Our products include solid and finger-joint pine, oak and fir mouldings, interior and exterior jambs and frames, pocket sliding frames and caseROBERT mentwindow frames.
You know you'll get the best
great pride in what we do for our customers. Count
plus the fastest and best service possible for your orders.
For nearly 20 years we've furnished retailers and wholesalers in California with the quality mouldings, casement, frames and jambs they've come to rely on. Plus the excel-
lence of our service to complete the package. Letus know howwe may serve you. We welcome all inquiries. Callnow. Join the ranks of satisfied El & El customers.
Serving markets in AUGUST 1986
the lumber and home center 13 Western StatesSince 1922
VOLUME 65, No.2
Moulding & Millwork Special lssue
Moulding Sales lmprove With Quality Display
Here Are Correct Answers To Window Questions
Six Tips For Selling Moulding To Homeowners
All You Now Need To Know About Low-E Glass
Show Off Doors & Windows To Make More Sales
Moulding In Spotlight As A Decorative ltem
Northwest Building Products Showcase In Nov.
Millwork Sales Have Doubled In Last 10 Years
Lumber Company "Condominium" In L.A. Metro Area
Vinyl Window Market Surge Expected In West
Wicke s Expected To Integrate Ole's Into BE
Romance The Hardwood For More Sales Dollars
Editor-Publisher David Cutler
Senior Editor Juanita Lovret
Assistant Editor David Koenis
Contributing Editors Dwight -Cunan.
Gage McKinney, Ken Thim
Art Director Martha Emerv
Staff Artist Carole Shinn
Circulation Dorothea Creegan
The Merchant Magazine (USPS 79656000) is published monthly at 4500 Campus Dr., Suite t180, Newport Beach, Ca. 92660, phone (714) 852-1990, by The Merchant Magazine, Inc. Second-class postage rates paid at Newport Beach, Ca., and additional offices. POSTMASTER: Send address changes to The Merchant Magazine. 4500 Campus Dr., Suite 480, Newport Beach. Ca. 92660.
ADVERTISING OFFICES
FROM WASHINGTON STATE, OR-EGON, IDAHO, WYOMING, MONTANA, UTAH, COLORADO and CANADA: Contact Carole Holm. Phone (206) 340-0680.
FROM NORTHERN CALIFORNIA & ARIZONA: contact David Cutler. Phone (1tq 852-t990.
FROM SOUTIIERN CALIFORNIA: contact Carl Vann. Phone Ql3l 172-3113. Advertising rates upon request.
Change of Address-Send subscription orders and address changes to Circulation
Dept.. The Merchant Magazine. 4500 Campus Dr.. Suite 480, Newport Beach, Ca. 92660. Include address label from recent issue ifpossible. new address and zip code.
Subscription Rates-U.S.: $9-one year; $15-two years; $20{hree years. Foreign: one year payable in advance in U.S. fundsCanada or Mexico: air-$35; surface-$30: South America: air-$55; surface-$30; Asia: air-$68; surface-$30; Europe: air-$98; surface-$30. Single copies-$2; back copies-$3 when available plus shipping & handling.
The Merchant Magazine is an independently owned publication for the retail, wholesale and distribution levels of the lumber and home center markets in 13 western states.
DAVID CUTLER editor-publisher
I N THE NOT TOO distant past, lumber and buildI ing product sales seldom required extensive technical knowledge. A good background of information, expertise and experience,yes, but extensive technical knowledge, no. Today, selling at retail and wholesale levels can bejust the reverse.
In reading through this issue, you'll find a number of examples where a high level of product sophistication is necessary for a first class salesjob. Indeed, one story, "Windows Go High Tech," discusses techniques involved in explaining the various types ofglass used in modern windows. The degree of complexity in glass alone can be daunting.
No longer can the boss simply say, "here it is, sell it," and expect good results. To be effective today, sales and management must be partners; the sales force doing its homework on what it sells and management providing the book, literature, seminars, schools, you name it. Increasingly, the wholesaler is waking up to
the fact that educating his retail customer is the best kind of business. Everyone wins, sales and profits rise.
There are still too many in sales who figure they can simply skim over any fine points involved with products that they don't know. Sometimes they get away with it, but increasingly their ad lib approach will trip them up. If the boss or fellow co-workers don't get wise, then the customers certainly will.
Selling the general public will quickly make you aware that the public does its homework before spending its hard earned money. Make no mistake. If Joe Customer and his wife don't get the information they want on products, services and systems, they will simply go elsewhere. No fuss, no muss. You just won't ever see them again.
More than ever, education is an irreplaceable component in the sales equation. As the complexity level increases, a full knowledge of products will be ever more critical to achieving sales success.
LL ACROSS the country, dealers interested in building a better profit picture for themselves are improving their display methods for unfinished wood moulding.
Why? Because they are realizing that unfinished wood moulding is one of the most profitable items in retail lumber yards and home centers. Wood moulding can provide a high return, high turnover and high sales potential.
"As the do-it-yourself market continues to grow so does the potential for sales and profis of wood moulding," states Bernard J. Tomasko, executive vice president of the Wood Moulding & Millwork Producers Association (WMMPA). "However, if this potential is to be realized, the product must be properly displayed."
To help maximize profits, Tomasko makes the following suggestions:
Display wood moulding as a decorating product. Sell consumers on the finishing touches that can change their homes. Move moulding from a commodity product to a decorator item, both in store displays and in the minds of consumers.
Display wood moulding as a companion to other products. Every paneling, paint, wallcovering, window, door and drywall sale is a sales opportunity for wood moulding, so display the product in these related areas. Keep sales personnel aware of a potential tie-in.
Display wood moulding not only for wall and ceiling projects, but for hundreds of other projects around the house. Dramatize the multiple uses of moulding; incorporate it into other displays around the store.
Display the complete wood moulding inventory not just one or two token items. An in-store display of wood moulding does not necessarily require extensive floor space.
A neat, organized display ofinventory that makes it easy for the customer to see what is available should be located at the entrance to the moulding department.
Stores all around the country have devised methods of displaying moulding for customers. Several innovative displays are described below in addition to being illustrated across the page.
effective display found in one store features both a cross-section and a four-inch longitudinal sample of each of the lll different profiles the store stocks. The prohles were glued onto a plywood base, then sprayed with a urethane finish. Each sample is labeled as to profile name, size and price.
An attractive sample board containing a three-inch piece ofeach ofthe 50 profiles the store carries is nestled in the middle of nearly 50 feet of moulding bins. A label on each sample contains the profile's name, size and a number corresponding to the moulding bin where it can be found.
Another sample board containing the same 50 profrles is located at the checkout counter to allow both the cashier and the customer to match the moulding with its price.
To provide more convenience for the do-it-yourself consumer, casing is given its own display at the store. Complete with its own sign to draw customers, the special area contains only seven-foot pieces ofcasing in both ranch and colonial profiles.
When retailers can't put a moulding display near the product, they find putting it near a service counter is a good alternative. The wood moulding display found at a small, rural lumber yard is a good example.
Store personnel glued two-inch samples of 85 profiles onto a 4'x4' piece of hardboard. They added samples of the 15 wood sidings stocked and labeled each as to name and size. The completed display is mounted adjacent to the customer service desk.
Proximity to sales help is also the key to the wood moulding display. Hanging directly over the main checkout counter, the display is constructed from a piece of 1xl0 redwood l2-feet-long to which 49 six-inch samples are attached and grouped according to function.
Each profile is identified by a number which corresponds to a moulding bin in the back of the store. Customers can either serve themselves or order by number at the counter. Prices are listed on the back ofthe display board where the cashier can easily see them.
In terms of construction techniques, wood moulding displays can range from very simple to very elaborate. At a rather large home center, customers couldn't get close enough to the existing wood moulding display because it was on a wall behind a service counter. The solution was to construct an octagonal display that rotates on a pedestal base and locate it in front ofthe service counter where it is easily accessible.
Another home center uses both indoor and outdoor wood moulding displays to spotlight the 102 profiles in stock. The store carries more profiles than any other store in its area. According to the store manager, "We have an image as a quality yard and quality yards always have a calling card. Ours is moulding."
The store's free-standing indoor display is situated near the cashier's counter. Longitudinal and cross-section samples of each profile are mounted on strips of plywood which in turn are attached to a standard, spinning metal display fixture. Each of the profiles is identified by number.
Because customers must pick up their own moulding, the store also installed an outdoor display near the moulding bins to reinforce customers' selections. The outdoor display is a wall board measuring 4' x 6' in size.
Wood mouldings can and should provide high return, high turn-over and high sales potential, but only ifthey are displayed properly. So make the commitment to go after the business that's out there waiting to be sold. Only then will you know that wood mouldings are truly profrles for profit.
$
Unfinished wood moulding must be properly displayed to maximize prcf its...dasplays must make it easy and understandable for your customer...specific ideas on howto do it right.
ECAUSE the window industry is fast changing in both fashion and technology, the following interview with a manager at Andersen Coqp. aims to bring the dealer up to date. Questions cover issues which we have found to be of the most concern to those on the selling side of the industry.
Q: How has the window consumer changed?
A: The consumer is much more knowledgeable about the product. I see more consumer advertising today by manufacturers who at one time only advertised to their trade factors. So the consumer hears more, retains more, knows more. An elderly lady will stand toe-to-toe with you and argue about U-factors and R-factors - things that people in the trade didn't even talk about hve to ten years ago. There's also a very strong "do-ityourself" trend. More and more people want to do their own building or remodeling.
Q: Who exactly is the consumer?
A: In the home building industry it can be the homeowner himself, an architect, or the building contractor. The contractor is especially important in speculative housing projects. In the commercial sector you also find the architect, but the general contractot developer and building owner are becoming more and more influential.
Q: What about windorv design? Hov has that been changing?
A: Feople want an open, airy sunny feeling in their homes, and they've learned that a good window will gain more passive solar heat than it can lose through convection, conduction or thermal radiation. As a result. con-
sumers are using either bigger windows or putting more small ones together in large configurations.
We also see a trend in casement or projecting windows, as opposed to the double-hung style which has been the popular favorite over the years. Perhaps this is because people realize that casement windows close more tightly, but I think if you come right down to it, consumers buy beauty. They talk energy and they buy beauty. Fortunately they can do both.
Similarly, there's a trend to use windows for architectural interest as opposed to just light and ventilation. You see windows shaped as half circles, quarter rounds, ellipticals, and trapezoids. Some window manufacturers are offering one-of-a-kind windows for people wanting an especially large or different shape.
The roof window has probably been one ofthe biggest trends in the window industry over the last few years. You see it in remodeling and new construction for all architectural styles. I think this trend has come along because the roof window is a new way to get some light and ventilation into more areas of the house.
Q: Have therebeen any dramatic changes in window materials?
A: With the exception of glazing materials, I don't think there have been any dramatic changes in the last 10-15 years. You can only make a window so tight; you can only make the frame so thick for insulation. We have an air infiltration rate, for example, of .04 on our casement windcnr; that's close to no air inhltration.
The glass is the least insulated part of the window, and most manufacturers are putting a lot of their research and development dollars in
that area. Today's new glass has a metal coating on it which actually insulates better than triple pane glass and works in cold and hot weather to help keep room temperatures comfortable.
Q: Do you foresee a day when there will not be a wood window?
A: It's possible that we'll someday have to find other window materials as a result of an undersupply of lumber. As long as it's the easiest to work with, the most cost-effective, and the best insulator available, we're going to use wood. There are alternatives for frame materials should that become necessary, plastic foams or mixtures of sawdust and resins, for example.
Knowledgeable consumens are asking questions you better be able to answer...morc casement and proiecting windows... buyers talk energy but buy beauty...high tech glass developments.
Q: What do consumers need to know in buying a window?
A: Consumers are being bombarded with all kinds of information about new glazing - "high-tech,""low emissivity," "high performance"so I'm sure they have a lot ofquestions. Consumers have to determine what makes a product the best they can afford - namely, materials, manufacturing processes, performance, and the firm behind it.
As for the window dealers, many have decided to stock quantities of windows because they can buy them at a better price, pass some of the savings along to consumers or trade customers, and maintain more competitive prices. Profits rise this way. But the dealer's main job is to answer the consumer's questions with facts. How well does a particular glazing perform? How much will it save the homeowner if he uses it? What's his original investment? The window dealer has anobligation to be knowledgeable himself and to educate the consumer, so that the consumer can make a good choice.
l- and manufacturers alike aimed their wood moulding promotions at the contractor. The reason was simple. The majority of moulding was sold for use in new construction.
TMay, however, more homeowners are realizing that decorating with wood mouldings is one of the least expensive ways to change the look of a home. As a result, the consumer is one ofthe largest and fastest growing groups of wood moulding users. And this trend is likely to continue for years.
If you want to boost your wood mouldings sales, it is necessary to set your sights on more consumer business. And you are going to have to do it through befter merchandising. Good displays (see p.8 ) are obviously one way of doing that. Good overall merchandisine is another.
Retailers who have been successful in maximizing consumer sales of moulding have found the following six tips helpful.
and varnishes, apply a different finish to each of a set of moulding samples attached to a key chain display.
The average do-it-yourselfer is not accustomed to using mouldings. Sales personnel must be able to answer questions and recommend profrles. When they do this, increasing moulding sales becomes easier.
The key is a well-educated sales force. WMMPA can help with a number of sales training aids. They include a l6-page pattern book, a 96-page salesman's guide and an 8-page brochure describing how to merchandise shortlength mouldings.
(3)
"shorts" Merchandisins "shorts" to do-it-
yoursg for different approaches
They can help you to do a betterjob fh-an merchandising long lengths. Don't merchandising, too. be afraid to display short-length mouldings prominently for better visibility and greater opportunity to sell the product as an impulse item.
Once the consumer has selected a profrle. make the purchasing process as pain,lessas possible. Here are some examples: Install a giant-sized ruler to make moulding and other wood products easy to measure. Construct the measuring stick by securing a wood beam at the floor and ceiling and indicating inch and foot marks on it up to 16 feet.
When mouldings are stored in horizontal racks, removing each piece from its compartment to measure it can become a chore for the customer. To eliminate this problem, color code an end of each piece and provide a legend on the display explaining what each color indicates.
To show the differences in surface appearance that occur with various stains
When consumers ask about mouldings, show them the short-length mouldings first, iffor no other reason than to identifu the profile. Often, the customer says "These are the lengths I wanted anyway." Stress the ease ofcarrying "shorts" home and the money savings.
Price by the piece. Consumers could care less about "so much per foot" when the piece is short.
aids
Check with your supplier and wholesaler to see what they have available. And, check with the WMMPA because we too offer a variety of selling tools.
WMMPA has developed a library of
"how-to" pieces aimed at the consumer and dealing specifically with the correct use and installation of wood mouldings. These basic consumer education pieces are excellent point-of-purchase aids for every retail establishment that carries wood mouldings.
We have also developed several "idea" pieces designed to guide consumers to projects that involve wood mouldings. They range from an 8-page brochure describing the decorating possibilities of wood moulding to a D8-page book illustrating 500 different do-it-yourself projects.
Another very effective merchandising tool in a do-iryourself information center is an audio-visual presentation on wood moulding. One of the biggest benefits of this is that it can provide customers with ideas and instructions without taking a salesman's selling time. Place the equipment near the moulding sales area or in a strategic location that will draw the customer's attention.
Six great ideas to help dealers profitably build moulding sales to consumers...your contractor customers will benef it, too... where to get sales and merchandising aids and ideas.
Following the AV presentation, present the customer with literature that summarizes the program. The hand-out will reinforce the message of the audio-visual and help increase wood moulding sales.
(5)
Always keep a good supply of moulding literature near the moulding display. Browsing customers get ideas from leafing through the material, or they may take it home to read and come back as a moulding purchaser. Literature is also helpful as a reference when discussing moulding uses and techniques with a customer. Many dealers attach a copy to their moulding display. Many retailers also attach WMMPA s decorating booklet to their wood moulding display because it
illustrates a wide variety of decorating ideas.
(6) Promote, promote, promote Stage in-store demonstrations that show consumers how easy it is to use and work with mouldings. Every time you promote your paneling, paint, wallcoverings, windows, doors and drywall, promote your mouldings too. Let the customer know you have a good assortment of mouldings to build your image as the place to find and purchase wood mouldings.
Sales histories show that September, October and November are the best times to promote wood mouldings with March, April and May coming up fast. The weakest months are January, July and August. Remember this season pattern when making your promotional plans for mouldings.
To bring prospective buyers of wood mouldings into your store, WMMPA has created an "Advertising Clip Kit." Hundreds of different camera-ready headlines and illustrations can be used to customize newspaper or magazine ads. inserts, folders, flyers, catalogs and other printed pieces. WMMPA also offers a similar kit containing everything retailers need to prepare a wall chart illustrating the wood mouldings they stock.
By using the tips discussed here, your chances of increasing your profrts through more consumer sales of wood mouldings will increase greatly. However, these are not the only techniques that can be used to boost wood moulding sales. There are many more. To learn more about them and the merchandising aids described here, write to: WMMPA, PA. Box 25278, Portland, Or.97225.
C0NSUMER moulding sales can be increased by presenting products in a way the nonprofessional understands. Storage system (top photo) makes it easy to find the right size and profile. Literature prominently displayed, but well anchored, (middle photo) can stimulate interest and sales. Differences (lower photo) in surface appearance become clear when a different finish is applied to each uood moulding sample in a key chain display.
In red oak, ash, birch, mahogany, pine and redwood. From Higgins.
lf you are a retail lumber merchant and weren't aware that Higgins distributes a topquality line of mouldings, you could be missing out on sales and prolit opportunities.
For more information contact your nearest Higgins distribution center and ask about our retail moulding package including free catalog, moulding selection poster, samples, and custom moulding services.
Also, for the retailer who wants to build his business on customer satisfaction, Higgins offers hardwood rounds and dowels, oak ano maple chopping blocks, cedar closet lining,
JFinnish birch plywood handy panels, Upson board, pliant wood veneers, prefinished parquet flooring, treads, risers and much, mucn more.
For just how much more, please write to J.E. Higgins Lumber Company, 1399 Ygnacio Valley Road, Walnut Creek, CA 94598 or contact one of our distribution centers listed: Bakersfield, (805) 834-0632 I Fresno, (209) 264-1771n Monterey Bay, (408) 722-7166 a Reno, Nevada, (702) 329-1653 I Sacramento, (916) 927-2727 a Santa Maria (805) 928-8325 I Santa Rosa, (707) 527-6333 I Union City (S.F. Bay Area), (415) 471-4900.
Since 1883
NE OF the warmest new components in door and window manufacturing today is Low-E glass, a security blanket that can stabilize heating bills in the winter and cooling costs in the surnmer.
Used most commonly today in double pane insulating units for patio doors, storm doors and windows, Low-E glass is a year-round worker that capitalizes on the sun's free energy. But, as we will point out later on, it probably doesn't pay to try and fool Mother Nature. If you as a dealer are going to recommend Low-E glass to your customers, this product works most effectively when it is used on all four sides of the home.
Low-E glass features a thin, metallic coating bonded to one ofthe inside surfaces ofthe glass panes. Heat is trapped inside a house during the winter to control heating costs. The sun's heat rays are screened out in summer to control cooling costs. Plenty oflight from the sun's visible light rays brighten the interior while reducing glare. At the same time, Low-E glass screens out the sun's ultraviolet rays, thereby reducing the possibility of color fading from drapes, furniture and carpeting.
As a result, a door insulated with LowE glass packs the same energy performance as a triple-glazed unit, but without its bulk or weight. For example, a tripleglazed door weighs approximately 50% more than a door unit insulated with LowE glass and could be heavier than the hinges are designed to support. The added weight could also pose potential installation problems.
Doors equipped with Low-E glass and two panes of conventional glass weigh about the same. In terms of price, the unit
A THIN METALLIC coating bonded to one of the inside surfaces gives Low-E glass only a slight color vanation from conventional clear olass. The product offers the same energy-saving- capabili-
with the Low-E glass would fall somewhere in between the double and tripleglazed doors insulated with conventional clear glass.
Low-E glass insulates against heat and cold...cuts color fading by screening out ultraviolet rays ...thin metallic coating prcvides protection, yetoffers full visibility...payback and comfort are good selling points.
Lcnv-Emissivity glass has been used for several years in Europe and has gained widespread acceptance in the United States as energy conservation became a greater priority. As a general rule, door manufacturers offer Low-E glass with I lite units that feature large expanses of glass. Since Low-E glass is not available in small sizes, companies can not offer this product with French doors.
The Morgan sliding patio door, as an
ties 0f a triple-glazed conventional sash door. Used in large expanses, it offers full visibility from inside and protection from heat, cold and ultraviolet ravs.
example, features a full expanse ofglass allowing an unintemrpted view of the outside. Unis up to 2 feet wide are available with l,ow-E glass. Equally as popular for their full view ofthe outside are the swinging patio doors which also come with a range of options, including Low-E insulated glass. These doors often come with removable grilles to simulate the appearance of French doors.
Single doors, double doors and triple doors are available with Low-E glass. Indeed, entire rooms, such as Florida rooms or sun rooms, can be enclosed by either swinging or sliding glass patio doors. To maximize their effectiveness, they can be insulated with Low-E glass.
Low-E glass can also be used with architecturally appealing sash doors. The wood doors feature a combination of heavy panel designs on the bottom half and Low-E glass above. Doors with two, three or four panels, or the classical crossbuck design, can be specified with Low-E glass. The warmth and natural insulating qualities of wood complement the energy saving features ofthe insulated glass door.
As a starting point in guiding a cus-
(Please turn to page 70)
D00RS. doors. doors in abundance as well as a big bold sign lets shoppers know exactly where these products are to be found. Functioning display allows customers to see, touch and operate the oroduct.
ByJohn W. Shoemaker Executive Vice President National Wood Window & Door Association
OT LONG ago, wood windows and doors took a backseat in lumber yards and home centers. Displays were unorganized, ineffective and boring. fu a result, they did not attract customers and they did not sell products.
That's not the case anymore. Through more innovative merchandising methods, today's retailers are showing and telling the world all about the inherent appeal of wood windows and doors, including their natural beauty, warmth, durability, strength, ease of operation, ease of maintenance and energy efficiency.
Installing new windows and doors has become one of the most popular home improvement projects, whether done professionally or by a do-it-yourselfer. More and more consumers are falling in love again with wood. There is a return to the traditional with a growing trend toward upgrading by consumer and builder alike.
Selling more wood windows and doors hinges on one hard and fast rule: better displays. Products with charisma such as wood windows and doors lose their selling edge stacked in a warehouse out of sight.
But, can these big, bulky items be merchandised like the specialty products? You bet they can and here are some ways to do it:
up your inventory and devote enough space to give windows and doors a departmental image. Get into the market with dominance.
Giving the customer variety is critical. Your window and door department must have more than a handful of styles and selections. Your product mix must be broad enough to supply the entire house and satisfy a wide range of customer utSIES.
Since there is a trend toward buying the more elaborate and decorative, include top-of-the-line items among those you display. High-style wood entryways, geometrically-shaped wood windows and both bow and bay windows should receive prominent positions.
Make a commitment to become the wood window and door headquarters in your area. Expand your product line, beef
Group wood windows anci doors systematically by type and price range. Arrangement of items by type, such as all louvered bi-fold doors or all interior passageway doors, rather than by manufacturer, makes it easier for the customer. This systematic, side-by-side approach invites customers to compare different designs. In addition, the impact of door after beautiful door down the length ofthe aisle catches the attention of shoppers.
Use functioning window and door displays whenever possible. They encourage shoppers to see, touch and operate the products. Demonstration can help sell more products. Smart retailers demonstrate a wood window or door the same way they demonstrate a shed or deck. They set it up and let the product sell itself. Curious customers will add the necessary human touch by operating it as well as examinine it.
install windows and doors, they seem to want the more luxurious units and a variety of the new features that rnanufacturers are offering.
In windows, those features include exterior cladding, removable grilles and heat reflective glazing systems. In doors, they include carved panels and leaded or beveled glass.
Try displaying wood windows and doors in a simulated house that encompasses other building materials such as roofing, siding, gutters, downspouts and so forth. A display house within the window and door department shows how these products contribute to a home's overall look. The composite effect of the house works to the sales advantage of every product.
Encourage builders to direct their custom home buyers to the wood window and door displays in your store. By doing so, you'll achieve two satisfied customers for every sale: a consumer pleased with the wood windows and doors he has chosen for his new home and a builder who will return with other prospective home buyers.
Sell wood windops and doors as partsof projects. For example, to sell a complete remodeling project around one door, apply the look-of-home approach to an interdepartmental display. Build a frame around a promotable door; then surround it with siding, entryway light fixtures, decorative hardware, and so forth.
Vary the finishes in your displays for accent. Shcnv natural, rictrly stained wood doors as well as doors painted red and blue. Different shades of paint and stain suggest the decorative versatility ofwood doors. And, whenever you stain or paint a door or add decorative hardware. always cross reference items.
Sell the benefits, features and options of your wood window and door lines. Display signage should emphasize such words as "low maintenance," "cut energy costs" and "beauty plus economy." Show customers the benefits and features first hand. Use displays that show cutaway views of the important elements in construction.
Similarly, use displays that show cutaway views of installation. As customers become more aware of their ability to
Finally, merchandise with imagination. Draw on your expertise as a merchant. Make up your own list of the beneftts of wood windows and doors. Then develop displays to tell their story of solid construction, graceful design, distinctive grain, inherent good looks and natural insulating properties. In short, develop displays that allow you to cash in on the charisma of today's wood windows and doors.
EFFEGIIVE wood windot and door displala take manv forms in showrooms around the country. Too bhoto instantlv makes clear the difference betvieen wood borrv and bay windorrus. lmpact of 36 different doors displayed (center photo) attracts m mediate attention. 0ctopus d isplay (lower photo) offers a variety of wood windows iutting out from a central core of door designs.
Specialty merchandising can sellmore doors and windows
...dramatic, organized prcsentations attract sales...customeni like to touch and try products ...the charisma of wood is marketable.
Mt'Supplf is a ner,v building nratcrials store in Condon. Or.. Sr.rc Watt. owncr. ..Chet'erurc Wells Lwnber Co. , Chcycnnc We lls. Co.. is norv tuwnecl by Clark Dickel,' & Sons... Esltanolo Mer<'urilil e Or., E,spanola. N.M., has changcd its nantc to Cook's Tt'Lrc Wrluc Horrrc Curttr ancl nrovcd into ne'uv 12.000 sq. 11. quartcrs...
The ft]mtrul Hilrc.t Lunhcr location in Albuquerquc. N.M.. has bccn purchased by Huttig Suslt utrd [)oor... Wire Rock &ilders Suppll', Los Alamos, N.M.. is operating lionr a ncw store and 1,'ard...David ancl Jackic Chavez who purchased Bivcns Lwnber", Lordsburg, N.M.. have changcd thc name to Hidnlgo Count\i Buikling Sup1tlt...
I)enver Lumber Co.. Denvcr. C<t.. is now in a ncw lacilitv. ..Butte rfield Luttrhtr Cr., Salr LakiCitl. Ur.. has moved into 23,000 sq. ft. of new huilrlings. ..Gn'ttt W'.trt't'tr Lttmbt,r Co., Las Vcgas, N.M.. is now B.7lU Builtli rr s Mutc ri ol.s..
PunrcII Tiue l4tIuc Buikling Ccnter is thc ncw narrrc lirr I.trkt": Tt'trc Vtlttt BLtiltlbry Canter. Trvin Falls. Icl. Tbnr Parnell. thc new owncr. ..Gould Lwrrber Co.. We llington. Co., has bccn acquircd by L1'nn D0\\,ncy ancl rcnamed Doy,'trct' Wi xxl Pruxl Ltr't s.
Burlott Wulker Lturtber Co.. Osdcn. Ut. . has clrrscd llter 66 vcrrt. Capitul Lumber Co., Cheycnne, Wy.. celebrated its 2lst year with an opcn house and builders show...
HruneClub lrc. has renovated an old Zody's in the City of Indusrry. Ca., fbr a19,200 sq. ft. store r.virh an 8.000 sq. ft. garden center: orher HomcClubs opcned this summer in North Hollywood, Riverside. Los Angeles ancl San Pablo. Ca.
Btriltltr': .Stlrrtttt is eonrcrtinq u Kmart storc in Roscntead. Ca. ...Par. 'N fuk has opcncd rr -10.00() rq. li. store in Rosevillc. Ca.. in an exSafeway bldg.
.4rrdt'r.sott I.urrtlte r Co., Ogdcn, ['t.. lrrrr ope r)ctl .4rttltr:rtn Lrtnthr'r Hctrrtt, Cctrtar, a 11"000 sq. lt. wareIrouse lrrlnre c('nlcr in Brighlrrtr ('irr. l-it. ...Hundvtutn has oncictl lts ttitr San Dieso. Cl.. unit. u 51.()(X)rq. li tacilitl irr Brry Plirzrr Shoppinr: Center...
BuiIders SupTtIr. Palru Sprin::s. Ca., had 54.()00 in dlrnrirscs ttr 16.'1t thlcc buildirrg: inr lutl inl \tl'u(.rrt rirl darnagc. broken inventorv anci lost tinrc tlurinr rhc .Tuh l-1 earihquake Go rur h I Lu nh c r, Lake Arror.r,hcad. Ca.. is complcting plans to rebuild thcir storc ciestroycd bv file on Junc r[J: rncann,hilc it's busines.s as usual in tc ltt p, t1-;11'_1 qu il rtc rs.
Itrtpcriul 5/olr,.r, Holtvillc. Ca.. has opcnccl a ncrv lurnbcr ancl building lttrltcriill\ dcpt. lirr dt'-it vrlurscllbrs...
C lu.t'tort M i rurt ru r H t ttn c Fu rn i s lings Certtcr, San Dicgrl. Ca., has a $3.5 nillion. ,52,000 sq. li. cxpansion cluc t0 open in Oct. ...
HoIsirtgcr Hartlvttra untl Lurnbcr Co. , Yucaipa, Ca.. has closccl aticr 2 years.. .Bluc Mtn Lurnhcr Co. is the ncw name fbl the firrrncr l)iunttttrd Lurtilrcr Co., Gunnison. Co.. which has bcen acquired by,Bill Do'uvd. a lbrurcr Diamond executivc; Rrlv Are hulctta is eontinuins lr\ Inltr.
Colonial Builcling Supltlr.lirr'. , has closcd its sbrc inthc Builrl Mart Mull. Salt Lake Cit1,. Ut., consolidatin_c opcrations at its rtriginal Bountifr-rl. Ut.. sitc. ..Build Mort Mcll ts in Chapte r ll hrrrkrrrptt'r...
Scven o1-Wickcs Hrutrlr, Dun ,stores in Crrlorirtlo r6 in Dcnr cr arrd I in Ft Collins) are having uoing oLrt of business sales in preparation lilr closing in fbur to six wccks...
Builders I)ist'rnnt stores in North Hollywood. Chatsworth ancl Sirni Valley. Ca.. havc bccn purchasccl b-v STG hnports, Pasadcna. Ca. ...Hrrrvunl Lurttltt'r Crr is huildirrs rt $l.l million replacement store in darstou,. Ca.
The Merchant Magazine
[\tlrrtcr (i l.ay'it (-o., lrtc., AubLrrn. Wt.. is acclutlins l,L?,.\/crri .1trtt't.it tttr ['itt't,st Prttlttr'1.r. llt San Ilulue l. ('1r.. lirl iin untlirilosCtl :urli. \\'cstcltr i\ltrcricitrt r.r ill bceornc tht PGL tsLrilclins Prorlucts suhsidiar_r'.. othcr PGL :ulrsitlirrrr irr. lrrrlirr! SuuPac Sale s Co.. Cochi'anc Nortliwcst. Inc. ancl TSI. Inc. r.r ill bc know n us .'a Palnrc-r G. Lcq'is Cli.".
Bcr,qer & Crt. Sacranicnto. Ca.. and El Paso.Tx.. has bccn nantcd crclusivc sales agent ior MCC, onc ol' the largest moulding ntanufacturcrs in Mericcr (see p. 37 fbr story). ..Jrilut 7'. Cola & Assot'iates,llr'. , thc fbrcst prtilucts cxecutive search and placcnrcnt l'irm. Portland, Or.. has cclcbratecl its 8th year in business...
it'ittrth Arnt'rium Plyyrnd Coryt. has rurovccl ll'onr [-tls Angeles. Ca.. to 10309 Norwalk tslvcl.. Sanra Fe Springs. Ca. ...Kc,rrruul htc., To1on. Ca., plans to start building a ne\\i lacility including a planing mill and storagc blclg. <ln -16 acres near Kcswick. Cir.. irr Oct. ...
Dirct't Lumltcr Co. is a ncw wholcsalc operation in Oxnard. Ca.. Steven Hill. owner. ..All-Cou.st Frtrcsl Prrxlut'ts, Chino. Ca., has opcnccl a new otfice in Tcnrpc., Az.. ...Senetu Sau'millCo. , Euscne. Or.. plans a $7 million small log sarvrnill with a 50 rni||ion ht annuafeapucity...
Wis t'ort s irt -Cctlilorn ia Fo re ,s I Pruxlutrs /irr'. now has a seconcl mill in Rcclding. Ca., cutting primarily pine industrials. Douglus County Fbrest Pntdtr<'ts, Winchcster. Or., has reopcne'd the sawrnill previously operatcrlby Douglu,s Crnuily ltunber Co....
A U.S. bankruptcy cour-t conflrmed a crccliturs' plan of reorganization tbr Et,urr.t Prtxluct.s Co. Puy 'N Pak, Kcnt. Wa., has closccl a distribution ccntcr in l)cnvcr. Co. ...Mortott Prusdu<'ts l//. , Oshkosh. Wi. " has acquircd llicolui Cir. , Rrrlland. Or. , fbr about $17.8 rnillion (sec storv. p.19).
The Visodot' Cr;. , Jaspcr. 'Ix. has opened a new warehouse in Upland, Ca. ...Boise Cascoda, Boise Id.. has purchased the M. W. Snith Lumber Co., Jackson, A1....
Housirtg stat'ts inJune dropped to a seasonally adjusted annual rate of 1.845,000 units with single tamily sturts slitling 1.9% and multi-family starts rising l.5o/o...bldg. pcnnits u cre tf <rwn ).4o1
i-l \iirll ' ll ,vt I
' \ :, 1't -l-- \. L -, .].,lr Li:.- i.u r.-.sCrEir*ssN$_1ffi.d.h1-qii9&:F;9$.W:r*:rl;i:ii::ir:i..::?i,.:i:.,:g::::rli:irl:i.i:itiiiiir*.if.lijii::iir,ilit+riti;r?:iti
Seruing
National Wood Window & Door Association - Aug. 9-13, summer meeting, Grand Traverse Resort, Grand Traverse, Mi.
National Hardware Show - Aug. 10-14, sponsored by American Hardware Manufacturers Association, McCormick Place, Chicago.
Wood Moulding & Millwork Association - Aug. 13-15, annual meeting, Reno, Nv.
Dub's Ltd. - Aug. 15, golf toumament, San Francisco Golf & Country Club, San Francisco, Ca.
Townley Hardware Co. - Aug. 15-17, Sentry market, The Broadmoor, Colorado Springs, Co.
Lumber Association of Southern California - Aug. 21, board of directors meeting, Los Angeles, Ca.
Humboldt Hoo-Hoo Club - Aug. 22, annual golf tournament & dinner, Baywood Golf& Country Club, Eureka, Ca,
W.O.O.D., Inc. - Aug. 25, annual golf tournament, Iverness Golf Club, Englewood, Co.
Yakima Hardware Co.Sept. 7, market, Yakima Convention Center, Yakima. Wa.
California Pacific Southwest Hardware Association - Sept. 7-lQ convention & management institute, San Francisco Hilton Hotel, San Francisco. Ca.
Lumber Association of Southern CaliforniaSept. 10 2nd Grcmth dinner meeting, Hyatt House, City of Commerce, Ca.
China Forestry Tour - Sept. 10-24, sponsored by George Roman Associates Inc.
Shasta Lumbermen's Annual Invitational Golf TournamentSept. 12, Riverview Golf & Country Club, Redding, Ca.
Hoo-Hoo International Annual Convention - Sept. l*l& Mount Washington Hotel & Resort, Bretton Woods, N.H.
Morse Hardware Co.Sept. 15, show, Holiday Inn, Bellingham, Wa.
W.OO.D., Inc. - Sept. 17, membership luncheon, Holiday Inn North, Englewood, Co.
Mountain States Lumber & Building Material Dealers Association - Sept. l$ golf & dinner, Park City, Ut.
Mountain States Lumber & Building Material Dealers Association - Sept. 19, board of directors meeting, Park City, Ut.
Red Cedar Shingle & Handsplit Shake BureauSept. 19, annual meeting, SearTac Motor Inn, Seattle, Wa.
Dub's Ltd. - Sept.26, golf tournament, Santa Rosa Golf & Country Club. Santa Rosa. Ca.
Western Wood Products Association - Sept. 27-30, fall meeting, Hyatt Regency Hotel, Monterey, Ca.
American Plywood Association - Sept.29-3Q annual meeting, Disney World's Contemporary Resort Hotel, Orlando, Fl.
Batibois International Wood Construction Exposition - Sept. 30Oct. 4, Bordeaux, France.
DIY Marketing 86Oct.7-9, show, Jacob K. Javits Convention Center, New York City, N.Y.
Western Hardwood AssociationOct. 8-lQannual meet, Reno, Nv.
North American Wholesale Lumber AssociationOct. 27, wood, marketing seminar, Silverado Country Club, Napa, Ca;Oct.29, Los Angeles, Ca.;Oct.3l-Nov. l, Portland, Or.
Bill Fishman & Affiliates
11650 lberia Place
San Diego' Ca' 92128
This is the conclusion of a two pan discussion of communication skills by columnist Bill Fishman. See the July issue for the first s egment- ed.
o Be sensitive to "MEAPLE"
Berause meanings are in people, not in words, you must carefully encode and decode your message when sending and receiving. Orient yourself to your receiver and talk their language.
r Avoid threats and accusations
Use "I" statements rather than "YOU."
Phrases
r Remember that criticism doesn't have to hurt.
Shaming the receiver, assigning blame and emphasizing the negative are definite paths to disaster. Before criticizing, make sure of what you want to say and how it should be said. Check your tone of voice and target the behavior you want changed, being as specific as possible. Be sure the behavior you want changed can be changed and if it can't, then stop.
o Avoid information overload
When making presentations or giving instructions, be careful not to present an overwhelming amount of information in a short period of time. Use handouts, flip charts and overheads and allow for audience interaction and participation.
e Be here now
Put yourself into the moment and cast aside
thoughts ofthat call you have to make, or the memo you have to write later on. Lack of focus, roring eyes or distant look make people feel as if you aren't listening and don't care.
r Be an active rather than a passive listener Don't second guess what someone is saying or pre-judge the content ofhis message. Ask questions to clarifu what is being said and feed back what you hear to keep the flov going, i.e., 'Are you saying ," "It sounds like ," "In other words. ," etc. Remember, when in doubt, check it out.
r Observe
When you are meeting someone for the first time, take a good look at their environment. Family photos, paintings, trophies, awards, diplomas etc. are a clue to personal background and a starting point for conversation and rapport building.
r Avoid closed-ended questions when attempting to prompt dialogue
Questions that can be answered with a simple yes or no answer automatically put an end to the conversation. It is especially important to keep the flow going while problem solving, so be sure to ask questions that will elicit response.
. Adopt an air of confidence
Stand or sit up tall. Be direct in your cornments
and u hcn rou ckt not knor',' thc lrnslvcr. be honcst. Irr u sell:assurcd tonc ol'vricc. sintplr sltr that vou don't know but rou u ill llnd out. Thcn l'intl out ancl follou.upl
. Bc 1l'icndl) antl positivc
Pcople rcspond ricll to the positivc. Negatii..c actions and roclrl ctrcs arc a sLlrc $,llv t() trtrn rour listcncr ol l'. Whcner,cr possihlc. call pcople by thcir l'irst nanre. This u ill nrrkc thern 1i:el as l1'\r)u urc trulr interestcd in thcnt. This is espcciallr truc lirl thL- sL-crctar\ \\ ho scrccns her bosscs culls. And. tlon't lirrgct to :nrilc. erc-n uhcn vru'r'c ()n thc phone: snrilcs can hr- hcard.
. Pl\' attcntion to \'our ()ut\\'aftl intage
Yrrr ncvcr hlvc a scconrl chance to nrakc a first rrrprcss ion \,\'hcn rrtu tr ca r u nconttitrtabl e clothcs. rou contc across its hcing uptilht. so $carin{ a too-tight suit t() thll big sales ntceting coultl bt- a bie rnistakc. Whcn vou look goocl and lcel lood. it contcs across to others antl lou prcscnt a positive inluc.
Pcoplc uttentpt intcrpcrsonal conrnrunication nlrrc thalr anr othcr actir itr irr thcir tlailr Iir.r.. \,,tttr' ln(,t( elllifir.li llr:rrt r'llrr.r'r.
E ftb ct vc. J o- rs u a s vc c o n r n'ru n c al r rs u r c nld c (not born). us tr rcsult ol'dedicatcd cllirrt and practrcc. But. thc be ncflt ol'such cl'lirrr l,, ill bc rcatlilr appalcnt to thc busincss pcrson ri lto uscs hisihcr soph ist icatcd conull-ln lcet l{)lt skills to thcir Lrtnrrrst. It i: rrctcr too latc 1() irrrprovc.
I WOULo like to share with you an article I recently shared with all LMA members. It was provided to us, at no charge, ry aftomey' David Bicknell.
'A question that frequently is raised in courts and between buYers and sellen ofgoods in credit transactions is: How can you charge ' 'interest' of 18 % or more on late Payments without violating the usury laws? The answer is simple: The 18 % charge is not "interest' but a finance charge not subject to the usury laws.
The finance charge, or 'time-Price differential' as it is sometimes called,
is a long-established exception to the usury laws. The owner of property has the right to name the price at which he is willing to sell and to refuse to accept any other. He may offer to sell at a designated price for cash or at a much higher price on credit and a credit sale will not constitute usury however great the difference between the two prices.
(See Wilson vs. French Co. , 214 Cal 188, Milnnavs. Credit Discount Co.,77 Cal2d335 18 Ops. Atty, Genl. 170.)
Of course, even this rule has its exceptions. The allowable finance charge in consumer installment sales is limited by the Unruh Act and the ReesLevering Act. The statutes regulate transactions in goods intended for personal or family use. However transac-
S THE END of summer approaches and vacations have been taken, we start to look ahead to the fall meeting schedule. Sometimes it's staggering and you begin to wonder how you get any work done and yet attend one or all ofthe meetings that seem to be important.
In case your schedule isn't totally filled, let me add some meetings that LASC will be conducting and/or be affiliated with.
The fabulous 2nd Growth group, now including alt people 40 and under, will be having a dinner meeting Sept. 10 at the City of Commerce Hyaft House. These meetings are great for that age employee and don't take them away from the business during working hours. The programs are always excellent; so watch for the announcement on this one from the LASC office.
ln October, NLBMDA has their ilth annual meeting at the Westin Crown Center in Kansas City, Mo. LASC is part of NLBMDA and therefore all LASC members are invited.
tions between business people are not so regulated."
I'm certain this information is of interest to many ofyou in and ofitself. It's interesting in a different way to me.
One big reason LMA received this "legal opinion" gratis is that David and his law firm are associate members of our association. In some form or other, all of our state and regional dealer associations have associate members. Their importance to our organizations is enorTnous.
Financially, while our associates pay their way, we don't collect big bucks from them in dues. That's because we want lhem in our organizations and weneedrhemto be involved. Our regular members need the goods and services of our associates and the association benefis from their interest every time we hold a trade show, publish free advice, hold a convention or seminar, or welcome a new member referred by an associate. (Bill Barr of Pacific Forest Products is directly responsible for the initial contact with one of LMA's newest members.)
I am occasionally criticized for the way I add emphasis to titles when I write, but in my book associate will always be spelled with a capital '4."
The program begins Thursday, Oct. 9, at 7:30 a.m. with a joint WWPA, WPPC, Retailers, NAWLA gathering to hear about the newest programs and projects of industry related associations.
Later in the day the NLBMDA board meets and all are welcome to attend that. At 4:30 a special "Fint Timers" meeting is to be held to orient the first time attendee and help them get acquainted.
Roger Dawson will be the opening speaker on Friday morning with his "Win-V/in" presentation. Roger is the author of "You Can Get Anything You Want." Sounds like we all better be there.
Later in the day there will be programs on computers, insurance and business management including employee incentive programs. After lunch the computer exhibit will be open
(Please turn to page 30)
o Comoact self merchandiser
o Individually prepackaged
o o a o a
Refillable Fits on any shelf
Approved finishing tools
Soarks add-on sales
Controlled inventory
Beadex all purpose drywall compound is specially formulated and expertly blended to accomplish a versatile range of drywall taping, finishing, and patching jobs. Beadex lends itself equally well to application with hand tools or by mechanical methods. lt's a simple, sure way to achieve professional results on any drywall proiect.
12.5 lb. and 62 lb. sizes
Beadex All Purpose Drywall Compound Because:
Simple to Apply
Low Shrinkage
Easy Sanding
Asbestos Free
Do-lt-Yourself Appeal
Pre-mixed, Ready to use
Less Working Time
ldeal for Taping Joints, Finishing, and Patching
Step by Step Instructions
CHUCK LINK executive directorERMINATION policies are important. Do you have an established policy for paying a terminated employee's unused vacation and providing seveftmce pay? Inconsistent treatment ofemployees can result in serious problems for your firm and even lawsuits.
To protect your firm:
o Establish a formal poliry for severance pay and accumulated leave.
o Put the policy in writing, preferably in a personnel manual.
o Make sure the policy is communicated at the time of employment and at intervals thereafter. such as at salary review time.
o Have employees sign a statement that the policy has been explained and that it is understood.
Instruct management and supervisory per-
sonnel about the specifics and the need for consistent application.
. Document the justification for any exceptions that arise.
It's always a good idea to review labor relations matten with an appropriate attorney to be sure federal, state and local laws and regulations are being complied with.
Customer attitudes about unresolved product complaints appear to differ substantially in relation to the price of the item. For small ticket items (those under $5), failure to resolve a problem with the product will not affect brand loyalty, and fewer than halfthe customers will switch to another product. For large ticket items (those over $100), fewer than one-fifth of the customers will continue to use the product. Interestingly, quick resolution of a customer complaint can be used to strengthen brand loyalry. Regardless of product price, over four-fifths of customers remain loyal to the brand when their complaint is handled promptly.
The Farental and Medical kave Act of 1986 (HR 4300 and 5278) would increase dealers' employee costs. Specifically, it would federally require all businesses which employ five or more workers to grant 18 weeks of unpaid parental leave within a two year period, and allow 26 weeks ofunpaid disability leave within a one year period. The legislation requires employers to reinstate the employee to the same position with the same pay. During the leave, the employer would be required to continue health insurance benefits. Also troublesome is a provision in the bill that would establish a commission to investigate future federal requirements for paid parental leave.
This legislation represents a clear federal intrusion into the privatc sector and its right to establish company personnel policies and procedures. It would limit employer flexibility and eliminate the employer's ability to tailor benefis to both the business and worker's particular needs.
If you are concerned and wish to contact Congress, write to your representative and senators at the following addresses:
The Honorable (Senator)
United States Senate
Washington, D.C.20510
The Honorable (Representative)
United States House of Representatives Washinston. D.C.20515
Sawmills and planing mills at Plrcerville, Sebastopol and Napa, Ca. Dry kilns at Placerville, Ca.
Specialists in redwood, cedar, pine and Douglas fir products
Redwood and Douglas fir timbers most any size up to 32 teet
Dry air-dried or green patterns
Long length redwood and fir dimension
For your inquiries call: Rick Rosa, Dave Snodgrass, Steve Hagen, Karl Drexel, Tom Knippen, Les Le Gau& John Souza, Steve Shudoma
P.O. Box 2410, Napa, Ca. 94558 Headquarters: 5747 Hwy. 29, Napa, Ca.
! venV once in a while. routinely availh able statistics couple with an obscure news story to create a synergistic opportunity worth sharing. But first, a little background.
Anyone in this business charged with bottom line responsibility during the last 10 years has been faced with the enigma of "cost of goods gone." In our trade, it's shrink, theft, error, damage, etc. The lion's share of the problem has long been identified with employee theft, both blue and white collar.
All of us at various conventions and seminars have been exposed to a parade ofconvicted felons telling us how to cope with the problem. As more stringent preventive steps. the polygraph and/or the sophisticated detective agencies were employed. Some firms began honesty testing for new employees.
In the process lots oflitigation and lots of dollars generated the outlawing ofthe lie detector test in some 20 states and the realization
that no "system" could for long foil the determined and/or clever thief. The "cost ofgoods gone' ' was perhaps bent but not broken.
The obscure appeared as a news item about a year ago inthe Wall Street Joumal, in the last paragraph of an article, bylined Thomas F. O'Boyle, on using honesty tests to gauge workers' morale. In his research the author had uncovered a company so frustrated by 'cost of goods gone' ' that it used a technique not envisioned by the creators of the honesty test with enormously gratifuing results.
They gave the test to all employees. Then they explained how the resuls could be graded so that each ofthe participants could evaluatc his own score. This exposure and the process ofselfcorrection, according to the article, generated an immediate two-thirds reduction in inventory theft.
Researching the "test" took a while, but I discovered that the salient leatures are it is inexpensive, costing fi to $20 per employee, rates 92% accurate, is absolutely non-
discriminatory. meets EEO and FETC requirements, takes an hour to complete and five mlnutes to score.
Coupled with the f-acts, the obscure news story gave a clear message. Here was a way to meet legally, head on and inexpensively inhouse a universal problem.
The routinely available figures on sales and thcft are enorrnousin the trillions for retail and in the billions for theft. This old head isn't able to express them numerically, much less comprehend their meaning, but a friendly math professor at a local college provided the interpretation that was needed when he identified theft from retailers on average at 3.8% of sales. The National Retail Merchant's Association (NRMA) sub-divides the problem further. Thcy state that their reports indicate the "cost of goods gone" consists of 45% employee theft 35 % customer theft and 2O% generated by krokkeeping fraud and enor. For most merchants thesc costs exceed pre-tax profits.
A good way to gauge the cost effectiveness of company wide testing is to compare last year's pre-tax profits with the product of $20 times the number of employees. For most companies the relationship exceeds $1000 to $1.
There are precious few things that any of us can do for so little investment of time and dollars that appear to pay such largc dividends. If you would like more information write for Honest Tesring Pamphlet, P-10.
From the conception of your project until its completion, San Antonio Pole Construction's expertise ensures that what you need and want is what you get.
San Antonio's decades ofexperience provide the know-how to perfectly tailor the building concept you choose for your pxticular needs. Our buildings are fenowned for the efficiency of their layout and the productivity they add to a company's opefation.
The building shown here is one of four we're erecting for Rialto Lumber Company of Rialto, Ca. They include an 8,000 square foot home cente! plus a 6O' x 160' pll.wood stofirge building, a three-sided
30'x 2OO'storage building with a second floor (shown) anda 22' x60' saw shed.
You can rely on San Antonio to erect the building that is best for you.
Mike Esposito, mgf.
1280 unit F-l
West Lambert Rd. Brea, Ca. 92621
(2r3) 694-436r
(7141529-779,0
P.O. Box 136
Grimes, ca.95950
(916) 437-2303
FRED
tors describe convention olans slated for Nov.
6 and 7. at thc Broadmoor Hotel, Colorado Springs. Co.
Thc board started with a clean slate to try to improve the program so that dealers can get a good return on their investment by coming. One key change made this year is the tightening ofthe agenda. The program will be condensed to two davs.
The convention goal is to provide education and management tools to help dealers meet their business goals. The agenda includes: "Sales and Invcntory: How to Maximize Profits." Kent McSparran, Denver Managcment Group; "Selling Against Price Competition," Jerry Attridge. formerly of Manville Corp; "Rewarding for Results," Jim Pence; ' 'Meeting the Challenges of a Changing Economy," Morton Marcus. and "Change: Its Effect on Merchandise and Systems Management," Frank Denny, Builders Square.
A ncw format combines the best of dealer convercation and information sharing with displays and demonstrations of management tools. An evening session will feature computers. publications, education programs and other r.nanagcment suppoft tools presented by dealers who have volunteered to be resource persons.
"The more people involved, the better," said board member Steve Olson. Build-Rite Lumber and Supply, Rawlins, Wy.
(Continued from page 24)
to allow you the opportunity of a "hands on" demonstration. Some local yards will be available for touring.
On Saturday legislative matters will be discussed. Ken Bode will speak on "What the Insider" thinks about the national elections: Bill Sharp, nationally recognized trainer, will talk on new techniques in training people.
Naturally, artfully inserted between these business sessions are some opportunities for associating with your peers in thc industry. Appropriate spouse programs have also been dcveloped.
In Novcmber we have the always popular Palm Springs management conference conducted by LASC.
The dates are Nov. 13-15. This year we will meet at the Marquis Hotel. It appears as though the change may have been fortuitous because the Spa Hotel suffered extensive damage in the recent earthquake in Palm Springs.
"Cycling Through the 80's" is the theme for the 1986 Conference. And the committee didn't mean by birycle. Just think back to the market and you will get the picture very quickly.
Phil Butterfield and his committee have done an excellentjob ofpuning together a well rounded program.
Credit sessions for both wholesale and retail will be conducted; including the chief economist for Bank of America speaking; an insurance breakfast;a 2ndGrowthpanel,this year covering handling stress; a Hall ofFame panel, and the keynote speaker Dan Nimer, talking on "Creative Pricing For More Profit."
You can't afford to miss these meetings. Mark your calendar now and be all ready to frll out the reservation forms when thev land on your desk.
See you there.
CARUSO executive secretary
Every room starts with a beautiful idea, like Andersen" Perma-Shield" angle bay or bow windows They can make more of a beautiful view. And make less of your energy bill and maintenance chores. Just look at all these Andersen features:
. Snug-fitting design. Two times more weathertight than windows which only meet minimum industry air-infiltration standards.
Energy-saving doubh' pane insulating glass. Almost two times more efficient than oldfashioned single-pane glass without storms.
Optional High-Perform' ance insulating glass for the ultimate in energycfficie nt glazing.
. Insulating wood core. Low-maintenance rigid vinvl exterior.
ARIZONA ARIZONA MILLWORK INC. Phoenix (ffi212s44rm
CALIFORI\IA CALIFORNIA BI.JILDERS SUPPLYCO. &cramento grq929-3r9r
CARROLL MOI.JLDINGCO. Huntington Beach (714) 8980433
MAPLEBROS..INC.
Brea Qr3t69+377r
MAPLEBROS.,INC.
ElC,ajon (61914/'2-8895
WESTERNDOOR& sAsH@. Oakland (4lt s3s-2000
@I.oRADO
BOISECASCADECORP Denver (nr289-327r
R@I(YMOI.JNIAIN MILLWORKCORP Denver (303)3730210
IDAHO ROBEKTSON SUPPLYCO. Boise (mg3n475s
MONHNA MISECASCADECORP Biilings (406)652-32s0
Imagine, Andersen' windows were America's best-sellers even before we introduced this revo lutionary glass.
We call it Andersen HighPerformance insulating glass, a double glu:r:rgthat does an extraordinary job of fUhting heat loss and heat gain in a home.
That's because a special transparent coating bonded permanently to theinner pane worls 24 hours a My, in all climates, on all sides of a home to restrict radiant heat flow. So homeowners stav waflner in Januaryand coobf in July.
To find out moreabout how High-Performance glass enhances the window name recognized 5 to I over any other, call one of the Andersen distributors listed below.
n$fre.to
LUMBERYARD STJPPLY@..INC.
Great Fdls (406) 4s3{356
I\EWMEXI@ HUTIIGSASH& DOORCO.
Ahuquerque (50t 873{800
ORBGON SAVAGEWHOLESALE BUILDING MATERIAIS. INC.
Beaverton (503) 643-8s05
WASHINGTON EXCIT{NGE LI'MBER CO.. INC. Spokane (swt 487-t62r
SAVAGEWHOLESALE BI.JILDING MATERIAIS. INC. Tacoma Q04383-t727
A huge abstract sculpture, Prairie Ship Liberfy, completed a three-month journey from Portland, Or. , to New York for the unveiling of the newly restored Statue of Liberty.
The 100-ft. high, 200-ft. wide environmental sculpture of brightly colored nylon sails suspended from eight masts by artist Naj Wikoff was the only land-based vessel to take part in the tallships regatta.
LUMBER:
MILL\trTORK:
Paul Anderson. Robert Glatt, division mgr., JimHaas.
Richard H. Mills (sacramento)
G.W. "Thck" Baker trtpaso)
Rosie Lopez
We are also pleased to be a West Coast area distributor for CF&I steel products as well.
BERGER & coMPAt{Y acn, (a conagra company) tAgfa IS AN INTERNATIONAL AIJ COMMODITIES TRADING ORGANIZATION 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.
AMERICA'S gift of artto France wastransported across the U.S. by a Utility Trailer 48' long, 102" wide dry freight van.The Prairie Ship Liberty was "docked" in NY to take part in the unveiling of the restored statue, then shipped to France.
After the festivities, it was shipped to France where it will be permanently erected near the Eiffel Tower as the official gift of America in exchange for the Statue of Liberty 100 years ago.
Thevan madethree-day stopsin SantaBarbara, Ca.; Salt Lake City, Ut.;Denver, Co.;Temple, Tx.;St. Louis, Mo.; Chicago, Il. ; Tampa, Fl., and Washington, D.C.
A merchandising kit to help retailers promote sales of real wood interior paneling is now available from the Western Wood Products Association.
Items the retailer can use to build interest in real wood paneling as well as to help homeowners and do-it-yourselfers carry their paneling projects to completion, ad slicks, clip art for preparing newspaper ads and direct mail, and radio announcements are included in the comprehensive kit.
Three plan sheets provide do-it-yourself information in addition to a 2}-page book with easy-to-follow instructions and illustrations covering installation of paneling, styles of wood paneling, finishing work, and moulding and trim. A l6-page book covers the basic elements of design (color, texture and pattern) and provides information on finishes, including sealers, primers, pains and glazes, as well as transparent finishes such as lacqueq varnish, wax and oil. Another booklet shows outlines of the various paneling patterns available with actual dimensions.
The Real Wood Interiors Merchandising Kit is available from Dept. RWIK, Western Wood Products Association, 1500 Yeon Building, Portland, Or. 9204.
Sunshine. And a coolbreeze off the Pacific. Those are two of the tools Georgia-Pacific uses to S-dry Common and Rustic gades of redwood at our Ft. Bragg mill in northem Califomia.
But sometimes Mother Nature needs a little help. So we also use pre-dryers, dry kilns and other modem facilities to assure consistent qualiry in our certified, kiln-dried Bee, Clear and Clear all-heart gades.
PIus, we're members of the Glifomia Redwood tusociation and the Redwood Inspection Service. So ourgade stamp is your assurance of quality from the people who know redwood best.
Our Ft. Bragg facility is a full-service Douglas Fir mill, too. And that means one call can get you nvo of the best products Georgia-Pacific-and Mother Naturehave to offer.
Call today: 7 07I I 64 - 0281. For redwood quality you can build on.
Berger & Co., Sacramento, Ca., and El Paso, Tx.. has been named the exclusive sales agent for MCG Picture Frames and Mouldings, Inc.
MCG, which has its headquarters in El Paso, is one of the largest moulding manufacturers in Mexico. It has a solid moulding and picture frame plant in hlo-
Maxxam Group Inc.'s newly acquired Pacific Lumber Co. will double its redwood harvest in northern California to ease the debt burden of the $870 million takeover by Maxxam Group Inc. last February.
Palco announced it has reorganized to shoulder $550 million of the debt, transferring its cutting and welding products business to other Maxxam subsidiaries and planning to sell is 100,000 sq. ft. San Francisco, Ca., headquarters building, 4000 acres of timberland in San Mateo County and 3,400 acres ofagricultural land in the Sacramento Valley.
The company ovns about 189,000 acres
mas, Mexico, near the U.S. border and a sawmill in Culiacan. The firm does finger jointing and remanufacturing, makes moulding and operates a dry kiln at their Casas Grandes, Mexico, plant. The firm is 25 years old.
The former sales manager of MCG, Rosie Lopez, hasjoined the sales staffat Berser & Co.'s El Paso ofhce.
of timber in Humboldt County, approximately three-quarters of which is redwood. It ranks fourth in U.S. redwood lumber production, but is the largest producer ofold growth redwood.
Environmentalists contend the increase will accelerate the destruction of some of the last great redwood forests, which Facif,rc Lumber had previously logged on a "continuous yield" basis, harvesting only as much timber as the forest grcnvs in a specified time period.
Maxxam, a New York investment partnership led by Charles Hurwitz of Houston. Tx.. declined to comment on environmentalists' criticisms that the timberlands would soon be exhausted.
Wayne Gardner. executive vice president of the Lumber Association of Southern California, has received the Vic Hartley Association Executive of the Year award from the Southern California Society of Association Executives.
Gardner has headed the 300 member LASC for 23 years. In addition he serves as a retail member of the American Lumber Standards Committee and is on the board ofdirectors ofboth the National Lumber and Building Material Dealers Association and the Western Building Material Dealers Association.
He is a past president ofthe Southern California Society of Asociations and the Western Building Material Dealers Association. A graduate of UC Berkeley, Gardner has a degree in forestry and has done graduate work at USC and Southwestern School of Law.
This is the tenth year for the award which is given annually to an individual who the selection committee feels has done the most within the industry or profession they represent as well as contributing to the development of the profession of association management. Gardner received the award at the annual installation meeting, June 19, in Long Beach, Ca.
The importance of possessing detailed product knowledge and researching the needs of customers are just two of many valuable marketing concepts stressed to 47 young forest products sales people at NAWLAs Wood Marketing Seminar, the eighth in a continuous series ofin-depth training programs designed to accelerate sales professionalism among lumber and plywood salespersons.
For the sixth straight year, Oregon Sate University, Corvallis, Or., was the site of the spring NAWLA school, June 15-20. This year's session had the largest enrollment to date and brings the total number of seminar graduates to 351.
Although the thrust of the seminar is geared specifically to wholesale distribution, over a quarter ofthe class involved manufacturer sales trainees and service suppliers to forest products wholesalerdistributors. This is probably due to the unique opportunity for all lumbermen to better understand wholesale distribution.
The curriculum is organized around the four principles of the marketing mix: product, place, price and promotion. Students are provided managerial insight into areas of return on investments, profit margins, inventory turnover and accounts receivable management. Day-to-day subjects such as handling claims, proper sales documentation, industry nomenclature and standards round out an intense week-long period of study.
Practical exercises on different types of sales techniques a wholesaler can apply in various situations are performed by students in the classroom. Each student's performance is evaluated by his classmates under the supervision of NAWLA wholesalers. The seminar reinforces classroom lectures throughout the week wittr demonstrations, handouts, field trips to the forest and mills, homework, and examinations.
The faculty is made up of a group of industry-oriented OSU academia and a number of wholesale and mill principals from throughout North America. This year's group included Drs. Helmuth Resch, Milford MacKimmy, Terry Brown and Phillip Humphrey of Oregon State. NAV/LA professionals donating their valuable time and effort included William E. Baugh, Incline Village, Nv; Eric Canton, Minneapolis, Mn; William E. Clark, Evanston, Il; Lou Huettl, Minneapolis, Mn; larry Humphrey, Thcoma, Wa; W.E. Livermore, Burlington, Ontario; Richard D. Riley, Columbia Falls, Mt; and Charles L. Scharpf, Eugene, Or.
Continued consumer emphasis on home energy conservation and comfort, and a bullish economy are expected to push solid vinyl window sales in the replacement window market to approximately four million units this year.
Window usage will gain 390 this year and hold constant through 1987, according to the American Architectural Manufacturers Association, with skylight use increasing by at least 530/0.
These figures apply to prime, new and replacement windows, storm windows and doors, patio doors, aluminum siding, mobile home windows and skylights for the residential market.
New homes in all price ranges are going back to a traditional look that lends itself well to the use of wood mouldings. As a result, wood moulding dealers can expect to see an increase in sales to the new construction market. Portland, Or., home builder Gary Reid, Gary Reid. Inc., as a case in point. singles out the Oregon market which is now using far more interior wood products than in recent years. ''Today, wood products in general and wood moulding and millwork in particular help sell homes." he said. "and I'm in the business of selling homes, so I use a lot of both."
STUDENIS in the NAWLA seminar toured the woods (top photo) where foresters explained the effect of silviculture to stand density and tree quality (lower ph0t0). Students also had the opportunity to observe the density of old growth Douglas fir.
Vinyl windows, which represented 6% of the replacement window market in 1979, accotnted for approximately 20% of replacement window sales last year.
"The growth of the vinyl segment of the window market has been nothing short of phenomenal," says Jack McDermoff , vice president of marketing for solid vinyl windows at Certain:Ieed. 'As consumers become more familiar with the thermally efficient and maintenance saving features ofthese units, they're abandoning traditional materials such as wood and aluminum. Also contributing to this trend is the addition of new vinyl window sfyles that can accommodate virtually any opening and architectural design."
McDermott said most homeowners will continue to look at the contractor as the exclusive supplier and installer of windows, especially where custom fabricating is essential to ensure a precise fit. Homeowners, he says, also have been attracted to many of the new convenience and maintenance features such as the night-lok for added security, tilt-in sashes for easier cleaning, and color that is molded clear through the frame.
Because ofthis potential increase in wood moulding usage, Reid notes that manufacturers, distributors and dealers must get more information about moulding into the hands of builders. ''Why?" he asked. "Because builders are eager to learn more about wood moulding and millwork, especially hov to use it in more attractive ways."
IGllogg Lumber Co., Denver, Co., has moved its operations to 6700 Race St. after 62 years at 160 W. Alaska Pl. off South Broadway.
The move to the new site gives the company subsantially more office, sales, and yard space, as well as better transportation access to Interstate Highways 25 and 70 as well as a rail siding, according to Walter E. Kellogg Jr., president.
Catering exclusively to general contractors, homebuilders, and industry, Kellogg Lumber Co. was founded in1924 as the Willis-Kellogg Lumber Co. In 19214 it was purchased completely by Walter E. Kellogg, a second generation Colorado lumberman. Tirday's president is the third generation of Kellogg frmily management and ownership.
I T USED to be that the only place you I could find mouldings was stuck way back in the back of the lumberyard.
But today moulding is moving out of the shadows into the spotlight in decorating product sections, displayed right alongside wallpaper and paint.
Why have mouldings come out of the closet? A variety of factors in the marketplace have brought about thisshift, explains Art Ramey, vice president of marketing and sales for DG Mouldings, Marion, Va.
"Moulding's image has changed," he notes. "Today it's no longer perceived as just a construction material, but as more of a decorator product."
The national trend of renovating older houses has played a part in moving mouldings into a higher-profile position,
according to Ramey. "It's being seen as an element of an older home that needs to be replaced during a renovation."
Retailers are learning that grouping various decorating products increases project sales. They can improve the profit margin of each sale with high margin items, like pre-finished mouldings, Ramey said.
Since mouldings are now being displayed in conjunction with wallcoverings, paint and decorator panels, their finishes must coordinate with the currently popular colors of other available decorator products. For example, Ramey cited recent market research on top-selling wallcovering and decorator panel colors. "We're seeing a new generation of nonwood grain decorator paneling and the use of high-gloss, painted mouldings,
along with the stained mouldings," he said.
To encourage sales of the full range of decorative products, some retail outlets are offering interior decorator services. "Customers may come in just to buY paint," Ramey said, "but if you have someone with decorating expertise there to help them see how much better their room will look with new crown or chair rail moulding, you are much more likely to make a sale than if the moulding is just
Display moulding with paint and paper...coordinate colorc...offer decorating help to customer... stock easy to install products... keep up with latest moulding trends and developments.
stacked there, waiting for someone to buy it."
Where budeet limitations don't allow
for a staffdecorator, retailers should have "pre-coordinated" paint, wallcovering and moulding on large sample boards, according to Ramey. Customers who are uncertain of what colors go with what can easily match decorative elements.
Recent innovations and developments in the production of mouldings are increasing its appeal to do-it-yourselfers and professionals alike.
"We're working to help the consumer install moulding projects easier and faster, and to help the builder add high-end decorative elements to a house in a costeffective way," Ramey said.
"Earlier this year we introduced a premitered, pre-assembled corner that reduces installation time by 50% and eliminates the need for a lot of tools to install the moulding."
Proven benefits of non-wood and professionally finished moulding products are moving mouldings out of the realm of a lumberyard product into more of a high-tech category.
splitting. And using the professionally finished mouldings, a do-it-yourselfer or professional saves a lot oftime because he doesn't have to bother with sanding and staining the moulding."
Retailers have to be knowledgeable about these benefits, since many customers often aren't informed about new moulding materials, Ramey said. "The real key to the successful retailing and marketing of mouldings is to merchandise and promote, based on customers needs and wants."
'
'Many of our products are non-wood ,' ' Ramey said. "To some consumers, PVC has a negative connotation. It means plastic. But in actuality, these mouldings eliminate many of the problems you have with wood mouldings, like warping and
EASY application has become an important merchandising point for moulding. A narv generation of products includes a pre-cut, pre-joined and orejinished section for corners as well as oresanded moulding, both designed for d-i-yers.
Melamine panel, particleboard, bardboard.s, cedqr closet lining, Tbumsend bardwood planking, C-Select Douglas Fir
All over America, Do-ltYourselfers are usi ng Osmose@ Sunwood@ for great outdoor projectsthat last.
Why? Because Sunwood's beautiful reddish-brown color is morethan aprestain. The color is in the wood, so it weathers naturally like Redwood or Cedar. And Sunwood is warranteed for 40 years. Against termites, rot and decay. So a beautiful project looks beautiful for decades.
With our nationaltollfree numbef 1-800-522-WOOD, Osmose
Preferred Dealers receive direct customer referrals, as well as answers to techn ical q uestions aboutspecifications, codes and product usage. But that's not all.
The Osmose Great Plans'" IS IBEAIEO EOUAI.
Series helps Builders and DlYers withconstruction know-how for decks, fences and gazebos. A variety of styles al low f lexi ble layouts and dimensions. And along with a materials list for each project, Osmose recommends products in supporting roles. Like
PL500Deck&Trcated Lumber Adhesive which is Osmose approved for added strength and fewer exposed nails. That means add-on
salesforOsmose Preferred Dealers.
Along with in-store banners and displaysthat make selling Sunwood easy, Osmose has Great Plans Video Tapes that illustrate building procedures and techniques. They're available for Dealer Building Clinics or for customer rental or purchase.
And with Osmose, you knowyou can trust our products. U nlike "salt" and less pure "oxide" formulations, Osmose isthe highest purity, 1000/o oxide, CCA type C preservative available in the industry. While low quality treated woods have agrowing liability, Osmose is safe and clean. We stand behind the quality of our wood with our 40 year warranty.
Be an Osmose Preferred Dealer. This vear build treated wood sabdwith Osmose Sunwood. Call us for more informationor write: Osmose Wood Preserving Company, PO. DrawerO, Griffin, Georgia30224.
lY00D t|tlll A 4I|-YEAR WABBAJIIY.
NOfthWeSt ShOW In NOVembef t) ll). 11q.1.1r;1lin-! tr'l)(rnnit lllrrrsolll.:,hou t )rr'r' I )tl(trrr'(rrrl,' r,'l)r.i'\r'nlrrr,, ll)l) lllilllii!''l
\\ I ..1[]L.lr lr , . \lJii,rl \iJ.l\, ,rl\ , ,,,,!
VilLrl l)ctcrson hr'l(i li)r -lS ',curs. \\"cstfull li,irr'. lh. \.11i\)rl.rl I rrlt'.1 []trrriLlrt: \..11 ;,11 1, r1, \\.L.],':i.i].l;|-..ji.:.t],.i:,',\].i.N.l .111.!.\l)r,rlr'rj r..111a,',, tlrr'\\r':lr'rrrijrrriti ()lrrrrtrr ' \\r
I''l -llltlllrl:'tl'lhl('\lloone :tntl l"rr' ing l\iirte lilrl .Asstre ratrorr e()r)\cntl()n.
l]itrltill Duclling ('otlc' Plotcction 01 bLril.lirrr: protlrret: sitor.rclsc lrntl bLn in!. - ^L:--r- 6 ^L-r-- F
*.tltl Iltltt-kcts in his t'cgi.rl thr.trgh his sh.* r. N.rc.rbcr.
Rctl I.ion Irrrr. Bcller uc. \\1.. $ ill lre \likc \\cstlall has.joincd thc Rctl (]cdar liorrs' rttrtl hrtr tnc thc ()r]l] r'cgr()ll \\ hcrLtheltlcatitltluiththcc()n\cnti()nSChc(l tulccl firr Nor. ll-ll lntl the erhihits Ntx. chiet'stal'l crccllti\,;. the positit,rr rctilt'rl tllotlcl etrtles
South Bay Forest Products, a very special manufacturer of specialty lumber products, has a winning combinataon for you.
manulacturer specializing in westsrn speeialty softwoods
FINISH PATTERNS SIDINGS BOARDS DIMENSION TIMBERS DECKING CUT STOCK SPECIAL MOULDINGS SPRUCE & PINE PATTERNS
INDUSTRIAL MOULDINGS & MILLWORK Wholesale only
Sarrrrrills l)rrrclucing rlrralitv J)roclucts florn thc Inland Northn'cst PonderosaPineoFir&l,archoHem-FiroLodgepolePineoSpruceoCedaroldahoWhitePine
Gregory Forest Products, a lumber and plywood producer with mills in Glendale, Or.,and Klamath Falls, Or., has purchased Canfor U. S.A. Corporation's product distribution center at Fontana, Ca. (See related story elsewhere on this page).
The distribution center also has a 45,000 sq. ft. remanufacturing plant currently turning out industrial pallets and lattice panels going into the home improvement market. Purchase price of the five-acre yard was not released.
The company retained the Canfor staff and rehiredformer salesman Paul Chambers. Manager Ray MacDonald, along with Wally Turner and Rod Puppolo continue as salesmen. The plant employs about 15 others.
Gregory Forest Products is owned by Bill Gregory, a CPA and former partner with the international accounting firm of Arthur Andersen & Co., in Portland. Or. He entered the wood products business when in l98l he purchased the sawmill, plywood plant and veneer plants held by the Robert Dollar Co.
After coming through the industry recession of the early 1980s, Gregory Forest Products has since become profitable, largely due to a gamble the company
took on $4 million worth of capital improvements in 1984. It was also backed by employees who contributed in an unconventional profi t-sharing plan that traded part oftheir wages for what they hoped would be part of the profit pie later on.
John Cole, marketing manager, has been assisting the company through the transition. He said the Fontana plant has dropped the production of trusses, and is making plans to get more heavily involved in manufacturing items for industry and construction.
Competitors in lumber wholesaling wondered if Gregory would market its own Oregon mill products more aggressively in the Southern California area. Manager Ray MacDonald said, however, the plant will mainain its lumber business as Canfor did, selling a variety of manufacturers' products.
All 25 graduating seniors of the local Glendale, Or., high school will have a chance to continue their educations, thanks to the help of Bill Gregory, owner ofGregory Forest Products Inc.
Gregory said he awarded each Glendale High School graduate a $500 scholarship because he couldn't choose one over another, wanting them all to go on in their schooling.
Few students have that chance in the remote Southern Oregon village where Gregory's mill is the largest business, employing 4fi) of the town's 7fi) people.
"In our community, none of the kids come from wealthy families," Gregory said. "IfI canjust encourage more ofthe students to go out and try they'll be better off and have more opportunities."
Handing out the scholarships at the graduation ceremony, Gregory asked the winners to stand as their names were called. To its surprise, the entire class was soon standing. The bill will come to $12,500 if all students use the awards, good for education expenses at any accredited institution of higher learning.
Gregory also owns facilities in Klamath Falls, Or., and Fontana, Ca.
If you have ever asked yourself - Am I Competitive? or Am I obsolutely sure I buy my Building Materials and Hardware right? Then you need C.B.S.-Central Builders Supplies Company.
C.B.S. can take the guesswork out of buying. Since 1937, C.B.S. has been helping independent building material dealers remain competitive with mammoth corporation chains. Because C.B.S. isa dealer owned non-profit corporation, all discounts, rebates, datings and advertising funds are all passed directly to the participating members.
*C.B.S. has been nationally recognized as "The * C.B.S. is dealer owned Place To Go To Buy Lsw"*
* C.B.S. has a state-of-the-art internal commun-
* As you buy more the cost to belong goes down- ication system with participating members -not up
* C.B.S. has an in-house Lumber Department
* C.B.S. Rebates are paid to the members in cash
* C.B.S. has an in-house Building Specialties Dept.
* C.B.S. has a General Building Materials Dept. * C.B.S. operates as a non-profit company
* C.B.S. has a program with the Blue Crass Tool
* C.B.S. members share in the cost to operate Company
Central Builders Supplies Company
215 Broadus Street Sturgis, Michigan 49091 Phone: (616) 651-1455
*C.B.S. was featured in the October 1984 edition of the HOME
Sales of millwork in the last l0 years have more than doubled, rising to total sales of $5.9 billion last year from $2.2 billion in 195.
Many of the categories of millwork have remained constant in sale percentages of industry totals. However, specialty doors has increased its portion of total sales by almost2%, goingto ll% in 1985 from9.3% in 1975. Other millwork, the largest category, showed considerable change, growing from20.2% of the total millwork sales in 1915 to26% in 1985.
Window units and sash sales remained the same. 21.4% of the total sales. Window and door frames also showed no change at 5.7 % of total sales. Interior and exterior door sales dropped from25.2% in 1915 t"o 19.l% in 1985's total sales. Moulding sales also decreased from 18.2% in 1915 to 16.8% of all millwork sales in 1985.
Looking ahead, Business Trend Analysts, Commack, N.Y., estimates that total millwork sales for 1986 will be $6.1 billion, a 4.5% annual change. They project 1996 sales at $11.5 billion, a6.5% annual chanse.
o Full and Custom Milling Over 450 Profiles
. Primary Species: Red Oak and Other Hardwoods
o Annual Cut40 Million Board Feet
o Direct Mill Shipments: U.S. and Canada
WE SPECIALIZE IN PRE-STAINING "YOUR MATERIAL" IN ALL OLYMPIC COLORS. COATING ALL 4 SIDES OF EXTERIOR SIDING AND DIMENSIONAL TRIM, PLUS 4 COAT APPLICATION ON ALL SIZES OF PLWVOOD. ENCLOSED WAREHOUSE FAOLW.
Dataline, a division of Display Data Corp., Hunt Valley, Md., has signed a letter of intent to be acquired by Convergent Technologies, Inc., San Jose, Ca.
"I have every confidence that this new alliance will enable us to maintain our traditionally high level of customer support while benefiting from the significant resources and experience of Convergent Technologies," said Hugh Bell, president of Dataline.
Dataline, a leading supplier of in-house computer systems to the lumber and building supplies industry, merged with Display Data, which offers specialized inhouse computer solutions to the automotive, beer and soft drink distributors markets, in March 1984.
Convergent Technologies designs, develops and manufactures computers and network based products for original equipment manufacturers in the data and information processing industry. Its products include worktations and supermicro/minicomputers based on advanced microprocessor technology and a broad range of software applications.
The National Wood Window & Door Association has issued an updated standard for wood flush doors.
This standard contains a new face characteristics chart to aid manufacturers, specifiers, and users in identifying door face characteristics when ordering doors. The standard also has been updated in several other areas reflecting new standards, and methods ofproduction.
The National Wood Window & Door Association, a technical and standards writing association, works in all areas covering wood windows and doors. Currently working on updating their wood window standard, they also are involved in developing and producing standards for swinging patio doors and skylights.
For the third consecutive year, T. Marshall Hahn Jr., chairman and chief executive officer of Georgia-Pacific Corp., has been named C.E.O. of the year for the forest products and lumber industry by The Wall Street Transcript, a weekly newspaper for the investment community.
4 PTC"oDfin INACHINE ST4INING
.,..GOWITHTHE PROFESS'OruAIS FOR o/UAUWCONTROIIED PRE.STAIMNE. .
)ALL ,,l9ii6l33tl-66f|1
Morgan Products Ltd. has acquired Nicolai Co., the nation's largest manufacturer of fir doors, in a move designed to further strengthen Morgan's market position in the wood panel door industry.
Morgan and Nicolai have signed a definitive stock purchase agreement to exchange 8m,000 shares of Morgan common stock for all of the stock of Nicolai, a privately-held company headquartered in Portland, Or.
Once upon a time a windorv was a hirly simple product to sell, but the drive for energy conservation and the advent of advance technology and high efficiency windows has changed all that.
Today a window salesman must be informed about R-values, solar radiation. solar energy, infrared radiation and low emissivity. In addition, he must be able to clearly explain the difference between single-pane, double-pane, triple-pane and low-E windows to a customer who has probably read pages of information on the new superglass wi ndows.
Nicolai has door manufacturing facilities in both Portland and Springfield, Or., and has a 210,000 sq. ft. plant under construction in Lexington, NC. The company had net sales of $52 million in 1985.
The purchase of Nicolai marks the second major acquisition announced by Morgan in less than six months. Earlier this year, they acquired Shasta Millwork ofWeed, Ca.
George T. Brophy, president and chief executive officer of Morgan, said the
The positives and negatives ofsingle, double and triple paned windows are probably fairly understandable after l0 years more or less of market exposure. Low-E glass is the most confusing to today's shoppers. Basically, the low-E glass is coated or has film applied by a glass manufacturer before it goes to a window manufacturer. Both methods have pluses and minuses with warranties and low Uvalues pointing out the most desirable products.
Numerous trade names identifu low-E glass, each indicating a specific manufacturer. Among those on the market: Heat
Nicolai acquisition will enable Morgan to move more aggressively into the Western and Southern markets. "It also provides us manufacturing flexibility to improve the efficiency and productivity ofour principal manufacturing facility in Oshkosh (Wi.)," he said.
Morgan reported 1985 sales of $265,279,000. a gain of 18% over 1984 sales, while net income increased 65% from $4,239,000 in 1984 to $7912,000 in 1985.
Mirror, Sungain, High Performance Glass, Sungate, Sunglas Heat Reflective, Low-E. Window manufacturers usually use glass from only one manufacturer and feature its trade name as well as the window's trade name in advertising.
Perhaps the best course ofaction for the window salesman is to study the literature for the products he sells and the technical inf,ormation available in various consumer and trade magazines. (see p. 15 for a detailed explanation of low-E glass). With this reinforcement. he will be able to answer all questions and help his customer to make a wise choice.
The facilities of Wall Dry Kiln Co., Long Beach, Ca., have been restructured into a "condominium lumber company," now housing seven different wholesale lumber firms.
Renamed Wall Investments, the company's dry kiln structures have been converted to warehouses. Several lumber sheds and office buildings have been built.
The tenants include Autumn Milling' Buchanan Hardwood, Columbia CitY Industries, Holmes & Co., Johnston Hardwoods, C.E. Jordan Hardwood and Sumwood. Inc.
"Increased fuel costs and overseas competition made this the wise way to go," said Bob Wall, co-owner with brother Charles.
"Our plans are to continue in real estate investment, which we've done in the past on the side. Wall Dry Kiln Co' was the base that made this operation possible. It's been very lucrative and when the proper time and location arise, we'll do it again," he said.
Another lumber shed is under construction. Additional land is available for expansion.
Pacific Wood Preserving of Bakersf ield produces vi rtual lY 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 complete caPabilitY to work for you. Call todaY:
Steve Ryan, General Manager
n California (800) 582-3950
Outside California (805) 833-0429
Don Hossack is the new mgr. of the Phoenix unit of Ray Lumber Co., Phoenix, Az. He recently resigned from The O'Malley Cos. after nearly 23 years with the firm.
kte Speek, Fremont Forest Producs, Whittier, Ca., and his wife, Phyllis, their children and spouses, are visiting the Vancouver Expo in Canada this month. The party of l0 will rhen rake a 10 day cruise on a chartered ship out of the Queen Charlotte Islands.
Norman Reed, owner/mgr., Rainier Pallet Corp., Kent, Wa., has been elected pres. of Western Pallet Association.
Linda French has joined the sales staff of Pacific Forest Products, Fresno, Ca.
Chris Lueck, sales exec., is heading up the new All-Coast Forest Products office in Tempe, Az., according to Phil Dodson, All-Coast sales mgr.
Tom lapinski, Sierra Pacific Industries, Redding, Ca., is back after a Pennsylvania to Georgia business trip.
Randy Faris, Computer Advisors, is back in Salt Lake City, Ut., after a West Coast business trip.
Clint Bower, Mariners Forest Producs, Santa Ana, Ca., and his son, Clint Jr., 13, have completed a mid-West mill trip.
Pete Bower, Mariner's Forest Products, Inc., has been elected pres. ofthe Los Angeles Hardwood Lumberman's Club. Larry Knox, Liberty Hardwoods, Inc., is v.p., and Mike Long, PGL Building Products, sec./treas. Directors are Craig Jordan, John Saroyan, John Buchanan, Mark Michie and Ken Tinckler.
Dennis Brock will manage the new Marvin Wood Products, Inc., facility in Baker, Or. , (formerly Brookswood), according to Buzz Marvin, pres.
Paul Cardwell has been named sales mgr., cedar div. , of Anderson Middleton Lumber Co., Hoquiam, Wa.
J. William Rottler is the new dir. of industrial relations for Southwest Forest Industries, Phoenix, Az., according to James W. O'Brien, v.p. of personnel and administration.
Ken Thim, Genstar Building Materials, Los Angeles, Ca., is back at work full time following a heart attack.
Randy Philips, Philips Lumber Sales, Thousand Oaks, Ca., is backpacking this month in the wilderness of Eastern Or.
Daniel S. Haas has been appointed No. Ca. and No. Nv. district sales rep for Azrock Floor Products.
Charlie and Elsie Ross, tree farmers in Corvallis, Or., who have planted 174,000 seedlings since 1955, have been presented the 1986 Westem Tree Farmers of the Year Award by the American Forest Council.
Ted Gilbert, Product Sales Co. Orange, Ca., was recently on a No. Ca. mill trip.
Frank Stewart, Western Wood Products Association field man, is back from a Caribbean cruise with his family.
Marilyn Dunn has joined Skibba Lumber, Orange, Ca., as accounts receivable mgr.
Jim Moss, Ed Fountain Lumber Co., Los Angeles, Ca., was kidnapped by his friends and flown to Maui, Hi., for his 40th birthday.
Edmund J. krret has been named asst. exec. v.p. of the National Wooden Pallet & Container Association, Washington, D.C.
Steve Hill, Direct Lumber Co., Oxnard, Ca., has returned from refereeing the U.S. Judo Association Nationals in Miami Beach, Fl. Rick R. Kettering is new to sales at Direct Lumber.
Monte A. Leen is now v.p. of marketing/ merchandising at Lanoga Corp. , Seattle, Wa., according to Ted Thnase, pres. and c.e.o.
John Carroll, Carroll Moulding, Huntington Beach, Ca., is back from a week's camping at Lake Don Pedro, in the mountains northeast of Merced, Ca.
JeffMills, gen. mgr., Idaho Springs Lumber, Idaho Springs, Co., has been elected pres. of Wood Inc., Englewood, Co. Other officers and their committees are pres.elect Neil Jensen, Reed Mill & Lumber, Denver, Co., social and technicial committees; sec./treas. Faul Dodson, Kaibab Industries, Englewood, membership; immediate past pres. Mike Cundiff, ABZ Lumber, Denver; Bill Baugh, Snavely Forest Products, Denver, architectural awards; Roger Gage, Life Time Door, Denver, architectural awards; Mike Grenier, Alpine Lumber, Englewood, social; Craig Hill, Wes Dor Inc., Denver, golf tournament; Bob Milner, Hartmuller Lumber, Lakewood, Co.; education; Bill Rehm, Click & Geddes Lumber, Denver, education, and Scott Yates, Denver Lumber. Denver. education.
Brent Hillock, Sacramento, Ca., has been named "Salesman of the Year" $, California Hardware, City of Industry, Ca. He joins the Million Dollar Club, along with Bob Rainer, JeffReiner, Mike Farsloq John Peschke, Mark Gerby and Andy Sprague.
Joseph W. Nussbaum, Triangle Pacific Corp., Dallas, Tx., has been elected v.p. of the National Kitchen Cabinet Association, Falls Church, Va.
Harvey Speck will handle sales from Eugene, Or., for Douglas County Forest Products' newly reopened sawmill
Al Dugan has retired from Pacific Wood Products, Salem, Or., after a 4O-year career in lumber.
Mark Denner has been named sales mgr. of Swanson Superior Forest Products, Noti, Or.
Eddie McMillan is now general sales mgr. for western and southern particleboard and MDF at Willamette Industries, Albarry, Or.
George Malley is a new trader at Columbia Wood Products, Beaverton. Or.
Roy Liles ha"s joined Thunderbolt Wood Treating, Riverbank, Ca., in a sales/technical capaclty.
Robert Burns is the new sales mgr. at Bel-Air Door Co.. Alhambra. Ca. Also new are Dan Mehan in the take-off dept., Jack Wagatsum and John Campbell in the telemarketing dept., and Chris Hair as shipping mgr., according to Samuel Fineman, pres.
David Chimienti is new to the sales team of Washington Pacific Lumber, Portland, Or. Bill Breshears is now with their western sales staff.
Staci Jones, cashier, Lumbermen's, Redmond, Wa., was elected July Employee of the Month by her co-workers.
Joanne Swyers has been appointed mgr. of marketing services at Portland Willamette Div. of Thomas Industries, Portland, Or.
John Morby has been named So. Ca. and Az. regional sales rep for Simpson Door Co., Seattle, Wa.
Jim B. Edens has been named pres. and c.o.o. of PGL Building Products, according to John N. Anderson, chairman and c.e.o., Palmer G. Lewis Co., Auburn, Wa.
Thomas Thornton Jr. has resigned as pres. and c.e.o. of Orchard Supply Hardware, San Jose, Ca., to join Mr. Goodbuys, Philadelphia, Pa., as pres.
Monte A. Leen, exec. v.p. of advertising, merchandising and purchasing, hy 'N Pak Stores Inc. , Kent, Wa. , has joined Lanoga Corp., Seattle, Wa., as v.p. of marketing and merchandising.
Dick Friel is the new v.p. of marketing at Pay 'N Pak Stores Inc., Kent, Wa.
Carl Poynor, Fremont Forest Products, National City (San Diego), Ca., is celebrating his 50th anniversary in the lumber business this year.
Carl Gavotto, 87, a retired San Diego, Ca., lumberman, is recuperating at home from hip surgery.
Robert W. Sweeney has been named pres. and c.e.o. of the combined operations of Bend Millwork Co. and Pozzi Window Co.. Bend. Or.
David Cubit has joined Precision Redwood Manufacturing Co. (Primco), Cloverdale, Ca., this month as exec. v.p. in charge of operations, according to Chet Dennis. He had previously been with Little Lake Industries.
Ron Dybas, Crestwood Forest Products Inc., Bethel Island. Ca.. married t-orrie Gellerman Aug. 2, 1986, at Roaring Camp redwood grove, near Santa Cruz, Ca. They plan to honeymoon in Vancouver, B.C., in Sept.
Dick Hoover, Pacific Lumber Co., El Toro, Ca., is back from a Stanford alumni Baltic tour that included stops in Sweden, Norway. Poland and Russia.
K.M. "Kentt Caylor, Diamond l,ands Corp., Red Bluff, Ca., has been on a So. Ca. business trip.
Phil Harmonic has just installed a new music syst€m at Mungus-Fungus Forest Products, Climax, Nv., report owners Hugh Mungus and Freddy Fungus.
OV/ IS the time for southern and western dealers to set a headstart in the vinyl window business.
Nationally, vinyl windows account for afull 16% of the residential replacement market, with double that figure predicted by 1990. Dealers, remodeling contractors and builders in the regions mentioned are conspicuously absent from the wave of new vinyl window business volume and profit sweeping most of the rest of the country.
European builders and remodelers pioneered the use of vinyl windows during the 1950s, because of serious shortages of wood after World War tr. Much of the technology for fabricating vinyl windows was developed in West Germany. Today, vinyl windows are used in about 65% of all replacement installations in Germany. For the total replacement and
new construction market. the estimates are 42% vinyl in Germany and Austria and25% for Europe as a whole.
In the U.S., vinyl's high resistance to heat gain and loss helped bring about its first big sales gains in the l90s when the oil embargoes and the quadrupling of fuel costs made energy-efficiency a must.
The appeal of vinyl windows is based on a number of major considerations:
. never corroding, peeling, rusting, shrinking never needing painting
o cleanable with a damp cloth
o insulating value
o resistance to extremes ofheat and cold. fresh and salt water and sea spray
o self-lubricating propenies which help prevent the vinyl sash from sticking when opening or closing
high insulating values resist the damaging effects of condensation
o available in any size and shape; fabricated to order at no increase in price
r price competitive with quality wood windows
The recent creation of a Vinyl Window Certification Program by the Vinyl Window and Door Institute, a part of the Society of the Plastics Industry, Inc. , is significant in that it assures the ultimate consumer will get a quality product. Twice a year, the testing lab makes an unannounced call on each manufacturer enrolled in the program. If deficiencies are found. the licensed manufacturer has
Certain geographic areas offer dealers a rare chance to be first in offering a new product... certification labels ensure windows meet high industry standards...windows have impressive features and benef its for buyers.
30 days to correct them or the products will be decertified.
Vinyl window manufacturers using the black and silver certification label are stating, in effect, that their windows conform to the nationally recognized consensus standard ASTM D4099. This standard, developed and promulgated by the American Society of Testing and Materials, has been accepted by the U.S. Army Corps of Engineers, HUD, DOE, Building and Code Administrators (BOCA), Southern Building Code Congress (SBCCV), Council of Amertcan Building Officials (CABO), and the Construction Specifiers Institutions.
From a marketing standpoint, the certification program is a powerful tool in persuading the consumer, builder, contractor, architect or other construction specifier that vinyl windows bearing the certification label are not only a first-rate choice but ofthe highest reliability and assured quality.
So, if vinyl windows are new to you, they are new to your competition, which translates into a rare, golden opportunity for you to be among the first in a whole new prolitable line of business.
Pre-cut, pre-joined and pre-finished moulding sections that fit automatically into any inside or outside corner are new from DG Mouldinss.
Solid oak framed mirror doors with beveled edges are new from Monarch Mirror Door Co., Inc.
The new series features a 2 " wide deep-oiled contemporary oak frame finished with mitered corners.
The doors are bottom-rolled on heavyduty nylon wheels with no weight on the header, so they may be easily and quietly opened or closed with one finger. The track and channel are in a dark, bronzebaked finish.
A 400 lb. safety backing assures the mirror will stay in one place without leaving exposed edges ofjagged glass in case ofan accident.
A new custom-made vinyl replacement window reinforced with aluminum has been introduced by Season-all Industries. The window is constructed with heavy gauge, multi-chan1lered extrusions for superior strength, l/a-in. double or triple insulating glass and Tslot weatherseal. Also featured are a step jamb for a secure fit in window installation, double vent latches for security, tilting sashes for easy cleaning, and an outside screen track which will accommodate half or full screens.
Stamped steel sidelights from Benchmark Doors unite the strength of steel, the deeply-sculptured look of traditional wood, and the thermal protection of foam core and insulated, double-glazed safety glass lights.
Each side of the sidelight is stamped from24-gauge steel in one piece. Installed with ten heavy duty steel screws, the sidelights are said to strengthen an entryway and control door sag.
Sidelights come in 12- and 14-in. widths, six classic styles, and clear or leaded glass in half- or full-length lights.
Avoiding mitering, Perfect Corner fits easily into the corner and connects flush to straight pieces.
The comers are available in a varieW of orofiles and finishes.
FinishOff, a heavy-bodied remover for removing paint, varnish, lacqueq shellac and air-dried enamels from masonry, glass, wood and metal (except aluminum), is new from Savogran Co.
Because it offers superior clinging and penetrating action on multipleJayer finishes, the semi-paste remover is ideal for use on rounded and upright surfuces on furniture and woodwork.
For more information on New Products write The Merchont Mogazine,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!
A door hinge butt marker for use in mortising doors or jambs for hinge installation is new from Swanson Tool Co.
The liner helps stabilize patio blocks, asphalt, concrete and wooden decks to keep them from sagging and shifting after installation.
Pressure exerted on the underliner by concrete or other buildins materials makes it taut. stretching it io that if one area ofthe patio becomes weak and sags, the underliner will hold it level with the rest of the structure.
The marker attaches to the door edse with a screw and provides an accura'ie depth and size guide for chiseling the hinge cut-out. A 1'wide lip holds the chisel level while controlling the depth of cut, assuring accurate seating ofthe mounted hinge.
Constructed of cast aluminum, markers are available for 3t/z " inside door hinges and 4 " outside door hinges.
Architectural decorative extruded aluminum louvers and fire rated door louvers are new designs in the LeslieLocke line.
The aluminum louver is anodized extruded aluminum of the inverted "V" type containing a security lock frame. The nominal louver size is determined bv the rough cut-out and its frame is adjusiable from l" to2V4 " clamping thickNCSSCS.
Woodtone wall panels decorated with scenes of Elvis Presley's life are new from Welsh Forest Products, Inc. Available in two desisns. the hardwood plywood panels come ii'+' x A' lenghs or 16" x24 " panels packaged in a display box containing 24 pieces.
Insulated steel, double door Ever-Strait patio door systems from Pease Industries, Inc., are now available in center-hinged American and side-hinged French sfyles. New glass designs and lockes have also been added to the line.
A roof windou, in which the sash pivots in the top one-third of the frame so it can be turned to the inside and secured for washing is new from Andersen Corp.
The fire rated door louvers feature blades, a channel frame and a flange frame made from 16 gauge cold rolled steel. Frames are 20 gauge commercial quality cold rolled steel with mitered and flush welded comers.
The Duon Patio Liner, a versatile nonwoven polypropylene ftbric used to keep above-ground structures level after construction, is now available from Phillips Fibers Corp.
French patio doors feature a removable astragal, alloving both doon to be opened separately or at the same time. Although the astragal can be removed for use of the entire opening, it is said to provide exceptional strength to hold the doors securely closed and locked wittr deadbolt security.
All doon ofler an adjustable frame, adjustable sill with oaklook nosing and adjustable strip, magnetic weathenripping at the head and lock side, compression weatherstripping on the hinge side, and polished and antique brass finish lockset.
The new glass designs are a l5-light beveled glass and a crystal etched glass selection. Energy saving "Low-E" glass is an option forplain glass designs which feature a choice of 10- or l5lieht removable grilles.
The unique design allows five operating positions: closed and locked with a key. two locked venting positions. a top hinge (awning) venting position, and a pivoting position for cleaning.
The window is glazed with a high performance insulating glass, with a Vz" air space. It features a low maintenance, baked acrylic hnish in Terratone color on a metal-clad wood sash and frame.
Four new energy saving, steel clad, insulated storm door models have been introduced by The Combination Door Co. Acting as an effective heat loss barrier at entryways, the Homeguardian line features an injection molded core of polyurethane which is permanently bonded to the natural wood frame and24-gauge steel exterior wrap.
All models come in either autumn brown or winter white and provide both glass and screen inserts. All doors come pre-hung in aZ-bar frame for easy installation.
Lisht natural driftwood color kitchen and 6'ath custom cabinets are new from StarMark.
white embossed vinyl. The core has a fire rating ofup to two hours.
The panels can be used for laundry rooms, kitchens, family rooms and protected outdoor areas.
A new line of "Like Wood" louvers and window trim has been introduced by Russell Enterprises.
The line ofpolyurethane louver styles features three round gable sizes, two half round arch gables, two vertical gables, a cathedral gable, triangle, octagon and a round design with four keystones.
Sidelites and transoms in standard sizes to complement their terrace doors have been introduced by Marvin Windows.
The finish provides a washed or pickled effect gray, designed to enhance many oftoday's decorating colors and tones.
New gypsum ceiling panels from USG are said to be able to stand up to humidity that might be too much for other ceiling panels.
Sheetrock panels contain a gypsum wallboard core covered with two mils of
Benefits of polyurethane over wood trim are said to include no shrinking, expanding, splitting, warping, rotting or insect damage. A special coating allows staining or painting to match any trim color.
The door hinges and locks directly to the flanker sidelite panel or panels which are available in Retro 6/8 height. The sidelites have a continuous header and sill to match the terrace door.
Using terrace door stiles and rails for continuitv. transoms are available in custom one-wide, two-wide or three-wide units with one lite or authentic divided lites.
The sidelite and transom glazing options include single tempered, insulating tempered, Low E energy saving, solar bronze or decorative leaded elass.
WE'NIG22 AL, B',WiDE, H,.SPEED, 5 HEAD MOULDER
WE Nrcprecision and speed with built in capabititiesiointing
An attractive free-standine dual fuel stove that offers both the edonomy of wood and the convenience and reliability ofgas is new from HearthStone.
The Gemini system features a gas porvered burner that attaches to the rear of a HearthStone woodstove and burns either LP or natural sas.
A new winterizing system for protecting water supply lines against frozen or burst water pipes has been introduced by Minn-E{ech of Montivideo, Mn.
Wallcoverings which can provide an advance warning offire before there is smoke or open flames are new from BF Goodrich.
When heated to 300" F, Early Warning Effect wallcoverings emit a colorless, odorless and harmless vapor that will activate ionization-type smoke detectors. The 300'trigger point is well below the ignition temperatures of most common room materials.
The effect is present in all but one of their line of more than 2,000 colors and patterns.
Logs are loaded into the stove, with the gas staying onjust long enough for the fire to get going. When the fire begins to die down, the stove can be re-loaded or the gas can come back on to maintain the comfortable room temperature.
Safety features include an automatic gas shut-off in case of flue blockage, power loss, flame loss or over heating.
The AquaPurge system injects a protective. non-toxic winterizing solution into the lines and automatically retrieves it for re-use. Reportedly, the average home can be winterized in less than l0 minutes and dewinterized in less than 15 minutes.
The compact unit measures l0 " x 10 " x 7t/2" with a l0 gallon solution reservoir. It contains a thermally protected and pressure activated DOV pump which delivers 2.2 gallons per minute.
Alart Moulding
CalStyle Furniture
CalWest Lumber
Custom Mill
Decore-Ative Specialties
Delgado Bros.
DetaTorreBros.
Douglas Furniture
Elmodor
Filbar Furniture
Frost Hardwood Lumber
Heppner Hardwood
C. E. Jordan Hardwood
MacBeath Hardwood
McClellan/Schneider
Molduras Tijuana
Muebles de Baja
Nordic Sauna
Penberthy Lumber
Peterman Lumber
San Diego Frame
Silver Apple
I NTERNATIONAL FOREST PRODUGTS
II' THE GROWING UFAMILY'OF WEINIG MOULDER OWNERS. ..THE FAMILY''Tom March (left), controller of International Forest Products, 13945 S. RamonaAve, Chino, Ca. 91710,(714)627-7301,tuing congratulated by Tom McClaran, president of Southwest Machinery.
An electronic insect repellent from Switzerland is now available from Hofizons Unlimited, Inc.
The Moltron Bug Shield keeps mosquitoes, gnats and sand flies away without messy liquids or sprays. Protecting people within an l8-ft. diameter, the compact, pen-like device clips onto a pocket and emits a repellent electronic tone.
It is said to operate up to a full year on a single AA battery.
Colored glass oven fronts for KitchenAid24" and2T " oven models are now available.
In almond and white, the clear tempered glass panels offer a fashionable hitech look to complement the sharp, clean I ines of European cabinetry.
Specializing in fireplace mantels and Colonial door entrance trims.
We offer both standard and custom sizes.
Mantels are manufactured in western hemlock and oak.
A self-adhesive roofing membrane to guard against wind-driven rain which gets under shineles is new from WR. Grace & Co.
IApplied to the roof deck, parallel to roofedges, under shingles, slates, shakes, tiles or metal roofing, Ice & Water Shield forms an invisible barrier to Drotect a building without detracting'from its appearance.
A compositeof polyethylenefilm is laminated to a thick layer of flexible rubberized asohalt.
Tilt-turn windows, which tilt in at the top to pull in cool air and push out warm aii and also open to the side a full 180'. are new from Marvin Windows.
The windows feature a three-position handle, weatherstripping welded at all four corners, and fine-grained Fonderosa pine construction, deep-treated with a ircsticide and water repellent solution to protect against rot and decaY.Round top and simulated double hung models are also available.
An ecologically safe deodorizer avarlable in 13 natural scents is new from Scentstix.
A rechargeable aerosol can easily filled and pressurized for applying paints, lacquers, protective coatings, lubricants, cleaners, waxes, solvents, deodorizers, insecticides and other liquids is new from Brooks Tech, Inc.
special CO, cartridges when a more inert propellent is required.
Optional accessories include a clip-on pistol grip, an lS-in. long flexible-tube extension, and a package of five nozzles.
A unique "flat-proof 'tire of resilient polypropylene is now available asa4" x 16 " general utility wheel from Candu Trading Ltd.
Using pure and natural oils, the sticks have scents ofiasmine. lavender. neroli, cedar. citronella, wintergreen. cinnamon. peppermint. clove. spearmint. anise. ginger and sassafras.
The Tech Sprayer system includes the rechargeable container with a liquid capaclty of 12 to 16 oz.; fine, medium and coarse spray nozzles, and a bayonet extension nozzle.
Most conveniently pressurized by a bicycle pump or shop-air hose, the container may also be pressurized with
The greased 2 " dust-capped needle bearing lets the wheel with safety rims roll freely under heavy loads. The adjustable axle adapts to mount on virtually any frame.
A self service merchandiser is nov available to stimulateadd-on sales of Beadex drywall tools.
A soft-textured wood with straight, close and uniformed grain, Ponderosa Pine is unexcelled for smoothness and fine appearance when surfaced. Suitable for many purposes, it has less tendency to split than denser woods. Excellent workability; extremely paintable; tops in gluing.
The space saving comrgated display unit contains 2 4 " knives, 12 6 " knives, 8 8 " knives, 8 mud pans with apered sides for easy access and a convenient metal blade edee for cleanins extra compound offknives, plus 8 sanding blocks;ith raised cirved handle grips to get into tight comers without skinning knuckles.
The individually prepackaged inventory fits on any shelfspace along with other drluall accessories to stimulate sales of apprwed tools for drywall taping, finishing, and parching.
Two all-weather, rugged and workable plywoods produced in The Netherlands are now available fiom JMB & Associates. Montaplex plywood panels feature weatherproof plywood/synthetic laminate corstruction wi*r a polyester-based coating. Reportedly easy to clean and maintain, they come in ll colors.
Multipaint panels offer the same construction, but are factorytreated with a synthetic resin top layer which serves as an ideal pnmer.
The standard panel is 4' x 8' and comes in a variety of thickNCSSCS.
A 36-in. glass surface cooktop with cast-iron elements is new from KitchenAid.
Constructed of charcoal black glass. the cooktoo is %o in. thick and tempered for strength aid durabiliry. Line graphics complete the sleek, Eurostyle look.
It has two 7-in., 2000-watt elemenrs: a 6-in.. 1500-watt element, and a 9-in., 2600-wan power burner. The push-to-turn infinite heat control knobs feature "hieh" to "lower-than-low" simmer settings.
Solid cast-iron elements heat up gradually and cover twice the area of open coil elements, distributing heat evenly. Each has its own thermostat to prevent overheating.
A versatile Ryan leafblower and yard vacuum with a powerful 3l c.c. engine, is new from Piston Powered Products.
serted into holes in the stake to form support loops of adjustable diameter. Reusable and compact for storage, Plant Support Alls can be used singly or in sets for climbing or extralarge plants. They reportedly cannot rust and are fungus resistant.
The sleek, octagonal Laser, a luxury porable spa combining advanced microtechnology and state-of-the-art design, is new from Jacuzzi Whirlpool Bath.
water light; a dial'for selective control of the heating system, and micro-chip engineering activating the system only when there is a demand for heat.
Other standards are built-in dual skimmers, a Water Rainbow waterfall spout, three seating levels, two youth seats, lumbar supports, perimeter armrests, large foot well area, two silent air controls, four directionally-adj ustable jets, built-in freeze protection, heater cooldovn qrcle, slip-resistant bottom and safety suction device.
Made of high-gloss acrylic reinforced with fiberglass, the spa measures 84 " long, 84 " wide and 31" high.
As a blower, the model is capable of sustaining a 150 mph airflow velocity at the nozzle with the engine at maximum rpm.
As a vacuum, it has trvo large tubes and an 1.8 bushel capacity bag.
Plant supports with adjustable loops are new from Invention Development Services.
Included with each 56' tall sreen stake are three lines of tubing which-can be in-
For more information on New Products write The Merchont Magazine,4500 Campus Dr., Suite 480, Newport Beach, Ca. 92660.
Please mention issue date and page number so we can process your request faster! Many thanksr
Paul does not rest on his fame as the lumberman's svmbol of accomplishment. New requirements and changrng conditions keep him alert to progress.
"LOOKING AROUND" says Paul Bunyan
A new line of European-styled Closet Maid ventilated drawer systems has been introduced by Clairson International. Made of heavy gauge epoxy-coated steel wire, the drawers feature wide, flat rims for easy gliding. Laminate tops are available for l'7 " wide units to convert them to furniture-styled storage for bedrooms, bathrooms, closets, workshops and home offtces. Casters are avail-
able to modify them into hostess carts.
Units are offered in a variety of frame heights and single, double and triple depth drawers.
The Rit-A-Weed fabric layer for controlline weeds is now available from Atlantic eonstruction Fabrics.
Covered with2" to 3 " of mulch, stone or gravel to block out sunlight, the polypropylene fabric allows air, water and fertilizer to pass through to nourish plants and shrubs while blocking weed growth.
It reportedly will not rot, mildew, decay or become brittle when properly covered. It can be cut or shaped with large scissors or knife. Available in light, medium or heavy weight fabric, it comes in 3' x25'.3' x 50' and 3' x 100' rolls.
A non-drip, flip-top plastic paint can lid for one-sallon cans is new from Baltimore Brishes.
The Paint-Keeper's lVz " x 5 " sPout opening simplifies pouring and repeated brush dipping while painting. It also prevents paint from filling the can's sealing groove.
- Snapped directly onto the outside rim of the can, the lid also helps eliminate accidental dripping and spillover. It can also provide a tight seal for storage of leftover paint or stain.
A new home automation system from Mitsubishi Electric maintains securitv. environmental control and communication through a master controller unit and a number of add-on components.
25 yard spools, cords come in .0l2"to .l50",diameters. Tapes come in widths from'Ae" to Vn".
cutcheons. It may be ordered in 12 different finishes and two enamel colors with numerous handle and escutcheon options.
AII have Epoxy-Glas protection and washerless tA" turn ceramic disc brass valves.
The Serpent, an elegant new bathroom faucet design, has been introduced by Harden Industries.
A new solar and heat reflective slass is now available in the complete iineof DorWal sliding glass doors, windows and thermal barrier doors and windows from Acorn Building Components.
The five ball handle is available in meal or faceted crystal, both with metal es-
Low emissivity E:Therm glass selectively reflects or transmits portions of radiant energy to improve glass insulation performance, keeping more heat in during winter months and blocking considerable solar heat durins surnrner.
The system monitors and manages energy efficienry by controlling heating, ventilation and air conditioning. Specialized sensors detect smoke, fire, gas and unwanted intrusion. Lights and appliances can be controlled remotely.
Add-ons include a wireless security system; intercoms including a video door intercom, which allows viewing and speaking with visitors; a lumaphone with built-in video monitor;a video printer, providing a clear printout ofpersons at front door, and a telecontroller, which permits operation of the entire system via outside telephone lines.
Flexible, round abrasive cords and flat tapes that replace sandpaper in many woodworking and fumiture refinishing applications are new from EC. Mirchell Co.
Unlike sandpaper which has to be folded and tears easily when pushed and pulled through growes in new spindles or when used to remove paint and residue during furniture refinishing, the cords and tapes are easily sized to each job with a sample card.
Impregnated with aluminum oxide, silicon carbide or crocus, they feature l8 different sizes for reaching deep into groorres and tumed crevices. kckaged on
A historic reproduction replacement window system that can be customized to fit any opening is new from Rich Aluminum Co.
For more information on New Prod ucts write The Merchont Magozine,4500 Campus Dr., Suite 480, Newport Beach, Ca.92660.
Please mention issue date and page number so we can process your reouest faster! Manv thanksl
A multi-outlet power strip that provides a central ac connection for up to six electrical devices while protecting them against voltage spikes and power surges is new from Topaz,lnc.
A new line of casual furniture made of Resinite resin, an alloyed polypropylene which is tough, durable and easy to clean, has been introduced by Rubbermaid Inc.
With histonc trim and casing detail that can be reproduced on site, the Renaissance Window System is reportedly easy to maintain, attractive and energY efficient.
Its non-structural casing trim is available in 53 colors.
Featuring fully protected and grounded outlets, Surgebuster Plus reduces spikes and surges of up to 6,000 volts to a harmless voltaee level.
It willbperate on 50 Hz. or 60H2.
Primarily injection molded with an ultraviolet stabilizer added, the Sundial line resists stains, mildew, rust, rot, chlorine, salt and harsh household chemicals.
Products include a one-piece stacking chair, a five-position chair, circular and oval table, and three-position umbrella with crank.
Ootional chair cushions are made of a vinyi-coated polyester fiber which resists bacteria and fungus growth and come in five patterns. They feature pre-adjusted back straps and tie straps to help secure them to the chairs.
Psychological motivation as preparation for winning was emphasized by Dr. Denis Waitley at the l0th reunion of Second Growth of the Lumber Association of Southern Califbrnia.
Author of the ''Psychology of Winning," "The l0 Best Kept Secrets of Success" and "The Double Win," the speaker was a psychological trainer for the U.S. athletes participating in the 1984 Olympics. More industry oriented was a discussion of the outlook for construction and the availability of mortgage funds through 1986 by Jim Wisda of Pardee Construction Co.
A Mexican buffet, golf and tennis were also available for the 25 attending the June 6-8 meeting at Rancho Bernardo Inn, San Diego, Ca.
We found this today in our office and thought you would be interested in having a copy. (lt is an invoice from the Morrill & Sturgeon Lumber Co., Yeon Bldg., Ponland, Or., datedJuly 13, 1936, invoicedto Daugherty Itmber, Cottage Grove, Or., and consigned to J. E. Peery, Inng Beach, Ca. h listsfive lots of Fir #2 Common Roughtotaling92,9S6feet at $ll per thousandfor a toml of $1A2.85ed. )
Richard Peery, owner of Peery Bros. Lumber Co. Inc. in the City of Industry Ca. , is the son ofJ. E. Peery, who was the Southern California sales representative for Daugherty Lumber Co.
The lumber may have been used in the Metropol itan Water District project, bringing water from the Colorado River at the Parker Dam,242 miles to Southern California, tunneling through 93 miles of mounrains.
Just a little bit of history for you.
Gina Reynolds
Peery Bros. Lumber Co. Inc.
140N. WillowAve.
Ciw of Industrv. Ca. 91746
Thank you for the fine editorial on the wood pressure-treating industry's Consumer Awareness Program in the April issue.
As you noted, the overall theme that pressure-treated wood is safe, as well as easy and economical, to use when simple common sense precautions are followed, should enhance the market for pressure-treated wood products.
Publications such as yours and those of other forest industry organizations have done an excellent job in promoting the Consumer Awareness Program with their readers and within their membership. All of these efforts are needed to assure the success of the program.
The outside audil of the Consumer Awareness Program began this week. While it will undoubtedly show some weak spots, we expect the total pressure-treated wood industrytreater, wholesaler, retailer, and userto make a fine showing.
Thanks again for your observations and support.
John F. Hall PresidentAmerican Wood Preservers Institute
Tyson's International Bldg., Suite 405
1945 Gallows Rd. Vienna. Ya.22180
Please enter our subscriptiontothe Merchant. As always during the past 15 years I've relied on your publication as the best source of industry information throughout Southern California and the West.
Steven D. Hill Direct Lumber CompanyP.O. Box 7957 Oxnard. Ca. 93031
Just a word to let you know how useful your magazine was to me recently. We had some special processing of lumber that had to be performed, and I located several companies that were able to do this for us just by using your magazine as a reference, and I checking out the ads.
So thanks again for not only an informative, interesting publication, but also a very useful one.
Samuel Fineman PresidentBel-Air Door Co. 322 So. Date Avenue Alhambra. Ca. 91802
inventories and prompt delivery of the linest quality timber.
Sanford C. Sigoloff, chairman and chief executive of Wickes Cos., Santa Monica, Ca., is serving as acting president of Builders Emporium and the recently acquired Grace Home Centers West until a new president for the combined chains can be found.
The interim operating plan is to integrate the Grace centers, which include Ole's, into the Builders Emporium chain.
The assets of General Steel Co.. Los Angeles, Ca., have been purchased by Leslie-Locke, Atlanta, Ga., making the steel firm a division of the laner company.
General Steel Co. president Carlos Siderman said, "They had accounts but no physical presence on the West Coast, and we had accounts but no physical presence on the East Coast. We'll both now be better able to service each other's customers."
The merger results in the firms manufacturing and distributing each other's products in their own facilities. There were no personnel changes.
Hem-Fir Hemlock
Douglas Fir
GREEN or DRY o DIRECT MILL SHIPMENTS . LCL o CARGO o RAIL . TRUCK & TRAILER PRESSURE TREATED LUMBER
Yard & Oflices: End of Airport Rd. P.O. Box 723, Uklah, Ca. 95482
A RETIREMENT luncheon honorino the two retiring partners of D.C. Essley & Son-was recently held in Los Angeles, Ca. After nearly 40 years, the landmark Southern California redwood firm has been closed. Emcee at the lunch, Leo Hulett remarked that he had fir$ called on Dee Esslev in 1939. Others making tributes stressed the fer-
sonal relationships they had enloyed with the firm and the integrig with which it was operated. Redwood burl plaque is presented to the partners (1) Jerry Essley and (2)Wayne Wilson by Leo Hulett.
(3)Wanen Lewis, Pete Kepon. (4) Mark Lofland, Wayne Gardner Jon Wilson. (5) John Gaskin. (6)
Chuck Lember, Chris Johnson, Jack Butler. (7) Doug Willis, Ted Gilbert, Jim Frodsham. (8)Joe Tenell, Gene Burnett, Jerry Essley, Jim Pottratz, Larry 0lson. The May 21st luncheon was hosted by Capital Lumber Co., based in Phoenix, Az., and Hanrvood Products, Willits, Ca.
Nearly all storm windows and storm doors used in residential replacement and remodeling are made of aluminum.
According to Reynold's Metal Co., Richmond, Ya.,9 % of the storm doors and93% of the storm windows used for those purposes are aluminum. Other aluminum residential remodeling products include siding, soffit, fascia, gutters and downspouts.
Hundreds ofsuch products have been developed since the aluminum siding was introduced for residential use in 1945.
Delivery of moulding and millwork by Consolidated Lumber Corp. has been made more efficient with the addition of a 36' Utility Thutliner rrailer to rheir fleet, according to Mark Shirvan. operations manager.
He says that the side loading capability of the trailer has doubled what they are able to deliver to their 500 customers with more efficient loading and eliminating the need for banding and rebanding after every delivery.
Consolidated. a third generation company, operates a saw mill, two moulding plants and a fingerjoint operation in Oregon and Washington.
First quarter sales ofa broad sample of building products advanced 5% over the year-ago period, but with costs rising while prices remained steady, profits were squeezed 4% below 1985'sfirst quarter level.
"Competitive pressure from lowerpriced imports was the main reason for
shrinking first quarter profit margins," said George A. Christie, vice president and chief economist for the Construction Information unit, McGraw-Hill Information Systems Co.
Best results in 1986's first quarter were achieved by coatings (profits up 55%),
4418 N€ Heller Rd. Roseburg, Oregon 97470 so3/ 672-6528
gypsum (up 23 %) , plumbing products (up 19 %) , and electrical products (up l0%\. ' 'The recent improvement in homebuilding due to lower interest rates should be supporting the demand for these products all through 1986," Christie said.
From cutting a wedge to pre-fab'd crane pads or mine shafts. Angle cut, cross cut, drilling, dapping-We'll do them all to customer specification.
Drawer 4779, Arcata, Ca.95521 707-822-3648
Fearl Main was chosen Lumberwomen ofthe Year at the 35th anniverary convention of the National Hoo-Hoo-Efte clubs. The all female organization was founded in l95l and confines its membership to those in the wood products and related industries.
New officers elected include president Rita Jedrzynski; lst v.p. Norma Delagardelle; 2nd v.p. Doris Hassmann; sec. Bert Dassler; stat. sec. Zella Akers; treas. Clara Smith; Director #l is Loretta Morrissey, #2Kay Lazenby, #3 Rosa Blake.
The anniversary banquet was held May 17, in Burbank, Ca., and included the organization's founder Anne C. Murray as well as a number of national and club officers and directors. More than 100 were present.
PRODUCT AVAILABILITY
. All popular sizes in stock
. Beam cut to customers desired length
. Custom quotes appreciated
IN DIVIDUALIZED TREATM ENT
. Each beam wrapped in special Sequoia Supply logo waterproof poly.
. Qualified personnel to answer your questions
o Free span charts available
864-1711
ORANGE, Ca.
(714) 974-2330
AT NATI0NAL convention (1) Bev Sperry Lovey McCarthy, Rita Jedrzynski. (2) Ted Sperry Ed & Vivian Fountain. (3) Ed Gavotto, Norma Delaqardelle. (4) buisa & John Mullin. (5) lnge & Don-swartzendruber, Rose Miller. (6) Betty Shoener (7) tounder of the Hoo-Hoo-Ettes Anne C. Munay, Rita Jedrzynski,cunent national president. (8i Faye Randles, Kathy & Rick Yamato, Myrtle Wilcox. (9) Betty Jones, Debra Browning(10) Pearl Main, Fran Fuqua, Ann White. (11) Ruth Armand, Vi Neal. (12)John Harmer Carlene Pratt. (13) Michael & Sherry Shafer, Don & Rosa Blake. (14) Betty Harme[ Dorothy MacKenzie, EleanorPechstedt. (15) Cheryl Hill, Clara Smith, Mildred CrouthameL. (16) Nadine Webster Patti Hiqqins, Reoina Rosecrans. (lfl Car| & Annadale Wiliiamson I international president, Doris Hassmann. (18) lvelVickers, R. J. Higgins. (19) Pfryllis Hawkins, Trudy Smith. (20) Maynard Reitzler, Nancy Drew
(Cotttinued Jrom Page I 5 )
tomer to protect his home against the elements, consider the side with a southern exposure. With the direct rays of the sun, that side of the home is obviously going to receive the brunt ofthe daytime heat. Howeveg as we noted at the beginning, it is not wise to try and fool Mother Nature. Trying to protect only against prevailing winds or sun, by equipping only the front or back door or one side of the house with Low-E glass, will not increase the energysaving capabilities of the house significantly.
Suggest that theY wraP the home in a complete security blanket, and feel the comfort of knowing that the home is capitalizing on all the advantages of LowE glass...one of the warmest product innovations in door and window manufacturins.
ARDV/OOD is perceived as fine, luxurious. beautiful. durable and expensive by most consumers, but with a linle effort a dealer can convince his customers that it is also a tough, hardworking, available and often inexpensive material.
The availability of hardwood and the fact that it is a renewable resource cannot be over emphasized. There are 20,000 known hardwoods worldwide. Approximately 4900 are available to be used by man although at present there are only 75 considered commercially important.
The growth of hardwood species in the Uniled States is concentrated on the hcific Coast and the Eastern halfofthe country predominantly in the southern states. Mexico and South America are two other principal hardwood producers in this hemisphere. Eastern Canada also grows some hardwood.
Some seven varieties of hardwood are found in the area labeled the Facif,rc Coast Forest. These include alder, laurel, maple, myrtle, the redwood burl, walnut and yew. The Southern Forest, which includes 16 states, has abundant supplies of 17 species and limited supplies of about a dozen other hardwoods. Hardwoods found in that area include ash, beech, cottonwood, cypress (not really a hardwood, but graded as a hardwood in the south), elm, red and sap gum, tupelo, hackberry hickory, magnolia, soft maple, oak, pecan, sycamore, yellow poplar, willow, basswood, black cherry, black walnut, catalpa, holly, honey locust, persimmon, red bay, red cedar, red mulberry, sassafras and southern white cedar.
Thken as a group, the oaks, both red and white, represent the most important commercial segment of hardwood forests in the United States. Other commercially viable hardwoods from the eastern part of the nation include ash, basswood, beech, birch, cherry, hickory, hard and soft maple, yellow poplar and walnut. Alder
probably has the most commercial significance ofthe hardwoods native to the Pacific Coast.
Hardwood is important in our daily lives, often in inconspicuous, little known uses. Most people readily associate hardwood with flooring, paneling and furniture. Those familiar with boats know that a lot of hardwood is used in boat building including teak decks and handsome hardwood interiors and trim. But not many relate hardwood with pallets and other mundane uses in the world of manufacturing, often as heavy timbers.
4,000 species of hadwood available 75 commercially important ... hardwood veneer use traced to Romans hardwood furniture found in tombs of Pharaohs ... hardwood lore can help make sales.
shook and engravers blocks are a few of these uses.
Model airplanes rely on balsa, a hardwood. Toys with wooden seats, handles and parts also are made ofhardwood for durability and lack of splinters. Novelties such as giftware, accessories for the home, handles for cutlery art objects and even jewelry are often made from hardwood.
In addition to paneling, flooring and furniture, home uses include doors, woodwork, cabinets. Stores and office buildings also use a lot of hardwood, for paneling, casework, flooring, fixtures and furniture.
Veneer and plywood are two widely used forms of hardwood. Veneer is a thin layer of wood of uniform thickness produced by peeling, slicing or sawing logs, bolts or flitches. The more beautiful species of veneer are used as face veneer in furniture and paneling. Strong species are used for inner layers ofhardwood plywood.
Matched veneers with beautiful patterns utilizing the wood grain are said to date back to the Romans. Techniques similar to those in use today to craft furniture with exotic veneer inlays and plywood components arenearly asold as civilization. Furniture found in the tombs of Pharaohs testifies to the lasting value of hardwood.
Hardwood touches the active life of almost every sports enthusiast. Baseball bats. hockey sticks and tennis racquet frames all use hardwood. Gun stocks also are made ofhardwood. The best wooden golf club heads and shafts are crafted of persimmon and dogwood, both hardwoods.
Hardwood provides strength in common objects that everyone uses, but seldom associates with hardwood. The interiors ofsuitcases, tool handles, box
Customers are intrigued with the romance and history of hardwood as well as its importance in daily living. Teach your salespeople to sell more than lumber when they are dealing with hardwood. The fascination and romance of hardwood often is equal in importance to appeaftmce and durability in the mind of a customer.
The hardwood industry needs to let people know that hardwood is the most beautiful. durable. versatile and available wood on the market. Why not start with your customers?
The October issue of The Merchant Magazine will be a special Issue devoted to hardwood. We'll have stories, features, articles, plus merchandising and sales ideas . . all devoted to hard. wood as it applies to you, our retail and wholesale readers. You'll enjoy reading this valuable issue . . and profit from it, too.
Take advantage of this exceptional opportunity to get your message before our readers. The Merchant's extensive circulation in the 13 Western states assures excellent coverage for your advertising message. This Hardwood Special lssue is the perfect editorial environment for your advertisement.
Call today and reserve space. Deadline is September 16, 1986. You'll be glad you did.
Rogue Valley Hoo-Hoo Club has an active schedule of events for summer including the annual familypicnic, a baseball game and the 26th annual Rogue Valley golf tournament on Aug. l.
Already completed on the spring calendar are helping with the qualifuing district track meet for the Special Olympics, and sponsoring the annual spring Hoo-Hoo Golf Tournament at the Grants Pass Golf Club. trw Menitl. John Hammons, John West and Hank Jensen were on the or-
of the Rogue Valley Hoo-Hoo Club's annual spring golf tournament:
The Simpson Timber Company's Arcata, Ca., operations have devised and perfected an edge guard protector for the precision milled edges on redwood tongue and groove pattern stock.
ganizing committee for the Oregon Club. The group competed vicariously in the running of the Boston Marathon by cheering on John Missilin, club treasurer, who participated.
The inverted L-shaped styrofoam protectors are inserted a foot or so in from the end ofeach bundle oftongue and groove stock, cushioning the tongue and groove edges from contact with the edges ofadjacent bundles during loading, unloading, and shipment.
The Lumbermens Red Book listsall producers, wholesalers, retailers of lumber and wood products of any kind, and. . all manuiacturers ofwood furniture, cabrnets and millworkmobile homes. prefab houses and modular unitswood recreational products, sportsware and toys - boxes, crates, pallets and industrial productsand all other products using wood in any form.
P.O. Box and ZIP CODEIconcise descraption of what the business does - special data such as location of purchasing deparlmentthe f inancial 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 field we cover. Hrs rating allows you to make an immediate decision! SUPPLEMENT BINDFR
Rcd Book rorvlcc Alvc! tfou -
o LUMBERMENS REO BOOK
r WEEKLY CHANGE SHEETS
e CUMULATIVE SUPPLEMENTS
o SUPPLEMENT BINDER
e TRAVELERS EDITIONS
o SPEGIAL REPORTS
o COLLECTION SERVICE
MAILING LISTS
A Red Book lisling showsthe exact business name - complete address, including
Please enter our subscriotion for Lumbermens RED BOOK service for one year. Bill us: $260.00 quarterly n; $520.00 semi-annually f ; $1,040.00 annually X. Please send more information, without obligation n.
Two 6-min. VHS video cassettes on boosting sales of wood mouldings are $26 each or $50 a set. Rental for two weeks is $15 each or $25 a set from Wood Moulding & Millwork Producers Association, P.O. Box 25278, Fortland,Or.9225.
'A Homeowner's Guide to Quality Roofing" is 504 from the Asphalt Roofing Manufacturers Association. P.O. Box 3248. Crand Central Station, New York, N.Y. 10163.
"Solid Wood Plank Paneling: The Natural Choice" is $l from Wood Moulding & Millwork Producers Association. P.O. Box 2578. Portland, Or.W25.
A moulding and valance brochure is free from StarMark, P.O. Box 8481O Sioux Falls. s.D.57118.
New grading rules for southem cypress are available for $5 from the Southern Cypress Manuftcturers Association, 805 Sterick Building, Memphis, Tn., 38103.
A l6-p. brochure of Victorian, classic, colonial and Oriental style gazebos is free from Dalton Pavilions, Inc., 7260-68 Oak-ley St., Philadelphia, Pa. 19lll.
"Outside Directors in the Family Owned Business" is $29.95 plus $2 shipping from The Center for Family Business, P.O. Box 24268. Cleveland. Oh. 44124.
The Wood Moulding & Millwork Producers Association 1986 directory of member companies' products and services is $2.50 from WMMPA, P.O. Box 25278, Portland, Or. cr22s.
A Philippine mahogany door pamphlet is free from Simpson Door Co., 900 Fourth Ave.. Seattle. Wa. 98164.
A new sound-proofing board pamphlet is free from Celotex Corp., P.O. Box226O2, Tampa,Fl.,33622.
A 32-p. rigid vinyl siding application manual is free from the Vinyl Siding Institute, 355 kxington Ave., New York, N.Y. 1m17.
Insulation for masonry and concrete wall furring is described in a free booklet from UC Industries, Inc., 2 Sylvan Way, Parsippany, N.J. O/r054.
A lighting design selector is free from Trimble House, 4658 Old Peachtree Rd., Norcross, Ga. 30ff/1.
A zl4-p. stnrctural framing connector catalog is free from Panel Clip Co. , P.O. Box 423, Farminglon, lllli.48024.
Fir and hemlock panel doors are featured in a free brochure from Simpson Door Co., 900 Fourth Ave.. Seattle. Wa. 98164.
"Voluntary Specifications for Aluminum Prirne Wirdors and Sliding Glass Doors," the American Architectural Manufacturers Association 1986 Certification Program Directory, is $10 from AAMA, 2700 River Rd.. Des Plaines. I1.60018.
The 1986 National Wood Windorv & Door Association nrembership and product directory is free from NWWDA, 205 W. Touhy Ave., Park Ridge, Il. 60068.
A rwised "Cost Sarers" series of six different uood framing guides is Oa for each booklet ftom Southem Forest Products Association, P.O. Box 52468, New Orleans, I.a.n152.
A 28-p. faucets and fittings guide is free from Briggs Plumbingware, P.O. Box 22622, Tampa, Fl.33622.
Screw Tools
A 4-p. electronic drywall screwgun and screudriver brochure is free from AEG Fower Tool Corp., I Winnenden Rd., Norwich, Ct. 06360, l-8m-243-0rro.
"How to Tile It Yourself" and "How to Care for Your Ceramic Tile" are 25C each from Tile Council of America, Inc., P.O. Box 2222, Dept. NB, Princeton, N.J. 08540.
"Hor to Make Small Rooms L,ook tatger," a 24-p. moulding booklet, is $1.50 plus 50c postage from DG Mouldings, P.O. Box 610, Marion. Ya.24354.
For all New Literature offerings write directly to the name and address shown in each item. Please mention that you saw it in The Merchant Magazine. Many thanks!
A home repair and improvement video library of l0 VHS or Beta cassettes retails at $24.95pertap from National Plan Service, lnc. , 235 W. Fullerton Ave. , Elmhurst, Il. QD6.
ESTABLISHED ORANGE CO., Ca., lumber yard looking for experienced hardwood grader/orderman. Send resume or apply in person Reef Lumber Service,275 E. Santa Ana St. , Anaheim. Ca.92805.
Twenty-five (25) words for $19. Each additional word 65C. 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: $4O camera ready, $45 if we set the type. Names of advertisers using a box number cannot be released. Address replies to box number shown in ad in care of The Merrhant Magazine, 45fi) Carnpus Dr:, Suite 480, Nenport Beach, Ca. 92660. Make checks payable to The Merclrant Magazine. Mail copy to above address or call (714) 852-1990. Deadline for copy is the 22nd of the month. PAYMENT MUST ACCOMPANY COPY unless you have established credit with us.
OUTSIDE SALESPERSON. Aggressive, fastgrowing lumber and hardware yard needs exp€rienced, aggressive, self-motivated salesperson. Top compensation and benefits. Ask for Mike (818) 991-1880. (805) 4ql-K86.
FACI *t
Cascade Empire is looking for a few special people who already successfully trade Forest Products as office wholesalers and have the facts to back up previous experience.
rACl #2:
We have a few facts of our own. lf you trade $150,000 Gross Trading Margin at Cascade, your income would be $55,000. lf that gross was $250,000, your income would be $100,000. In addition, we have benefits which include life, health and dental insurance, disability insurance, 401-k savings program, business expenses paid and incentive travel trips for our top producers.
FrcI #5:
We try to keep it simple. You trade-you earn. You must be experienced in order to respond to this ad, you must have a proven record of top production, integrity and be a team player. We're looking for a perfect match-your skills and our needs.
Our main office is in Portland, Oregon, with branch offices in Scottsdale, Arizona, Newport Beach, California and Columbus, Ohio.
FAGI #I:
We're serious and we hope you are. Reply to me personally and let's talk facts-including the possibility of adding you to the Cascade team.
Ray B. Haroldson PresidentINDUSTRIAL SALESPERSON: So. Ca. softwood lumber and plywood wholesalers looking for an experienced industrial salesperson. Customer following a must. Excellent commissions and benefits. All replies held in the stnctest confidence.Send resume to,Box 547 cio The Merchant Maoazine
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. (7141 99'7-r1M.
LUMBER TRADER. Established Califomia wholesale company has an opportunity for the nght person experienced in softwoods. Send resume to Box 546 c/o The Merchant Magazine. INDUSTRIAL SALESMAN. Southem California wholesale distribution yand looking for an experienced industrial salesman. Customer following is a must. Salary plus commission and many other benefits. Send resume to Mike Nicholson, AllCoast Forest Products, PO. Box M, Chino, Ca. 91708-1206. (7 tq 627 -8sst.
LIJMBER TRADER: No. Ca. office wholesaler seeks strong salesperson with customer base. Negotiated compensation. Contact Fred Pueringer, or Andy Haynes, WoodSource, Inc., Dublin, Ca. Al5\829:t220.
WELL ESTABLISHED S.F. Bay Area wholesaler seeking experienced lumber and/or plywood salesperson. Customer follcnving a must. Salary/commission negotiable. Relocation not a rcquirement. Reply to Box 554 c/o The Merchant Magazine.
VICE PRESIDENT IS seeking a challenging position. Background includes experience in merchandising, buying, remodeling, advertising, employee training, etc., while specializing in getting the job done. Reply Box 555 c/o The
RETIRED lumber executive seeks outside sales position. Bored with retirement. Former company owner with broad experience. Prefer hardwood or plywood sales. Call Bob McDonnell.
eves.
When sending in o chonge ofaddress please include zip code on both old and new addresses and eilher the old label or the inlbrmation from it. Thanks!
I
OREC'ON COASTAL lumber and building supply yard for sale. Well established, profitable business in grcnving community. Excellent grorvth opportunity. PO. Box 3833, Vancouver, Wa. 98662.
RETAIL LUMBER-small No. Ca. orofitable fence construction company. Valuable property. almost I acre. Reply Box 553 c/o The Merchant Mapazine.
RETAIL LUMBER and hardware company for sale. Great location, well-established for over 60 years; family orvned. So. Ca., San RrnandoValley area. Excellent oppornrnity, priced for quick sale. Reply Box 551 c/o The Merchant Magazine.
SCHNEEBERGER profile grinder. Hardly used Reasonably priced. (818) 330-0649.
top head, l5hp bottom head, power up & down. $8500, excellent condition. Roger Howard (7ffl) 462-ffi3.
42 " Yates American band rip, includes motor, all electrical, 4 saws and can convert to re-saw. $750. Call Chuck (505) 294-05n.
20,000 LB. CATERPILLAR forklift, swing shift, side shift diesel. Excellent condition. $29,500. (213) 467-9474 or (213) 263-6844.
FORD 8000 SERIES truck and trailer for lumber hauling,225 h.p., V8 Diesel Cat. 191 engine recentIy re-built. Good value for the money. Call Jerry Essley, (714) 640-5329, or Wayne Wilson, (213) 698:7.396.
2 YATES-AMERICAN double surfacers. 30 " wide. Model t77. Good operating condition. Priced to move. Will deliver in So. Ca. Contact Clint Bower. Mariners Forest Producs (714) 75f0800.
REPRINTS of hardwood articles from The Merchant Magazine. Excellent for reference or training. Domestic Hardwoods. $12: Southeast Asian Hardwoods. fi: South American Hardwoods. $6: all three, $19. Send your check today including name and address to Hardwood Reprints c/o The Merchant Magazine, 4500 Campus Dr., suite 48O Newport Beach. Ca.92660.
Douglas Fir S4S and rough, 2x4 and wider, 3x4 and wider, 4x4 and wider, 6x6 and wider and 8x8 and wider. Call Bill Hunter, Hunter Woodworks, (2r3) 77s-2544; (2r3) 83s-s67r.
COPELAND LUMBER WISHES TO BUY
Lumber Yards in the Western States. Contact Copeland Lumber Yards Inc., 901 N.E. Glisan, Portland,Or.9'1232, Attention John Matschiner. Real Estate Manager. (503) 232-7181 All inquiries kept confidential.
LOCAL LUMBER hauling Southern California roller bed truck and trailers and bobtails radio dispatched. Rail car unloading at our spur in Long Beach. 3C Trucking (213) 422-M26.
REPRINTS of articles from The Merchant Magazine to use as promotion pieces to increase your marketing results are available from The Merchant Magazine,4500 Campus Dr., Suite 480, Newport Beach. Ca. 926ffi Call 0l$ 852-1990.
Dick Phelps, Broker (former lumberman) available to assist you.
Realtors & Estate Agents
Building Products Digest takes your advertising message to retailers and wholesalers in the l3 Southern states: Texas, Oklahoma, Arkansas, Louisiana, Mississippi, Alabama, Florida, Georgia, Virginia, South Carolina, North Carolina, Kentucky, Tennessee.
American Hardwood Co
Eerkol Mfg. Co.
Beverly Manulacturing Co.
Burns LumberCo.
Caroll Moulding Co.
Chapatral Dislributors
Chozen Truckino Co
Coastal LumbeiCo.
Coos Head Lumber & Plywood
3C Truckino
Dooley Foresl Co.. Inc.
El&El Wood Products Corp
FarwestFirsales. ..(213)629-5206
Fir & Pine Lumber Co.
FountainLumberco., Ed
FremontForestProducts
Galleher Hardwood Co.
Gemini Forest Products
Georgia-Pacilic Corp. (213) 968-5551
HarrisTrucking.... HutfLumberoo. ...(800)223-HUFF
InlandTimber0o...
JohnstonHardwoodlnc.
Jones Wholesale Lumber Co.
Kirby Forest Industries. Inc.
Lumber Assn. of So. Calil.
Maple Bros., Inc. Mouldings
Marquart-Wdfe Lumber Co.
lvlutual Moulding and Lumber Co.
North American Plywood in Ca. (800) 421-1373
osgood lnc., RobertS.
Pacific Lumber Terminal
Pacific Madison Lumber C0. 1213)773-2292
Patr Lumber Co.
Penberthy Lumber Co.
PetermanLumberCo.
PhillpsLumberSales.....
Productsalesco.
0uirin Trucking. Fritz
Reliable Wholesale Lumber Co.
Sammons StorageSystems
SanAntonroconstruction...
Sause Bros. 0cean Towing
SnavelyForestProducts.........
Soft.Touch Computer Systems
South Bay Forest Products
Southern Calilornia Lumber Sales
SouthweslMachineryCo.,lnc.
Southwest Piywood & Lumber Corp.
Sumwood, Inc.
Vent Vue Products
Virginia Hardwood Co.
Western Internalional Forest Products
Western TurninOs & Stair
Weyerhaeuseroo. ...(800)647-7762 (213) 748-5451
All Coast Forest Products
American Hardwood Co.
Burns Lumber Co.
C&ELumberCo.
CaliforniaHardwoods. (800)421-7779
CalilorniaLumberlnspeclionSeruice .....
Cal-West Lumber & Milling Co.
Cantor U.S.A. Corp.
Carroll Moulding Co.
Cascade Empire Corp.
DMK-Pacific Corp.
El&El Wood Products Corp.
Far West Fir Sales
FontanaWoodPreseruing ......
FountainLumberco.,
Beaver Lumber Co.
Berger&C0..
California Forest Products
California Lumber Inspection Seruice
CaliforniaRedwoodAssn.
Casella Transportation
Crestwood Forest Products
DMK Pacilic Corp.
Doors, Inc.
Floor Seruice Supply (San Jose)
Georgia-Pacificcorp.
Georgia-Pacific Corp. (San Jose)
Harness Timber Products
Hiqoins Lumber Co. (Monterey)
Higgins Lumber Co. (San Jose)
Hiqgins Lumber Co. (Union City)
Higgins Lumber C0. (Walnul Creek)
Hirt & Wood Lumber Co
Hlrs Systems Corp.
Hub City Golden Gate Terminals
J.H. Baxter & Co.
Louisiana-Pacif ic Corp.
MacBeathHardwood(Berkeley)....
MacBeath Hardwood (San Francisco)
Pacific LumberCo.
PanelClip..
Redwood Inspectionseruice
RolandoLumberCo.,lnc.
Sequoiasupply(Fairfield).......
Sequoia Supply (San Francisco)
Simoson Timber Co.
SouthernPacific...
Triangle Lumber Co
Wendino-Nathan Weyerhaeuser Co.
WhiteBrothers...
ARCATA'EUREIG/FORTU}IA
Bracut Internalional
Britl Lumber Co.
Combs Lumber Co.
Costa Truckino. Joe
Eureka Southein Railroad Co.
Humboldl Bedwood Co.
Louisiana-Pacilic Corp.
PVI\4 Redwood Co.
Schmidbauer Lumber, Inc. .
AUEURII/GBASS VATLEY
All-Coast Forest Products, Inc.
BAI(ERSFIELD
Hiooins Lumber Co.
Pai'ilic Wood Preservino of Bakersfield, Corp. . (805) 582-3950
CTOVERDATE
Bowman LumberSales
Louisiana-Pacilic Corp.
Rolando Lumber (Kinton Div.)
FORT ERAEO
Georgia-PacrfrcCorp.(Redw0od).
Holmes Lumber Co., Fred C.
FRESI{O
Georgra-Pacilic Warehouse
Higgrns Lumber Co. LewisCo., Inc., Palmer G. Pacific Forest Products
Weyerhaeuserco. (800)742-1939
W0odwork lnstitute of Calilornia
tos 8Alros
0MK-Pacitic
HOITISTER
DMK.Pacilic
MODESTO SniderlumberProducls
SwardTrucking
BEDOING AREA
0MK-Pacilic LewisCo.,lnc.,PalmerG...
Louisiana-Pacilic Corp. (Red Blutf)
Paul Bunyan Lumber Co.
P& l\4 Cedar Products
Trinity River Lumber Co
Wisconsin-Calil0rnia Forest Pr0ducls
Comett'LumOer io.
coLvtLt E
VaagenBros.Lumber,lnc.
I(EillIIORE LewisCo., Inc., PalmerG.
GREATEB SEATTTE/TACOMA AREA
American Plwood Association
Brady International (206) 251-0900
6Urns Lum0er u0.
Colonial Cedar
Georgia-PacificCorD. fiacoma)
Georgia-Pacitic Corp. (Seaile)
Hub City Seattle Terminals
Lewis Co.. Inc., PalmerG. (Auburn).
Lewis Co.. Inc., Palmer G. (Bremerionl
LewisCo., Inc.. Palmer G. (Everen)
Lewis Co., Inc.. PalmerG. (Ataska biv l.
LothLumber
l\4cFarland Cascade in Wa. (800) 521-213.1
No(hwest Forest Products
Simpson Timber Co.
ouinault Shingle & Lumber Co.
Tumaclumber0o.. (800)982-8202
Wasalch l\4ountain Mantel Co.
Western Turnings & Slair
Weyerhaeuserco. (Seante) {800)562.0908
WeyerhaeuserCo.(Tacoma) ....'
SPOKAIIE
Berger & Co
Georgia-PacificCorp.
LewisCo..lnc.,PalmerG. ....
Weyerhaeuser Co. (ln 0r., ld.. [4t.)
WEl{ATCHEE LewisCo., Inc.,PalmerG.
YAt(|t[A
Lewisco.,lnc., Pa|merc.
At_8AitY
Canfor U.S.A. Corp.
c00s 8AY
Conrad Wood Preserving Co. . (S03) 756-2595 Uoostlead Lumber& Plywood. Sause 8ros. 0cean Towing c0BvAtUs
FountainLumberCo.,Ed (509) 684.5242 Lumber Producls SnavelyForestproducts (800)547-3099
GREATER PORTTAlID AEEA Allwood Industrials, Inc. Eaxter&C0.,J.H. Boise Cascade Catfall Brothers. CascadeEmpireCorp. Cole & Associates, John T. oisderoLumberoo. DMK-Pacitic
COMMEBCE CITY Furman LumberCo. RWSpecialties.lnc. Western Turnings & Stai Co.
&
F0RTC0LultS Colorado Wood Preseruing GRAilDJUI{CTIOI{
Mourdins ''t
Lumber Wholesate. lnc. (800) 23-pRlME (6021 247 -6123 bequorasuppry (602)254_6311 Snavelv F0rest ^ ptp*cr- ^ ..., (A2.)(800)352.9169
Vtr0inia
I.ASVEGAS
J. Porter Stoddard' a salesman for more than 20 years with Ray Hill Lumber Co. , tns Angeles, Ca. , died JulY 4, 19E6, in Encinitas, Ca. He was 74.
Born in Missouri, he moved to Los Angeles in 1942 and joined RaY Hill Lumber ten years later. He retired and moved to Encinitas in 193.
Mr. Stoddard is survived by his widow, Gertrude, one nephew and one niece.
After 2Vz years of consideration, the Interstate Commerce Commission has rejected a proposal to merge the Santa Fe and Southern Facific railroads.
Santa Fe Southern Pacific Corp., Chicago, Il., the holding company that owns the Santa Fe and holds the Southern Pacific in trust, was ordered to submit a plan for selling one or both ofthe railroads. No deadline has yet been set by the ICC for divestiture.
The 4 to I decision was believed to be the first time the ICC had halted a merger in 20 years. "Potential anti-competitive problems which outweigh potential public benefits" was given as the reason for the action.
Santa Fe Southern Pacific, which was formed in Dec., 1983, in a $6.4 billion transaction, was unprepared for the decision. Press kits detailing the chronology of the merger had been distributed and work had begun on repainting the locomotives with a new red and yellow design.
The Southern Facifrc railroad reportedly is on the edge of bankruptry. Solutions projected by speculators include the creation of a transcontinental railroad with CSX Corp. or Norfolk Southern Corp. merging with one of the two western lines.
Business in Salt Lake City, Ut., is up l0% this summer with strong waferboard sales, according to Dave Stringham, president of the Mountain States Lumber & Building Material Dealers Association, and Fred Caruso, executive secretary of the association.
The two, who have been visiting dealers in the region, found that while business in Denver, Co., is not up, the retailers are looking for 1987 to be better.
Meetings were held with members in both Denver and Colorado Springs, Co., with charging for services such as restocking and delivery and credit collec-
tion policies as the top issues. The association is undertaking a survey ofcredit "days outstanding" in the region.
Owens-Corning Fiberglas will underwriteThis Old House, the Emmy Awardwinning tv series on home remodeling, for the sixth consecutive year.
The program, which returns to the air on Oct. 4, is currently ranked as the most widely-watched half-hour ongoing show on PBS, with more than eight million weekly viewers.
"THE DEALERS' SUPPLIER _ NEVER HIS COMPETITOR''
Essex Lumber Service is o new compony, focusing on custom resowing ond ploning services for the wholesole lumber community. Alfhough sforted in eorly'85, we hove mony yeors ol lumber monufocluring experience.
Our bosic equipmenl, locoled in Roseville, Colifornio, consists of o 60" Klomoth Mochine ond Locomolive Works bond mill with o Solem line-bor infeed. Running '17 gouge sows, our kerf is o net'l/8': This mochine is ideolly suiled to run o lorger volume ot closer toleronces lhon the lighter duty mochines commonly tound in the re-mon. induslry. This copobility helps us keep our prices low. And we con run onything lrom 2x4sto lorgelimbers. Our green choin hos 9 sorts per side. We hove fwo moster lumber groders on sile lo toke lumber f rom lhe resow ond/or our Newmon 68 Ploner.
Conslruclion in-progress includes on eleven sow oir frim,rrer lhot will frim behind lhe resqw ond/or ploner, ond o PE.T. mochine.
To dote our services include:
[1 Resowing ! on pqtlern work)
qcculqle, fqst f um-qlound service
Jody Sonderc Essex Lumber Service. Div of Greenwood Forest Products. 470 Roseville Rd. (PO. Box 430) Roseville Co, 9566'l
-up charge on planer $50.00
Timber Facing 4x4-10" 4x12-14" 6x6-10" 6x12-14"
& Sizing 18/M. 22/M. 22M. 25M.
o Price on rough tacing or sizing to include $35 charge/set-up
Timber Ripping
4 x 4 - 12" - S15.00 6x6-12"-$18.00
.
Custom milling prices good through December 31, 1986
o Price/MBF, T&T Lots, R/L Tatties
o Incoming stock to include tally
o Stock insurance available upon request, however, customer is responsible for insurance on own stock. unless otherwise specified.
o Terms: Net 10 days ADI
o Member Calif. Lumber Inspection Service
This is o service qnd produclion orienled compqny. We do nol wholesqle lumber, ond lhe confidenliqlity of your qccounts will be protected.
