Merchant Magazine - August 1985

Green Douglas Fir rough timbers, surfaced, saw sized, band sawn or selected to your specs. For quality and service rely on us.

Publisher Emeritus A.D. Bell, Jr.

Editor-Publisher David Cutler

Senior Editor Juanita Lovret

Assistant Editor David Koenig

Contributing Editors Dwight Curran, Gage McKinney, Ken Thim

Art Director Martha Emery

Staff Artist Carole Shinn

Circulation Dorothea Creegan

The Merchant Magazine (USPS

796-56000) is published monthly at 4500 Campus Dr., Suite 480, Newport Beach, Ca. 92660, phone (714) 852-19m, by The Merchant Magazine, Inc. Second-class postage rates paid at Newport Beach, Ca., and additional offices. POSTMASTER: Send address chanees to The Merchant Magazine, -4500 Campus Dr., Suite 480, Newport Beach, Ca. 92660. Advertising rates upon request.

ADVERTISING OFFICES

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FROM SOUTHERN CALIFORNIA: contact Carl Vann, 205 Oceano Dr., Los Angeles, Ca. 90049. Phone (213) 472-3113 or (714) 8521990.

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copyrighto 1985, The Merchant Magazine,lnc. cover and entire contents are fully protected and must not be reproduced in any manner without written permission. The Merchant Magazine assumes no liability for materials furnished to it.

DAVID CUTLER editor- publ isher EDITOR[AL

You're gonna do what??

1 N THEIR zeal to maximize the amount of merf chandise moved by a given promotion or display, some retailers lose sight of the fact that the very techniques they use to attract people may actually repel them. While a small segment of the public has a seemingly infinite capacity to be offended by almost anything, there remains an appreciable percentage of the public who are reasonable people who don't share your particular values and tastes. How not to offend these people is a difficult, shadowy part of merchandising, yet one that must be addressed.

The girl in the skimpy bathing suit, long a stapIe of selling, is growing scarce as more people view the device as sexist. As more and more women entered the ranks of do-it-yourselfers, it may simply have become inappropriate. The image of the thrifty Scotchman has always bothered some of the Scots. Some of the Dutch don't care for expressions such as "Dutch Treat." Women's Lib,

despite some inevitable excesses, has made meaningful contributions to the elimination of timehonored expressions and patterns that have no place in American life. The ugly echoes of religious and ethnic stereotypes are still faintly discernible, though fortunately we see less every year.

In many of these cases the offense is in the eye of the beholder. But it really doesn't matter in most cases whether the objection is valid or not. The point is that if it offends your customer, don't do it.

Avoiding offense on either side of an issue can be a difficult path to tread. Community and neighborhood issues, especially, are often an area of controversy to avoid completely.

There are few laws, rules and regulations here. You'll need all the sensitivity, empathy and hard listening you can muster to avoid offending when all you wanted to do was please.

"LOOKINGAROUND"says Paul Bunyan

Paul does not rest on his fame as the lumberman's symbol of accomplishment. New requirements and changing conditions keep him alert to progress.

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

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Quality wood moulding is a product that needs proper protection on its way to the customer. That's why the Tbrry Lumber Company called San Antonio to construct a new moulding storage building at its Chatsworth, Ca., facility.

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San Antonio has the experience and expertise to assist

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Your needs may not be one of these 18x38's shown. But whatever your need we have a complete inventory of TIMBERS up to 52 feet! Speedy

Package merchandising pays off

r rOW DID unknown RafaellumEber Co.,San Ral-ael, Ca., grow tiom six employees to 38 in two short years amid strong, established competition in suburban Marin County?

They did it by selling redwood dream projects and by promoting the services that would help customers turn the dreams into realities.

Marc Canizzzro, store manager, and Dave Kirk, general manager of the two-acre operation took over Graham Lumber Co. in 1983 with six employees and a business that sold

Story at a Glance

lmpressive growth for retailer attributed to merchandising gazebos, decks, other projects, rather than just boards at a low price...from two to 38 employees in two years. packaged projects are offered customers in various grades, prices.

mostly to contractors. They knew they could grow and be profitable by finding a niche that wasn't being filled by the competition. "Nobody was promoting projects and services in a market that was very sophisticated about wood and redwood in particular," says Canizzaro. They targeted redwood from the beginning and dramatized projects that would suit local lifestyles instead of promoting boards and prices.

Newspaper advertising has been the main method of getting and building name recognition from the start and frequency of advertising has steadily increased. Ads are built around luxury projects like gazebos, decks and other amenities and are illustrated with line art. Inserts for local newspapers double as direct mail advertising.

Rafael not only sells the project idea but also has entire packages to

build the desired end-use. A deck package includes footings, fasteners and hardware as well as lumber. Many of the packages come with blueprints. Demonstration decks, shelters and gazebos are built on the premises to dramatize the projects and stimulate demand.

Business is split 50/50 between contractors and do-it-yourselfers. Since their predecessors had concentrated mostly on contractors, Canizzaro and Kirk had to make some big changes to attract the profitable do-it-yourself market. The store and yard areas were modernized and the layout, display and counter areas were changed to accommodate new kinds of customers.

Rafael carries virtually all redwood grades and patterns, but their strongest business is in the top-of-theline dimension lumber. Clear All Heart is carried in all dimensions ranging from benderboard to timbers and is by far the best seller to localities who don't want to waste the time and effort involved in do-it-yourself projects by using anything less than the best building materials. Construction heart and construction common decking are also good sellers as well as merchantable grades for retaining walls and utility applications.

Lumber is kept indoors, well displayed in giant bins up to 20 feet high and clearly labeled. This helps do-it-yourselfers and novice woodworkers to visually identify woods and become familiar with them. The system promotes browsing and helps educate customers without taking unnecessary time from the sales staff.

Meaningful employee contact with customers is, however, one of Rafael's unique services. "Our salespeople are encouraged to spend time with customers," says store manager Canrzzaro. "They will help plan decks, gazebos, shelters or virtually any pro j ect. One counterman spent so much time

GREAT GAZEB0 idea. Store manager Marc Canizzaro shows a shopper the details of a model built in the nursery section.

PUSHING the project, Marc Canizzaro is ready to answer questions about the redwood shelter built on the selling floor.

A new merchandising concept in Utah

tf NE of the newest innovations Yin the merchandising of building materials and services opened recently in the Salt Lake City, Ut., area.

Callqd BuildMart Mall, the new concept houses businesses representing virtually all trades associated with the home building industry. Windows, doors, hardware, tools, electrical, plumbing, appliances, roofing, tiles, architects and landscape designers are among the products and services represented by 45 categories of suppliers and 80 different companies.

Nearly 300,000 sq. ft. of retail, wholesale, warehousing and office space is devoted to offering services needed by the builder, sub-contractor and homeowner.

Claiming the most complete inventory of building products and services in the construction trade, the mall is adjacent to a distribution center offer-

Story at a Glance

Super center of building for vir. tually all the construction trades ...45 different categories, 80 companies in 300,000 sq. ft.... designed for builders, sub.con. lractors and the d-i-y public... similar centers planned for other western cities.

ing office-display space as well as warehouse space. The 100,000 sq. ft. structure is designed to integrate office space with inventory and equipment storage facilities.

Inaddition to its southernSaltlake City location on the South Sandy Parkway, just south of the I-15 Freeway, the mall is 35 minutes from Provo and 50 minutes from Ogden.

An on-going schedule of special promotions is used to attract customers.

Building trade shows, home im-

provement and decorator shows, technology demonstrations and seminars are among featured events. Services offered include advertising and promotion, newsletters and publications, conference areas, management and marketing consultation. A tenant association offers businesses located in the mall a voice in the operation.

Occupancy in the mall which opened in November 1984, is 9090. When totally occupied there will be 62 firms in the mall and 18 firms in the distribution center, according to Steven Urry, the developer. Phoenix, Az., and Denver, Co., are mentioned by the corporation as target cities for future expansion of the BuildMart Mall concept.

Ponderosa Distributing Inc. closed its operation in Salt Lake City and moved to the mall as one of its first tenants late last year. They find it perfect for their door and window business, according to David Breen, general manager.

"We have exposure that we've never had before," he explains, "and they are all serious shoppers."

Most shoppers come because they

(Please turn to page 4 I )

FULL LINE ol building materials and lumber is stocked by Colonial Building Supply. Materials such as fencing and doors are mounted for easy display in the entrance.

SKYLIGHTS, overhead spots and lots of greenery add to the attractiveness of the mall which is 90% occupied at present with building materials firms and seryices.

How to profile your

customers and prospects

HO are your customers and what are their needs? The manager or owner who knows probably has an operation that is going places.

If your customers are unknowns, the question is how do you profile them. Neighborhood demographics vary. Even contractors have different needs. The answer for one store is not necessarily the answer for every store, but there are methods of determining customers and requirements that are applicable to most dealers.

First, it is necessary to determine your market area. Using your location, accessibility, competitors and the addresses on your mailing list, charge accounts and deliveries, decide your geographical coverage. Next, take a city map of the area and draw a circle of the determined radius with the store as the hub. This is the neighborhood you need to analyze.

Factors to be determined include types of households (young families with children, single-parent families, middle-aged couples, seniors, singles, working women); the types of homes, single family or multiples, style, size, age and approximate value; the income and social level of the residents, and their professions and vocations.

Sources of this information vary from Chamber of Commerce records and talking to realtors to actually walking or driving through the area taking notes. Some stores complete successful customer profiles by sending out questionnaires and encouraging their return by making the person filling it out eligible for a sweepstakes prize. Other stores provide the cashiers with a check sheet to record approximate age, socio-economic status and items purchased. At least one

chain asks customers to tell them the kinds of merchandise they want.

Interpretation of the statistics is important. For example, a recent study reports that half the discretionary income in the United States is held by those 50 years and older. Average households of ages 65 to 75 have savings of $65,000 while the 35 to 45 year olds have $15,000 or less. Another study emphasizes the older homeowner's need for services such as painting, repairs and gardening. Combining this information should indicate to a building materials merchandiser that if he has many over 50 customers, he should consider installation or maintenance services. Also, since they have more discretionary income, customers are probably more interested in quality merchandise.

Suppose the retailer has a market area of older homes. This should indi-

Story at a Glance

Ways to identify your market area...how to target present and potential customers...what the statistics mean...tailoring merchandise to fit the profile.

cate that materials for remodeling, replacement and repair will be good sellers. If he is in a newly developed area, he should expect materials for decks, sprinkler systems and landscaping to be needed as well as draperies, floor coverings, fireplace screens, barbecues and other items needed for a new home.

If a dealer has a heavy contractor mix, he must profile his contractor customers and their needs as well. The contractor who builds apartments will order different materials than the one who does custom homes. The contractor who builds contemporary homes will need different materials than the one who builds ranch or colonial designs. These differences will probably be consistent, extending from basic building materials through tile designs, light fixtures, hardware and appliances.

The value of knowing the customers and their needs is the ability to slant the merchandising toward them and specialize in what they want and buy. Specializing in a particular group is common practice among other retailers. There are apparel stores for juniors, queen sizes, tennis players, runners, joggers, expectant mothers, Ivy League conservative types, mod dressers, and so on. Furniture stores specialize in contemporary, country, oak, Scandinavian, patio, antiques, you-name-it. Groceries, too, tend to slant the products on their shelves, handling ethnic foods, health foods, gourmet items, and already prepared hot food as dictated by their customer mix.

Building materials dealers should be just as wise and selective. If you don't know your customers and what they need, get acquainted. It will pay.

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How to add excitement to your merchandising

rr XCITEMENT is not a priority

E *r. mosl slore managers ln our industry, but stores that are merchandised well and considered exciting to shop in enjoy a l5-20v/o increase in sales over those not considered fun to shop in, according to a recent Point of Purchase Advertising Institute, Inc./DuPont study.

As consumer or d-i-y customers begin to be more prevalent than contractor customers in many stores, it is necessary to rethink merchandising techniques and store decor. A look at the popular shopping malls, where merchandise jumps out at the customer demanding attention, is a good place to gather ideas. Your merchandise may be more prosaic, but a little imagination and ingenuity can add excitement to its presentation.

Story at a Glance

Good merchandising can raise sales lS7o...ideas for making your store unique and persona. b1e...30 specific tips on promo. tions and displays. Apply color psychology. Cheerful and stimulating yellow attracts attention. Green and blue are calming as well as cool. Red is stimulating and excellent to use in combination with white, but too much red can make people uncomfortable. White also is a good companion to yellow, orange or some shades of brown.

Set blooming plants from your nursery on the checkout counters os pleasing decorations as well os s reminder of the garden section. You'll be surprised at how many become impulse purchases.

Perk up a bsre wall with a murol. A wollpaper scene oppropriote for your store or a handpainted original will make your establishment interesting and different from other stores.

Offer a kiddy korral with play equipment as a boon to parents. Scraps of wood and glue for a glue-in become a fun happening when there is someone available to supervise the action.

SILHOUETTES or other identitication charts will keep screws in order. Secure displays to prevent pilferage. Loose products as shown here are too likely to "disappear" during the day.

Here are some tips to consider in developing a personality or image for your store. Consistency is important. Be certain that your advertising, logo, sign and store clearly identify your operation as unique. A customer should not have a problem identifying the store he shops.

Light doesn't always hove to come from a lightbulb or fluorescent fixture. Try skylights, full wall mirrors to sparkle and reflect light or twinkle lights on dbplays or strategically placed in greenery,

Add interest to shopping with giveaways, especially ones that are surprises. Make it a point from time to time to give away balloons to the children shopping with parents or a small gift such as a seedling in a pot to adult shoppers. The unexpectedness of the gift will please.

Add a dimension of interest to shopping with demonstrations, both announced and unannounced. Ifsomples or dbcount coupons are included, it's even more fun.

Give aisle displays interest by arranging them under a colorful carousel canopy or by using unusual containers such as wheelbarrows, kiddy wading pools or rowboats for dump displays.

CUSTOMERS like to try the lever or handle and turn the key t0 see how the deadbolt and lock will function in a display like this.

Let contrsctors know that you consider them special by inviting them to the store for a specific event such as an annual thank you party or a gathering to show off new merchandise or remodeling. Servefood and drink at o special contractor seminar or clinic.

Plan a special promotion for each month. Tie in with happenings in your town such as pioneer days or the opening day of Little League. Other

(Please turn to page 54)

Merchandise promotion scores on a triple play

qROMOTION,an essential step in F merchandising, has evolved in many instances into a three way partnership between manufacturer, distributor and dealer.

Applied at the grass roots level, a program is often implemented and orchestrated through the wholesale distributor who qualifies for drawing rights on a pool of funds based on purchases. In most situations the coop funds are passed along to the local dealer in the form of support of

special sales event promotions. Verification of advertising and claims for reimbursement are channeled through the wholesale distributor.

Two timely examples, utilizing redwood co-op promotion offered by Simpson Timber Co., were staged recently in Idaho and Utah by two retailers working through Imperial Wholesale Supply of Salt Lake City, ut.

The first promotion on Memorial Day included 2l stores of the

Anderson Lumber chain in Idaho and Utah. Amid sparkling sunshine, colorful fluttering pennants, free balloons, free soft drinks, 250 hot dogs and a spirited golf putting competition, an appealing assortment of sale merchandise was featured including redwood.

A golf theme format was used to add animation to the four-color l6-page tabloid supplement that received mass exposure in 22 Idaho and Utah newspapers covering Anderson's trading area. Co-op funding was applied on advance TV spots specifically promoting redwood on sale.

Live remote radio spots were beamed from the West Jordan, Ut., store on a three per hour frequency during peak sales hours on Memorial Day and the Saturday preceding. During interviews with floor manager Jeff Fowden, a local radio personality devoted several spots to invitations to listeners to drop by any of the participating Anderson stores to pick up free redwood seedlings and a copy of the Simpson Redwood Book of Wood/Could.

Imperial Wholesale which had a representative on hand, contributed the seedlings and books. Success of the event was reflected in reorders placed with Imperial Wholesale before the end of the sale. A duplicate event already is on the promotion calendar for later this year.

The second special promotion was a repeat, for the third year running, of

GIFTS, f reebies and carnival atmosphere attracted customers to Anderson Lumber's Memorial Day sale. Cooperation between dealer, wholesaler and manulacturer makes such events oossible.

a highly successful redwood deck sale by Colonial Building Supply at its two suburban Salt Lake store locations.

This promotion employed advance newspaper ads and radio spots as well as in-store remote broadcasts during the sale by a popular local radio personality.

As a special customer convenience, the store preprogrammed a number of deck packages into their computer along with optional accessory items. In a matter of minutes the prospective customer had a complete list of materials all priced out with optional choices included for comparison.

Imperial Wholesale contributed personnel, literature and redwood

Story at a Glance

Combined efforts of retailer, wholesaler and manufacturer, tied together with a co-op pro. gram, prove a success for two Rocky Mountain dealers in a recent summer sales pro. motion.

seedlings. Customers accounted for sales of two truckloads of redwood before the sale was officially underway, reported Fred Hale, Colonial's vice president and general manager of operations. During the promotion 22 decks were sold along with aU the companion items that go with a deck project. Based on previous experience, the store predicted that followup sales would come close to equaling the results of the original sale.

Imperial Wholesale Supply's philosophy of promotion support pays off in situations where larger chain yards with direct mill buying connections add up the service, advertising and promotion support costs and discover that the combination offers a better total value than mere low price by itself.

helps take the product out of the inventory pipeline and convert it into a sale. "That is extremely important to the dealer," says Wayne Turner of Imperial Wholesale. Service provided by his company includes a representative on the premises during the sale and providing advertising and promotion support, using Simpson Timber Co.'s co-op program.

"In order to earn a stake in marketing, we must contribute value to the sales transaction," Turner emphasizes. "We do this by offering the best prices we possibly can, but most importantly, we include the service plus advertising and promotion support that provide an irresistible combination for the buyer with a sharp eye for total profit value."

The manufacturer involved in both examples, Simpson Timber Co., has spent the past ll years developing its co-op promotion program. In addition to sharing promotion space and time costs on a 50/50 basis, they provide a professionally prepared arsenal of supporting promotion tools.

Included in the package are 24 pages of repro art featuring end use illustrations, headlines, ad formats and suggested sales event themes ready to clip and paste into ads. TV spot slides and scripts, radio spots, product literature, Book of Wood/Could proj*t ideas, sale banners, labels and seedlings for handout are additional materials.

The most recent addition to the program is a co-op promotion guide which describes the support program and gives step by step instructions for implementing it.

When asked for advice based on the co-op lessons Simpson has learned along the way, Greg Lambert, redwood product development manager, responded "Plan your promotion carefully and then work your plan. We learned early on that with co-op, as with any kind of promotion, it is not how much you spend but how well you spent it that really counts."

Co-op offers a triple threat when it employs the triple thrust of retailer, wholesaler and manufacturer. The powerhouse of knowledge, support and action can't be beat.

C0MPUTER pre-programmed with materials lisl and prices produces needed information for Colonial's Fred Hale in a matter oJ minutes. (lower photo) Bryce Barney (lefl) and Gary Lemmons (right) c00rdinate literature with estimates on deck packages in preparation for sale.

|N-STORE broadcast during the sale by KSL personality Russ Wood (left) and Jeff Fowden, floor mgr., invited customers to drop by to pick up free redwood seedlings and a copy of Simpson's redwood plans book.

Home Depol , Atlanta, Ca., launched itself into the competitive So. Ca. market with two Orange County grand openings (6912 Edinger, Huntington Beach, and 601 Placentia, Fullerton) offering to buy back customer's membership cards from other d-i-y warehouse operations...

Lumberment, a div. of Lanoga Corp., Seattle, Wa., is in new corporate Hq., a 10,625 sq. ft. building at 3773 Martin Way, Olyrnpia, Wa....Orchurd Supply Hordware, San Jose, Ca., plans to open its l9th store, in Concord, Ca., Sept. 26th...

The Price Club. for the first time, is testing sales of cedar panels at two of its Sacramento, Ca., area stores...Pal 'N Pak Stores Inc., Kenl Wa., plans to convert nine more stores to warehouse format and add four new units in the San Francisco, Ca., Bay Area by year's end...

K mart intends to open 50 more Builders Square home improvement stores by the end of 1986.,. the Madera, Ca., K nwrt is expanding its home improvement center and hardware area...Little Guy Lumber, Lakeview, Or., has completed a second showroom in time for a second anniversary celebration...

Builder's Hardware is a new business in Ridgecrest, Ca., David Van Meter, partner and mgr... City Mill has closed its unit near the International Airport in Honolulu, Hi. ...Don Oakes Lumber, Hesperia, Ca., has added 6,000 sq. ft. of retail and warehouse space to accommodate an expanding home improvement dept...

El Centro Luntber Co.. El Centro, Ca., has been closed by owner Raymond C. Reeder who is retiring after 48 years in the building materials busines...

Van Petten Lutnber & Hardware, Walla Walla, Wa., is taking over half of the Boise Cascude BMC in Pasco, Wa., including the door manufacturing operation... P & H Hardware and Nursery, is a new operation in Lake Los Angeles, Ca., Pat Granicy, owner...

C. G., Long and Sons, Keizer, Or., has returned to family management after 25 years of being leased to Earl and Dave McBratney; Mike Long who with his brothers Larry and Jim also owns L&L Building Supply, Woodburn, Or., is moving to Keizer as mgr...

Building Msterisls Distributors (BMD), Galt, Ca., has purchased the Eureka (Ca.) Building Materials Div. of Rice Supply, San Rafael, Ca.; no price revealed in the transacton...

Southwest Forest lndustries. Phoenix, Az., has terminated its agreement to sell its retail building materials subsidiary, Knox Lumber Co.; Sale of Southwest's Mallery Lumber Corp. hardwood lumber mfg. subsidiary to a new corp. controlled by Mallery management has been completed for $12 milion...

Golden State Millwork, Inc., a div. of J.E. Hisgins Lumber Co., Walnut Creek, Ca., has acquired Golden State Moulding from owner Lew MacDonald, who remains as div. mgr. of the Rocklin, Ca.. facilitv...

Sir James Goldsmith, has acquired over 5090 of Crown Zellerbach Corp., and is now controlling the co. (see page 58).

Waod Master Wholesale, Lakewood (Denver), Co., has opened a new office in Phoenix, Az....Maywood-Anderson Forest hoducts, Eugene, Or., has a new sales office in Woodland, Ca., staffed by Pat Myers and Bob Brass...Heestand Induslries, Inc.,has moved its corporate offices to Lake Oswego, Or., according to pres. Rod Heest and.

Briggs Plumbingware, Tampa, Fl., has formed a new Western sales region with Hq. in Los Angeles, Ca., Marty Larsen, reg. mgr.. ..Aluma-Foil Insulation Corp. is a newly for:med Los Angeles, Ca., mfr....

Mqnville, Denver, Co., and RMAX, Inc., Dallas, Tx., have agreed to share manufacturing capabilities at their isocyanurate foam manufacturing facilities ...Western Cabinet and Millwork, Inc., a division of Tinberland Industries, Woodinville, Wa., has acquired Space Extensions, Inc., Bellevue, Wa....

National Gypsum Co., Dallas, Tx., is swapping some of its cement assets for a ljVo stake in lafarge Coppee, French parent of Laforge Corp., Dallas...

Wing Industries, Dallas, Tx., has opened a west coast office in Orange (Los Angeles), Ca., Frank Blanchard, branch mgr....Portalign Tool Corp., San Diego, Ca., has been acquired by So-Luntinaire Systems, Vancouver, 8.C., Canada, and relocated in new facilities with its sister co. SoLuminaire Sa/es in San Diego...

Housing s/arls eased up l.9Vo in June to an annualized rate of 1,705,000 units...Multis gained 7.3V0 to 678,000 units; singles dropped 1.390 to a 1,027,000 unit pace, both figures seasonally-ad- justed... building permits were down 3.7V0 to 1,713,000 units, starts were lower in every region except the Northeast.

Redwood lumber from garden gades and rustic sidings to architectural gades of Bee through clear- all -heart. Delivered straight to you from Georgia-Pacific's Ft. Bragg Mill.

We're a member of the Califomia Redwood Association and the Redwood Inspection Service. Look forour gfade stamp for your assurance of quality.

Georgia-Pacific, your source

6,:H*F6

GALENDAR

AUGUST

Los Angeles Hoo-Hoo Club-Aug. 16, golf and dinner, Montebello Golf Course and Quiet Cannon, Montebello, Ca.

Set Your Siehts on UALITY

7653 Telegraph Rd.

Montebell0, cA 90640 (213) 723-3301 r (714) 994-6240

930 Ashby Ave. Berkeley, CA94710 (41 5) 843-4390

Kilns, Mill & Concentration

1576 South 300 West Salt Lake City, UT 841 15 (801 ) 484-761 6

Main 0ffice 2150 Oakdale Ave. San Francisco, CA94124 (4151 647-0782

Yard, Edinburgh, lN.

Mountain States Lumber and Building Material Dealers Association - Aug. l6-1t, Townley Hardware Market, Broadmoor Hotel, Colorado Springs, Co.

Wood Moulding & Millwork Producen AssociationAug. 2l-U,Mafiott Hotel, Portland, Or.

Western Hardwood Association - Aug. t2-A, $ading school, Thunderbird Motor Inn, Kelso, Wa.

Dubs Ltd. - Aug. 2!1, golf, San Francisco Golf Club, San Francisco, Ca.

Humboldt Hoo-Hoo Club Aug. Z!, annual golf tournament plus dinner, Baywood Golf & Country CIub, Eureka. Ca.

California Hardware Co.-Aug. 25, market, Sacramento Community Center, Sacramento, Ca.

W.O.O.D., Inc.-Aug. 26, annual golf tournament, Invemess Goli Club, Englewood, Co.; dinner at Racquet World at Invemess.

SEPTEMBER

China Build 't5Sept. 2-7, intemational building and construction exhibition, Tianjin, People's Republic of China.

Rogue Valley Hoo-Hoo OubSept. 5, installation of officers, Medford, Or.

International Kitchen & Bath F.xpositionSept. 5{, Toronto International Centre, Toronto, Ontario, Canada.

National Kitchen/Bath WeekSept. 7-15, sponsored by the National Kitchen and Bath Association.

Yakima Hardivare Co.-Sept. 8, show, Yakima Convention Center, Yakima, Wa.

Nondestructive Testing Symposium of WoodSept. 9-ll, Washington State University, Pullman, Wa.

Builden & Merchants Trade ShowSept. 10-13, Wembley, England.

Shasta Lumbermen's Invitational Golf Tournament- Sept. 13, Riverview Golf and Country Club, Redding, Ca.

National Hoo-Hoo-Ette Club-Sept. 13-14, board meeting, Hilton Hotel, Eugene, Or.

International Order of Hoo-HooSept. 14-17, convention, Hyatt Regency, Minneapolis, Mn.

Western Wood Products AssociationSept. 1+17, 1985 fall meeting, Sheraton Harbor Isle, San Dego, Ca.

Western Home Center & Building Supply Deahn ShowSept. UL21, Anaheim Convention Center, Anaheim, Ca.

Red Cedar Shingle & Handsplit Shake Bureau-Sept. 20, annual meeting, Sea-Tac Motor Inn, Seattle, Wa.

Inland Empire Hoo-Hoo OubSept. 20, dinner & elections, Green River Country Club, Corona, Ca.

Timberbuild 'E5 Trade Show - *pt. ?*7f, London, England.

P.O. BOX 20174 c 7050 SAN JOAQUIN STREET SACRAM ENTO. CALI FORNIA 95820

PHONE (800) s21-1155 o (916) 452-5671

Call Jim, Stan or Lloyd

Mountain States Lumber and Building Material Dealers Association-Sept. 2,6, financial management workshop, Holiday Inn Downtown, Denver, Co.

Mountain States Lumber and Building Material Dealers Association-Sept. 26, board of directors/dinner, Sheraton Hotel, Salt Lake City, Ut.

2{hh Annual Redwood Empire Lumberman's Golf TournamentSept. 27, Santa Rosa Country Club, Santa Rosa, Ca.

Douglas Fir - Hem Fir Redwood-Cedar Spruce

TheWestern HomeCenter& BuifdingSuppty DeqlersShow isdesignedto meetyourneeds. Yourinterests.

Your mqrketplqce.

Nol jusl for fhe big guys.

You moy be under the impression thot lhe the Weslern Home Center & Building Supply Deolers Show only exists lo serve those big home center choins wilh multi-morket interests ond big buying power. Not so, In foct, smoll deolers ond independents like yourself serving bolh consumers ond controctors in the West benefit the most by ottending the Show The smqll investment in time ond money you moke to qttend the Western Home Center & Building Supply Deolers Show will poy for itself mony times over in the monlhs ond yeqrs oheod,

Ihe lorgesl ond mosf complete product exposilion in lhe Wesl.

Now in its third yeor, the Western Home Cenier & Building Supply Deolers Show is your once-o-yeor morketploce for new products ond new ideos. Hundreds of leoding monufocturers will be disploying thousonds of the newest ond best products ond services toilored to your morkets ond your cuslomers, No buying group, wholesoler or ossociotion show in the western sloles comes close to offering the wide ronge of producls ond profit-producing leorning opportuniiies ovoiloble ot the Wesiern Home Cenler & Building Supply Deolers Show.

Seminors geored specificolly lo YOUR needs ond inleresfs.

We've designed o seminor progrom conducted by experls with first-hond knowledge of lhe unique problems ond opportunities yor,r foce on o doy-to-doy bosis. These seminors provide o weollh of ideos to help you successfully compete ond thrive in your morkel, L:eorn how to better posilion your operotion in lhe eyes of your cuslomers, how lo buy more effeclively, how 1o troin ond molivole how lo survive ond thrive in the foce of new choin ond worehouse competilion, how to initiote ond improve o loss prevention progrom ond much. much more

Be oul guesl of lhis yeor's Show

One of the besl incenlives of oll to ottend the Wesiern Home Cenler & Building Supply Deolers Show is thot it cost you NOTHING to register for the Show visit the exhibit holls ond ottend the seminors ond speciol events. The coupon below is your invitotion to ottend the Show os our guesl, You moy wish lo complete lhe form now ond relurn it lo lhe oddress indicoted betore August '19. 19851o receive o FREE embossed Show bodge sent to you by return moil. Or simply bring lhis coupon wiih you to lhe Anoheim Convention Center during Show hours. Addilionol free tickets will qlso be ovoiloble in lhe regislroiion oreo. Either woy, there is obsolutely no chargeto ottend the Western flome Center & Building Supply Deolers Show

Speciol hofel loles.

Weve mode orrongements with the best Anoheim-oreo hotels lo otfer speciol convenlion rotes to Show ottendees desiring overnight occommodolions, To quolify for these discounl roles, coll the hotel of your choice DIRECI ond identify yourself os on ottendee of the Western Home Cenler & Building Supply Deolers Show Forticipoting hotels include: The Ano hei m H lton & Towe rs, (7 1 4) 7 50-4321 ; Anohei m Morriott, (714) 750-8000; Emerold of Anoheim, (7'14) 999-0990; Hol idoy In nAnohei m, (7 1 4) 7 5O-28O1 ; Hyott Anoheim. (714)772-5900; Jolly Roger, (7'14) 772-7624 ond Quolily Inn, (714) 750-3134. All hotels ore wilhin eosy wolking dislonce of the Anoheim Convention Center.

1. ToreceiveoFREEembossedbodgecomplelelhistormondrelurnillotheoddress below no loier ihon August 19. 1985. Your bodge will orive by return moil prior lo lhe Show No oddilionol regislrotion ot the Show is required.

2. To regisler FREE OF CHARGE ol the Show complele this form ond bring it lo the Show Your bodge will be mode in lhe registrolion oreo.

3, REGISTRATION COMPUIERIZED. ALL INFORMATION MUST BE FILLED IN,

4, NOONE UNDER 16YEARSOLDADMMED IMPORIANI: PLEASE

IMPORTANT: In order to process your registrotion, your compony's business oclivity must be indico below:

(l) tr Retoiler/Deqler

(J) ! Wholesoler/Distributor

(P) n Other (pleose describe)

Note: Exhibilor oersonnel should nol use lhis form. Pleose use form provided in Exhibitor Kif.

Hoiel forms will be senl on receipl of pre{egistrotion forms MAIL To: Wesfern Home Cenler & Building Supply Deolers Show 600 Tolcott Rood Pork Ridge, lL 60068 r

Heartwo of Americq's most sought-cfter spectkers

Stonley Morcus, former chqirmon ond chief operqting officer of Neimon-Morcus, Dollos, Texos ond world-renowned outhoritv on retoiling excellence will oddress lhe Generol Session of the Western Home Center & Building Supply Deolers Show on Thursdoy morning. September 49. Mr. Morcus. generolly regorded os ihe "Founder of Quolity Reloiling," is fomilior to mony western reioilers, As the keynole speoker of the Nolionol Home Center Show in ,1983, he drew the lorgest ottendonce ever for on opening session ond holds the distinction of being the only keynoter to receive o stonding ovotion. Mr, Morcus' exciiing qnd informolive preseniotion will be o rewording experience for oll home center ond building supply deolers who otiend.

John Wooden, former heqd bosketboll cooch ot the Universitv of Colifornio ot L:os Angeles (UCLA), will be the feotured speoker ol the Weslern Home Center & Building Supply Deolers Show on Fridoy morning, Seplember 20, Known os the "Wizqrd of Westwood," Mr. Wooden cooched lhe Bruins to numerous conference titles ond NCAA tournoment chompionships. He is considered omong his peers, os well os by college bosketboll fons ocross the notion. 1o be one of the greotest cooching innovotors the gome hos ever seen. Now o much sought-ofter speoker, Mr, Wooden hos token his motivotionol theories from the bosketboll couri ond opplied them to the morketploce. You won'l wont to miss this opportunily to heor one of the counlry s mosl exciting ond dynomic speokers of this yeor s Weslern Home Center & Building Supply Deolers Show,

Exhibitor list crs of June S, l9g5

AIR TECHNIOUES INC BALTIMORE I\,4D

AMERICAN HABDWOOD INDUSTRIES

HAI,4MERMILL PAPER COMPANY UNION CITY PA

AI.,4ERICAN LEATHERCRAFT EL CAJON CA

AMERICAN LOCK & SUPPLY ANAHEIM CA

AMERICAN SAFETY PRODUCTS CLEVELANO TN

AMTICO FLOORING DIVISION

AI,4ERICAN BILTRITE LAWRENCEV1LLE NJ

ARMLINE INc cHINocA

ARI\,4STRONG WORLD INDUSTRIES. INC

FLOOR & CEILINGS DIVISIONS LANCASTER PA

ASP INTERNAT ONAL CLEVELAND TN

ATCOWOOD PH]LADELPHIA PA

BEL.AIR DOOR CO ALHAMBRA CA

EELWITH INTERNATIONAL CITY OF INDUSTRY CA

BOSTIrcH DIVISION OF TEXTRON INC FULLERTON CA

BUILDERS FENCE COMPANY INC SUN VALLEY CA

BUSINESS INFORMATION SYSTEN,4S VENTURA CA

CALIFORNIA HARDWARE CO, CITY OF INDUSTRY CA

CALIFORNIA REPRODUCIIONS LOS ANGELES CA

CANADIAN CONSULATE GENERAT LOS ANGELES CA

THOMASCANBY KIRKLANDWA

CANDU TRADING LIMITED CANADA

CASTAIC BRICK MFG CASTAIC CA

CERTAINTEED CORPORATION VALLEY FORGE PA

CHARLTON INDUSTRIES REDMOND WA

CHERNGJIATONG ENT CO TAIWAN ROC

CLOPAYCORP CINCINNATI OH

COMMODORE PRODUCTS CHATSWORTH CA

CONNECTABALL. INC NATIONALCITYCA

CRAFTI\,4ASTER WATER HEAIER CO

MOR FLO IND INC SANTA MONICA CA

CRAWFORD PRODUCTS COI,4PANY N,4ONTEBELLO CA

CROFT METALS. INC MoCOMB MS

DATALINE CORP ALTAI\,4ONTE SPRGS. FL

DAVIDSON PWP LONG B€ACH CA

DELTA INC OF ARKANSAS JONESBOBO AR

DIAI\,IOND F CORPORATION

DIETRICH & SONS

CLEVELAND OH

VALLEY CITY ND

DT HOMETECH ADDISON IL

DURASTEEL P & G

SUBSIDIARY OF KIDDE CORP SANTA FE SPRINGS CA

EivIERSON RACTNE Wl

EMPIRE LEVEL I,4FG COBPORATION

MILWAUKEE WI

FASPAC. INC. CITY OF INDUSTRY CA

FENCEI\,1ENDER CORPORATION FREMONT CA

FIREJET AMERICA LTD NEW YORK NY

GENERALELECTRICCO LAMPSALES LOSANGELESCA

GENERAL MARBLE CORP CUCAMONGACA

THE GREEN MACFjINE GROSFILLEX

DIV GROW CRAFT

GUARDIAN HOME PRODUCTS

GUNN & BECKMAN CORP

HAI\4 E LS RE FR IGERATION

HARDWARE SALES INC

HITACHI POWER TOOLS U S A LTD

HJH CHEMICALS. INC

HOME CENIER MAGAZINE

LONG EEACH CA OXNARD CA

VISTA CA LOS ANGELES CA

CORONA DEL MAR CA LAKESIDE CA BUENA PARK CA

FOUNTAIN VALLEY CA PHOENIX AZ

VANCE PUBLISHING CORPORATION LINCOLNSHIRE IL

HOUSE OF FARA LA PORTE IN

H & B JOHNSON INC KEYPORT NJ

HUNTER CONTAINER COBP VERNALIS CA

HYPONEX CORPORATION FORTWAYNE IN

IKO IVANUFACTUBING. INC WILMINGTON DE

INIERIOR PRODUCTS BRUNSWICK GA

INTERSEL OF CALIFORNIA WOODLAND HILLS CA

IRON MOUNTAIN FORGE FARMINGTON I\,4O

JENSEN GENERAL CO LOS ANGELES CA

JOHNSON PET.DOR, INC. VALENCIA CA

K C. MEIAL PRODUCTS INC SAN JOSE CA

KEIJE WATERBURYCT

KELLER INDUSTRIES I\,4ERCED CA

KGM INDUSTRIES COMPANY PASADENACA

LABELLE INDUSTRIES OCONOMOWOC WI

LENAPE PRODUCTS, INC PENNINGTON NJ

LE PIC SYSTEMS. INC PROVO UI

LYONS INDUSTRIES INC DO\,ryAGIAC MI

MAC MILLAN BLOEDEL BUILDING

MATERIALS

MAJOR LINES DISTRIBUTING

IVAPLE BROTHERS MOULDINGS

MELA ENTERPRISES, INC

THE MERCHANT MAGAZINE. INC

METAL INDUSTRIES, INC.

i,IIDWESI FASTENERS

i,ILLER REDWOOD COMPANY

l\,4ONARCH t\,4lRROR DOOR CO.. INC

MORTELL COMPANY

MR, E'S INC

MV TECHNOLOGY

NATIONAL HOME CENTER NEWS

NATIONAL STOCK SIGN CO

NEWPORT CARPET MILLS. INC

NO.BURN MFG. CORP

OB/I\,1ASCO DRAPERY HDW

OTTESON & CO.

PACIFIC SKYLIGHTS MFG

PANEL CLIP COMPANY WEST

DIV THE PANEL CLIP CO

PERMA,DOOR BY AMERICAN STANDARD

AMERICAN STANDARD INC

PET.EZE

PLANITA

POLYAMERICA

POOL DOCTOR

DIV OF WORLD IND INT'L INC

PRAIRIE STAIR PRODUCTS INC

GUAL,CRAFT INDUSTRIES, INC

RAINDRIP INC

REHRIG INTL

RICHDEL DRIP I,4IST

ROCKITE DIV OF HARII INF PRODIJCTS

ROEBIC LABORATORIES. INC

SHL BUSINESS SYSTEMS

SYSTEI\.4HOUSEINTERNATIONAL ONTARIO,CANADA

SHOP.VAC CORPORATION WILLIAMSPOBT PA

STAR FLOOR COVERING COMMERCE CA

STEtvj SEARCH CORP GABDENACA

SUNSET BOOKS

LANE PUBLISHING CO

MENLO PARK CA

SUPERIORALUMINUMPRODUCTS GARDENACA

TAIWAN HARDWARE(CENS)

TAIWAN. ROC

THE TAPE FACTORY SANTA ANACA

TECHNICAL DESIGNS. INC

TEECO PRODUCIS. INC

IHERMOSYSTEMS

TBI STAR INDUSTRIES

TRIAD SYSTEMS CORPORATION

TUB-MASTERCORP

UNIVERSALHOMEPRODUCTS.INC

SEATTLE WA

IRVINE CA

TUMWATERWA

PATERSON NJ

SUNNYVALE CA

ORLANDOFL

LOSANGELESCA

UNIVERSAL PAINT CORPORATION CITY OF INDUSTRY CA

UNR HOIVE PRODUCTS

DIV OF UNR. INC

VELUX-AMERICAINC

PARIS IL

HAYWARDCA

WARD MFG. & SUPPLY CO. CITY OF INDUSTRY CA

WEATHERGUAR D ORNAME NTAL

SECURITY DOOR

R D WERNER CO., INC

ALUMINUM & FIBERGLASS LAODERS

WESTEK

WESTERN BARK SALES, INC

WESTMARK AND ASSOCIATES

WHITTIER WOOD PRODUCTS

WING INDUSTRIES, INC

ZIRCON INTERNATIONAL, INC

Hunter, publisher of Home Center Magazine,and Joe Samulin, an experienced home center consultant, will be prominently involved in the program format.

E.J. JOHNSON executive vice oresident

IrHE ALBSA is Proud to have been I an integral part of the recent National Skill Olympics, which were held in Phoenix and sponsored by VICA, the Vocational Industrial Clubs of America.

Over 7,000 participants gathered at the Phoenix Civic Plaza to compete for medals and recognition in over 40 categories of occupational skills. Our contribution was lumber to be used as partitions, tables, benches, etc. After next year's competition, also to be held in Phoenix, the lumber will be distributed to local clubs throughout the state.

VICA is a 50 state organization consisting of 275,W students who are learning trade, technical, industrial and health occupations through instruction in our nation's high schools and post secondary

EtEN

schools. The VICA programs also place great emphasis upon leadership, citizenship and character development. The ALBSA is most pleased to have been involved in this endeavor and congratulates the six gold, two silver and four bronze medalists who came from Arizona.

Our first quarter board meeting has been scheduled for Sept. 22 and 23 at the Little America Hotel in Flagstaff. ln addition to considering normal housekeeping issues, we will be adopting some educational programs for the coming project year. One of these programs will represent a new and exciting venture for the ALBSA and will be reported in this column in the next issue. Another educational program under consideration and tentatively planned for Oct. 9 is a day long seminar on the many facets of successful home centcr operations. Don

We also want to congratulate Tim Spellman of Spellman Hardwoods, Inc., Phoenix, upon his election as president of Young Lumbermen of Arizona. YLA is an affiliate of the ALBSA and operates to provide educational, promotional and social opportunities for industry members under 40 years of age. They have planned many projects and events for the year. One will be a joint dinner meeting with ALBSA members in October to hear a prominent speaker.

Future Dates

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

"We're so

Capacity ng|t Dehumidification Dry Kilns equalized and stress relieved

our name on Every Piece!"

CTING in response to a storm of protests from small business owners across the country, Congress has passed legislation repealing the controversial Internal Revenue Service regulations which would have required taxpayers wishing to substantiate a business use deduction for automobiles and other vehicles to keep contemporaneous records of such use.

The new law also:

(l) Restores a pre-1985 law requiring taxpayers to support a business use automobile deduction by use of adequate records.

(2) Exempts certain vehicles which are not likely to be used more than a minimal amount for personal purposes from any substantiation requirements.

(3) Provides an exemption from any requirement for tax withholding on a vehicle fringe benefit provided to an employee, provided certain conditions are met.

(4) Reduces the annual investment tax credit limitation on so-called luxury automobiles used in business from $1.000 to $675. and reduces the maximum first year depreciation on such vehicles from $4,000 to $3,200.

(5) Requires the IRS to issue new regulations carrying out the purpose of the statute no later than Oct. l.

While the statute is deceptively simple, Congressional intent in adopting its provisions is spelled out in detail in an unusually long report filed by the HouseSenate conference committee which resolved conflicts over differing versions of the bill.

The new law will require some addi-

tional IRS regulations to flesh out its provisions. In the meantime, however, we suggest you consult with your accountant or tax preparer for advice on compliance with the new requirements. Some record keeping is still necessary. The National Lumber and Building Material Dealers Association'slegal counsel has prepareda more complete memorandum on this issue.

Dealers should take the precaution of checking out IRS notices before making payment. Penalty notices can be wrong. The IRS has increased the use of computers to automatically generate penalty and interest notices for underpayment and late payment of taxes. These notices may not be reviewed by IRS employees before they'ie sent. Common errors include:

(l) Payments made that were not recorded by the IRS.

(2) Payments made on time that the IRS thinks are late.

(3) Failure to file a return that you were not required to file.

Our recommendation is that. before sending the requested amount, you check out the notice. If you have trouble, turn it over to your accountant.

FRED CARUSO executive secretary

UILDING strength, building profits, the two year theme of thE association's overall progrirm, will be the theme of the glth annual convention and trade show. Nov. 7-10 at the Marriott Hotel, downtown Denver.

A new feature this year will be c.e.o. night on the opening day. Chief executive officers, owners and managers will receive special invitations to attend the opening night of the trade show.

Bloedorn Lumber Co.. which has l7 yards in Wyoming, Colorado, Montana and Nebraska, will hold its annual managers meeting in conjunction with the convention this year. Other multiple yard operations are being encouraged to use the convention as a meeting place for their managers and as an incentive for their top producers.

Kenneth Brosh, chairman of the board of Crissey Fowler Lumber Co., Colorado Springs, Co., was named honorary life member of the MSLBMDA recentlY.

Brosh, age 70, was raised in Montrose, Co., and began his career in the lumber and hardware business working with his father. He graduated from Colorado College and received his MBA from Columbia University.

In 1949 Brosh, his father, W. C. Kurtz, Sr. and Clyde Briggs, purchased the Crissey Fowler Lumber Co. Although Brosh remains active in the management of the firm, it is now headed by his son, Kent Brosh, president and c.e.o.

Nominees for honorary life membership must be at least 70 years old, have been a member of the MSLBMDA for at least l0 years and have made contributions to their company, industry and association.

"Frankly, Johnson, until you notified me that you were quitting, this hadn't been my day."

The Merchant Magazine

New U.S. Plywood Spin-off

U.S. Pllriood is a llc\\' colnpany t'ormed b1 a leveragccl buy'out ol' ser eral Champion lntcrtiutiortal ( orp. building produclr trpcralirrtts bl currcnt management.

Included are the sales and distribution organization, Iurnber sales ccntral, ordcr central, soLrthern \llee ially rttantrl'ae turing., indu.trial particleboard and Lebanite hardboard. The ner.r conrpan) revives the U.S. Plyivoocl name, *hich has not bcen uscd sincc 1972 *hen U.S. Pl1wood-Charripion Papers Inc., rihich merged in 1967, [recunre Champion lntcrnational (-orp.

Thc Jire.tirrrrt.ir tlrc iurgt,sl rcr br Champion to rcduce the Sl.2 billion debt incurred in its latc 198,:1 acquistion of St. Regis (-orp. and to locus the companl' on its core busirress o1 pulp and papet tttartullLe ltttittg.

The neri company' is tlic third largest in the industr-v bchind Wcycrhaeuser and Ceorgia-Pacific. It u'ill bc second in size only to G-P as a national u'holesale building prodr.rcts distr ibulor with operations in all rcgions and metropolitan areas of the country. Weyerhaeuser is a close third in size.

Approxinrately 75r,'o of U.S. Pl1'wood sales r.r'ill be to building matcrials rctailcrs ranging in size from indcpcndcnt lunrbcr 1'arcls to rcgior.ral and national multi-yard chains. In 1984 the operations nou establishedas U.S. Pl-vr.rood en'rplo1'ccl approrimatcly 27fi) salaried and hourl) cmployees and had total sirlcs ol' S1.2 billion.

Richard \\'. Lo*'r1', l'onnerll' executive r.ice president ol' Cihanrpion International Corp., is chairman and c.e.o. of U.S. Ply'rvood Corp. J.F. "Jack" Armstrong, fornrer v.p. of sales and distribution f'or Charnpion lr.rternational building products, and Johr.r E. Masaschi, former vice president and general managcr for industrial particleboard prodLlcts 11t C'h anr pi on l nternati onal, a re ereculive vice presider.rts.

[)lants includcd in the ne\\' company are (iaylord, N{i., Ortord, \Is., and Scluth Boston, Va., particleboarcl; C'ata*ba, S.C'., ertcrior sidings: Lcbanon, Or.. indrrstrial harclboarcl; Orangetrur g, S.( ., I{iglt Point, N.C'., (l)lirlcston, S.( ., ancl Cal.'cston, I-r., pancl ancl rcticcr product s.

SPECIALIZED TREATMENTS NOW AVAILABLE

. Wolmanized Lumber

. Heavy Oil Penta

o Waterborne Penta

r Dricon Fire-Retardant

. Creosote

PRODUCTS AVAILABLE

r Cedartoneo

r Landscape Timbers

r Railroad Ties

. Poles

. Posts

. Dricon Fire-Retardant Treated Wood

r All Weather Wood Foundations*

. AWPB.FDN Stamped

For information on quick $ervice call the treating experts!

Metal Buildings Set Record

Metal building system sales for low-rise commercial, community and industrial facilities, rose 3390 in 1984 to a record $1,333,552,000, according to the Metal Building Manufacturers Association. The best previous year was 1979.

Medium size strip shopping centers and office buildings were the star performers in metal building sales in 1984 which saw the industry begin to win an increasing number of multi-story projects.

Noting that metal building system sales outpaced general non-residential construction spending last year, association spokesmen said 1985 could be another excellent year for MBMA manufacturers.

Strong homebuilding activity generally serves as a prelude for continued growth in commercial developments, which have been the leading end-use market for metal building sales in recent years, according to MBMA.

WesternSoftwoods, Mouldings & Millwork

Agricultural lf,Iood ProduGts, Plyurood, Particleboard

LTIMBER: Robert Glatt. division mgr.;Jim Haas, Bill Hanrahan

MILLWORK: Richard H. Mills

We are also pleased to be a West Coast area distributor for CF&I steel products as well.

NW House Showcases Plywood

The American Plywood Association, Tacoma, Wa., and Country Living magazine are co-sponsoring a two-story country home being built near Woodinville, Wa.

The 2,000 sq. ft. structure will open to the public in September and be featured in Country Living in February 1986. It incorporates a structural wood panel construction system including APA 303 textured plywood siding applied horizontally to carry out the country style motif.

BERGER & COMPAI{Y aW, (a Conagra company) tAgfa rs AN TNTERNATIoNAL VJ

C1CMMODITIES TRADING

ORGAI\IIZATION WITH OFFICES IN: San Francisco, Ca. (headquarters): Chicago, Il.; Colfax, Wa.; Fargo, N.D.; Filer, Id.: Grand Cayman. British West Indies: Santiago, Chile: London, England; Geneva, Switzerland: Nicosia, Cyprus; Buenos Aires, Argentina; Moose Jaw, Canada; and Taipei, Taiwan.

OPERTryIING OPPORTUNITIES

WALLY LYNCH

Builders Express, lnc. 11550 Plano Rd.

Daf f as, Tx. 75243

LVally Lynch, after two years of writing for thb magazine on delivery management, is exponding hb monthly column to the wider range of operatiors in general. Hb expertise and experience will provide valuable industry insights for our readers. We are pleased to present the Jirst in hb new series of columns-ed.

T HERE is a cost/sales relationship rhat

I has long existed in the business community to generate profits. When incoming sales exceed outgoing expense, earnings result. If the reverse occurs, losses follow. To the casual observer. businesses are profit ogres which reap enormous gains yearly for little or no effort andlor expense. The process, by magic, goes on to the benefit of a very few and, seemingly, is never ending.

In truth, as published by a variety of sources, businesses annually spend on average about 970 to produce $l in sales and 30 in pre-tax profits. It's not really the rosy picture for management that the outsider looking in perceives it to be.

From whatever source, each year the average management must somehow come up with 970 to pay the costs ofevery dollar of sales generated. Operating statements and accounting data provided is sometimes awesome and difficult to deal with, but, when reduced to their common denominators, all business expense may be lumped into four major categories.

Within these areas exist the total expenditures made each year to gain 30 for each 970 sent out the company's door in search of sales. It has always appeared to this observer that great benefits to profits €ue more easily obtainable when management balances its attack proportionately on sales production simultaneously with operational effectiveness. Reducing 970 to 96c has always seemed imminently easier to do to produce 40 in profit than to raise sales enough dollars to accomplish the same feat. Actually, if volume remained constant and expense were reduced by the one penny, profits would increase by 33.3s/0. If expense, in the example, could be reduced by 30 it would be the same as doubling sales. Volume solves a lot of problems, but operating effectiveness and profits are not among them.

From these basic beliefs have come the P.A.I.D. Program, the Black Hole series of books on managing operating costs, this column entitled Operating Opportunities, and P.A.I.D. Associates, a Division of Builders Express, Inc.

Competing and thus surviving, and more important thriving, are what the program is all about. P.A.I.D. is an acroymn for the four major expense categories of the retail world of the lumber and buildine materials dealer.

(l) People: Salaries, benefits, payroll taxes, purchased services, etc.

(2) Advertising: Advertising, training, public relations, entertainment, contribution, dues and subscriptions, etc.

(3) Inventory: Cost of goods sold, receivables, bad debts, shrink, discounts, etc.

by segmented associations operating data is published in "lump form" or as averages. One such publication indicates their participants spent money to make money in a certain relationship to sales and profits.

(1)IeoPle

(2) Advertising

(4) Display: Depreciation, truck and auto expense, repairs, insurance, taxes, utilities, rent, supplies, licenses, equipment. etc.

It's virtually impossible to categorize the classic lumber and building materials dealer in a meaningful way, but the P.A.I.D. Program provides a workable approach. In a fragmented industry served

(4) Display

12.540/o $ 125,400 1.07s/o S 10,700 5.73V0 $ 57,300 2.54u/o$ 25,m

(3) Inventory 78.120/o $ 781,200

(5) Profits Totals100.0090 $1,000,000

Viewing competition through the P.A.I.D. Program works something like this:

(1) Discounter: Lowers people expense so other costs may be increased accordingly. Average profits remain about the same.

(2) Cataloger: Reduces all other expenses proportionately so that advertising costs can be between 890 and 1090. Average profits remain about the szlme.

(3) Cash & Carry: Reduces inventory pass through costs by reducing services and holding one price for all, paid in cash. Margins are higher but benefits are lost in expense shift to other areas. Average profits remain about the same.

(4) Warehouser: Reduces all expense in proportion to disploy which moves to a high level. Oddly, occupancy costs go up and the industry calls it a warehouse. Average profits remain about the same.

Somewhere on either side of the "classic dealer," every going operation sits manipulating their own P.A.I.D. Program for survival. This simplistic view of competitors answers many questions posed on how to survive in the "Chain Age." An equally basic approach to managing under the concept is to ask who is responsible for the effective use of each of the four cost centers. Finally, this approach to profit through error elimination must answer how each expenditure best serves what customer.

The operating opportunities inherent within the answers to these questions and the P.A.I.D. approach to profit will be the subject of this column each month. It will be dedicated to answer questions in these specialized areas for the non-specialist.

(1) Payroll for guiding and sustaining the work force.

(2) Communicating with employees, customers and competitors.

(3) Production, purchase and,/or provision for something to sell.

(4) Maintaining needed facilities, equipment and fixtures.

Hardwood Flooring

Ef"lJ:T: lfro ni*.i#.*ffi

Name me a store owner or manager who doesn't sincerely believe his firm is doing a bang up job of selling his product lines.

But the important question really is: "How much of the total sales potential is actually being realized? "

Despite how good sales are, they could always be better. That's the point.

Therefore, let's discuss ways to more effectively merchandise hardwood flooring products and increase sales volume.

I firmly believe that the most significant single factor in maintaining a profrtable retail sales program for hardwood flooring is an attractive display area located near the main traffic flow pattern.

These displays should be continually updated. It is important to capitalize on the many attractive parquet patterns and designs new on the market. Make certain that manufacturers' brochures are readily available at all points of sale. If you run short of supply, call your wholesale hardwood flooring distributor. He'll deliver some to you-fast.

Here's another idea. lt would be a verv

by Dave Ferrari President Virginia Hardwood Co.

The lack of a sustained advertising program for promoting the sale of hardwood flooring is another reason why many building supply houses, lumber yards and home centers are not enjoying their deserved share of the consumer market. These same people should take advantage of the special cooperative sales promotions generally initiated every spring and fall season by flooring manufacturers. Banners, signs, and sales materials come with the package.

simple matter for the retailer to include these same small hardwood flooring brochures in his monthly statements. These brochures, generally in full color, are excellent sales stimulators.

Every store with a hardwood flooring display should allocate as much space as possible to a laid-down floor with sections of different patterns. If you do not have sufficient floor space, use the walls! Wall pattern displays can be spectacular and eye appealing. At Virginia Hardwood, we have utilized our showroom walls for floor-to-ceiling displays that otherwise would be impossible to visually present to trade visitors.

We strongly urge retail dealers to supplement manufacturer sales opportunities with their own merchandising programs for selling hardwood flooring. Ifyou have one of the new impressive hardwood flooring displays designed by a major manufacturer, why not run an ad in the local newspaper showing a picture of it? lnvite the public to your place of business to see the latest in beautiful hardwood flooring pattems. Offer a special discount. Call your wholesale distributor for assistance.

If your store does not have an actual laid-down floor display, call your dis(Please turn to page 53)

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

Pacific Wood Preserving of Bakersfield produces vi rtually all pressure treated wood products. And, with computerized inventory control, Pacific Wood Preserving of Bakersfield offers accurate and complete service. A single phone call can put this compl ete capabi Iity to work for you. Gall today:

Steve Ryan, General Manager

I n California (800) 582-3950

Outside California (805) 833-0429

Fire Retardant-Treated Wood U.L. Approved

HEAVY OIL PENTA

WATERBORNE PENTA CREOSOTE

AWPB.FDN STAMPED for Quality Control

m'Pressu re-Treated Lu m ber All treated wood is not alike. Get Wolmanizedo wood

Rgliable Delivery- wnu. w€y€r.a€user peop e srve ,ru,i tf te I WOrd, yuu L,flttelV Orrrl Ar r-rriie,> w i, iru birLrLreii n/itel prortlsed on i rrre. No exuuses l1 a L'tc,L,'rerl does uccrir, we wlli qo tne extra nIie to salrsty our custon'rer

Consistent QualitV w"v",i 3puesr,produce. producrs J, are measured against rrgrd qualrty contro standards lVe will not cul corners You can re y o'l Weyerlae.Jse'p'oducts 10 meet Vour v-,i-,, -^p--l-i;-, - I -.i--i- v-,-i ---- i-, --*i- :, Weyerhaeuser will meet the same demandrng requrrements lf it comes trom us, you can count on qualrty

EzH^*^^ DependableServiCe weyerhaeusercustomer

--""'s uenrer Service Centers o[e conveor€ntly located to meet the suppty needs ^t ^' '- ^, '^+^,-^'^ ^.,icklv and accrrratplv We wOrk with Our CUS- u, uur uu)LUi I lgr ) \_lurvrvy ur !u uuuurururl. r tomers as partners, anticipating their needs and staying ahead with new products and new ideas. And our Trading Centers are primed to give you prompt service on all direct-mrll needs

PeOpleWhO Cafe you wir arways set a qurck response' accurate information and insightful cooperatron f rom the people of Weyerhaeuser, We are dedicated to solving customer problems. and working hard to be the preferred supplier. Your respect is Weyerhaeuser's top priority We will never take it for granted,

Weyerhaeuser

tb us ontime.

"We're not a cash-and-carry type. Our business is super service with quality products. lf the truck doesn't show up, our reputation goes down the drain. That's why we rely on suppliers we can trust. Weyerhaeuser is at the top of our list. They've never let me down."

DAVE BEACHY Owner Beachy Lumber Oakland, MD

.We count on Weyerhaeuger tp getour orders

PGL Consolidates Divisions

John N. Anderson, vice chairman and chief erecutive officer ol' the Palmer G. Leu'is Co., has announced division consolidation and new department managers.

Four major building divisions: Alaska, Washington, Oregon,/ Idaho and California/Nevada havc been dissolved and consolidated into the new PGL Building Material Distributions Division of the narent company, Auburn, Wa.

The four primary operating departments of the new division, and their managers, reporting to Richard Lundgren, president, are: corporate marketing, Ted Geocaris, manager; corporate sales, Earl Van Buskirk, manager: corporale operalion\. J im Capponi, manager; corporate financial services, Cil Halley, manager.

According to Anderson, the Building Material Distribution Division has been split into four areas with regional sales managers and operations manager reporting to the corporate department manager. "All of this is being accomplished to build a morc eft'icient organitalion to serve our customers," he added.

Palmer G. Lervis Co.. a diversified building materials distributor with l4 service centers covering the region from Central California to Alaska, also operates Sea-Pac Sales, rvith five locations in the West, Cochrane Northwest, Inc. with three locations in Washington, and Truck Service Inc., located in Kent, Wa.

Mt. States Employee Training

Build-Rite Lumber and Supply, Rawlins, Wy., Crissey Fowler Lumber, Colorado Springs, Co., Cook Lumber, Salt Lake City', Ut., Edwards Building Center, Edwards, Co., Stringham Lumber, Salt Lake City, and others recently held lraining seminarr for their employees under a new program sponsored by the Mountain States Lumber and Building Material Deaiers Association.

The educational program, "Horv To Talk Like A Lumber Pro," features longtime lumber retail and contract salesman Tony Tiemann, Greeley, Co. ln the retail lumber business for 35 years and author of a book by the same title, he travels to individual lumber yards in the fire-state region.

Yreka Western Files To Close

Believing there is no hope for improvement in the lumber and forest products business in the future, Willis B. K-vle, pres. and chief executive officer of thc Yreka Western Railroad. plans to abandon the line.

While the railroad had handled as many as 3,000 carloads per year between the Southern Pacific line at Montague and Yreka, it now hauls an average of one a day. The formal application for authority to abandon the Iine has been flled *'ith the ICC.

Arizona Millwork Goes Public

Arizona Millwork, a wholesale distributor of doors, windows and related products, went public July 1.

The 39-year-old Phoenir-based company does most of its sales in Arizona, although it is considering increasing expansion into surrounding states, said Ron H. Eilert, pres. and c.e.o.

Eilert and William H. Jordan, v.p. and marketing director, are the principal owners of the firm, which was known as Plywood Wholesalers, lnc., until 1980. It lists 68 emolovees.

Vern Lindgren, gen. mgr., MichiganCalifornia Lumber Co., Camino, Ca., is retiring after l5 years with the company.

Pat Young, CaliforniaRedwood Association, Mill Valley, Ca., is back at work after recovering from a fall.

Bob Severson is now a partner in Wood Wholesale Co., Lakewood (Denver), Co., working out of the Phoenix, Az., office. He had been Kaibab's wholesale dept. mgr.

Hank Aldrich, DMK-Pacific Corp., Fremont, Ca., and his wife, Dorothy, are back from a l7-day European triP.

Frank Curran. retired owner of the former Frank Curran Lumber Co., has moved back to Santa Ana, Ca., from Yucca Valley, Ca.

Nick Elardo, California Builders Supply Co., Sacramento, Ca., has returned from a vacation in Jamaica.

Frank Blanchard has been named branch mgr. of the new Orange, Ca., office of Wing Industries, according to Sam Wing.

Harry Mendenhall, exec. v.p., Lumber Merchants Association of Northern California, San Jose, Ca., plans to retire this month although he will continue to work with his yet unnamed successor for at least six months.

Bob Nikkel, pres., The Nikkel Corp., Sacramento, Ca., has been on a fishing vacation in Canada.

John A. Lang has been named pres. of Emhart Corp.'s Kwikset Div., Anaheim, Ca., according to William C. Lichtenfels, pres. and c.o.o.

Jack Crenshaw, of Portland, Or., has been appointed western regional sales mgr. for AEG Power Tool Corp., Norwich, Ct., according to Richard W. Ahrendl, pres.

Dick Kauffman is the new sales mgr, for the Hampton Industrial Forest Products alder mill in South Bend. Wa.

Scott Walker is the new mgr. of 84 Lumber Co., Dublin, Ca.

Gary and Mary Vogt, Coast to Coast Hardware, are back in Quincy, Ca., after the company's semi-annual convention in Portland. Or.

Dale Craker has been promoted to S.W. Washington district mgr. at Pay 'N Pak, Kent, Wa.

John Hemstreet is new to sales at the Sacramento, Ca., office of River City Moulding Co., according to Richard Sabbach, v.p.

Louis Skloot, exec. v.p., Arrow Lock Corp., Brooklyn, N.Y., is retiring after more than 30 years with the co.

Mike Hessler has joined the marketing staff of the Idaho Timber Corp., Weiser, Id. John Wydick and Vaughn Hoskins are new at Boise, Id., Hq. Robert H. Bengston,v.p.,Manville Corp., has been elected pres. of the Asphalt Roofing Manufacturers Association; Glenn E. Wilson, Georgia-Pacific Corp., v.p., and Richard A. Decoste, CertainTeed Corp, treas.; B€rt E. Elliott, Owens-Corning Fiberglas Corp., chairman of the executive committee which includes Harold K. Work, Elk Corp. of America, and Richard V. Lambden, Genstar Roofing Products Co.

Mike Collins is the new national sales mgr. for Ro-Tile Inc., Lodi, Ca., according to Dale V. Thompson, pres. Bryan Hanna is now western region mgr.

James Hores is the new industrial sales mgr.of Boise Cascasde Corp., Portland. Or.

J. Peter Grace, W.R. Grace & Co.. was honored ai the fourth annual national tribute dinner to benefit the City of Hope Pilot Medical Center at the Hyatt Regency, Chicago I.

James W. Egan has been appointed pres. of the fireplace div. of Preway, Inc., Wisconsin Rapids, Wi., according to William Thomas, Jr., pres. and c.e.o.

Tom Pollard has joined Folsom Forest Products, Folsom, Ca., according to Doug Lashmett, pres.

Rudy Gonzales is the new v.p. of operations at Nickerson Lumber & Plywood Corp., North Hollyrvood, Ca. Tim Cheney is back after a two-week trip to the Pacific Northwest.

Warren E. Sisson, Jr., has been named advertising and promotion mgr. of Evanite Permaglas, Inc., Corvallis, Or.

John and Lois Weaver, Weaver Forest Products, White City, Or., are back from a combination business trip,/ vacation in Ut. and Co.

Joe Hanson is the new co-mgr. at 84 Lumber Co., Dublin, Ca. Jerry Prewitt is filling the same position at the San Bernardino, Ca., store.

Bob Jacobsen, Roseburg Forest Products, Roseburg, Or., and his wife vacationed in Europe recently.

Bradford G. Sharpe has joined W.M. Barr & Co., Inc., Ontario, Ca., and Memphis, Tn., as corporate accounts manager.

Hal Secrest, owner of Town and Country Hardware, Independence, Or., named Retailer of the Year by the Monmouth-Independence Area Chamber of Commerce, is a candidate for the title on a statewide basis.

Mike Barbere has been named v.p. of the building materials div. of L&P Building Supply of Albuquerque, N.M., in charge of branch operations throughout the state and Texas.

Larry Long is now managing L and L Building Supply in Woodburn, Or., replacing Mike Long who has moved to Keizer, Or., to manage C. G. Long and Sons which his family has reacquired.

Roy Ramos is now mgr. at Santa Cruz Lumber Co., Gilroy, Ca., replacing Dave Masson who is now assistant retail gen. mgr, Curt Peterson and Lorie Howard are new assistant mgrs.

Brad Rodakowski is new to sales at Allwood Industrials, Portland, Or.

Rob Brown is now at Western Lumber Co., Medford, Or.

Sherman Kirchmeier is now v.p. of manfacturing for Roseburg Forest Products Co., Roseburg, Or.

Jim Engle is the new sales mgr. of Cascadian Co., Eugene, Or.

Mary Palmer is now sales mgr. of Rodeo Lumber Co., Beverly Hills, Ca.

Fred Faulkner has been named asst. v.p. of the Lumbermen's Credit Association, Chicago, Il., according to W. J. Clancy, pres.

Rick Re is now asst. gen. mgr. of Seneca Sawmill Co., Eugene, Or., as well as sales mgr., according to V. M. "Whitey" Howard, v.p. and gen, mgr.

Tim Miller, Hagle Lumber Co., Somis, Ca., is back from a No. Ca. mill trip hosted by Capital Lumber Co. Steven Hill and his daughter, Lindsay, are training with the American judo team at the Olympic Training Center in Colorado Springs, Co. Rick and John Hagle were class l0 winners in the Nissan Fireworks 250, and 2nd overall winners in the 300 car field July 4.

Chris Page has joined the sales staff at Pacific Corridor International. Portland, Or., according to Howard A. Page Jr., pres.

Don White, Jr., White Brothers, Oakland, Ca., has been in So. Ca. on company business.

Terry Humphrey is new to sales at Sierra Pacific Industries, Redding, Ca. Claude Scott has joined the green Douglas fir dept. Jack Chase returns to dry hem fir and commons and Paul Tiueb is selling Richfield finish and selects, according to Ron Hoppe, sales mgr.

Stanley S. Dennison, exec. v.p., building products, Georgia-Pacific, Atlanta, Ga., is chairman of the newly formed U.S. Coalition for Fair Canadian Lumber Imports.

Joe Bowman, Bowman Lumber Sales, Cloverdale, Ca., is back from a motorcycle trip to Salem, Or.

William J. Rainey, has been elected v.p., general counsel and corp. sec. ofSouthwest Forest Industries, according to W. A. Franke, pres. and c.e.o.

(Please turn to page 40)

Ihe Gosl Eslimolor

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oYour copy will show: l. % mork up 5. Boord feet

.Totolly outomotic Poys for itself the first month.

PERSONALS

(Continued from page 39)

John Grace is representing Broadview Lumber Co., Carthage, Mo., in Mesa, Az.

Vic Hadley is new in sales at P & M Cedar, Redding, Ca.

John Wydick and Vaughn Hoskins have joined sales at Idaho Timber, Boise, Id. Mike Hessler is new at Weiser. Id. Bill Hemphill has joined TfeeSource, Inc., Portland, Or.

Burton G. MacArthur Jr. is the new v.p. order services at Champion International Corp.

Doug Rohn has been named co-mgr. of the 84 Lumber Co. store in Yakima, Wa.

Thomas J. Thornton Jr. will become pres. and c.e.o. of Orchard Supply Hardware, San Jose, Ca., Sept l. Current pres. and c.e.o. Loren S. Smith will become chairman.

F. Robert McKain is the new mgr. of construction products information at Koppers Co., Inc. Pittsburgh, Pa., replacing Kris Owen, who is now mgr. of architectural sales for the building products div.

Tom Dose is the mgr. of the new Home Depot in Huntington Beach, Ca. Ron Searles is mgr. of their new Fullerton, Ca., store.

Mark Dodd is the new sales mgr. of Belco, Inc., Kent, Wa,

Ray Moholt, formerly on the marketing staff of the Western Wood Products Association. has formed Moholt & Associates, a marketing communications and association management consulting firm, in Portland, Or.

Robert B. Kincaid. American Hardwood Co., Los Angeles, Ca., is the new pres. of the Los Angeles Hardwood Lumbermans Club; Pete Bower, Mariners Forest Products, Santa Ana, v.p.; Larry Knox, Liberty Hardwoods, Santa Ana, sec./treas.; John Buchanan, Buchanan Hardwoods, Long Beach, sgt. at arms; Butch Pope, Weber Plywood, Tustin, asst. sgt. at arms; Mike Long, Western American Forest Products, City of Industry, social; Jay Abele, Saroyan Lumber Co., Los Angeles, membership & charity; lGn Tinkler, Stahl Lumber Co., Los Angeles, scribe.

Carl Henoch, Product Sales Co., Orange, Ca., had an extremely successful trip to Las Vegas. He won $10,000 on a 50 slot machine.

Sue Baroo has joined the transportation dept. at Mungus-Fungus Forest Products, Climax, Nv., according to'Hugh Mungus and Freddy Fungus.

UTAH SUPERMALL

(Contintred from page 10)

are thinking about remodeling or are in the process of purchasing materials for their home. Breen says. Contractors often accompany or send clients to select doors or window styles.

Colonial Building Supplies, a full line lumberyard, is one of the original tenants. With an operation in Bountiful, they considered the mall an opportunity to be part of what Gary Lemmons, manager of the mall store, calls the premier building materials shopping center.

As yet the mall store is heavy on contractor business, but Lemmonsexpects the retail trade to grow as the center reaches its peak in the next few years.

"Utah is conservative, but shoppers are discovering the convenience of the building materials mall," he said. The mall and its tenants are building traffic with many special promotions. Each promotion brings more business, according to Lemmons, who says tenants must have patience.

The development of a building products and services mall is not limited to the Mountain States. Ground has been broken for a Super Home Center in Cincinnati, Oh., with February 1986, targeted as the opening date. An 80,000 sq. ft. building will be developed near I-75 at a location where approximately 60,000 cars pass each day. Its market area will extend into neighboring Indiana and Kentucky areas.

If the Super Home Center concept is successful, the developers, a builder, an investment co. and a realty, plan similar malls in Louisville and Lexington, Ky., Atlanta, Ga., and Denver. Co.

Lots of Paneling For R & R

About 169o of the total production of panel products was used in the home repair and remodeling market last year. The 3.6 billion sq. ft. used is expected to be surpassed this year.

lni:9;ifi:ii

NEW PRODUGTS and

selected sales aids

Airless Painter

An airless painter with a 9-inch roller accessory is new from Campbell Hausfeld.

PaintPro is lightweight and portable, resting on a stable four-legged stand and operating off standard I lS-volt current. It accommodates up to a five-gallon paint can, pumping up to l/3 gallon per minute through a 25-ft. hose.

A self-cleaning tip permits adjusting the spray pattern from 2 to 14 in. without changing tips. Tip clogging is reduced by the standard in-line filter.

Two rollers can be operated simultaneously. It includes an l8-in. extension rod.

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

Triple Glazed Glass

Triple glazed insulated glass has been added to the cut and beveled leaded glass sidelights of Benchmark's Beacon Hill group.

Features include concealed screw heads to avoid dotting the edge of the glazing opening and to make the surfaces of the light openings smoother and more attractive.

The pre-painted sidelights are designed to match or complement Benchmark leaded glass doors and other door styles.

Folding Deck Chair

A folding deck chair which can be set up in several positions is new from the Roudebush Co.

Built with 3/4" by l-l/2" select oak, the chair is guaranteed against loss of color or strength for up to five years. It comes in four solid colors (red, sky blue, sunflower yellow and white) and three patterns (orange fancy, blue fancy and vanilla skyblue toast).

Unfinished Plank Flooring

Unfinished plank flooring that is installed and finished to the homeowner's taste has been introduced bv Chickasaw Hardwood Floors.

Professional Plank comes in standard 3/4" thickness and in full 3', 4', 5", 6" and 7" widths. Red or white oak may be specified. The line is available in a true select and better grade or rustic grade.

Moisture Magnet

A compact canister of moistureabsorbing chemical beads can be used to protect articles stored in closed containers from rust, corrosion, deterioration, mold, mildew and other damage caused by dampness.

Dry-Guard from Convenience Marketing Co. is said to be simple to use, safe, and long lasting. The beads change color as moisture is accumulated and heating the canister in an oven will drive out the moisture and restore the absorption capacity. The process can be repeated over and over.

Said to have no harmful effect on material with which it comes in contact, the product is chemically inert, non-toxic, non-corrosive, and will not add taste or odor to foods.

A Close Scrape

A new paint scraper designed for lightweight, comfortable handling to increase power and control while reducing fatigue has been introduced by Allway Tools.

The Unseen Eye

The monitoring of entrances, hallways, back doors or any point of entry from within your home can be achieved with Touch-Plate International Inc.'s new videophone system.

The surveillance and communication system reportedly includes a 4 in. viewing screen from which residents may monitor and communicate with four other sites within a home or apartment, including exterior and entry locations.

Other uses include monitoring sleeping infants and children at play or keeping an eye on areas housing valuable equipment.

Wood Flooring Product

Real Wood, a wood flooring product which utilizes such woods as walnut and oak, is said to look and wear like solid wood, but last and retain its beauty much longer, according to its manufacturer, Natural Vinyl Floor Co., Inc.

The l/8 in. thick tiles are made of wood molded under high pressure between layers of vinyl. They reportedly resist soil and stains and do not require refinishing as exposed wood surfaces do.

The four styles available include a 9" x 9" square, 3" x 12" strips in a herringbone design, an octagonal design created by pickets of wood tone surrounding a translucent marble insert, and a selection of various width planks.

The F4 Super Scraper's low-profile design allows it to reach under and around obstructions. A low center of gravity keeps the blade edge hugging the surface to prevent grooves and gouges.

Camber ground, four-edge blades can be resharpened and are interchangeable with all similar scrapers. Safety is provided by a recessed blade mount that exposes only the blade in use.

Everything In lts Place

The lightweight Space Finder Closet Organizer is new from Gilpin, Inc.

When installed, the units require no attachment to closet walls permitting easy change of location. They come semi assembled, with pilot holes drilled for all screws and nails.

The 78 in. high organizers are made of A/B faced plywood with wood trim. They can be painted, stained, varnished or left natural.

Increased Load Capacity

An overload control which reportedly can increase the carrying capacity of the average pick-up truck, is new from Load Toter Manufacturing Co.

It is also said to improve handling and stability by acting as a sway bar. It is available for both U.S. and import pick-ups. lnstallation requires no special tools or vehicle lift.

Reinlorced Rellections

Process mirrors with two separate back coatings to build resistance to silver deterioration and black edge are new from Falconer Glass Industries.

Falcoat II mirrors feature a primary coat that protects and seals the silver and copper to the glass and supposedly is impervious to moisture which could cause silver corrosion. To protect the primary coat, a specially formulated second coat that reportedly is highly resistant to scratching is applied.

The double coat backing is said not only to improve mirror performance but also to reduce the possibility of damage in transit.

Sell Cleaning Range

A 40 in., seamless one-piece, lift-up cooktop electric range has been introduced by Frigidaire for both new construction and replacement markets.

The range has two 6 in. heating elements and two 8 in. elements. The main, full-size self-cleaning oven has a dual-radiant baking system that uses both the broiler and baking elements simultaneously for even heating.

The range has a built-in warming oven, Cookmaster cooking controls, a broiler pan, two adjustable oven racks and a window door.

Clearly For the Birds

A clear bird feeder which attaches to windows with two clear vinyl suction cups is new from Rubbermaid Specialty Productions, Inc.

The 7 "-diameter feeder can be removed and replaced easily for cleaning without disturbing the suction cups.

A wide reservoir and generous perch is said to encourage birds to feed. The sloping roof with an overhang helps direct rain away from the seed.

Spray Can Extinguisher

A new UL listed 10090 Halon fire extinguisher which comes in a small 8-l/4'spray can for use in the kitchen, laundry room, workshop,boat or auto is new from Firejet America Ltd.

The container operates like an ordinary household spray container once the safety ring is pulled and can be stored on a kitchen counter, in a boat galley or tucked in a glove compartment.

Useful for both grease and electrical fires, it is said to be colorless, odorless, non-staining and non-corrosive as well as safe to use around food and not harmful to the eves.

Sun Shield Window Glass

Exterior wood doors featuring extra thick panel construction for maximum strength and energy efficiency are new from Morgan Products Ltd.

tLow-E glass has a special coating bonded to one surface of the insulated glass to permit the sun's visible light rays into a room, while blocking the infrared rays. Because it also radiates heat back into the room, 3290 less heat is said to escape than through conventional double-glazed windows.

The doors are available in pine and fir in a variety of designs.

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Aerosol Waterproofer

A clear, protective waterproof barrier on concrete, masonry, wood, leather. canvas and other fabrics can be achieved with Klean-Strips' new Umbrella Waterproofing Sealer.

The sealer also can be used to seal wood door and window frames to prevent swelling, warping and shrinkine.

Future Dates

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

FotrtANA QUATITY PRESSURE Wooo

Roof Toppings

Stephenson cupolas are said to add a distinctive touch to the roof line of any style of home.

Reportedly easy to install, the project requires determining a proper location, sawing out an opening, nailing down and caulking the base and tower

copper roof. The base and tower can be painted, varnished or stained.

Combining gravity with cross-ventilation to create a chimney-like drawing action which pulls air out of the attic,cupolas reportedlyalso can reduce moisture-related problems in the attic as well as save energy by acting as a ventilator.

Walk The Plank

A 5 / 16' laminated hardwood flooring product developed in Sweden especially for the d-i-y market is new from Tarkett.

and affixing the roof and weathervane.

The cupolas have a redwood base and tower topped by an aluminum or

Plankwood's precision-engineered tongue-and-groove assembly is said to provide a dimensionally stable product that can be floated over most subfloors.

The flooring, utilizing a patented Pad-Lock system, is reportedly easily installed.

Combination Lock

A lockset and deadbolt in one has been introduced by Weiser Lock. The new product reportedly incorporates a patented mechanism that al-

lows the spring-latch to extend to a full I in. deadbolt, while it retracts with a turn of the inside knob or T:turn.

Installation is reportedly easier because there's no deadbolt hole to drill. The lockset is said to eliminate the work of aligning an existing lockset with a new deadbolt, while it offers all the security benefits of both.

Available in2-3/8 in. and 2-3/4in. backsets, it can be keyed alike, master keyed, and construction keyed. The new lockset is offered in handleset and knobset versions.

Shower Device

A new wall-mounted mixing valve from Leonard Valve Co. is said to provide added safety in the shower especially for the disabled.

The Surfashower features a sturdy, adjustable slide bar and offers both shower head and a hand shower control.

It includes an inlet diverter fitting to regulate tempered water flow and an inlet vacuum breaker. Mounted in a durable 18 gauge steel cover, the unit attaches directly to the wall with special brackets.

Secure Storage

An alarm box triggered by the slightest movement has been introduced by Treadlok. Once it is triggered, an ear-piercing 98 decibel alarm is set off for approximately two hours.

The alarm operates off a 9-volt alkaline battery and takes about 15 seconds to activate. Once the box is activated and closed, the alarm can be turned off only by opening the box with the key.

The box is molded of virtually unbreakable reinforced thermoplastic resin and measures 12" by 9" and 3" deep.

Pavement Crack Sealer

A rubberized crack and joint sealer that reportedly pours easily into pavement cracks and expansion joints to seal them against water and frost is now available from Garon Products Inc.

Crack-Fil is said to remain pliable in the most extreme temperatures, expanding and contracting indefinitely. No heating or mixing is required. The sealer can be applied to wet surfaces, and sets in 24 hours.

Expanding Foam

Triple expanding polyurethane foam sealant from MacklanburgDuncan is now available in a large 36 oz. can.

Like the 12 oz. can, the new size comes with a trigger, two nozzles, an

instruction sheet and a pair of applicator gloves.

The one component urethane foam is reportedly ideal for caulking, spotinsulating and sealing out air, dust, insects, rodents and moisture. It is

said to expand to threetimes its original size to fill most any size crack or hole. Said to yield over 650 lineal feet of l/2in. round bead, the new 36 oz. can is reportedly ideal for large jobs around the house.

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APA Rated Sheathing

Monoger

It4l8

FREDC. HOLMES

Walk Behind Mower

A versatile lawnmower that can be equipped with a grass bag, an oversized leaf bag, a leaf shredder or a mulching attachment is new from Outboard Marine Corp.

The Ryan Semi-Pro mower utilizes a Briggs and Stratton four horsepower System 2 engine and has a reinforcing bumper and side-wear plate. The 6 in. front and 8 in. rear wheels have ball bearing hubs with grease fittings which mount on steel bolt axles. A mechanical compression release is said to reduce cranking effort. Also featured are a temperature compensating carburetor and a low tone muffler.

The mower has the Outdoor Power Equipment seal, meeting or exceeding current ANSI B7l.l safetv standards.

Steve Holmes, Steve Hautala, Tod Holmes, Phyllis Hautala, Toni Matilla

Tile ltalian Style

Designer tiles from four Italian manufacturers will be made available in North America by Trans Ceramica, Ltd.

The line, Opus, includes basic design tiles in both traditional and contemporary styling and an exclusive line of trim and accent pieces engineered in both size and thickness to coordinate with the tiles of other manufacturers.

Time Saving Doorlights

Readi-Seal factory-caulked doorlights from ODL, Inc. are factoryglazed with a thermally applied mastic sealant.

This sealant reportedly overcomes the problems inherent with other types of factory-applied glazing sealants. The caulking, said to maintain its shape and seal under pressure and changing temperatures, is reportedly easy to handle and store. It is said to eliminate the mess and clean-up time associated with hot melt butyls or foam tapes.

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

Please mention issue date and page number so we can process your request fasterl Many thanks!

All Decked Out

New deck squares from Ajax Yardworks allow for custom-designing and installing of decks.

Available in 2 ft. or 3 ft. preassembled squares,the diagonal pattern is made of pressure-treated lumber that is guaranteed to resist deterioration and termite damage for 20 years.

They can be installed over on-center joists or over concrete patios or foundations.

Home Center Show Seminars

"Competing Successfully in the West" is the theme of seven business management seminars scheduled during the 3rd Annual Western Home Center & Building Supply Dealers Show, Sept. 19-21, 1985, at the Anaheim, Ca., Convention Center, according to William Fishman, seminar director.

Stanley Marcus, former chairman of Neiman-Marcus, and star basketball coach John Wooden are the show's featured speakers.

Marcus, generally recognized as the founder of quality retailing, will speak at the opening general session, Thursday morning, Sept. 19.

Wooden, former head basketball

Wood Groups v. Energy Regs.

In an effort to modify California's new energy standard, which favors concrete slab construction over wood joisted crawl spaces, the Western Wood Products Association, the American Plywood Association, the California Forest Protective Association, the National Forest Products Association and other organizations are meeting with the California Energy Commission seeking code changes.

They are presenting research which contends that homes built on raised floors are as energy efficient as those built on concrete slabs.

An estimated 250/o of California homes had used the raised wood floor construction prior to the new energy standards, a figure which is predicted to drop to l09o should the present regulations remain. Some 85 million board feet of western lumber and 100

coach at UCLA, and considered one of the game's greatest coaching innovators, will speak at the Friday morning general session. He will describe how his successful motivational theories can be taken from the basketball court into the marketplace.

The show is the only regional exposition tailored to the special needs of home centers and building materials dealers in the West, and is the West's largest and most complete exposition of do-it-yourself products.

Seminar topics will include successful positioning; professional buying; employee training; advantages of an independent; responsibilities of store and department managers; loss prevention; selling lumber and building materials.

Hardwood Sale lncentives

Virginia Hardwood Co., the largest wholesale distributor of hardwood flooring products in the Western United States, has launched a new super sales incentive program for its customers.

Dave Ferrari, president of the Monrovia, Ca., firm, said sales points will be issued monthly to participating firms and buyers, based on purchases of products and materials from Virginia Hardwood locations in Monrovia and San Diego, Ca.; and Phoenix, Az. Accumulated sales points will be redeemable for prizes to be selected from a vast catalog.

Arrangements have been made by Virginia Hardwood with one of the

million square feet of plywood per year could be affected.

Wood & Slab Floor Cost Equal

California homes can be built on "raised floors" under the state's energy standard at costs as relative to on-ground floor systems as they were before the standard became effective in 1983, builders were told at the Pacific Coast Builders Conference in San Francisco.

Raised floors are those built over crawl-spaces, and most builders say their customers prefer them as more comfortable than concrete slab floors. However, to cut construction costs in new homes, about 7590 built in recent years in California are on slabs.

Even the 2590 still being built each year as crawl-space style houses is

threatened by a builder concern that more alternate conservation measures are needed than with concrete, thus tending to increase the cost.

However, the economics are better than builders may believe, according to Richard C. Connell, Western Wood Products Association specialist, who explained to builders how to utilize a "point system" method to qualify raised floors more economically under the energy standard.

Connell stated that raised floors should be at the same relative cost as slab if the flexibilities of the trade-offs provided in the point system are fully used.

In reporting on a study by ConSol, a Stockton, Ca.,based energy consulting firm, Connell noted, "there was no significant difference shown in energy consumption between slab floor and raised floor homes."

top firms in the country to provide fine quality merchandise.

This sales incentive program will continue for three months. concluding on Nov. 25.

True Cost Of $500 Stolen

Very few retailers consider security as a profit making expense, but according to the experts at Pinkerton's, Inc., they should.

If $500 worth of merchandise is stolen, you must earn an additional $8333 in sales (at a 690 profit) to make up for the loss, they explain. At a 2Vo net profit, the loss requires $25,000 in gross sales to break even.

They point out that when an effective security system prevents such losses, the gain drops immediately to the bottom line. In addition to providing protection against both internal and external stealing, a security staff can detect malfunctioning equipment, safety and fire hazards. This can help keep insurance and compensation claims down.

Viewing overhead expense as a real profit center can be worthwhile.

The following letter is a copy of one directed to Donald Monkerud, o columnist at the San Francisco Chronicle, regording his column of June I, 1985. Monkerud once worked for logging companies in northern Caldornia-ed.

FORESTS ARE FOR PROFIT

After reading your article "Forests Aren't for Profits," I wonder what material you intend to use for home building. With articles such as yours and those of misinfornied environmentalists, it is no wonder that the public finds it difficult to make rational decisions affecting our forests and their usage.

Are you so naive that you are unaware that our forests are our only renewable resource and through selective and controlled logging will last longer than through your ill advised program? A program that would permit millions of board feet of lumber to be destroyed by natural elements.

No one benefits from millions of acres

of inaccessible land now in our forest preserve, except the isolated hiker or fisherman. It is unconscionable to add more acreage when lumber is needed so desperately to build homes for the public. Given the true facts, this public, who you claim is so abused, is infinitely more knowledgeable than you regarding this issue.

Having been exposed to the industry yourself, you should know better.

E.W. Hasenyager President Colonial Lumber Co. San Mateo. Ca.94403

HARDWOOD

(Continued from page 32)

tributor and ask him to install one for you. Size does not necessarily matter. The important point is that your store have a floor display, whether it is 5 ft. by 5 ft. or 300 sq. ft.

In conclusion, take advantage of all possible sales assistance on promotions geared to increasing your store's volume of hardwood flooring business. Some wholesale distributors offer cooperative advertising allowances and even provide assistance in ad composition through their own advertising counselors.

Just call your hardwood flooring distributor. It's that simple.

FAMOWOOD

to correcting wood defects, fillins wood cracks, gouges, covering countersunk nails and screws. -

Can be used under Fiber Glass! 1(e.

Ready to use right out of the can, Famowood applies like putty-sticks like glue; dries quickly; won't shrink; takes spirit stains, and will not gum up sander. Waterproof and weatherproof when properly applied.

fie,$fr:. 15 matchins wood cotors

ADD EXCITEMENT

(Continued from page 15)

theme possibilities are the littleobserved holidays found on most calendars.

Include a workbench in the tool section where, with supervision, a customer can try out a tool before he buys it. Keep scrap wood handy for trial runs.

Create a logo that is distinctive and appropriate for your store. Stay away from those kinds used by the chains or your competition. Use the identification wherever possible, starting with ads, store front, packaging, invoices and letterheads. Develop instant identification between the logo and the store.

Set up a small lounge srea with copies of your ods ond catalogs. Customers who get tired leave the store, but those who rest will stay and buy more. Along with this area hove convenient, cleon restrooms ond a drinking fountain that works well.

Coordinate wallpaper swatches and paneling samples with home fashion, using related accessories in mini displays.

Serve coffee and doughnuts to early bird customers during the first hour the store is open. Provide ice water for thirsty customers during hot weather.

Take s tip from the grocery stores and banks and set up o special cashier for those withfew items and cash only sales.

Sponsor youth teams and invite them with their parents to the store for soft drinks after the big game or tournament. Display photos of the team on a bulletin board near the entrance and keep a record of their scores.

Encouroge employees to dress up for speciol holidays. Have everyone in costume for the weekend near Hallo' ween or have s spring bonnet comqetition with the customers voting for their favorite hat the first week of spring. If your town has special observsnces such ss a beard contest, ioin in the fun.

LANDSCAPING a corner ol your garden shop demonslrates the application of treated wood and shows off olants.

Saillt nL W Inlllralp Lurrrbp,l

Prtt lt.lt'itt _t'our vi.qttt,!lt'.s ttrtlt trtart ne(/u ttt.\ u/)propriul(,1,r' rl rc.s;.sctl .l rtr t /tt, .\ettiil,g trltelltt'r it'.s u ltutltr00rtt rtr kitcltut.

Don't litrgcr the pet supply' scction. Har c a pcr conlcst or a di\pla\ ol' pcl photos. Sponsor clo-e Iraining classes on thc parkiltg lot or hold a per carc clinic.

.\et uyt u ltutlr ltotttrrlrte to.s:ltotligltl I i.t'tttres. Drtrr't Ict I lte ntt,rt.hqndist' gt'I srule. Reltlut't, ltotlt tltt, ltu<.kqntturtl \(t / ing uncl tlrt' I i.t'ttrrcs I rcqLterttl.v.

I)rantatize inlirrntarire displays. Idcntil'r scre\\s uith sillroucttes. I.r'arrre cabinct hardu'are santplcs as a clccoration. Arrange ri orking tnodels ot locks as displal arl .Arntnsr. painr brtrshcs ol' r arious sizcs itrrcl uscs u ith identif ications in a coliasL..

Hurt,q li,ghtirtg li.rtures in u clottrl t'l.lect ot'erltcurt v'il lt .s;1tace .fltr (u.\t()nt

L'r\ lo trttlk, sturttl, t'0rttlture anrl sclet t.

Nlounl vour faucct sclcctions attracti', cll in the section so that cLlstonrers cal) collparc ancl inspcct tlient easilr. Thcr'll add risual inrercst as ri ell

Hut'a u s:1tt,t'iul rli.sytlu.t ttcur thL' (,nlrunce lo .s:ltolltUltt tt ltrodttLt 0.1 tlrt, tnontlt. L ur.t selt,t tiort.s .f'rottt ltotr.st, trures, lLrntlx'r, tool.s, garden untl ollter del)urttttettts. ItttlLttle un e.\-l)lu rrutrott o.l /1\ t/.s(,.\ uttrl lx,ne.l'il.s us ttt,ll (t.\ d \:l)e('t(rl /)t'tc(.

lluild a displal housc ro demonslratc the use and application o1' bLrildin,u product\. (iirc. ir a clever nanlc such as .Ans*er House or ldea Shorrcasc and use it to dcmonstrate installalion and opcrations to ci-i-r'ers.

RttiId rlis;1tIu.r's in tItt' eurr/t'rt \(,('tt()n lo .\ltot| llott l)re.si.ture lreuted tttttlt,ri_ ul.s .sttt lt tts rlt,c k rtt.q end .lett( in,q t.rtoftl n a I e t\' i I I t,?

REDWO0D showcases a sunken tub to your customers ideas fOr the r own use

t$Si!lN$#iw

Hardwood flooring demands TLC

llf rrn hardwood flooring's reU U turn to popularity, many home center dealers are finding that it is a ntiw and unfamiliar product to some of their younger emploYees.

Since it is imperative that hardwood flooring receive ProPer handling and storage before it is installed, the Oak Flooring Institute (National Oak Flooring Manufacturers Association) stresses the following procedures for handling kiln-dried oak flooring. Prior to shipping to dealers, hardwood flooring is stored by manufacturers in dry, well-ventilated warehouses.

Hardwood when it arrives at Your warehouse or store should be unloaded in dry weather, never in the rain. If the atmosphere is damp, it is recommended that each truckload of flooring be covered with a tarpaulin until it can be unloaded.

Proper warehousing is essential. Kiln dried flooring should be stored in a completely enclosed covered building that is well ventilated. lt is helpful if the structure has weather Proof windows to admit sunshine. The storage area must be clean and dry. Proper drainage must be provided to prevent water from draining into the storage area used for flooring.

Enough room should be left around the stacks of flooring to allow for good air circulation.

Condensation can be a Problem

when air in a building is warmer than the outside air. Moisture which forms on the underside of a non-insulated roof can drip on materials stored below. Condensation problems can be solved by insulating the roof or wall or providing a covered storage area within the building.

If these steps are not practical, all top pallets of hardwood flooring should be covered with polyethylene film or other waterproof covering. The building should not be heated unless temperatures are maintained and controlled humidity provided. Continual use of dry heat may drY flooring beyond its manufactured moisture content. This may later result in buckled floors, if the flooring is delivered to the job and installed immediately without acclimation.

Maintaining the average moisture content at the time of manufacture,

Story at a Glance

Hardwood llooring storage tips...proper ventalation, mois' ture control, cleanliness must be maintained...product deleri' oration can cause problems after installation...educational materials free from NOFMA.

which is 6-90/0, is desirable. Proper moisture content also will help to prevent cracks which may result from installing flooring which has a high moisture content or is oversized.

A first in, first out policY of stock rotation should be observed. This means the flooring received first should be the first to be shipped out. Make this easier by maintaining two separate flooring stacks, one for old flooring and one for new flooring. New flooring should never be Placed on top of old flooring. Oldest flooring should be used before the new. This method also makes it easier to see when it is time to reorder hardwood flooring.

Hardwood flooring storage areas must be checked regularly and maintained. Each month the roof and walls should be checked for leaks. Undetected cracks in concrete block walls can allow rain or melting snow to leak on the flooring. Careful checks also must be made for signs of condensation. Needless to say the area must be kept clean and free from debris.

The National Oak Flooring Manufacturers Association, 804 Sterick Building, Memphis, Tn., 38103, has additional information on the proper handling, installation and care of hardwood flooring. CoPies for Your employees or distribution to customers are available upon request.

PACKAGE MERCHANDISING

(Continued from page 9)

drawing up deck plans that he had blueprints made that now are part of the general deck promotion program."

Rafael offers lumber in boards and footage like any yard, but their distinctive effort and most of their promotion is geared to the package idea. Packages for decks, gazebos, shelters and other projects are offered in various grades to suit various buyers. For example a l0xl2 deck with clear all heart green decking was advertised at $3U.79. The same deck with construction heart was $26.69. Packages include lumber, footings, and hardware. Plans come free.

Other dealeis can adapt Rafael's smart merchandising methods by using the Redwood Design-a-Deck Plans Kit from California Redwood Association as a basis for complete deck packages. The plan kits include blueprints, a building manual, a modular design system, finishing instructions and complete materials lists for each project. Available at

Custom Mi11in9- I"ects Detcril Mo-uf{ig: sil'i;i"sI11*l: ilipPitg-lesct bty Storcrge

bulk prices, these plans can be ordered from CRA member mills: Georgia-Pacific, Miller Redwood Co., The Pacific Lumber Co., Simpson Timber Co., Timber Realization Co. or the California Redwood Association.

Solid Vinyl Window Sales

Vinyl window sales in the U.S. in 1985 should top last year's totals by 30 to 4090 and range between 3.5 and 3.9 million units, predicts Jack McDermott, CertainTeed Corp.

SINCE 1876YOUR COMPLETE GUIDE... lumbermens rcd b00k $erulce

The Lumbermens Red Book listsall producers, wholesalers, retailers of lumber and wood products of any kind, and. all manulacturers ofwood furniture, cabinets ancl millwork - mobile homes, prelab houses and modular unitswood recreational prbducts, sportsware and toys - boxes, crales, pallets and industrial productsand all other products using wood in any form.

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

P.O. 8ox and ZIP COOE!concise descrtption of what the business doessoecial data such as location of purchasing departmontthe financial strength rating (not alone the net worth, but what is available to creditors)the exact payment rating (how it 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!

t'..* rt*ril.*".r"0";r-r-ur-u"-Jl n6 aoo* **"" l for one year. Bill us: $243.75 quarterly n; $487.50 semi-annually tr; $975.00 annually n. Please send more information, without obligation

Goldsmith Takes Over At Crown Z

Sir James Goldsmith's takeover attempt has succeded in bringing the management of Crown Zellerbach Corp., San Francisco, Ca., to its knees. He is now chairman of the forest products company.

After he acquired over 5OVo of the outstanding common shares, there was nfile CZ could do, despite their poison pill defense. William T. Creson, former chairman, remains president and chief executive. Roland A. E. Franklin, a Goldsmith associate, was named vice chairman, a newlycreated position.

Zellerbach and Goldsmith have set up a six person committee to study four possible plans of action for the company. Goldsmith and three of his associates will work with Creson and two other directors. Plans to be considered include splitting the company into three separate entities; selling more CZ shares to Goldsmith; a self-tender by 7nllerbach for about 5 million shares; possible sale of company assets. A decision is due Nov. l.

Analysts feel that Goldsmith will attempt to do what he did with Diamond International Corp. After acquiring the company in the early 1980s, he disposed of most of the assets, retaining the timberland.

Creson, in discussing the takeover, said that 75Vo of the board will have to approve any action. "Any modification of the company will be consistent with the strategies we have been working on and it doesn't represent anything our stock holders need to be concerned about," he said.

Crown Zellerbach corporate headquarters will remain in San Francisco, at least for the present.

NEW LITERAT

Heart Of The Redwoods

A clear all heart redwood data sheet is free from California Redwood Association, Dept. CAH, 591 Redwood Hwy., Suite 3100, Mill Valley, Ca,91941.

Bath Lighting

A bath lighting fixtures catalog is free from NuTone Housing Group, Scovill Inc., Madison & Red Bank Roads, Cincinnati, oh. 45227.

Correcting Problem Employees

"You Can Correct a Problem Employee" is $14.95 from Lloyd Singer, Caddylak Systems, Inc., Dept. LS, 201 Montrose Rd., Westbury, N.Y. 11590.

Door Gasket Reference

An illustrated brochure on silicon gasketing for doors is free from Pemko, Box 3780, Ventura, Ca. 93006.

All A Board

An 8-p. brochure on Weyerhaeuser Ultra-Board is free from Brit-Am,/Venture Marketing, Ltd., 601 Bound Brook Rd., Middlesex, N.J. 08846.

Window Shopping

A free brochure on increasing prohts on window treatment sales is available from Somfy Systems, Inc., Dept. T, 2 Sutton Pl., Edison, N.J. 08817.

Wired To Work

A 56-p. catalog is free from the Wiring Device Dept., General Electric Co., Dept. R, 225 Service Ave., Warwick, R.I.02886.

Maintenance Products Manual

A /t-p.catalog of indoor and outdoor maintenance products is free from Garon Products, Inc., Raritan Center, Edison, N.J. 08817.

Master Water Mixer

A 4p. showerhead brochure is free from Leonard Valve Co., 1360 Elmwood Ave., Cranston, R.I. 02910.

Tile Tales

The 1985 "Ceramic Tile, Brick, Paver, and Stone Installation Materials Guide" is free from Laticrete International, Inc., Technical Services Div.,230 Laticrete Park N., Bethany, Ct. 06525.

RE

Blacktop Repair

A free "Blacktop Maintenance Guide" is available from Consolidated Protective Coatings Corp., l80l E. 9th St., Cleveland, Oh. 44114.

Vanity Case

A full color catalog of cabinets and vanities is free from Jim Nelson, Atlantic Cabinet Corp., Box 100, Interstate Park, Williamsport, Md.21795.

How-To-Build Book

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!

Poplar Entertainment

"Yellow Poplar as a Building Material," a 12 minute l/2" VHS format videotape, is available for loan from Extension Wood Products, N.C. State University, Box 8003, Raleigh, N.C. 27695.

Rack One Up

A 44p.catalog on racks and rack systems is free from Jarke Corp., 6333 W. Howard St., Niles, Il. 60C18.

Overhead lmprovements

An 8-p. guide "How to Install Ceiling Mouldings" is 4O0 from the Wood Moulding & Millwork Producers Association, P.O. Box 25278, Portland, Or.97225.

New Marketing Trends

"The Marketing Revolution: Understanding Major Changes in the Way Businesses Market " is $32.50 plus $3.50 shipping from Cresheim Publications, P.O. Box 27785, Philadelphia, Pa. l91 18.

"Carpentry," with 2,00Gplus drawings and 450 photographs, is $25.95 plus $2 shipping from American Technical Pubfishers, Inc., 12235 S. Laramie Ave., Alsip, Il. 60658.

Patio Door Features

An 8-p. brochure of patio door systems is free from Morgan Products Ltd., Box 246, Oshkosh, Wi. 54903.

Wall Hang Ups

A lGp. "Wallcovering How-To Handbook" is free from the Wallcovering Information Bureau, 6 Morris Ave., Springfield, N.J. 07081.

Tax Saving Tips

"How to Capitalize on Liberalized Tax Laws in 1985" is free from Hyster Co., Advertising & Sales Promotion Dept., P.O. Box 847, Danville, Il. 61832.

Tile In Living Color

A 5Gp. color tile catalog is $7.50 from Trans Ceramica, Ltd., P.O. Box 795, Elk Grove Village, Il. 6m07.

Insulation Innovations

A brochure on new methods of insulation is free from Insulation Tray, Inc., 4985 N. Cascade Pl., Oak Harbor, Wa, 98277.

GTASSIFNEE ABUEB]TISTEMENTS

SALES: Wholesale lumber distributor is expanding existing sales staff and needs experienced self-motivator, aggressive and with following in So. Ca., to sell import and domestic hardwood plywoods, hardwood lumber and softwoods, plus cut-to-size. Excellent commission and benefits. Please call Jim Skay at Skibba Lumber, Inc., Orange, Ca. (714\ 997-1704.

LUMBER BUYER for So. Ca. company with good mill contacts for factory/industrial. Send resume with salary requirements to Box 533 c/o The Merchant Magazine.

ATTENTION SPECIALTIES TRADERS

Twenty-five (25) words for $19. Each additional word 650. Phone number counts as one word. Address counts as six words. Headlines and centered copy ea. line: $5. Box numbers and special borders: $5 ea. Col. inch rate: $40. Names of advertisers using a box number cannot be released. Address replies to box number shown in ad in care of The Merchant Magazine, 45fi) Crmpus Dr., Suite 4t0, Newport Beach' Cr. 92660' Make checks payable to The Merchant Magazine. Mail copy to above address or call (7141 852-1gg}. Deadline for copy is the 22nd of the month' PAYMENT MUST AC' COMPANY COPY unless you have established credit with us'

LUMBER TRADERS

Southern Oregon wholesale lumber company seeks two lumber traders. Experience preferred but we will train the right individual. Distribution and remanufacturing facilities. Commission with draw plus insurance. All expenses paid. Send resume to: Croman Forest Products, P.O. Box 726, Phoenix, Or. 97535. Or contact Rick Kellso (503) 535-5541.

SALESMAN: Excellent opportunity to be self-employed, or employed by small, aggressive company. Plywood-lumber tradersindustrial oriented. Southern Oregon location. Inquiries confidential. Reply Box 532 c/o The Merchant Magazine.

SALESMAN San Fernando Valley, Ca., hardwood plywood, softwood plywood and particleboard. Thke place of salesman retiring. Write Box 534 c/o The Merchant Magazine. SALES,/PLYWOOD (So. Ca.). Young hardwood plywood and hi-pressure laminate distributor looking for aggressive salesperson with plywood/laminate experience. Salary, commission, benefits. Wkdays-(213) 604-0899. Wkends-(714) 970-6369.

LONG ESTABLISHED hardwood lumber and plywood distributor in So. Ca., with the very best in facilities and reputation, seeks experienced salesperson to expand market base. Excellent opportunity for the right person. Write Box 535 c/o The Merchant Magazine.

TREATING SALES

Large wood preserving company needs salesperson in San Francisco Bay-No. Ca. area. Salary and benefits. Auto & expenses furnished. If you've had minimum l-2 years sales experience in lumber or building products, send resume to: Director of Personnel, Box 5902. San Mateo, Ca.94402.

Client is established, independently owned, wholesale lumber company supplying primarily housing market through retail lumber yards. Products carried primarily softwood. Location-East Coast. Position requires the individual have had minimum l0 years business experience. The candidates

must:

Know lumber products technically and commercially.

Have demonstrated strong business skills, particularly marketing and finance

Have had experience with large mill or independent Iumber wholesaler, or most desirably both

Have college degree (forestry desired); MBA (a plus)

Opportunity significant, good salary, fringes, bonus, profit sharing and stock options. Candidate will be #2 man in company. Full replies in strict confidence to: Fenvessy & Schwab, Inc., Management Consultants, Dept. 550-1, 645 Madison Ave., New York. N.Y. 10022.

If you are a specialist in pine boards, redwood, cedar, industrials, or low grade lumber, a real opportunity awaits you in our Newport Beach office.

Cascade Empire Corporation in Portland, Oregon is looking to expand our Newport Beach office. If you are a success in a specialty we would like to explore with you the possibility of joining our team.

Our commission scale and employee benefits are the best in the industry. Our annual sales volume in excess of $120 million and over 10.000 carloads and trucks assures you a respected and competitive position in the industry we serve.

Don't pass up this opportunity to take a good look at Cascade Empire. You'll never know unless you make the call will you?

All replies will be held in the strictest confidence.

HARDWOOD lumber company with full milling facilities seeks experienced outside salesperson. Please contact Fred Brocklebank aI Heritage Hardwoods, Inc. for appointment. Call (714) 591-4841. All applications confidential.

ACCOUNTANT: Position available for experienced accountant or full charge bookkeeper to handle all phases of accounting. Prior supervisory experience is required. Call Norbert Lado at Terry Lumber Co. in Tarzana, Ca. (818) 345-2223.

LUMBER SALESPERSON

Position available for experienced lumber salesperson in contractor sales dept. Must be motivated, reliable, self-starter. Product knowledge must include building materials and sash and door. Personality and communications skills a must. This is a permanent position in a rapidly developing area. Call Sally Scott (818) 991-1880.

Call (714) 852-1990

TIMBER SIZER PRE-TABRICATION D.F. GRAPE STAKES REDWOOD &

Call Toll Free (800) 54'l-83'71

Ask for Ray Haroldson - Presidenl or write me personally at P.O. Box 2770 Portland, Oregon 97208

cutting a wedge to pre-fab'd crane pads or mine shafts. Angle cut, cross cut, drilling, dapping-Ve'll do them all to customer specification.

LUMBER TRADER: Established No. Ca. wholesale company looking for a trader with minimum 5 years experience in pine and fir industrial lumber. Must be self-starter with customer following. Top compensation and benefit package. Send resume to Owen McKannay, Schaller Forest Products, Box N, Redding, CA 96099.

RETAIL MANAGEMENT. Lumber yard and home center branch manager needed for $5 million per year operation in San Diego, Ca. county. Must have proven management skills. Send resume and salary requirements to Personnel Director. P.O. Box 5000. Del Mar. Ca. 92014

TWISTED AND WEATHERED

Douglas Fir S4S and rough, 3x4 and wider and 4x4 and wider. Call Bill Hunter, Hunter Woodworks. (213)

77 5-2544', (21 3 ) 83 5-5671.

WANTED: SHORTS & FALLDOWN

From clear, dry softwood 2' - 6' thick

The Miller Co. (415) 488-4333

REDWOOD CUSTOM CUTTINGS

Up to 9" X 12",28'

Woolen's Wood Products (209) 826-1587

OLYMPIC MACHINE STAINER for plywood only -electric, could be converted to hydraulic, good condition. $5,000.00. (604) 6s2-3939.

IDEAL BUILDING PRODUCTS

DELIVERY TRUCK

1980 700 Series Ford single axle, 8.2 liter Detroit Diesel (new overhaul) and Allison automatic. Complete with National N45 articulating crane and lumber or pallet forks. 8.5 x 20 ft. flat deck. Looks like new. runs better than new. $18,500. (604) 652-3939.

45 MBF used, clear-heart, dry redwood. 12"x14" and 6"x16".

LI]MBERYARDS BOUGHT AND SOLD

Let Dick Phelps use his 30 years, experience as a lumberman to assist you JAMES R. GARY E Co. Ltd.

Realtors & Estate Agents

21747 Erwin St. Woodland Hills Ca. 91367

(818) 703-6100

LOCAL LUMBER hauling Southern

California roller bed truck and trailers and bobtails radio dispatched. Rail car unloading at our spur in Long Beach. 3C Trucking (213) 422ry26.

START SMALL_GROW BIG

Remanufacturing plant with a line of wood products is looking for individual entrepreneurs in designated market areas to do final assembly and marketing of high volume products. Minimal competition in most areas. High dollar sales and good margins available. Approximately $30,000 capital required. (6O4) 468-741t.

LUMBER YARD and real estate in prime location; 2Vz acres fenced, 9,000 sq. ft. under-cover storage. Located in Bullhead City, Az., near Colorado River and Laughlin, Nv. P.O. Box 299, Pomona, Ca.9l'769. (7 t4) 623-6365.

tsUVE M]S' GUIDE

SOUTHERI{ CALIFOR]IIA SA]I FRAI{CISCO BAY AREA

LOS ANOELES AREA

ffiffiI IIORTHERII A]ID CEIITRAI CALIFOR]IIA ffi

ABCATA/EU REKA/F|!NTUilA

Bracul lnternational

Britt Lumber Co.

Combs Lumber Co..

Cosla Trucking. Jo€

Humbolt Redwood Co.

Louisiana-Pacilic Corp PVM Redwood Co. Reid & Wright SchmidbauerLumb€r,|nc.......

AU8U8t{/GNASS VATLEY All-CoastForeslProducls,lnc

BAKESSFIELD Hiooins Lumber Co

Paiilic wood Preseruing ol 8aksrslield,Corp........ (805) 582-3950

Lumber Sales

Corp

Lumber (Kinton Div.).

Corp. (Redwood)

Lumber Co., Fred C.

REODIl{O AREA

Inc., Palm6rc. (916) 246-3030

corp. (Rsd Blutf)

American

Eurns

Fishman

KEl{TIORE

PACIFIG I{ORTHWEST STATES

wAsH|l{cTOl{

L8wisqo., lnc., Palmerc. lZO6l 486-2164

GR€ATEi SEATTLE/TACOTIA AREA

AmericanPlyw^oodAssocialion.... (206)565-6600

Amencantaruo. (206)632-0828

Builders Hardw-are & Suppty (800) lZ0-Zret iZOOi 2gi-jioo

6urns LumDer U0. (206) 581_1414

colonial cedar izoai giz.tzis

ceorgia-Pacitic corp. (T_acoma) (2ooi je5.c5id

lj60r9ia.Pacific c!rp. (s-eatfle). (206i 486.0741

Lewisc0..tnc.,?atmerc(Auburn) (206)941.2600

Lewisc0.. tnc., Patmerc-(Eremert0n).. ... (206i 373-1475

Lewis C0., fnc., Palmer G {EvereI). IZOAi ZSZ-ZIU

Lewis c0.. Inc., Patmor G Ataska

BUVE M]S' GUIBE

ROCKY UOUI{TA|NS issffi COLORADO

OREATEN PONTUIIO ASEA

J.H.Baxer&Co. .... (S03)689-3020 Boise,c€scade. (800) 547.8016 isoti zzt-osit uanail6r0lners. {800) 547-2011

cascade Empirs corp.. .j. (800) sqz-aszr isori ozg.iozo

cole&Associatos,JohnT.. (503i 644-5133

Continentat Foresr Products. (800) 547-8465 i5O3i 635.468i

urowsu/bek|y.r........ (503) 646-8075

ursoero Lumoer c0. (503) 239-8888

bnavery

OREGOT{

273_3696

7i9-1212

Friessn Lumb€r co. isosi igz-iioo

Fullmer Lumber Co. isOsi ozo-ts7o

FurmanLumber,tnc....... . iaOoi sqi-tgai

Georgia-Pacificcorp...r....... isoSi 222-s5oi

Hamplon Lumbersatesoo. .. (S03i 297-7691

Intercetl Manufactuing qo., Inc. iSOSj aZS-lZZl

Lewisco., lnc.. PatmerG. ... isoo) ozo-t+il

Louisiana-Pacilicc0rp iSOSi ZZt.osOO

Lumoer Prooucts (503) 223_9171

Mr..Anget Plywood lnc iSOSi ec5-OOSz

Nonhwesl Hardwoods (503i 24s-9200

Penbenhy.Lumberco. iSo3i Zl-ega8

rope & rarDol. (S03) 220-2750

PublishsrsForeslproducls (800) slz.OOOS iSOS' Zae.OlOi

b€quora^suppry r.:..... ..... (503) 682-2822

simon. crablree&Ryan... (503i 684-3641

Joulnernpacrlrc {503) 229-glgl

SOUTHWEST lRtzol{a

PHOENIX Af,EA Arizona Pacific Wood Preserving Co. (602) 466-7g01 FarWesrfirsates .........:. iooij s6i-os5g Fremontforestproducrs iooii gli-i5s8 G€orgia-pacificcorp_._.....,...,.

OtsITUARIES

William M. Litchfield, founder of the former Litchfield Lumber Co., Glendale, Ca., died May 14, 1985, in Montrose, Ca., at the age of 89.

Prior to his retirement, he had spent 44 years as manager and president of the Glendale comPanY which was a continuation of the lumber business started by his father in Minneapolis, Mn., in 1885.

Mr. Litchfield is survived bY a son, two daughters, ll grandchildren and five great grandchildren.

William Swindells,Sr.,retired chairman of the board of Willamette Industries, Portland, Or., died July 8, 1985. He was 80.

Mr. Swindells joined the Willamette Valley Lumber Co. in 1930 and became president in 1951. In the 24 years of his management, Willamette grew from a company with three sawmills in Oregon to a nationwide corporation with over 50 plants.

Until he retired in 1975, Mr. Swindells was a director for the Western Wood Products Association and for the National Forest Products Association. He was an active member of many civic and Philanthropic organizations.

Mr. Swindells is survived bY his widow, Elizabeth, two sons, a daughter and eight grandchildren.

Joseph Edward Hunt, assistant manager at Double J Lumber, Orange, Ca., died of cancer on JulY 7, 1985. He was 67.

He had worked at Sutherland Lumber in the midwest before moving to California. He had been with Double J Lumber since 1979.

Mr. Hunt is survived bY his widow, Earline, three children, four grandchildren, three brothersand one sister.

Marketing Seminar Completed

The North American Wholesale Lumber Association's 1985 Wood Marketing Seminar was attended by 43 wholesalers, mill salespeople and distribution service suppliers. NAWLA's fifth week-long seminar, held at Oregon State University, brought the total number of seminar graduates to more than 250.

Students received more than 30 hours of classroom instruction on the basics of forest products distribution by OSU professors, NAWLA wholesalers and mill sales executives. There were also two field trips by Willamette Industries to local forests and production units.

ADVERTISEBS' INDEX

AmericanHsrdwoodco. ......'..33

Mzona Pacific Wood Preserving Bureau .27 Berger&Co. '29

BcvCrlyManufacturingCo. .......53 BlevinsCo., tnc.,J.H. '. '....4t BowmanLumberSales ........'.52 Bracutlnternational... ..........6{)

Cal-WestLumber&Milling .......57 3CTrucking ..........&

CoastWood hesening, Inc, .............63

CoastalLumberCo..... .........5t CombsLumberc.o..... ........'25 Essley&Son,D.C. .....CoverIII

FontanaWoodPresening. ........47 FountainLumberCo. ............5

FhemontForestProducts

Charles Scharpf, Whitewater Lumber Co., Inc., Eugene, Or., earned high student honors. The teaching staff included Harry Furman, Furman Lumber Co., Boston, Ma.; Lou Huettl, lumber marketing consultant, Minneapolis, Mn.; W. E. Livermore, Nicholson & Cates, Ltd., Burlington, Ontario, Canada; Robert Steele, Ivorydale Lumber Co., Mason, Oh.; Bob Owens, Owens Forest Products, Duluth, Mn.; and Jim Davis, Woodkraft, Peachtree, Ga. The seminar was held June 16-21.

More than 40 enrollees are expected at the fall session, Oct. 27-Nov. I at the UniversitY of Georgia.

Sawmills