in both size and relative price, Dataline has packed a lot ofhigh technical performance into the 40 pound box that Bell hopes to incorporate into future systems. The System 525 runs off hard disk drives rather than floppies, commonly used on systems this size. Better yet, the fixed hard disk drive backs up to a removable hard disk system.

In laymen's terms this means that all of the inventory, sales analysis, accounts receivable, payroll, general ledger and accounts payable can be copied to another disk in about 90 seconds. Each copy provides added security to the dealer.

New designs in the power supplies have totally eliminated the need for internal fans. Now the system not only operates in human environment, but is quiet enough to fit into just about any office atmosphere.

Computer for Small Dealer

New for the small lumber and building supply dealer is the Dataline System 525 computer.

This product is aimedsquarelyat the dealer with sales of under $2 million, the predominant and by far largest market in the industry. The company feels it is their largest advance since founder and present chairman, Hugh Bell, started computer development for the lumber industry 12 years ago in the basement of his home.

"We feel we have the best priced performance system for that market with the System 525, " says Bell. With a price tag under $20,000, it includes a visual display unit, printer, computer, disk storage and software for inventory control, accounts receivable and sales analysis. This is about half the cost of comparable systems in the building supply industry today.

Dataline holds the price low by maintaining two levels of software (or operating instructions) for its systems. The 525 was chosen to run Level I software. which is the same used by the majority of its existing customer base. "Level II software is highly sophisticated, designed for the larger dealer and represents a higher development cost to us," said Bell. "Level I is pretty basic, thoroughly tested, and easy to learn without the sophistication of the larger systems.

Another area where the price was able to be reduced was in training. Dataline spent almost as much time and effort developing a self-training program as it did on the computer. If a customer can't figure out how to run the system from the operator's manual, he can refer to the training manual. If the training manual doesn't work, he can refer to the tapes. If he doesn't have a tape recorder, Dataline gives him one. All of this effort is done in the hopes of reducing the continued expense of flying people off to training classes.

Malfunctioning systems are completely replaced via air express rather than maintaining expensive field service personnel near the installation. Complete systems can be swapped in less than 24 hours.

The final hurdle Dataline had to leap was the fact that most small yard owners were clearly apprehensive

Also designed right into the System 525 is a battery back-up system that automatically kicks in in the event of power loss preventing data loss.

Chips Off The Old Block

Multi-use wood shavings have been added to the Furman Lumber, Inc. line of seasonal goods.

The spruce wood shavings can be used as bedding for farm animals, as well as household pets. Construction crews use them to keep down dust, and furriers to clean, dry and shine pelts.

A by-product of Furman's Canadian easy up fence production, the shavings are said to be available in a dependable supply. They are shipped in 3.75 cubic-foot bags by truckloads of up to 950 bags.

Spray Dirt Away

For more information on New Products write The Merchant Mogozine.4500 Campus Dr Suite 480. Newport Beach. Ca. 92660.

Please mention issue date and page number so we can process your request {aster! Many thanksl

Now available from The Savogran Co. is Dirtex, an amoniated cleaner in aerosol spray form for use on glass, ceramic tile, porcelain and other hard glossy surfaces.

It is specially formulated for removing grease, oilyfilm, fingerand hand marks, soap and fruit stains. In addition it removes bugs and dirt from windshields on cars and boats.

Canine Condominium

The Durable Steel-frame Dog House is fabricated of plywood attached to steel angle iron that frames the entire structure, including the opening, which is off-center to afford shelter from both inclement weather and drafts.

The roof is sharply pitched to prevent the dog from climbing on the house. There are no protruding overhangs for the animal to chew. The floor, which is 6 in. above ground level so air may circulate and keep out fleas and ticks, is removable for cleaning.

The manufacturer, The Continental House, provides pre-finished, pre-cut and pre-drilled steel framing together with all necessary hardware. Plans are provided for utilization of standard plywood sheets. Assembly instructions are included. The dog house is available in three sizes: medium to accommodate up to Cocker-size animals; large for Cockers to German Shepards and extra large for St. Bernards. Each is offered in kennel or home model. the only difference being the roof angle.

The basic design can be dressed up by adding roofing shingles, windows and various types of trim moldings. The only tools required are a saw, drill, screwdriver and pliers.

Big Blow Out

The Homelite Division of Textron Inc., offers a free power blower attachment with each purchase of an ST-100, ST-120 or ST-200 gas string trimmer.

The blower, with a suggested retail price of $21.95, has 100 mph wind velocity and can be used to blow leaves, grass, debris and even light, powdered snow from walkways and sidewalks.

Lumber Reman Blade

Ace Saw and Supply Co. is offering a new split ease blade for remanufacturing lumber.

The blade reportedly will corner radius and split lumber to specifications in one position and one operation. It eliminates jointing and allows kerf specifications to vary between % to % in. One easy set-up eliminates the need to joint pattern knives. No head set up is required. The blade is said to produce planer smooth edges.

The split ease blade is designed for use on both moulders and matchers. A high production, long life carbide tipped cutter produces long runs between resharpening although it sharpens easily and economically. With a maximum cutting depth of 2", it requires only two positions to accomplish three operations. Considerable set up time is saved with the lumber completely finished, according to the manufacturer.

Rack'em Up

Simpson Timber Co. now offers two display racks for Simpson International Doors.

Free standing racks are available for a single door or for twelve doors. Newly designed canopies top the displays and identify the product.

Close Order Drill

A line of four specialty drill merchandisers featuring 3090 lower pricing than previously available is being offered by Henry L. Hanson, Inc.

An all-wood, key-locked box with a transparent cover and hidden drawer for back-up stock, merchandises HSS jobbers length drills bits in standard duty fractional, heavy duty fractional, cobalt fractional and wire gauge sizes. It can be hung on pegboard or placed on counters.

Pictures of several International Doors are displayed on a side panel of the single door display which also has a slot to hold brochures. Doors snap in easily so the door being featured can be changed periodically. This single door display is lO4Vz" tall by 50%" wide and requires 24" for the stand.

Doors in the twelve door display rack slide in and out sideways for customer examination. This rack stands 84V2'' highby 42V2" wide and 36Y2" deep.

Display racks are shipped in cardboard cartons to be assembled.

High and Dry

The Permaglas Division of Evans Products Co. is offering single-ply roofing systems and accessories under the trade name Dependable Membrane.

This product features a talc-free, single-ply membrane sealed at the lap seams with Evans joint tape. When this tape self-vulcanizes, the entire roof is said to become one watertight sheet.

Because of these water-tight properties, Evans plans to offer a water ballasted roof system.

ACrankOnWindows

A complete redesign of the window operator system has made the Andersen Perma-Shield casement window easier to open and close.

The new split arm operator, hinge and crank assembly opens the casement unit a full 90" and provides 4Vq" of clear spacebetweenthejamb and sash for easy washing of exterior glass surfaces from inside the room.

A higher, gear ratio in the crank assembly requires less torque to open

and close the sash and provides easy, fluid operation through the entire cycle. Operation from 600 to fully open position has improved 5090.

The new assembly is being installed on all Perma-Shield casement units, both double and triple glazed, except the CX series, because of egress requirements for clear opening of casement windows.

Protective Coatings

An asbestos-free line of Fortress@ asphalt-based protective coatings for roofs, tanks, driveways and other surfaces has been introduced by the Fortress brand products grouP of Witco's Southwest Petro-Chem Division.

Building and maintenance specialty products in the 32-item line include primers; roof and drivewaY coatings; cements; mobile home roof coatings; masonry water repellants; caulking compounds; wood preservers: rust and corrosion-resistant paints; and sewer joint compounds.

They also offer a hot surface paint that can withstand temperatures up to 400"F (zM"C) and a quick-dry heavy body asphalt paint that dries to the touch in only 30 minutes.

Watch Out, Thumb

AEG Power Tool Corp's rotary hammer combines hammer drill design and feel with rotary hammer performance.

Lightweight at 6.I lbs., it reported- ly is powerful enough to break through hard aggregates. Full load speed of 0-1250 rpm delivers highintensity impact hammer blows.

Capacity in concrete is %", in steel Yz" , in wood I %".

Other features include speed with feedback control to absorb recoil; built-in safety clutch; grease packed gear box; reversing feature for selftapping concrete screws; a universal bit retaining system that accepts all popular bit configurations and a steel carrying case that has an adjustable side handle with depth gauge.

Sliding Drawer Cabinets

Two new sliding drawer cabinets are from The Durham Manufacturing Co.

The drawers with covers secured by catch-locks can be removed from the cabinet and taken to the job site. The cabinets are reinforced to insure rigidity and are constructed to support the slide trays when drawers are loaded with up to 100 lbs. each in the open position without tilting. A special center panel keeps the drawers from falling through the slide trays. Special tab holders prevent the drawers from being accidentally removed while a locking device secures the slide trays.

Drawers have plastic compartments with full scoop bottoms, identifying card holders and pull handles with thumb grips.

Metal Snippers

SWEATING of any size or shape toilet tank is stopped by the Jaye-lite do-it-yoursell kit which uses insulating loam to prevent the tank from getting chilled as a result of the difference in temperature between the incoming water and lhe room air. Slotted foam lamination sheets which bend around the corners o1 the tank simplify installation.

PACIFIC FOREST PRODT]CTS, INC.

Beauty Treatment lor Wood

Olympic Weather Screen Provides exterior wood surfaces with both a water repellant and wood preservative stain.

Wood sidings, decks, fences and other exterior surfaces are said to

benefit from the combination of specially treated oils, mildewcide, and wood preservative.

Twenty semi-transParent stains add color to the wood's natural tone without obscuring its natural beauty. Fifteen solid color oil stains provide protection, preservation and opaque colors ranging from ebony to white'

Night Guard

The new Knight-Lite security/pario light has a light sensor that automatically turns the unit on at dusk and off at dawn, for an electrical cost of about only $3.08 a year, according to Carron Manufacturing Co.

It features a Norelco fluorescent bulb with the lighting intensity of a 50-60 watt incandescent bulb for up to 10,000 hours. A closed acrylic diffusion lens increases brightness, helps keep out bugs and dirt.

Weatherproof, waterProof and rainproof, with a double wall molded polyethylene top, the unit has a rust resistant bracket for hanging on a garage wall, post or tree. A built-in handle provides portability.

Keep Trees in Place

A new Duckbill Tree Anchor Kit containing everything, except a hammer, anyone needs to anchor a small tree, large bush, or trellis has been introduced by Foresight Industries.

Named Hercules, the new anchor is a smaller version of the Duckbill Model 68 Earth Anchor which was introduced a year ago for anchoring

large trees, sheds, fences, signs, silos and other such objects.

In the new kit are three tree anchors, each of which has an 18 in. steel cable, enough wire to run from three anchors to a tree, three collars made of non-stretch polypropylene webbing, and an 18 in. drive rod which is used to drive the anchors into the earth.

WHOIESAIE DISTRIBUTION:

! Certified K/D redwood & western red cedar

tr K/D Douglas fir clears

I Douglas fir timbers, long dimension & 2 x 14

WE MANUFACTURE:

I Certified K/D redwood and western red cedar

Patterns and surfaced n Edge glued stock

Garden Delight

Shakespeare Fiberglass Light Poles provide a modern silhouette that is non-conductive, resistant to fatigue, tracking and flashover.

The poles are coated with ultraviolet inhibitors to protect from sun damage and are available fr-tr direct burial or with anchor base. The flared base resists rotation and pullout.

Tenon sizes and caps are based on industry standards. Poles range from l0' to 35' in length.

The colors are permanently impregnated throughout the walls of the pole which is expected to last for at least 20 years without maintenance due to resistance to chipping, flaking or rusting. They are available in natural and smooth finishes in five colors.

Cabinet Convenience

Connor Cabinet Div. of Connor Forest Industries is marketing four styles of ready to assemble kitchen cabinets, all in honeywheat finish.

The pre-machined, pre-drilled and pre-finished cabinets are shipped in flat pack cartons complete with hardware and all necessary screws. Only a Phillips screwdriver is required for assembly.

stant cut-off eliminates messY overflow. The product conforms readily to surface irregularities. When no longer needed, it lifts off without harm to paint, wood or metal. The product can be used as a temporary or seasonal sealant or for year-around use.

place tools is from Acorn Manufacturing Co., Inc.

The new wrought iron pieces are hand crafted by skilled New England smithys who work from authentic Colonial designs to produce plant hangers in several designs, a24" fireplace tool set, clothes hooks and window box holders.

Stripper Peels

Convenience Products, Inc. has introduced Touch 'n Peel@, a weather stripping that invisibly seals off areas where heating and airconditioning leaks occur then peels off like tape when no longer needed. No gun is needed to apply the transparent, flexible sealant. A pressurized dispensing system allows consistent bead control for precise application with fingertip ease. In-

For nrore informatiort olt Neu' Pr<rclucts u'rite The Merchont Nlagozine,.15(X) Campus Dr Suite 4t0. Ner,,'polt Beach. Ca c12660

Please nrention issue date and page ltttrt-rLlcr so \,1,e can proccss \,our re clr.rest faster! M.'rr',' thanksl

Colonial Reproductions

A new line of handforged, black iron Colonial reproductions featuring plant hangers, hooks and fire-

Home Sprayer

Campbell Hausfeld has introduced a lightweight power dispenser for use with both air and water in a wide variety of spraying uses including degreasing engines and driveways, home clean-up, washing cars, spraying insecticides and fertilizing lawns, trees and shrubs.

With a graduated canister for easy

mixing and a garden hose adapter, it retails for $15.99 and fits Power Pal. Campbell Hausfeld's % horsepower portable home air compressor.

The dispenser delivers water or air at pressures up to 100 psi. It features afannozzle that rotates for horizontal or vertical spraying and includes hose connections and adapters with screen filters and a positive water shut off valve.

Sunny Living

Sol*Area from Paeco Industries is a room addition designed for sunspace living.

The thermally efficient units are constructed of tempered safety glass, factory-sealed in an aluminum sash and supported by heavy-duty aluminum framing.

The interior, trimmed in clear grade pine, provides a utility chan-

nel to conceal electrical or piping conduit. The exterior is aluminum in a choice of bronzetone or white finish.

Constructed with panels which fasten to a frame that can be expanded to any size, there are three model units standing 7' high with a choice of an 8 or 10 ft. roof. Custom size and shape panels are available on special order.

Cooking On All Burners

The Broil-R-Ange, a table-top electric stove from The Capitol Products Co., uses a standard socket with 120 volt electricity.

Made of heavy gauge steel, fully chromed, it measures 20" x 83/t" x 4" and is portable.

The appliance is said to be capable of boiling, broiling, warming and toasting and doing all these jobs at the same time.

Fire Retardant Formula

Flame Proof LHC, an advanced fire retardant formulation produced by Osmose, reportedly is the first interior fire retardant with LHC-low hygroscopicity and corrosion.

Properly kiln dried after treat-

ment, it is significantly less hygroscopic than conventional interior fire retardants, and only slightly more hygroscopic than untreated wood. It can be specified for interior applications with relative humidities less than 9590.

The reduced hygroscopicity means that the treated material will not develop unsightly surface bloom. There are no residues. The material will remain clean, making it easy to apply oil based paints and stains.

By reducing hygroscopicity values and eliminating surface bloom of fire retardant chemicals, Osmose has made Flame Proof LHC treated wood compatible with metal fasteners when used in interior applications. Corrosion to metal fasteners is similar to that of untreated wood at relative humidities less than 9590. This means that wood products pressure treated with Flame Proof

LHC can be used for all interior uses where untreated wood and metal fasteners would perform satisfactorilv.

The significantly improved features of Flame Proof are said to make it easy to inventory. When stored I properly under cover, degrade problems experienced with conventional I interior fire retardants will be greatly reduced.

Uplif ting View

From Paeco Industries, the VG Skyliner Series of ventilating skylights now feature a heavy-duty operating mechanism to ope1r the window as much as 13" for maximum ventilation.

The units are constructed of insulated, tempered safety glass in a bronzetone, heavy-gauge aluminum frame. The self-flashing, onepiece urethane curb acts as an effective moisture barrier while providing additional insulating value. Standard with each is an insect screen which remains in position and does not interfere with the opening and closing of the skylight.

A Piece of the Rock

Fritztile granite trim pieces, available in straight cove base and right or left outside corners, are precast, non-porous, polished and sealed at the factory.

Manufactured in flat top or roll

top styles, the trim is flexible, meets fire codes, will not shrink or Pull away and can be installed like vinyl or rubber base, according to the manufacturer. Fritz Chemical Co.

Green Douglos Fir

Dimension lumber, studs, timbers to 40'. Unitized

Sawmills located at Molalla, Tillamook, Toledo and Clackamas, Oregon, with shipping via SP, truck, ocean barge and for export.

Kiln Dried Hemlock

post & beams, plank, and paper wrapped.

Some of our Specialties:

o Mixed specified loadings

r Long dimension

o #1 & better cuttings

. cross & transmission arms

POLES PILINGS

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Our

cylinder is one of the largest in the West One phone call can put it to work for you. And you'll want to consider our custom treating, combined with computerized inventory control. Save time, money and space. Call. Steve Ryan, General Manager

In California (800) 582-3950

Outside California (805) 833 0429

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CCA Salt Treating

Leakproof lnformation

The Stopper, new flush valve repair kit, has been introduced by Mansfield Sanitary.

Creating a new leakProof valve seat/seal, it has built-in design features including a symmetrical,

free-turning float which is selfaligning to adjust to the proper position for the best mechanical lift action between chain and trip lever. The bell-type float provides a full delivery of water into the bowl for a thorough flush, even in 3Vz gallon watersaver toilets. The internal stemguide assures positive alignment when it closes, for a sure seal every time.

A complete, ready-to-install unit, the Stopper requires no assembly, no special tools for installation, and the tank need not even be disconnected from the bowl to install it.

Key Promotion

Kwikset Division, Emhart Hardware Group, is embarking on a 1983 lall promotional program, which features an Olympic theme. The promotion, which runs through October 31, revolves around the 400G Grecian design key-in-knob entry lockset

Fred C . Holme

and 300G Crecian design PrivacY lockset lor bedrooms and bathrooms.

For every lockset purchased in promotional packages, a matching 300G privacy lockset will be included free. The privacy lockset is a $15 suggested retail value. In addition, participating distributors will offer l09o off

Two promotional packages are available. The standard version contains the 400G entry lockset and 300G privacy lockset in seParate regular packages, while the clear pack version contains the two locksets in separate visual pack packages. After the promotion, the extra locksets in inventory can be broken out of the promotional packages and sold separately.

It'sASnap

A hand-held unit to fasten gable ends, overhangs and other wood'to wood connections, the Snap Klincher can be operated by a hydraulic power source.

It utilizes a long strip of galvanized steel material with prepunched nails like truss plates so that six connections are made without reloading. The tool presses the cliPs into the wood and at the same time. cuts the clips to a 3 in. length.

Presently available for 2 in. nominal thickness material, it will soon be available for other thicknesses. Cycle time is 2 seconds.

Microwave Shelf

The MicroMate, a combtnation range hood and microwave shelf, is new from Broan Mfg. Co. It features a high-capacity dual centrifugal blower system that exhauits upio 300 cubic feet of air per minute an dhas a24" fluorescbnt tube light over the range cooking surface.

To protect the heat-sensitive microwave, a Heat Sentry automaticallydetects excess heatandturns the blower on to high speed. When the temperature returns to normal it automatically shuts the blower off.

Ratbedspeciariss!

I |fmnFn . for all Your

FAMOWOOD

is the PR0FESSI0tIAL'S Att PURP0SE PtASTIC

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

Can be used under Fiber Glass!

Ready to use right out of the can, Famowood aooli-es like putlv - sticks like glue; dries qlickly; won't sh'rink; takes spirit stains,

gwal

W Inlpaale Lurrrb sr

Hem-Fir Hemlock

Douglas Fir

GREEN or DRY . DIRECT MtLL SHIPMENTS r LCL o CARGO r RAIL o TRUCK & TR.AILER o PRESSURE TREATED LUM BER

MacBeath Buys Indiana Yard

MacBeath Hardwood Co., San Francisco, Ca., has acquired the dry kilns and lumber yard of Amos-Hill Veneer and Lumber Co. in Edinburg, In., from Hammermill Paper Co., according to William E. MacBeath, pres.

Loren Cantrell, sales manager for Amos-Hill for many years, will manage the operation which includes 180,000 feet of kiln capacity and over l0 acres of dry yard.

The firm plans to concentrate hardwoods from a four state area for kiln drying and forwarding to their four distribution yards in San Francisco, Berkeley and Los Angeles, Ca., and Salt Lake City, Ut.

New BE Ad Campaign

Builders Emporium is stressing price, merchandise, service and availability in a new hard hitting advertising campaign.

"We are satisfied when you are, " the Wickes Co. home center chain tells customers, promising a 590 discount if one of their advertised items can be found for less.

Yard & Offices: End of Airport Rd.

P.O. Box 723, Ukiah, Ca.95482

Phone CORDES LANGLEY.

ROGER HOWARD:

An eight page, four color supplement to the Los Angeles Times emphasizing a computerized inventory system, a no hassle return service policy and Pop Larsen for d-i-y help launched the media push.

The 60 stores are located throughout California from Sacramento Io San Dieeo.

ROUGH GREEN CUTTINGS

Old Growth Dou$as Fir: export clears, industrials, structural beams & timbers, rough green dimension and board.s

P.O. Box 29, Hyampom, Ca. 96046 (916) 628-5265

Bob Jensen, gleneral manager

Rosemary Jensen, sales manager

A look at the future of hardwood

lltHAT lies ahead for the hard- UU wood industry? Sheldon Engler, economist for the Bank of America, has some answers.

Explaining the position of the United States in supply, he says that, although this country has traditionally been a major importer of hardwood lumber from tropical regions, in recent years it has become a net exporter of hardwood lumber. He feels it unlikely that this shift represents a new trend, but rather that it is a consequence of recessionary levels of wood demand here.

As background, he explains that Asia produces 32v/o of the world output of hardwood and 52Vo of all exports with China, Japan and Malaysia as leading producers and Malaysia the major exporter. The U.S. contains the majority of the 140/o of hardwood species located in North America and produces 1990. Europe is third in world production with 18.4Vo.

Although most hardwood has historically been traded in the form of logs, this pattern is beginning to change, he reports. Overcutting of tropical forest in Southwest Asia has led to export restrictions by traditional log exporting countries. In the Philippines logs exporting has come

Story at a Glance

Changes in hardwood trading patterns scarcity will lead to exploitation of inaccessible forests . . prices to rise, dou. ble by 1990s.

to a virtual halt. Many Southeast Asian producers are attempting to secure the remaining hardwood log supplies for local wood processing industries.

This action will bring changes in Japan which has been a leading importer of logs to process into lumber at their own sawmills. Log importers will be forced to import hardwood in processed form or to import logs from further distances.

Vast hardwood forest reserves exist in Asia, Africa and Latin America, but because of the remoteness and Iack of commercially attractive species, it will be extremely costly to

produce hardwood lumber from these forests. By some estimates, according to Engler, lumber prices would have to increase 5090-10090 before production would become profitable.

It is inevitable, he says, that scarcity of hardwood forest reserves will some day lead to exploitation of more inaccessible forest areas and hence to higher log and lumber prices. The speed with which this will occur depends upon the techniques that are utilized in maintaining the more accessible forests.

During most of the 1970s hardwood lumber consumption gained, particularly in tropical hardwoods. Southeast Asian producers derived benefit from these developments as Europeans and the U.S. relied upon hardwood lumber imports from the Asia/Pacific area.

Since 1980, hardwood lumber consumption has been stagnant. The world recession reduced lumber demands. The Japanese housing slump impacted the tropical timber market substantially. In addition, tropical timber producers reduced exports to

lContinued on next pagc)

Allvantages Aduettising system

(Continued from previous Page)

preserved dwindling forest resources,

Between 1970 and 1980 hardwood lumber prices increased at an average annual rate of 1590. From 1980 to 1982 prices fell28v/o as the economy contracted. In December, 1982, hardwood prices, with the beginning of a housing recovery, turned uPward.

In the 1980s hardwood Prices will be influenced by supply considerations. As the most easily obtainable tropical hardwood is exploited, less accessible timber will be cut, causing production costs to increase.

It is expecied, according to Engler, that the highest cbst hardwood resources. such as those in the Amazon area, will remain virtually untapped until the 1990s. With the exPected growth rate in demand, hardwood lumber prices are projected to grow at a rate of about 390 in real terms during this decade. Citing a price of $302 per cubic meter in 1982, $332 in 1983, Engler projects $362 in '84, $395 in'85 and $600 in 1990.

And that's one economist's view of what lies ahead for hardwood'

Readers wishing additionol information can get a copy of the "Situation and Outlookfor Lumber," PrePared by Sheldon Engler, from Ken Preston, News Relations 3124, Bank of A merica, P. O. &ox 3 7000, Son Francisco, Ca. 94137-ed.

slsOlli'.

Club's 30th Annual Weekend

Eighty four members with their spouses attended the 30th anniversary of the Inland Empire Hoo-Hoo Club Palm Springs, Ca., weekend at the Marriott Rancho Las Palmas' Chip Roepke, Art Aviles, Roger Braniger, George WhitheY, Kent Bond, Jerry Mclaughin, JudY Watson, Joyce Mclaughlin, Eldra Gregson, Pat Braniger, Irene Holquin, Georgia Wilson and Barbara Specht were winners in the annual golf tournament.

Door prizes as well as golf trophies were presented at a Mexican fiesta buffet. Winners in the drawing were Marcy Nickeson, a diamond ring; Terry Halbert, a pearl and diamond bracelet; Irene Holquin, a diamond ring; Meri Butler, a watch, and MollY Allen. a watch.

DAVIS RETIREMENT

(Continued from page 14)

Ieadership, not a reaction to initiatives by small pressure groups. We need to seek the middle road-in fairness to all-or progress in the U.S. will continue to be blocked at state and local levels by selfish one interest groups. Leadership planning eliminates problems before they either occur or get too bad."

Davis stresses that a good leader must have human understanding. "Compassion is essential," he notes.

He recognizes the enormous changes wrought by freeways, which have revolutionized shopping patterns. The small dealers can't always compete with metropolitan home centers' prices, which lure distant shoppers in their cars. Yet home centers, he feels, usually can't be economically justified in sparsely populated areas. One result he sees is that "the guts have gone out of our industry. The chains are not involved

in the towns the way the dealer was and the communities have suffered for it." He doesn't see a reversal of this pattern.

His awareness of industry problems, learned first hand as a dealer, led him into direct involvement in attacking industry problems as managing officer of the Arizona association. His successes with the state government in Arizona led to major improvements in lien laws for dealers, workers compensation costs have been lowered, thermal standards improved and greater recognition achieved of the wood industry's role in Arizona. A strong believer in public relations, Frank has tirelessly sought to tell the industry's sto{y at every opportunity. Industry observers say his work in correcting lien laws and workers compensation costs and his role in wood promotion are among his finest achievements.

Born in Milton-Freewater, Or., Frank graduated from Whitman College, Walla Walla, Wa., in l94l with a B.A. in business administration and economics.

A four year letterman in track, he

was the captain of the team in 1941 and was awarded the Borleske Trophy as the outstanding senior athlete. The dedication and involvement he learned in track was to mould the wholehearted attitude he brought to his many achievements throughout his life.

He graduated from the U.S. Coast Guard Academy in 1942, served in the Pacific and European War Theaters and completed pilot training before being honorably discharged in 1945 as a Lt. Senior Grade.

He managed the Tum-A-Lum Lumber Co. yards in Heppner, Or., and Milton-Freewater, Or., from 1946-1950, when he was promoted to merchandising and sales manager for the 18 yard chain. Frank became a partner/v.p. of Hillsboro Lumber Co., Hillsboro, Or., in 1955. For family health reasons he moved to Phoenix in 1962 where he was employed by Cactus Lumber Co. and Hamman-McFarland Lumber Co. before being named executive vice president of the Arizona Lumber and Builders Supply Association in 1965.

SINCE 1876YOUR COMPLETE GUIDE... lumbenmen$ red b00l( $eruice

The Lumbermens Red Book listsall producers, wholesalers. retailers of lumber and wood products of any kind, and. . . all manutac" turers ofwood furniture, cabineis and 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 Rod Book listing showsthe exact business name - complete address, including

P.O. Box and ZIP CODE! - concise description of what the business doessoecial data such as location of purchasing dopartmontthe financial strength rating (not alone the net worth, but what is available to croditors)the exact paymenl rating (how lt pays: prompt, slow, very slow).

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

Please enter our subscription {or Lumbermens RED BOOK service for one year. Bill us: $218.75 quarterly fl; $437.50 semi-annually D; $875.00 ahnuaily tr. Please send more information, without obliqation D.

HOME CENTER MERCHANT

(Continued from Page 30)

Hardware Co.; John N. Hogarth, Handyman/Homer's; Rene Klein, Sunset Books; Don Ledbury, City Mill Com' pany, Ltd., Hi.; Robert McNultY, Home Center Entrepreneur; Bob Mendes, Ole's Home Centers; Ric L. Morphet, Builders Emporium, Inc.

Keith Mundee, S.C.l.D.; E'L. New-

kirk, Chandler Lumber Co.; Michael O'Malley, O'Malley Lumber Company; Dennis Orem, Jerry's Building Materials, Or.; Rick Orlando, Buena Park Lumber; Fred Pinnell, Chandler Corporation, Id.; Frank Purcell, Jr., Builders Supply of Palm Springs; William Ruddick, Simpson Timber Co., Wa.; Felix A. Sanchez, Hacienda Home Centers Inc., N'M.; James Schweiger, D.G. Shelter Products; Carlos Smith, Triad Systems Corporation; Jay Steiner, Lumberjack Stores, Inc.: Paul Stubbs, Dixieline Lumber;

Mike Trueblood, DJMC Advertising; Tom W. Watt, Brookhart's Building Centers; Norman H. Zarkin, E.J. Rhodes Associates, N.Y.

What will they talk about? This list touches the subject matter within the structured position of the seminar session, but from my experience, it's the question and answer periods and roundtable discussions after the prepared text that starts the creative juices flowing.

"strategic Planning for Retail Management," "Merchandising Concepts for Building Material Dealers and Home Centers," "Locating, Educatirlg, and Motivating Personnel," "How-to of Teaching D.I.Y. Skills," "The Idea Exchange," "Management Information from Minicomputers," "Dealing in the Western Market, " "Advertising and Sale Promotion Programs," "How to Capture more D.LY Business."

As they say in Hollywood-this show has been yeorc in the making-and it's super colossal. I know. For two years I've been associated with the show management and an advisory board of the greatest, most creative and sometimes crazy bunch of West Coast innovators in the business,

Come see for yourself!

iiir.'illllii:i:iilitltlllltlttlliil:,''liltltil:i':,iit:ii:::l'l:lii$fill:lil:itit:liiii::il

"6il::.lillliiljll+.iril:llrlilfii',lliiiill:illliiL{:1..tlliii1f::itftjil:fiiili:iiil:::::ii,*llltttlrllilliiili.riiiii::i,r.

Steel Barrier

Free literature on an insulating steel door system is available from MW Manufacturers, Inc., P.O. Box 559, Rocky Mount, Ya.24l5l.

Forging Ahead

A catalog of handforged black iron Colonial reproductions of hangers and fireplace tools is free from Acorn Manufacturing Co., Inc., School St., Mansfield, Ma.

Top Shape

"staple Application of Asphalt Strip Shingles for New and Recover Roofing" is free from the Asphalt Roofing Manufacturers Association, 6288 Montrose Rd., Rockville, Md.20852.

Joist The Thing

A 12-p. catalog of metal connectors designed for plywood web I-beam joists is free from Simpson Strong-Tie Co., Inc., P.O. Box 1568, San Leandro, Ca'95477.

Triple Threat

"Roofing Materials Reference & Guide," published three times a year, is available for $85 a year from the National Roofing Contractors Association, 8600 Bryn Mawr Ave., Chicago, Il. 60631.

Shingle Story

A 4-p. color brochure #RF-364 on fiber glass shingles is available free from Manville Service Center, 1601 23rd St., Denver, Co. 80216.

Cool Under Fire

Technical product information on Flame Proof LHC is available free from Osmose.Drawer O, Griffin, Ca. 30224.

New Outlook

A 4-p. brochure describing aluminum windows is free from Capitol Windows, P.O. Box 3070, Harrisburg, Pa. 17105.

FOR PROMPT SERVICE

On all New Literature stories write directly to the name and address shown in each item. Please mention that you saw it in The Merchant Magazine. Many thanks!

Down the Hatch

"Your Drinking Water: Straight Answers to Frank Questions" is free from Environmental Purilication Systems, Inc., 7168 Manchester Ave., St. Louis, Mo.63143.

Clean Sweep

A 32-p. catalog of roofing, flooring and general maintenance products is free from Randustrial Corp., 1331l-NR Union Ave., Cleveland, Oh.44120.

Top Light

A colorful 24-p. brochure on roof windows and skylights is free from VeluxAmerica Inc., P.O. Box 3208, Greenwood, S.C. 29646.

Who Guarantees What?

"Will It Come To This?" is an 8-P. booklet on product liability available free from INA, 1600 Arch St., DePt. RA, Philadelphia, Pa. 19101.

Metal ol Fact

The "1983 MBMA Fact Book" is free from the Metal Building Manufacturers Association , 1230 Keith Building, Cleveland. Oh. ,l4l15.

SchoolColors

A 6-p. full color brochure, "A Collection of Reds, Buffs, Greys and Browns, " describing brick color ranges is free from Glen-Gery Corp., Drawer 5, Route 61, Shoemakersville. Pa. 19555.

The Finish Line

A catalog of clear wood finishes such as polyurethane, acrylics, epoxy finishes, antique restoration finishes and floor finishes is free from Pierce & Stevens Chemical Corp., 710 Ohio St., Buffalo, N.Y. 14240.

Buyer's Bible

The 1983 edition of the "Southern Forest Products Association's Buyer's Guide" is free from SFPA, P.O. Box 52468, New Orleans, La.70152.

Little Black Book

"The 1983 North American Wholesale Lumber Association Distribution Directory" is available for $10 from NAWLA, Suite 680,23,10 S. Arlington Heights Rd., Arlington Heights, Il. 60005.

Sticky Subiect

Technical bulletin #487, "Urethane Adhesives, Coating and Elastomers," is free from Synthetic Surfaces Inc., P.O. Box24l, Scotch Plains, N.J.07076.

Fusion Facts

A free 32-p. catalog ofsoldering irons is available from Hexacon Electric Co., P.O. Box 36, l6l W. ClaY Ave., Roselle Park, N.J. 06204.

Door Data

"How To Store, Handle, Finish, Install and Maintain Wood Doors" is free from the National Woodwork Manufacturers Association, 205 W. Touhy Ave.' Park Ridge, n., 60068.

Fancy Faucets

A24-p. catalog of designer faucets and bathroom accessories is free from Harden Industries. 13813 S. Main St., Los Angeles, Ca. 90061.

Energy Control

A 6-p. foldout brochure on remote control energy management systems is free from Pass & Seymour, Inc., P'O. 8ox4822, Syracuse, N.Y. 13221.

WHOLESALE LUMBER SALES

Northern California wholesaler/distributor has opening for aggressive, knowledgeable, experienced salesperson. Send resume to: P.O. Box 20174, Sacramento, Ca. 95820 or call (916) 452-5671.

NEEDED: Iumber trader to sell retail and industrial accounts. Must have customer follouing. Excellent compensation and benefits package to fit the right person. A first class opportunitl for you. Contact Jerry Ensworth, Ens*orth Forest Products, Roseville, Ca. (916) 786-5 I I I

EXCELLENT OPPORTUNITY

Ever had a desire to be in business for yourself? Well established wholesaler needs ambitious, not-afraid-to-work sales executive. Inventory includes imported hardwoods as well as domestics. Potential to assume top job if you're success oriented. Experience essential. Benefits include medical plan. Resumes kept in strictest confidence. Write Box 489 c/o The Merchant Magazine.

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. linel $4. Box numbers and special borders: $4 ea. Col. inch rate: $30. Names of advertisers using a box number cannot be released. Address all replies to box number shown in ad in care of The Merchant Magrzine, 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 the month. PAYMENT MUST ACCOMPANY COPY.

GENERAL MANAGER

Rocky Mountain manufacturer and wood treater seeks general manager for lumber treating & architectural products division. Primary responsibility to be sales of treated lumber. hardwoods, millwork and untreated lumber. Colorado Front Range wholesale & retail lumber experience a plus. Send resume to Box 488 c/o The Merchant Magazine or call (303) 599-8887.

WHOLESALE TRADER WANTED. No need to relocate. We offer the best of working arrangements and excellent compensation. Contact Paul Sparso, Agwood Mill & Lumber, Ukiah, Ca., (707) 468-5486.

MOVE UP

($25'000 to $70,000)

Career mill sales, wholesale trading, manufacturing and distribution opportunities with our clients in the building products industry throughout the West. Contact Hank Berry in California (707) 538-7886, Search Northwest, 5055 Upper Ridge Road, Santa Rosa, Ca. 95404 or Carl Jansen at (503) 222-6461, Search Northwest Forest Industries Croup, 620 S.W. 5th, Suite 625, Portland, Or.912M.

All Fees Employer Paid

ORANGII County, Ca., based wholesale lumber distributor needs experienced salesperson in softwood & hardwood lumber & plywood. Excellent compensation. Contact Jim at (714) 997-1702.

NORTHERN California moulding manufacturer & wholesaler is offering excellent opportunity to a can do sales person. Complete package. Your top, not ours. Experienced moulding & millwork only. Send resume & qualifications to Box 487 c/o The Merchant Maeazine.

DENVER AREA wholesale distributor needs lumber & plywood trader, selling to retail lumber dealers in Colorado & Wyoming. Must be knowledgeable, experienced & willing to learn this market. Send resume to: P.O. Box l64ll. Denver. Co. 80216.

FOR SALE OR LEASE

Custom milling plant in Riverside, Ca., area. Owner anxious. Send inquiries to: Milling, P.O. Box 2627, Pomona, Ca. 91769.

SAVE YOURSELF MONEY

HALF PRICE OFFER for l0 or more subscriptions to The Merchant Magazine, when paid in advance. You and your employees can enjoy and benefit from The Merchant Magazine for one year for only $3 per subscription. That's a 50% saving over our standard $6 per year rate, which is a real bargain in itsel f.

SAWDUST COLLECTORS

Two #13 Cyclones with fans, motors and stands. Also assorted pipe. Good condition. Asking $4,500 for all. Contact Dick Hotaling. (21 3) 758-6559.

HYSTER SCl80 engine rebuilt by Hyster. Excellent condition. Call Wall Dry Kiln Co. (213) 6354602 or (213) 636-3488.

RARE 1929 Ford AA flat bed stake truck. Totally restored to original specifications. Needs minor electrical work. Was featured in our ad in The Merchant, October, l98l.' Factory colors, black fenders, forest green body. Cont act Clint or Pete (7 I 4) 75 I -0800 ?l Mariner's Forest Products.

CORRAL BOARDS 5/4 x 6 x 16' w/f. Call Jerry at Ensworth Forest Products (916) 786-5t I r.

REPRINTS of hardwood articles from The Merchant Magazine. Excellent for reference or training. Domestic Hardwoods, $10; Southeast Asian Hardwoods, $5; South American Hardwoods, $4; all three, $16. Send your check today including name and address to Hardwood Reprints c/o The Merchant Magazine, 450O Campus Dr., suite 480, Newport Beach, Ca. 92660.

COPELAND LUMBER WISHES TO BUY Lumber Yards in the Western States. Contact Copeland Lumber Yards Inc., 901 N.E. Glisan, Portland,Or.97232, Attention John Matschiner, Real Estate Manager. (503) 232-7181 All inquiries keot confidential.

TWISTED AND WEATHERED

Douglas Fir S4S and rough, 3x4 and wider and 4x4 and wider. Call Bill Hunter. Hunter Woodworks. (213) 't't 5-2544; (21 3 ) 83 5-5671.

Classified Rates

ADVERT!SEMENTS

***REAL ESTATE SERVICESTT*

Designed for lumbermen, by a Iumberman. Former director of real estate in Southern California for major lumber firms, including Fortune 500 Corporations, available at counsel.

Retain your own personal broker to sell or purchase on your behalf, saving you ten's of thousands on R.E. commissions,

Richard M. Phelps, R.E.C.I. Consulting/Broker 6400 Canoga Avenue, Suite 210 Woodland Hills, Ca. 91367 (213) 888-2852

Save This Ad

LOCAL LUMBER hauling Southern California roller bcd truck and trailers and bobtails radio dispatched. Rail car unloading at our spur in Long Beach. 3C Trucking (213) a77JU)6

F-'\- California Lumber

lnspection Service

\ 9/ CertifiedAgency

@ v- L.A. (714) 546-1112

s.J. (408) 297-807r Portland (rO3) 6t9-48j2

I 190 Lincoln Ave., San Jose, Calif.

SAVE YOURSELF MONEY

HALF PRICE OFFER for l0 or more subscriptions to The Merchant Magazine, when paid in advance. You and your employees can enjoy and benefit from The Merchant Maeazine for one year for only $3 per subscriprion. That's a 50% savine over our standard $6 per year rate. whiih is a real bargain in itsel f.

Use this special bulk rate subscription to make sure that the key people in your organization are assured of keeping up with industry developments as well as gleaning the merchandising and management information they need to do a better1ob.

When sending in a change ol address please include zip code on both old and neu' addresses and either the old label or the inlbrmation.from it. Thanks!

+:t+tF;iiItLOS AXOELES ARE/ts.{.i,i

LUTBER A]IO PLYWOOD

AmGncan Hardwmd (b

Bur ns Lumb€r Co.

Calilorria wholesale

Caoital Lumber C0....

CobstieadLumber&Plywood

Iboley Foresl Co., Inc.

Essloy&Son, D.C......... ....

Ferrari Distributing C0..

Founlain LumberCo.. Ed

FremonlFdeslProducls

Galleher Hardwood Co.

Gemini Foresl Products.

Georgia-PacificCorp. (213) 968-5551

lleppner Hardwoods

Hill Lumber Co.. Max

Hutl Lumber Co.

Hunterwoodworks. (213) 835-5671

lnland Timber Co.

Lane Stanlon Vance Lumber Co.

Louisiana-Pacilic Cfr p.

L-P Dislribulion Cenler..

MacBeath Hardwood

Maple 8ros.. Inc. Mouldings

Marouarl-Wolle Lumber Co. .

osoood Inc., Roberl S. .

Pacific Madison Lumbet Co. 1213\ 773'2292

hrr Lumber Co.

Penberthy

OREATER BAY AREA

Bonninolon Lumber Co

BuildindMalerialtlistributors....

Boaverlumbsr Co.

Calilornia Bav Buildino SuDolv c0.

CalitorniaFoiest Prod-ucls..

UaUo Timber Producls Floor S€ruice SuDDlv (San Jose)

G&RLumber Cd...........

Georoia-Pacilic Coro.

Geordia-Pacilic Coro. (SanJose)

HarfissTimber Products.

Hiaains Lumber Co. (Monlerey)

Hiooins Lumb€t Co. (San Jose)

Hi66ins Lumber Co. (union citv)

HiddirELumberCo. (WalnutCreek)...

Ho'b'bswall Lumber Co.. lm.

MacB€ath Hardwood

Niesen-ward Forest Ptod lou n9-2147

NovoTimber Products, Inc.

P.f,.0.0. whdesale Dislributors

Redwood EmDite, Inc.

Rolando Lumber Co.. Inc...

SimDson Building SuPPly Co

Simo6on TimberCo.

Triahole Lumber Co.

w€ndlino-Nalhan

Wev8rha-euser Co.

ARCITUEUNEXA/FORIUTA

Andersonia Forest Producls

Bracut International

gritl Lumber Co.

Crown Redwood Co.

Humboldt Redwood Co

Louisiana- Pacitic CorD

PvM Redwood Co.

Reid &Wrioht

Simoen Eiildino Suoolv Co.

AUdUNil/GNASS VALTEY

All-Coast Forest Products, Inc..

R & L Wood Products

BATERSFIETD

Higgins Lumber Co.

Pacilic Wood Preseruino of Bakerslield.Com. .- (805)

cHtc0

Norfield Manulaclurinq

CLOYEBDATE

Bowman Lumber Sales

G&R Lumber Co.

Rolando Lumber (Kinton Div.).

c0RlilaG

Crane Mills

FOf,T BNAGG

Georoia- Pacilic Coro. (Redwood)

Holm-es Lumber Co., Fred C.

Nresen-WardForeslProducls..

FNEil(!I{T

DMK Pacitic Coro.

Louisiana-Pacilic CorP

Fn€sil0

Easlon Lumber, Irc.

Georoia-Pacilic Warehouse

Hiooins Lumber Co.

lnii:inalional Foresl Products Inc.... Lewis Co., Inc., Palmer G.

PacilicForestProducls

Slandard Structures, Inc..

WesternAmeriEnForestProducts

Weverhaeuser Co. (8m) 742-1939

Wmdwork lnslitule 0l CallornB

x[{Gs BC CH AowmdMrll&1umber

t0s BA1{0s

Hardwood Lumber Co.

r00EsT0

SniderLumberProducls..

AnEA

JensenLumberCo..... Keller Lumber Sales Lewis Co.. Inc.. Palmer G. Louisrana-Pacilic Coro. (hd Elutl). Paul Eunvan Lumber Co.

SOUTHER]I

3.F. BAY AREA

AEEA

Buldino Malerial Distribulors, Inc..

CalifornlaBuildersSuoDlv

EnsworthForest Prodlbts . {800) 525'5015

Floor Service Suoolv

Georoia-hcilic War'ehouse

Hiooins Lumber Co.

Ko-Dio€rs Co.

Leivis Co.. lnc.. Palmer G.

Louisiana.hcilic CorD

Mccormick & Baxler Creosolrng Co.

McKuen Moulding co.

Mello Inc.

Nikkel Coro., The

P & M Cedar Producls

Rmkhn Foresl Producls

Setzor Forest Products

Siskivou Foresl Products

Stocliton wholesale

Union Foresl Producls

Union Pacilic Railroad.

Union Planino Mill

Waldron Fordsl Products

Weslern Anerican Forest Producls

Western Wood lreatino Co.

WeverhaeuserC0. -. (800) 952-5616

SATITA EOSA AREA

J.H. Elevins Co.. Inc..

HiooinsLumberCo.

LeF;ck Forest ftoducts

Martrn Foresl Industries

North Bav For€sl Producls

NovoTifliberProducls.lm.

Nu:Forest Producs StandardStruclures.. (707) 544'2982

Windsor Mill. Inc..

Woodland ProductsCo.. Inc.

U KIAH/CALPELI.A/WItLIIS

Aowood Mill & Lumber..

Al[ Heart Lumber Co., lm.

Carler Foresl Products

CGst Wood Preseryino. Inc.

Foresl ftod. TransDollalion (70i) 462'3852

illlltlriiiilllltjiili-i:iltiiilillfllii:iilili*ili[i,riiiiiiir.!.::lt iiiiiiliiiillii.::iiir.l.l.::i

WASHINGTO]I

ffiulilt0 tE

FATTS Lumber Products lttE0F08D

AndersonraForeslProducls

Fountarn Lumber Co., Ed

Lumber Producls [4iller Redwood Co

Snavely Forest Producls . (800) 547-3039

Union Paciftc Rarlroad..

Wendling-Nathan Co.. Inc..

GREATES POSTTAIiD AREA

J. H. Baxter & Co.

Bel Ajr Door/Alpine Veneers, Inc. (800) 547-6755

CascadeEm0ireC0rD. (800) 547-837'l

Cole &Associales. JohnT.

Dant&Russell,lnc. ....... (800) 547-1943

Dataline Corp.

FriesenLumberC0. (503) 397-1700

FullmerLumberCo.

Furman Lumber, lnc.

Georgia-PacilicCorp.

Hampton LumbersalesCo.

Lewis Co., Inc., Palmer G.

Louisiana-Pacilic Corp

Loursiana-PacilicCorp.(Bedverlon) ......

Lumber Products

McCormick & Bdter Creosoting Co

NiedermeyerMartin C0. (800) 547-6952

Penberthy Lumber Co.

Permaposl Products Co

Publishers F0rest Products (800) 547-6633

Siskiyou Foresl Products

Soulhern Pacrrrc

MallcoLumber&BuildingMaterials

Mapte Bros., Inc. Mouldrnq In Az

Snavelv Forest Products....... (Az.l (800) 352-9169

SoulhBayForestProducls...

SpecialtyForestProducts.

Spellman Hardwoods Virginia Hardwood Co.

Weslern American Foresl Products.

Weyerhaeuser C,o. Woodland Producls Co lIEYADA

LAS YEGAS

PelermanLumber,lnc.

8Elt0

HigginsLumberCo.,J.E....

LewisC0.. Inc., PalmerG. union hcilic Railroad.

LEW tEXtCO

ATEUOUENOUE

Geor0ia-Pacilic

Louishna-Pacific

Lealherback lndustries......

ShollenbargerWood Treating C0.

James D. Moran, chairman and c.e.o. of the Flintkote Co., died July 22, 1983, at Greenwich, Ct. He was 61.

A member of the bar in both New York and California, he joinedFlintkote in the legal department in 1950. He became vice president-general manager of the building products division in 1963 and was elected to the Flintkote board in 1964. He was named an executive vice president in 1967 and president in l97l .In 1976 he was elected chairman of the board.

Mr. Moran was active in numerous industry organizations and president of several including the Asphalt Roofing Association.

He is survived by his wife, Monica, six children and one grandchild.

Up in Smoke

The local fire department should limitdamage. Manyfiredepartments have the floor plans to your business keep on file floor plans of various to help it fight potential fires and businesses in their area.

Poxy Coat, an outstanding protective coating is used on all our roofs to seal nail holes, and provide a seamless one piece surface that actually expands and contracts with weather changes. Guaranteed for lO years, it reflects heat and lowers interior temperatures by tS-29o.

We'reso impressed with this revolutionary product we have become a Proxy Coat dealer. We can now offer this excellent product to you for all your interior and exterior coating and surfacing needs. Call todav.

Play it again, Som

our customers often call us back to build for them a second time.

These two umbrella buildings (total of lO,oOO sq. ft.) recently completed at the ScottCaudill Lumber Co. in the City of Industry, Ca., are identical to the 2o,ooo sq. ft. ones we built for them two years ago.

Umbrella pole sheds offer easy access for materials handling equipment. Owners like

being able to save time, money and prevent hassles.

Our reputation for building what the customer needs quickly for a reasonable price is well earned.

Give us a call and see how we can meet your building needs exactly, efficiently and economically. Our satisfied customers are our best recommendation.

Mike Esposito, mgr.

lleacirluarters:

l2ao unir F-l

West Lambert R(1.

Brea, Ca. 92621

(213) 694-a361

(714) s29-779O

Flranch:

l).o. tsox 837

\\'illiams, (la. 9s9a7

(9r6) 473-s3al