Merchant Magazine - August 1987

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serving the tumber and home center markets in 13 western sfafessince 1922

Nature Put the Oualitv in Our Cldars. We Put It in Our Packaging.

Our mill in Springfield, Oregon, has earned a reputation for producing an exceptional product unmatched in quality . .Dougtai Fir cleirs from Pacific Northwest old growth.

So, maybe you can understand why we're so particular about the packaging for our clears. We neatly enclose them in a 6-mil vinyl wrap. clear, so you can see the quality inside.

And inside, our clears come in an assortment of sizes to suit your needs: b00, 1000, 2000 and

4000 board feet per package in length assorrmenrs of 6 to 16 ft., 6 to 20 ft., and 10 to tO it.

. Our quality packaging for our quality clears is just one more.reason to make Weyerhaeuser your First ChoicelM

Get the details now. Call Weyerhaeuser Forest Products Company Customer Service Centers: Western hegio.t

OR

CA

206t854-3550

503/646-0611

80u973-75t4

916/371-1000

4r5t786-1700

408t297-945r

2091486.622r

2r3t7 48-545r

714t772-5880

2r31926-66L9

818/894-4015

714t877-6t00

6021269-354\

303/433-8571

(IUR LRTE$T 0IPITAL EXPAl{Sl0l{f'*

(a ,"* with a orime access seventeen \ ".." site iriHealdsburg Califomia. L,/ Conskuct the most modem and efficient facility for the distribution and remanufacture of redwood, cedar, and clear fir finish. Add state-of-the-art machinery and equipment throughout. Staff with some of the most experienced lumber-wise specialist* in the business. Now you have a measure of the dimensions of our latest Capital Lumber expansion in Healdsburg.

You'll profit from the expanded service capability afforded by this strategically situated new link in our distribution network which already includes operations in Arizona, Southem Califomia New Mexico, and West Texas.

You'll profit from our expanded ability to respond to your specialized lumber needs. The new Healdsburg facility has the latest equipment for kiln drying. And when fully operational later this fal| it will include computerized state-of-theart capabilities for surfacing and profiling to customer specifications. At the same time, our effective market reach has expanded to embrace the west, southwest, and mid-America regions.

So why not Capital-ize on the profitable dividends available to you in our latest expansion. We look forward to serving you on your requirements for redwood, cedar, and fir finish. Soon.

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

AUGUST I 987

VOLUME 66, No. 2

New Ways To lmprove Moulding Sales Techniques

Moulding Experts Tell What's Hot, What's Not Dealers AreVital Moulding Sales Ghain Link

Short Cuts To lmproving Store's Short Sales

Attention Grabbers To Boost Moulding Traffic

Sale Of Oil-Based Paints/Stains Under Fire

Pressure Treated Wood Useful In Renovations

Hardwood Grading Course Trains 20 Lumbermen

P&M Cedar Products To Open Cut Stock Plant

Moulding Can Be Made A Buyer-Friendly Product

Weyerhaeuser Open House Attracts 3O0 Guests

Timeless Happenings Viewed From 25 Years Ago

Editor-Publisher David Cutler

Senior Editor Juanita Lovret

Assistant Editor David Koenig

Contributing Editors Dwighl Curran. Gage McKinney, Ken Thim

Art Direclor Martha Emery

Staff Artist Parie Petty

Circulation Alice Nielsen

The Merchant Magazine (USPS 79656000) is published monthly at 4500 Campus Dr., Suite 480, Newport Beach, Ca. 92660, phone (714) 852-19m, by The Merchant Magazine, Inc. Second-class postage rates paid at Newport Beach. Ca., and additional offices. POSTMASTER: Send address changes to The Merchant Magazine. 4500 Campus Dr, Suite 480, Newport Beach. Ca. 92660.

ADVERTISING OFFICES

Advertising rates upon request.

From all stales east of the Rocky Mountains: Contact Jean Waggoner, national sales manager. From Arizona, Nevada and California: Contact David Cutler. Both may be reached at (7 I 4) 852- I 990 or by writing 4500 Campus Dr., Suite 480, Newport Beach, Ca. 92660. From Washington State, Oregon, Idaho, wyoming, Montana, Utah, Colorado and Canada: Contact Carol Holm at (206) 3400680 or l0l8 Lloyd Building, Seattle, Wa. 98 l0l

ST,tsSCRIPTIONS

Change of Address-Send subscription orders and address changes to Circulation

Dept., The Merchant Magazine, 4500 Campus Dr., Suite 480, Newport Beach, Ca. 9266O. Include address label from recent issue ifpossible, new address and zip code.

Subscription Rates-U.S.: $9-one year; $l5two years; $2O+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-$3O; Europe: air-$98; surface-$3O. 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 ofthe lumber and home center markets in 13 western states.

DAVID CUTLER editor-publisher

Turn your profile this way, please

I N fHe not too distant past, moulding and I millwork were often relegated to utilitarian uses. A baseboard here, a covered drywall joint there; some window sills and a nominal door jamb. Stairs did their job, but mostly without flourish or drama.

No more. Today's world of moulding and millwork is an expanding one, filled with exciting new uses for these products. Glamour is more often than not an integral factor in their sales. Upscale homes, offices and other commercial structures add value and salability through innovative uses of moulding and millwork.

Do-it-yourselfers were quick to seize the opportunities inherent for decorating and plunged in to learn the mysteries of the miter box and master the matching of moulding profiles. The increased advertising and promotion dollars that industry put towards marketing produced profitable fruit.

Alert dealers and wholesalers also seized upon moulding and millwork, aware that their better than average markup ensured a better than average return for their energies. New uses were found; creative wholesalers told their customers they could even make Christmas tree ornaments from moulding while dealers pushed moulding as a way to dress up walls, doors, cabinets, you name it. Millwork houses bolstered a return to fancier, more elaborate staircases as the public gained increased appreciation of them. Clever d-i-y products even allowed the homeowner to add hand rails, balusters and fancy newel posts to their stairs themselves.

The future of moulding and millwork looks very bright as the marketing efforts of today build upon the investments made earlier. In an increasingly competitive business environment, these high profit items warrant ongoing attention from those whose interest lies not in volume but in profits.

Sunshine. And a cool breeze 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 quality in our certified, kiln-dried Bee, Clear ahd Clear all-heart gades.

Plus, we're members of the Califomia Redwood Association and the Redwood Inspection Service. So our gade stamp is yotir 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 nruo of the best producs Georgia-Pacific-and Mother Naturehave to offer.

call today: 7071964-0281. For redwood quality you can build on.

It's time to change the way you sell moulding

tTIS THE season for Promoting

I wood moulding' WhY? Because sales histories show that September, October and November are the best months for moulding sales, with the trio of March, APril and May coming uP fast. The weakest months are JanuarY, JulY and August.

To help maximize moulding sales during this time of the year, utilize the following suggestions:

(1) Promote wood mouldings as a decorating product. The concept is to sell consumers on the finishing touches that change the face of their homes. Boosting sales dePends on moving moulding from a commoditY product to a decorator item, both in terms of store promotions and in the minds of consumers.

Story at a Glance

Four ways to maximize moulding sales. prePare for coming hot sales months ideas for tie-in sales, Promotions, advertising, in-store demonstrations.

One way to do this is to take eightfoot lengths of your more decorative profiles and highlight them in a display situated in a "home fashions" department such as Paint or wallcoverings, away from the lumber department.

(2) Promote wood moulding as a companion to other products. Everytime you promote Paneling, Paint, wallcoverings, windows, doors and drywall, there is an oPPortunitY to promote wood mouldings' Continually be on the alert to tie moulding to another product. If a customer purchases paneling, it should be a

signal to also sell moulding, panel adhesive and nails. If a customer purchases wallpaper, the sale should include moulding, adhesive and other installation accessories.

If retail sales Personnel sell the accessories, total sales increase dramatically and profits zoom because

accessory items are high-profit producers. It's imPortant to get the point across that it really doesn't pay a salesperson to sell ten sheets of paneling and not sell the accessories.

To keep sales Personnel aware of potential tie-in sales opportunities, (Please turn to Page 73)

SE[[ moulding for small pr0lects, as 0ne dealer does, by displaying the Wood Moulding and Millwork Producers Association's

"500 Do-lt-Yourself Wood Moulding Proiects" along with profile samPles.

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What's hot, what's nc

NCE a taken-for-granted con-

Vf|struction material, moulding has blossomed into a red hot d-i-y item. But some moulding manufacturers think their products could be moving even faster.

Here some leading moulding experts speak out on what's hot and what's not in today's growing market, and how dealers can heat up their own sales.

Q: What's hot industry today?

the

Neal Heflin, manager, moulding dept., Georgia-Pacific Corp., Atlanta, Ga.: Mouldings. More total mouldings are being used and their overall popularity is greater, especially the more ornate profiles. Traditionally, in rhe last 15 to 20 years, people only used plain casing and base mouldings. They were commodity items used to cover cracks and joints. Now we have more decorative casing, bases, big crowns, chair rail mouldings, and so on.

discovering hardwood mouldings right now. Currently the Midwest likes hardwood mouldings. But dealers in all parts of the country should look into the availability and marketability of hardwood mouldings. They buy the pine mouldings and don't know there's anything else.

Joe Morrison, sales manager, Sunset Moulding, Live Oak, Ca.: California in particular had always been a bargain basement for mouldings. Now we're seeing a lot more mouldings on the West Coast, larger mouldings in bigger sizes. The traditional wood homes are coming back in. It had been more man made materials, now it's the natural look. It used to be painted, now solid mouldings are in. Stains are in, again the natural look. If people are going to spend $120,000 for a house, an extra couple of thousand dollars to trim it doesn't seem to really affect them. It's a nice finishing touch.

Wainscot Cap

Q: Are there any definite trends as to what is popular in mouldings?

Harvey Ross, president, Foreign & Domestic Woods Inc., Bowling Green, Va.: Various patterns go in and out of style. Some are popular only in certain parts of the country. Yet there are really only two basic styles, colonial and ranch style. Overall, the decoratives have become popular. The crowns and chair rails are in, while the stark modern appearance is out.

Moulding in all kinds of designs is a recent trend. It was originally employed just to cover cracks and joints. We're in the business of hardwood mouldings, and not many hardwood people are in mouldings. Different parts of the country are

Q: What are the best sellins profiles?

Frank Cordova, sales manager, Duke City Lumber Co., Albuquerque, N.M.: The biggest movers are naturally the casing and base mouldings. The volume is grbatest because they are your basic, most necessary items. Third is crown moulding, the trim bordering the ceiling.

Morrison: Oak mouldings have really shot up. Across the United States, oak moulding sales have more than doubled. We're starting a plant in Rocklin, Ca., solely to manufacture oak mouldings, an item we've never even had before.

Q: But could mouldings be selling even better than they are now?

Imoulding sales todaY

Morrison: One of the Problems is people aren't able to see it. TheY doft kno* how to use it. The key is the "in use" display. Moulding is not really an eye catching item for impulse buying. Traditionally, dealeri haue kept it in stacks or racks where it looks very unwieldy. Maple Bros.. for example, is offering a display showing mouldings in use from a profile and face look.

Also, dealers should show do-ityourselfers the middle length mouldings, the lengths that are harder to get rid of. but the ones that mom and dad can just throw in the back of the station wagon.

Q: Is there anYthing dealers are doing wrong?

Jim StrouPe, sales/marketing manager, Windsor Mill, Windsor, Ca.: In all the mailers that the home centers send out, like the 17-Page flYers from HomeClub or whomever' there are advertisements for everything from girdles to strawberry jam' But you never, never, never see anything on moulding. Moulding is such a high margin item, and theY are advertising WD-40.

Q: why is this so?

Heflin: This is a Product which has never really been merchandised like the other specialty products dealers carry. But it should be considered a decorator product like wallpaper and paneling. That's what we're trying ior through consumer publications, idea books, "how to work with the product" books, cross merchandising potters and sPecialtY racks, *liich the prefinished moulding people have used before but the unfinished moulding PeoPle have not' We're trying to get the idea across that they can take a rather bland

room and bY just adding mouldings make quite a difference.

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Q: If you were advising a dealer on how to best sell moulding, what would you tell him?

Cordova: Merchandise it a little better. Dealers kind of take moulding as a stepchild and stick it in the back of the store. TheY need to adequatelY educate sales personnel. Give suggestions to customers. Make more literature available. There is a lot of material that a dealer can order from the Wood Moulding & Millwork Association on how to put it up' nail it,

Story at a Glance

Leading exPerts in moulding tell what Products are good sellers, which are the higher profit items and how dealers ban tie in with industrY trends to move more moulding more profitablY.

stain it and build it uP to create a complete effect. Moulding's a great, high profit item.

Ross: Keep the mouldings close to the products PeoPle buY with them. Like prefinished Plywood. One goes with the other. As well as wallboard, wallpaper and so on, theY are "go along withs." And this must be understood by the sales PeoPle.

Joe Shipman, general sales manager, Navajo Forest Products Indus/Plcase tunt to Pagc 63)

Astragal

Base Cap

Mullion

Quar0erRound

Retailers are vital link in getting mouldings to market

By Bernard J. Tomasko Executive Vice President Wood Moulding & Millwork Producers Association Portland, Oregon

llt HEN asked the question, "How It are wood mouldings marketed?," the usual answer is: manufacturer to jobber/distributor to retailer to builder and/or consumer.

When charted, the manufacturer would be on top and the builder and/

00.-lT-Y0URSEtF project book published by WMMPA catches shopper's eye and encourages projects using moulding.

or consumer on the bottom. This might lead some people to believe the manufacturer is in control of his product, its distribution and to whom it is finally sold. But, that assumption is only partially true.

Yes, the moulding manufacturer can decide to sidestep any or most steps in the chain of distribution. However, the truth is, most moulding manufacturers rely on all links in the chain to get their products into the hands of the end user.

Story ata Glance

Ways a retailer can make moulding a high profit, high tumover item... how response to new horne building and rcnovation pays off importance of ordering in advance.

The Merchant Magazine

uct knowledge and sell more moulding, the Wood Moulding & Millwork Producers Association (WMMPA) has a virtual library of booklets and information available. In addition, WMMPA advertises wood moulding and promotes its uses in consumer, builder and remodeler publications. WMMPA also engages a public relations firm whose responsibility it is to keep wood moulding in the public's eye.

And, all of these efforts are paying off. During the first five months of 1987, for example, WMMPA has responded to over 10,000 consumer requests, I I 00 builder requests, 600 remodeler requests and 600 architect requests for information or moulding literature. All of these requests for information relate back to retail level sales of wood mouldings. So, the question to retailers.is "Are you getting your share of sales of this highly profitable product?"

we feel the answer to that question is generally "yes" because when there is demand at the retail level there is activity at the manufacturing level. And production has been running strong, from last spring through the winter and into this spring. Most WMMPA members, in fact, are looking forward to continued strong business until after next year's elections.

As far as markets are concerned, the recent uptick in mortgage rates has created a demand for new homes by consumers because they want to buy those homes before credit becomes more expensive. However, most economists believe. as we do. that mortgage rates will fall again and keep the demand for new homes humming along.

While all are important, the retailer link is still the most vital because he is the manufacturer's representative to the final user. It is his how to use it, where to use it, and general product knowledge that the ultimate user depends on.

At the retail level, wood moulding can be a high profit, high turnover item or it can be a dust collector out in the back sheds. The difference depends on the retailer, his knowledge and his ability to sell mouldings as a decorative and an add-on item to other sales.

To help retailers gain more prod-

The other major market for moulding-renovation-is still going strong. In this market, we see two types of consumers-those who are remodeling older homes and those who purchased scaled-down models until they could afford the frills. Those frills are now being added by finishing offa basement or attic or adding another room.

Whether used in new homes or renovation, wood mouldings are a product in deniand. For this reason, it's important to remember that mouldings are produced to order and not for inventory by the manufacturer. WMMPA member firms are currently averaging a 5-6 week order file. So, don't get caught short. you can't sell what you don't have in stock.

While there is no limit to the kinds of buildings San Antonio Pole can create for our customers, many of the structures are seemingly simple storage buildings.

Although their func. tion is simple, their construction can involve surprisingly sophisticated techniques; methods we learned and mastered dur. ing our decades of erecting these familiar features of the lumber landscape.

Our years of experience in planning, design, site preparation, soil analysis, codes, earthquake factors,

foundations, materials used in construction, erection and appearance factors are all at your disposal. Our seasoned crews have the know.how to ensure that the building you order is the building you get.

The building shown

above, seen here as the siding went on, is one we built for Valley Build' ing Materials, El Toro, Ca. Take advantage of San Antonio Pole's dec' ades of background and experience when you need a new building or want to enlarge an existing one.

A short cut to more wood moulding profits

E OR MANY dealers, short- I length mouldings are now, and always have been, a problem. However, this doesn't have to be the case.

There are a number of time-proven merchandising techniques that can help dealers turn those hard-tomove lengths into money-makers. However, it's important that dealers know what lengths of mouldings are considered "shorts" and how they are created.

Story at a Glance

Proven methods for turning shorts into assets. ways to convert them into impulse sales .. show builders how to save dollars. .. stress ease of use for d-i-y.

defects have been removed prior to the pieces being fingerjointed."

In solid lineal mouldings, up to l5% of any one item ordered may be shipped in lengths 3' to 8', which are considered shorts. The exception to this rule is 7' casing and stops, which are considered long lengths.

Fingerjointed and cut-to-length mouldings are sold in specified lengths with 150/o trimbacks permitted in any one item. Trimbacks are odd lengths developed in the manufacturing of cut-to-length and fingerjointed mouldings.

Because manufacturers are permitted to ship mouldings in the lengths described above, wholesalers and retailers will have these items in their inventories. "Successful wholesalers and retailers are those who do not allow these shorts to accumulate," Tomasko points out, "because as short-length mouldings accumulate, profits go down.

"Short-length mouldings should not be looked upon as the cost ofdoing business," he continues. "lf merchandised properly, these expenses, which are carried on the dealer's inventory, can make a retailer money, not cost him money."

As Wood Moulding & Millwork Producers executive vice president Bernie Tomasko explains, it is the elimination of defects that creates shorts. "All woods have defects," he says. "Some have more defects than others. During the moulding manufacturing process, these defects are cut out of the wood as the finished product comes off the moulder. Thus, eliminating the undesirable defects creates mouldings of varying lengths.

"This holds true for fingerjointed mouldings as well as solid lineal mouldings, except that a different grade of lumber is used in finger- jointed mouldings and most of the Tl T r

According to Tomasko, the merchandising of short-length mouldings calls for a more innovative marketing approach than does longer lengths. When selling "shorts" to do-it-yourselfers, he suggests the following tips:

opportunity to sell the product as an impulse item.

(2) Show short-length mouldings first when a customer asks about mouldings, if for no other reason than to identify patterns and profiles.

(3) Stress the ease ofcarrying shorts home and the price savings.

(4) Price shorts per piece if longlength pieces are priced per lineal foot.

(5) Ask the dimensions of the room(s) in which the mouldings will be used to see if shorter length pieces would work as well as the requested longer lengthi. Since most mouldings are installed in 8-foot lengths or less, this simple strategy should produce plenty of results.

(1) Display short-length mouldings prominently as close to the front of the store as possible. This provides better visibility and greater

Builders are also potential buyers for short-length mouldings. "Builders, like other businessmen, are creatures of habit," Tomasko says. "They have become accustomed to purchasing their moulding requirements in long lengths. However, as businessmen, they will listen if you can prove that you can save them money, not only on materials. but also on their labor."

When selling "shorts" to builders and contractors:

(1) Acquaint yourself with the approximate percentage of lengths frequently used in the types of homes in your area.

(2) Remind the builder that usually well over half of the trim in a home is under 8 feet in length when finally in place; that the amount under 5 feet is frequently in excess of 200/o shorts; that window trim very often runs in excess of 80% shorts.

(3) Help your builder customers understand that they can reduce waste on the job, as well as application time, if deliveries are made of shorts close to the actual lengths to be used.

(4) Make the builder aware that by purchasing shorts he will be saving money. as much as 200/o on a moulding order. This is perhaps the most significant point of all.

"Whether you adopt these ideas or implement your own," Tomasko concludes, "shorts, if properly merchandised, can and should be one of the most profitable items you carry."

l{0UEI display ol moulding shorts turns them into imoulse items. Each barrel is divided into quarters so that moulding stands upright lor easy selection and g00d appearance.

Attention grabbing P.O.P. material boosts moulding sales

lltHEN it comes to moving more lU wood moulding, quality merchandising aids are invaluable. Browsing consumers get ideas by leafing through moulding literature or by taking it home to read and coming back again as a moulding customer.

To help meet this basic need, a myriad of consumer education pieces have been developed. They include:

How to Work With Wood Mouldings

- Designed for the do-it-yourselfer, this popular brochure goes step-by-step through all the basics of working with wood mouldings. including measuring. mitering, coping and splicing. Many of the profiles available, plus ideas on their use, are illustrated.

How to Finish Wood MouldingsShows how to apply a professional-looking finish. Explains differences between paints, stains, clear finishes and other finishing products. Also covers tools required and clean-up.

How to Work With LatticeThis 32-page book shows inside and outside uses of lattice. Contains ideas for wall and ceiling designs, furniture trim, doors, boxes, screens and more, plus alternative moulding profiles.

How to Make Picture FramesContains illustrations and easy-to-follow instructions for the do-it-yourselfer on how to make picture frames using standard mouldings. Also tells what tools to use and how to finish the frames.

How to Install Interior Jambs and Exterior Door FramesCovers the step by step installation of flat and adjustable split interior jambs and exterior door frames, plus casing application and door installation.

How to Install Ceiling MouldingsShows the reader how a variety of individual profiles and built-up profiles of two or more standard mouldings will look in place. Also covers tools needed, preparation, mitering, coping and splicing.

How to Build Up Wood Mouldings to Create Larger Profiles - Designed for those who wish to combine one standard profile with one or more'standard

CUT Al{l| PASTE techniques using materials provided in do-it-yoursell kit produce a wood moulding profile chart for point of purchase use.

profiles to create a large, ornate moulding that reflects the historic richness of colonial America.

Design and Decorate with Wood MouldingsContains full-color photos of various rooms showing extensive use of wood mouldings. Prohle drawings of all mouldings used to create the finished designs are also shown, plus suggested alternative profi les.

From Tree to TrimColorful 48page consumer's guide to wood mouldings. Covers such topics as history, manufacturing process, patterns, uses, and instructions on how to work with mouldings.

500 Do-It-Yourself Wood Moulding ProjectsThis idea-filled book shows how to use wood mouldings for building everything from birdhouses to bookshelves and door trim to drawer dividers. Illustrates all the traditional uses of wood mouldings plus hundreds of new ones.

Wood Plank PanelingThis fullcolor brochure shows numerous room applications of this new paneling product. Also contains installation and finishing recommendations.

However, consumer-oriented pieces aren't the only merchandising aids available. The following help dealers and distributors bring prospective buyers into stores and increase the chances of getting a wood moulding sale once they are there:

From Tree to Trim (Salesman's Version)A comprehensive 96-page guide that contains all the basic knowledge a retail or wholesale building material salesperson needs to know about wood mouldings.

Story at a Glance

Suggestions for building moulding sales with consumer education materials... point of Purchase display kits.. advertising clip art. video cassettes for sales training.

Advertising Clip KitContains l2 pages of wood moulding and millwork ad slicks. All copy lines and art in the kit are camera ready for pasting onto a layout for printing.

Wood Moulding Wall Chart KitComplete do-it-yourself kit that comes with everything needed to prepare your own individual wall chart for printing. Includes l2 pages of camera-ready moulding profiles and headlines.

(l'lcasc tunt to page 78)

[\! IE RIEFS R tY, B

ffiffi.Wc*ii$W^'B-

Pay 'lV Pak Store.s Int'., Kent. Wel., is in a 52l 2.5 nrillion leveraged buyout by Rosew,ood Hoklittgs Crsrp., which includes the Pay 'l{ Pak chairman and other company oflicials, following court rulings against corporate raider Paul lJilzerian

Closed Lumber Ole lacilities in Solana lleach, lrallbrook and Temecula, Ca., were purclrased for S6.731,185 in bankruptcy court bl,' LVcstem Lumber Co. lrr'., National City. Ca.. which has reopenecl them under the Western Luntber nnn"te

Mattheis Luntber Co., llig }lear Lake, Ca,, has liquidated afier 26 years.

Inter-Mountain Wholesale Hardn'are C-o. rvill open jn Denver, Co.. in Septenrber

. Ace Hardttare, St. llelens. Or., plans to double its floor space to I I,000 sq. fi.

.\iatirtttctl Lturthar & Sultpty, Fountain Valley, Cla., which will open a 57,000 sq. li. store in Riverside County this month and a San Diego County, Ca., unit in Feb. '88, is negotiating for additional sites in Oranse County, Ca. .

Bcrr Lumber Ca., Los Alamitos, Ca., is celebrating its 75th year in business ...Fleminc Lumbcr, Los Angeles. Cit., is celebrating its 4lst year in business...J &,1 Mill and Lurnber Co., St. Cieorge. L r.. has been in operation for 40 years

l{ome Lumber Co., a three unit operation in Alamosa, Monte Vista and South Fork. Co.. has filed for Chapter 7 bankruprcy

. Wickes Cos. has closed the Wickes Lumberstore in l--remont, Ca.

Houston Lumber Co., Indio.

Ca., had an estimared $20.000 loss in stored lurnber fronr a fire of undeternrined origin

Grayhaw'k West Int'., is a new LJnion Gap, Wa., operation fbrnred by Pat l)arnton and Bill Il. Gray , Cal Oak Lumber Co., Oroville, Cia., has expanded, addinganrouldcr...

Mest'alero ..1pot'|rc has openecl a sawmill in N{escalero, N.M. . . Fontana Wood Protluos has been opened by Harry llolnres and Jack O'flannon in l;ontana, Ca. (see story, p. 38)

Pltitlips Pl,lu'ood ('o., North Hollywood, Ca., has purchased the assets af McP's plywoocl distributor, San Bernardino, Ca., and will relocate the div. to a new plant in Riverside, Ca., this monlh

Attlinson Luntbcr.Shles 1rc. has closed its Arcaclia, Ca.. office, consolidating sales at the Pomonzr, Ca., office, according to Creighton W Anlinson, pres. ..

WTD Industries, Portland. Or.. has acquirecl Superior Luntber, Int. in Columbia Falls. Mt.. and l\'lorth Put'ilit' Plyx'oot), (rrirham, Wa. . Paci/ic Basin fbrest Prodi.rcl.s, Portland, Or., and Kitntruss Corp. r.r'ith planrs in Lathrop. Chino and Oxnarcl. ('a., Uoitr div. of ACI America, have been acquired by Ant:il Holdings, Irvine,Ca....

.llpine Veneers, Portland, Or.. has relocated its wholesale lumber div. to Eugene Willamerrc Industries' new sawmill in Dallas. Or.. is complered . . Waldron Forest Products, Carmichael, Ca., is celebrating its 9th year in business Meriners

The Merchant Magazine

forest Proclut'ts, Santa Ana. Ca., celebrates its I lth annir ersarv this month... Lonp Bt'atjh Pltwootl und Lunbu' ('o.. Long Beach. Ca., is observing its 40th birthdin tlris _rear

Stanline 1rc., San I)iego, Ca., will celebrate its 2tt veur anniverslr-v with an open house at the warehouse next nronth... Milgord Mantrlat'turittg, which has lacilities in Wa., Or., and Ca.. is celebrating its 2,5th anniversary.

Genovo, I)avison, Mi., ha; opened a 40,000 sq. ft. facility in Sparks. Nv. . GS Rooling Produt'ts Co., Dallas, Tx.. has consolidated its Norlh and South California Regions inro the Pacific ILegion based in Pleasanton,Ca....

Lauisiano-Paci.lic Corp. has begun operations at its new Waf-erwood plant in [)awson Creek, 8.C., opened a new sales/ service office and two reload centers in Concord, Ca., plus adding six field reps to beef up its western market position

Pacific Lunber ( o. has stopped logging on only three of 50 approved Timber Harvest Plans pending Sept. court acl.ion on an environmental group's legal challenge, not conrpletely as indicated here last month; logging and sawnrill operations arc not alfected..

Oregon gov. Neil Goldschmidt has signed a bill creating a lnrdt+,ood aclyisory rcmmittee within the Oregon State Dept. of I'orestry.

Ifousing starts s/ry?rud 0.7oio in June (latest figs) to a I ,-590,000 annual rate. .. single-family slarts down 2.40h; multi-family starts up 3.1olr; permits up 1.40/o; starts in thc west were up 13.3(\'

Georgia-Pacifit'had a l2olt second quarter profit increase. . Potlott'lt's wood producis group

SOUTHERN PINE YELLOW

Southern Yellow Pine ranks in many strength properties as the strongest of soft- woods. Long lasting under heavy wear; high bolt and nail holding power; high retention of wood preservatives.

Try o u r wel | -m anu fact u red SOUTHERN YELLOW PINE 2x4's!

AUGUST

Lumber Association of Southern California -.Aug. 13, board of directors nreeting, Ritz Carlton Hotel, Laguna Niguel. Ca.

Los Angeles Hoo-Hoo Club - Aug. 14. golf & dinner. Costa l\{esa (iountry Club. Costa Mesa. Ca.

Western Hardwood Association - Aug.20-22, grading school, Thunderbird Inn. Kelso. Wa.

Wood Moulding & Millwork Producers Association - Aug. 20-23, summer meeting, Rancho Bernardo Inn, San Diego, Ca.

Humboldt Hoo-Hoo Club - Aug. 21, golf tournament, Baywood Golf & Country Club, Arcata. Ca.

W.O.O.D., Inc. - Aug. 31, annual golf tournament, Heatheridge Country Club, Denver, Co.

HouseWorld Expo - Aug. 3l-Sept. 2, sponsored by The lnterlace Group, international housewares industry show. Convention Center, Las Vegas, Nv.

SEPTEMBER

Lumber Association of Southern California - Sept. 9, Second Growth dinner meeting, Hyatt House, City of Commerce. Ca.

Western Wood Products Association - Sept. 12-15, fall meeting, Sheraton lJarbor lsland Hotel, San Diego, Ca.

Yakima Hardware Co. - Sept. 13, market, Yakima Convention Center, Yakima, Wa.

Hoo-Hoo International - Sept. 13-16, annual convention, Seattle Sheraton Hotel. Seattle. Wa.

W.O.O.D., Inc. - Sept. 16, membership luncheon, Holiday Inn North, Denver, Co.

Morse Hardware Co. - Sept. 21, market, Holiday Inn, Bellingham, Wa.

Bygg-reis deg '87 - Sept. 25-Oct. 4, Nordic Building Exhibition, Sjolyst Exhibition Centre, Oslo, Norway.

American Architectural Manufacturers Association - Sept. 27-Oct. I, fall meeting, Marriott Desert Springs, paim Springs, Ca.

Woodmac Asia 87 - Sept. 30-Oct. 3, forestry, woodworking & furniture supplies show/conference, World Trade Centre, Singapore.

OCTOBER

Western Hardwood AssociationOct. 7-9, fall meeting, Red Lion, Portland, Or.

National Building Material Distributors AssociationOct. 10-13, annual meeting, Caesar's Palace, Las Vegas, Nv.

American Plywood AssociationOct. l2-13, annual meeting, Red Lion/Columbia River. Portland. Or.

National Lumber & Building Material Dealers AssociationOct. 15-18, annual convention, Marriott Copley Place, Boston, Ma.

American Hardware Manufacturers Association - Oct. lg- 21, national hardware converltion, co-sponsored' by National Wholesale Hardware Association, Sheraton Centre. Toronto. Ontario. Canada.

National Hardwood Lumber AssociationOct. lg-Zl, annual convention, Washington Hilton, Washington, D.C.

MERGITANT BILL FISHMAN I

Bill Fishman & Affiliates 11650 lberia Place San Diego, Ca.92128

Tgg PRINT ads are gerting better.

IThere is more variety and a greater sense of urgency in the home center and building material dealer advertising. Color is being used more effectively. lllustrations are crisper. Headlines are clever. The formats, ranging from tabloids, flexies and catabooks. to color comic fold-outs, are exciting and efficient.

While most major advertisers in our industry have learned to maximize their advertising dollar there are still a number of retailers who do not understand the function ol retail advertising.

Advertising is not a panacea. lt's a communication vehicle. Advertising is a means to meet individual store and corporate sales goals.

Advertising can:

o bring in traffic

o sell specific items at advertised prices

o create long range image position both store-wide and by department

. introduce new product categories

o introduce new items

. create impressions such as the store's value image

Advertising can not:

o overcome high prices or bad merchandise

. compensate for a poor location or limited hours or bad facilities

The Merchant Magazine overcome the image of discourteous and/or unknowledgeable salespeople or poor systems and procedures or unrealistic credit policies.

Some retailers don't realize that they are running a clearance ad 52 weeks a year. The operator that waits 'til the newspaper salesman is in his store on Tuesday to pick up the advertised list of merchandise to be run on Thursday, is making the newspaper wealthy, but probably hurting his position in the marketplace. When the retailer shouts to the back room, "Tell me what we've got enough of to run in this week's ad," he's presenting in print what his customers are telling him they don't want his overstocks. That is not what advertisins is all about.

Consider not running the ad during a short week or weekend, if you've nothing to say or if you're facing poor floor coverage.

If you've got nothing to say to the public, say nothing. You will spend your advertising dollar much more wisely if you run your ads less frequently and with greater size and impact.

(Please turn to page 29)

SLehrattn{Qyeer

Serving the of the West

These 40 years of success represent Maple Bros. total commitment to complete integrity and consistency in excellent service and top quality product.

40 years invested with our customers demands we never offer less. Pride in our business inslsls we never ofJbr less. Let us serve you with the best!

ARIZONA SGENE

E.J. JOHNSON executive \ vice president

TgE ALBSA's 66th annual conven' I tion was a huge success! Attendees were treated to excellent business sessions and social events. Among the convention's highlights were the thanks and appreciation of the membership expressed to outgoing president G. Raymond Lopp and the election of Michael O'Malley as president for the 1987-88 year.

Eighty golfers participated in the first annual Bill Bell-Dean Drake Memorial Golf Tournament. Mike Ivory, American International Forest Products, won low gross honors after a playoff victory over Sam Bratton, ATKO Building Material Center. Scottsdale. Both scored an amazing "73" over the tough Ventana Canyon desert course. Low net honors went to Frank Heldt, Heldt Lumber CompanY, Phoenix.

Congratulations also go to Mrs.

Evelyn (Nelson) Sembach, All Coast Forest Products, flor winning the Ray Lumber Co. yacht trip out of San Diego. Dan McKean, Georgia-Pacihc Co., won the Kaibab Industries' houseboat trip aboard Lady K on Lake Powell. Finally low gross golhng winner Mike lvory' American International Forest Products, won the Lumbermen's Underwriting Alfiance putting green prize, a l0 oz silver bar. (Rumor has it that the low gross score was luck and that the four foot putting hole was skill - or maybe it was the other way around.)

Don Hossack, O'MalleY Lumber Company, was appointed the convention chairman for 1988 and announced that next year's convention will be held at the beautiful new Crescent Hotel in Phoenix. Dates for the event were set for May 12 thru May 15, 1988. Mark your calendars now and plan to attend!

The membershiP of ALBSA expresses its sincere thanks to Ray Lopp' senior vice president, Babbitt Brothers Trading Co., for his year as president of

the association. During this past year, he has represented us at national and regional lumber conferences and has met with many members of the association at their places of business. In token appreciation of his services, Ray was presented an oflicial commendation during the annual meeting and was given a plaque with his picture and the signatures of each of the members of the board of directors. Again "thanks" and best wishes for a job well done.

JHINX TWICE before piling on cash I incentives as a means of motivatine your sales people.

"Cash commissions have become such an integral part of sales compensation that they may have lost some of their ability to improve performance," says Jerry McAdams, co-author of a new compensation/productivity study. Surveys showed such non-cash incentives as travel and merchandise motivated just as effectively as cash awardsat one-third the cost. Cash incentives cost about 120 for every extra dollar of sales, while noncash bonuses cost only 40 per dollar,

In addition, McAdams notes, noncash incentives have a "trophy value.,' If you win a new fur coat, you can wear it. It's not so easy to show off a few hundred extra dollars in your paycheck.

Safety at the workplace means safety outside as well as inside the buildine. Managers have a responsibiliry to feep

their grounds clean, safe and hazardfree. All walkways, ramps and stairs should be in good condition, cleared of water and debris. Parking lots and adjacent roadways should be free of potholes. Not only do potholes provide trip- ping spots for employees and visitors, but costly machinery and stock might also fall prey to the neglected surface.

Visibility is another critical feature of "outdoor housekeeping." All entrances and parking lots should be well lighted. Trees, shrubbery and stock should not present blind spots at roadways or walkways.

A good maintenance program includes a routine inspection of the grounds, with repairs made as soon as possible. Until the work is completed, barricades and "Men Working" signs should be placed at hazardous locations. Also, employees should be encouraged to keep grounds clean and alert the supervisor to potentially dangerous situations.

The Jones Act, which forces U.S. companies to use only American-built. crewed and registered ships in domestic trade, has been targeted for revision.

H.R. 1979, introduced by Rep. Ron Wyden (D-Or.), would allow less expensive and more available foreign flag ships to carry forest products from the North_ west to East Coast markets.

The National Lumber & Building Material Dealers Association has before backed this approach, arguing it would reduce transportation costs and provide more lumber competitionconceivablv lowering prices and improving ".onomi. conditions through job creation in the Pacific Northwest.

One dealer has found a way to fight shoplifting. The contractor counter is four feet higher than the floor, and the contractor sales staff has a clear view of the store. When they see a suspect, they announce over the PA system, ..Mr. Gray, your order is ready." Clerks keep an eye on the person whom the counterman points out by walking close to him/ her. The program has brought several apprehensions and reduced losses drastically.

Money is not costing as much now but all indications are pointing to interest rates moving up, so now is a good time to give a hard look at your accounts

(Please turn to page 32)

August 1987

Oil- Based Paints/Stains Threatened

Regulations scheduled for September, 1987, are expected to effectively ban the use of most oil-based paints and stains in California.

These regulations limit the amount of Volatile Organic Compounds (VOCs) permitted in architectural coatings. VOCs are present in the solvents used for most paints, stains, primers and water repellants. The limits were first proposed by the California Air Resources Board and the E,nvironmental Protection Agency.

According to CARB and EPA, VOCs are contributors to the formation of ozone, a harmful component of air pollution. Local air pollution districts in California are planning to administer the new limits beginning next month.

The paint and coatings industry has been working to develop oil-based finishes to meet proposed lower VOC limits, but to date these finishes do not have the performance of traditional solvent-borne oil-based products. As a result, few companies offer oil-based coatings that meet the limits. Consequently, water-based or latex finishes may be the only alternative if these regulations are strictly enforced.

The regulations are expected to have far reaching consequences for manufacturers, retailers and consumers. The effects will be felt in the coatings industry and many related building materials industries. For example, the lumber industry depends on solvent-borne oil-based coatings' superior protection against moisture. Solventborne coatings perform better because they penetrate deeper and last longer. Certain species, including redwood, western red cedar and Douglas-fir, can develop discoloration problems if water-borne finishes are used without solvent-borne oil-based primers.

Owners of wood sided buildings will inevitably face higher maintenance costs and more frequent refinishing if solvent-borne oil-based coatings become unavailable. Lumber producers and lumber merchants in California are concerned these regulations will have a negative effect on wood products sales.

After granting extensions for the last l0 years, the local air pollution districts in California and the Environmental Protection Agency appear ready to enforce limits established by cARB and EPA in spite of the far reaching effects such action will have in the construction industry and to its suppliers.

Eureka Southern Eyes Simpson RR

Bankrupt Eureka Southern Railroad Co., which'had negotiated to purchase Simpson Timber Co.'s Arcata-toKorbel, Ca., Arcata & Mad River Railroad Co. prior to filing Chapter 1 1, will reattempt to buy the line, according to Eureka Southern's attorney.

Lawyer Philip Arnot said his plan is to buy the line on credit in exchange for providing rail service flrom Simpson's Korbel mill. He estimates it would take four years to pay off the debt.

Yet Simpson says Arnot has made no such offer. "l only know what I've read in the newspaper," said Hank Sandstrom, Simpson v.p./general manager. "(Rrnot) tells me he's still several weeks away from sitting down with us and working out the differences."

"The line is of no use to us," said Sandstrom, who is considering entertaining offers from other companies.

€all (2OO) 673'-52i5I for your wcstern red cedar fencing requirements

WAYN E GARDNER executive vice president

S WE start moving down the last h days of summer, our thoughts often turn to next summer's vacation, even though it's l2 months away. Some reflect longingly on the summer and say, "Well,Labor Day weekend will be the last big holiday until Thanksgiving." And as they sag back into the chair, a feeling of despair falls over them, thinking there is no place to go. It doesn't have to be that way.

The Lumber Association of Southern California will have its annual conference Nov. 5, 6,7, and 8 at the Marquis Hotel in Palm Springs. This can be a mini vacation as well as a business trip. A great opportunity to relax, yet pick up some knowledge about how to do a better job managing your company. And what better time thrn after Labor Day and before we get all caught up in the

ThanksgivingChristmas round of family get-togethers and parties associated with the holiday time.

This year's conference theme will be "Making Waves." There are a lot of people who subscribe to the philosophy "Don't Make Waves" and as a result, nothing gets done. That's not what you want as a company nor as an industry; so the conference theme "Making Waves" was selected to get everyone thinking about moving the individual companies and hence the industry ahead.

The keynote speaker will be Ivan Browning. His subject will be "Climate and the Affairs of Man." Certainly a good "building climate" is essential to our success as an industry. Dr. Browning is eminently qualified to discuss climate: is it changing, will it change over the next few years, and what effect this will have on the lumber and building materials industry?

A second speaker selected is Wayne

You're ready with MNffi

ALL-WEAIHE R GUTTER S/S]EM

Quasha, one of the members of the Merrifield Management Team. This group has done a study for North American Wholesale Lumber Association on "The Wholesale Function," and has a video tape available on the subject. A similar study "The Retail Function," will be completed before the conference and Quasha will make one of the first presentations to LASC. And that's only the beginning.

The Second Growth panel will be a part of this year's program, in addition to a number of other agenda items, all pertinent to the lumber business, including some exhibits.

Need a short vacation between Labor Day and Thanksgiving? Try the LASC Management Conference Nov. 5, 6, 7, and 8 at the Marquis Hotel, Palm Springs, where, I think some P.R. guys used to say, the sun spends the winter. And believe me it does. But the only way to really know is to experience it yourself. See you in Palm Springs.

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August 1 987

Home Center

t (. t )|t l)lltt'Li .l t, ) tll l)t\t : :

Pllttt ltltcutlrtack: rrllcltcl. I)lr tttLtr aclVcrtisirtg pltrnrling l'ilr L'll{)tlgll in lclr.rrtcr' 1o ortlel itt spceilrl nlcrehritltlt:c.

Ir-r cornnrunicltc ri itlt thc salcs stltll ltntl to displlrr. sigtt rLtttl rcIticc thc tlrcrchanci sc.

( a a a

onsitlcr not fr.lnltiltg lttr itettt

thill-s in :hoTt itt r en lot't

\\ llalt \ oU \llo\\ ()tll-ol-\l()e Ks ol thc fittings ()f lLcccs\ofrc\

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o il it is ir brtrl r.rlut

thill i\ ltiglrcr pricctl thrttt cttnlpelition': tllrr -in. tlrLr -oLtt :ltclf llricc.

( hitllcngc cr crl elttlr.iitirttc .ts lLtl ilctlt to be uclreltisctl. 'l r1 llri: scttrc elLtti ltt.til fitte ciL! 11 e Iitcrilr onc l]Olt.tl. cxccllt $ llcrc n otcrl.

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I ntlcr .l ltoint: - J)on'1 *lrstc thc acl \ I)il cc

\lcIeh.rnciisc thc uclVcrtising. rtt storc lcr e L I ie kr-l thc protlttcts. tlccorltte witlt

l)crllrlrnt\. blrr.|.tat: iillri si!llls tti cotlrtlinrtc thc slrics prottt0ttrtn cllorl.

I..ccp r our- uclr crtising looking f rcslt

rlnii sh.trp. I orbirl l ottr tte \\sl)ape r of

l)ril.r1ar lo lcIf o(lue e ll ortt oltl clippings

lrnrl tcarslrccts. Irtsr:t ()lt lltant srlitlg

lionr thc ririgrnul arl \\ of k t() nt.tlntilrn

thc high stuntlltrcl rtl' I tiltr rtclr crtising

E'FllcoN''

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Ths Ono That Watks Whare Humidity's High

SPECIALIZED TREATMENTS NOW AVAILABLE

o Wolmanized Lumber

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Treated Wood

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For infarmation on quick service call the treating oxportsJ

FRED CARUSO executive secretary

esflfe hundreds of phone calls

Y and letters from lumber dealers in opposition, a revision to the lien law has been railroaded through the Colorado State Legislature.

The new law exempts homeowners from having to pay twice if they can prove they paid their contractor in full. Covered under this law is all renovation work and new residential housing occupied by the owner. Material and labor suppliers should interpret the impact of this bill at its extreme in favor of the homeowner.

Thirty-five lumber dealers and credit managers attended a MSLBMDA sponsored meeting at which measures were recommended to protect materials suppliers in the face of the weakened lien law. The re-examination of credit poli-

cies and the review of credit practices were among the priority recommendations made. Dealers were advised to continue to file liens and notices of intent to file as they always have. They were advised to file liens early and to be aware of the possible effects of the new law.

The MSLBMDA is preparing to seek an overhaul of the Colorado lien law in the next legislative session. The accomplishment of this will require consensus and support from allied construction groups. Proposed is the creation of a Construction Industry Council which will involve contractors, subcontractors, lenders and suppliers.

A similar group is proposed for New Mexico where the lien law was gutted several years ago. The first ofa series of meetings was held with State Representative Stuart Hill. He was extremely cooperative in sharing concerns with the industry.

John Chiado, Lumber, Inc., Albuquerque; Tom Rutledge, New Mexico Building Branch of Associated General Contractors; Jack Milarch, New Mexico Home Builders Association, and I attended.

Future meetings of the group are scheduled.

A two day management conference and convention at the Brown Palace Hotel, Denver, Nov. 5 and 6, will focus on learning what the experts and the competition are doing to establish financial, customer service and employee management systems. Specific topics will include how to motivate employees to think and act like owners by using a bonus system based on a percentage of return on assets; how to use the computer to maximize buying opportunities and how to position and reposition your business in the face of constantly changing conditions and new forms of competition.

Future Dates

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

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GARY L. SMITH executive vice president

I Have had rhe opportunity to speak I with several people in the lumber industry during the past couple of months who are "different" than most of those who read this magazine.

The thing that makes them ..different" is that they arejust starting in business. Because we hear so much about lumber dealers who are having a rough time or who are going out of busineJs, it's easy to forget that there is another side to the coin.

These "different" people that I've met in places like Selma. Delhi. Kingsburg and Madera, Ca., all have at least one thing in common. It's the bumblebee syndrome. You know the old story that proves that its aerodynamically impossible for the bumblebee to flv because of its weight, shape and wingspan, but they forgot to teil the bumblebee! Well, somebody forgot to tell a bunch of people in Northern California that it's economically, politically and logistically impossible to make a go of a new lumber business in todav's worldt and now they're too busy ordlr-

Northwest News

(Continued from page 26)

receivable. You have a lot of monev that belongs to you so why not try again and again to get it into your business where it belongs. To do that, think about these ideas:

(1) Make credit a top executive responsibiltiy - yours. Don't leave policy and follow-up to the bookkeeper alone; analyze all your accounts receivable, pinpoint those that cover the bulk of what's owed you and go get it Now!

(2) Isolate those who abuse your terms and are consistently slow pay. Decide which ones can be persuaded, which ones will need strict treatment. Some you will have to simply Iive with for good business reasons, but, by all means, put "watch tags"

ing, selling, delivering and going to the bank to be educated.

You know what their problem is?

They think some of your customers are just fickle enough to become their customers if they do those extra little things that other dealers have (or should have) done in the past, but now take for granted. These poor fools actually believe they can build a new business, where one failed before or where one never existed, based on quality and service. Where have we heard that ohrase before? lsn't it what everyone hai been preaching as the salvation of the independent? Can you believe that there are people out there who actually have the audacity to use this as the basis for a new business? There are those who have made a good living in this business in the past based on that very premise, but now refuse to acknowledge it, have forgotten it, or refuse to practice it.

Their heirs and creditors hope they see the light in time; or at least before our sidewalks become so crowded with demoralized bumblebees that people can't get to their going-out-of-business sale.

on shaky accounts with a history of slow pay.

(3) Review your "New Account" credit policy with your top people and recheck limits, terms and follow-up procedures.

(4) Do not hesitate to contact slow pay customers individually. Some bills get paid each month and one might as well be yours.

(5) Finally, do not think of accounts receivable as bills that are not paid. Think of them as borrowed cashyour cash. If a customer walked into your yard and asked you to give them S500 in cash, would you do it? Probably not, but if you did, you would, more than likely, worry more about it than you do your receivables. In reality, it's all the same.

DRIED FORTHE LONG HAUL.

\i.ru rvitttt it. \iru got it Noi I )t'scrt lledrir x xl fi r rtll I-t nlisillrll t- l'lictl tc.

Coltstnlcttott ('ollrlloll ol- ('olistructiort lteru-t lLrrttber tliat.s kihr riried ttr j,,1, .il, r',ttditioll:.'llrliittg trt,,islrlli r'{rl)ft-tll IIi )tlr {i5 pcli t'trl r ll\\ll 1r, ;r l rt l'li r't l9 tir lt'ss.

( )nlr after rtls dried rs it trilrrnrccl, :ttt1;tr t rI;tttrl qT;ttlt tl. I )itttct)siotls:tli' true. Shrinli.age is colltrolltd. ( irlrtlillg r-s right olt. (iirirtg t'ott :i irt'ttcr prticlr-lt't 1or tire nuittct.

.\rul rt ki*'er slrillllulg rveight rrtt'ltns rriore iroltt.tl t('el per trttckloltcl.

Nrtll''uott cal dt'lil'c'r \'oLlf ctlsl()lllcrs r-t'ltl teclurxrrl.

Ca I today. Loursiana-Paciiic National Redwood

Iior. lr ira,.'tioti rit tllt ptice o1 tlpller .qradt'rt'tliitxrd.

Asli ;tlxntt l-riLtisilltllt-['ltcifit' I )t'strt lledllxrtl. \\c'll bc' gllicl to tell t-ort hox the gixxl stttll got irt'tter.

l-rittisiltttri-l'itt rlic [)esert lte'drxrod cotrsltttctiott c( )tllll)( )ll ltttcl t'onstrLtt'ttotl lrt'rrrt. Ar;rillrblt'in 2'rl'l 2"r(i'. as nell lts 2"x,!"-12" clirtttttsiritls ttt lt'tlu''1lts t-t1I ttt 2(l feet.

L)rjt'tl lrltcl prieccl 1or the krrlu lllrLll.

A personitl gu:trantee

\\'htrt vr,tt lltlv lui'\tllt'ticlttt-lttlt(lt'

l,ouisirLrta I'lrt'ttic producl likt' I )csert Ilt'clii'ood, wc ,.'\lx'('t volt 1o cxllt'ct tllt'

best. Not jtrst qtraiitr'. I3Ltt lt eot'tlpt'ttttvt' 1lice. A slttisl;tctorv llttsittr.'ss rel;ttionsirip. ,\ttrl stt-rice tlillt lt'ltves l'ott r ' 'ilrl)lelel\ s;rlislied.

The 1:r.(X)0 t.lletl ltltcl tvrlllen tt1 1.,,111-q;jI;1 l'lr, in, 1,,u.t ttt. itr .J\illl \(rtl trtll )r'rs( )rllll,qullri Illt ('e. \\t' rl-ill lledonll. ll ri'r' ckrn't, lt't tts knoui pltltst''

Sinct'r't'lr'. */tt^. ft lt t+4

lLrrrr' .\. \lt'r'ltr Cllritrtlitt lttttl I'rcsiclettt

G-P'S WEST CO,dSTMILLS AT{D DIS-TRIBUTION CENTERS H,{VE ABETTERMOULDINO PROGRAI,I FORYOU.

With our network of Distribution Centers. plus our three moulding mills-in Cottonwood, Marysville, and yreka, CalifomiaGeorgia-Pacific is able to provide area retailers with a wide variety of the most popular moulding profiles on the market todav Whether vou purc hase la rge quantities mill- direct or "take advantage of our out-of-warehouse services.

Our mills manufacfure pine and fir moulding. Both solid linealhnd finser-ioint. Other species,like redwood, are av:ailable through our Distribution Centers. And because we own each mill, we're able to provide the utmost product qualiry and con6istency plus supply reliabiliryz or look to us for a vist assortment of other qualiry millwork-delivered quickly and dependably liom our conveniently located Distribution Centers.

_ So put the good news at G-p to work for you. Call toll-free I-800-245-g160 for the location of the Georgia-pacific Distribution Center nearest you.

Kitchens & Baths Will Keep Growing

Just when you thought kitchens and bathrooms could not get any bigger, they can - and they will, say industry professionals in a survey by Tile Council of America.Of the more than 800 surveyed, 86% say bathrooms will be even larger by the 1990s.,720/o reportthe same for kitchens.

By the year 2000, kitchens and baths will have more electronic equipment including stereos and televisions. the poll says. "High tech" will also be evident in the design of fixtures and furnishings. Additionally, the vast majority polled see durability and easy maintenance as consumer priorities.

Pressure Treated Wood Saves pier 39

Pier 39, a showcase shopping and dining center near Fisherman's Wharf in San Francisco, Ca., formed of 220,000 b.f. of wood decks and stairways, is being renovated using pressure treated wood.

"We did two years of research, looked at hundreds of products and always came back to the same materials: pressure treated wood," said Joseph Smith, pier 39 pro- ject manager. "lt was the most cost-effective material, and it was in keeping with our turn-of-the-centurv theme."

The site was originally built in 1976 using lumber collected from old piers along the wharf in order to retain a pier atmosphere. But nine million people walk the boards annually, and in a few years the old lumber needed replacing.

The three-year renovation began in March, 19g6. as the construction crew worked each day from midnight to I u.p., removing 1,000 b.f. of lumber at a time, replacing it with 6x6 pressure treated stringers for the substiucture and 4xl2s for the deck.

The ACZA-treated materials meet American Wood Preservers Association standards.

0l.0IlME PlEfl atmosphere is recreated at San Francisco's pier 39 usrng pressure treated wood to replace the 220,000 weathered b.f. of old decks and stairways.

Hardwood Students Make The Grade

The Los Angeles Hardwood Lumberman's Club has sponsored a haidwood lumber grading short course for twenty students, coordinated by Dennis Johnston of Johnston Hardwood.

Bob Sabistina, chief inspector, National Hardwood Lumber Association, taught the week long seminar. Students received classroom instruction at the Ramada Inn, Carson, Ca., and grading practice at the Johnston yard in Long Beach, Ca., MaY 18-22.

flAnltW|l||0 GRlllll{G pupils (1st row, 1-r) Robert Bailor, Reel Lumber Co.; OavlO Ybarra, 'Gdorgia-Pacific; Brent Barker,. MacBeath HardwooO; Frant< Lopez, G-P;-Roque Ramirez, Liberty-Hardwoods; Robert O'Oorinett, Lane'stanton Vanbe. (2nd row) Guy Dempster, Mariner's Foiest pr6Oucts; Tom Tiberi, Reel Lumber; Kurt Harris, Harris Custom lliti;- noOert benman, Southwest Plywood & Lumber; Qrqge ffuiinison, Ganahl Lumber; Tom Wasson, Liberty Hardwoods; Mike Preisino. MacBeath Hardwood. (3rd row) Tod P. Thompson, American Hardwoid; Bob Sabistina, NHLA; Douglas Reynolds, Johnston Hardwood; t-uii Canal, Johnston Hardwood. Others involved who are not oiiiuieO here: Marvin Chase, a consultant; John Weidenbenner' GayhnO. in.: Steve Jamison, Saroyan Lumber; and Mike lmhoff, MacBeath Hardwood.

APA Ranks No.l As Speaker Source

The American Plywood Association topped the list of "outside speaker" resources most called on by colleges teaching wood design in engineering departments nationwide, according to a recent Marquette University study on wood education. The "Plywood Design Specihcation" was ranked as the most requested industry handout literature in that field.

All Levels Talk Set For Conference

Retailers, wholesale-distributors and manufacturers will gather to discuss industry topics ,at the- next Home Center Industry Conference, May 10-12, 1988' at the O'Hare Marriott Hotel, Chicago, Il'

William P. Farrell, American Hardware Manufacturers Association executive director, is among those planning the meeting.

Georgia-Pacific has opened its firs! Specialty Branch located in Miraloma, Califomia-near the heart of the L.A. Basin.

This new branch provides customers with a unique approach to distribution service for an exbandin.q variety of specialry products. Nicodi sfile and railentry doors. Therma-tru steel doors and Fiber-Classic doors. Elite doors bv leld-Wen. And Sanley garage doors. As well a-s high-demand unfinished wood moulding and millwork.

Plus, you'll receive an individulized style of oersonal attention we call Gold Seryice."' So you can order products in smaller-thanaverage quantidei. or you can take advantage. of invlntbry management assistance. special deliverv opiions. and other services. And of course, iti all backed by the usualseruice that we offer a[ our other Distribution Centers, nationwide. So for the best news in new products and services, call the good people at the Georgia-Pacif,rc Specialry Branch in Miraloma at 7141681-911,6 or 8001255-1843.

AI{NOLJNCING GOLD SERVICE"" FROM G-P'S SPECI,AUTY BRAI{CH _ -TT.I MTRAI-,OIVIA,CALIFORNI4.

WTHE LD F

LP Dawson Creek Gold'. Sheathing is here. It carries the same APA performance rating as plywood. But costs less and works better. Because it combines

the best features of strand and wafer panels, Dawson Creek Gold delivers strength and workability in one panel. Every sheet is sound, uniform, and good looking. It cuts easier and

cleaner. It nails like a dream. It goes down flat an< stays that way. In short, Dawson Creek Gold is the best-looking best-performinl structural panel in the West And you can get

Official Sponsor of the'1988 U.S. Olympic Team.

Unique P&M Cut Stock Plant

P&M Cedar Products, Stockton, Ca., has slated a mid-August opening for its cut stock plant in Anderson, Ca.

The facility will initially produce incense cedar, fingerjoint block, cut stock and moulding blanks with a maximum, three-shift capacity of 40 million feet annually, according to Mark Jantzer, national sales manager, millwork and retail products.

Although P&M is currently manufacturing cut stock on a smaller

scale in McCloud, Ca., the Anderson operation is unique in its design for consumption of shop materials from P&M's five existing sawmills.

"We will feed it out of our own mills," said Jantzer. "This guarantees raw materials consistent in quality and supply year-round."

Group Buys Fontana Wood

Jack O'Bannon and Harry Holmes, both formerly of Far West Fir Sales,

The Merchant Magazlne

Huntington Beach, Ca., have purchased Fontana Wood Products, Fontana, Ca., from Armando Castro, who founded the company in l98l.

O'Bannon, Far West general manager from 1975 to 1987, will serve as Fontana president; Holmes, vice president, and Bob Porter, secretary/treasurer.

Other stockholders include Porter, sec./treas., California Timberline, Chino, Ca.; Bill Gunnell, pres., California Timberline; Pete Skibba, v.p., California Timberline, and Fred Brocklebank, Heritage Hardwoods, Inc., Chino.

Holmes said, "The major emphasis will change from unloading rail cars and custom milling to include a great amount of equipment, three lumber sheds and lumber remanufacturing. The emphasis will now be heavy to industrial accounts and the mobile home industrv."

Miller Buys Northcrest Assets

Miller Redwood, Crescent City, Ca., has purchased major assets including logs, mill machinery and equipment from Northcrest, Inc., also in Crescent City.

Northcrest will retain all land, lumber, hauling equipment and company name, although the operations will change drastically, said Roy Tower, secretary/treasurer.

Japanese Buy Wa. Firm

The largest home builder in Japan has signed a preliminary agreement to purchase West Coast Forest Products Inc., Arlington, Wa.

Sekisui House Ltd., the housing division of Sekisui Chemical Co. with $3.5 billion in gro.ss sales in 1986 and $165 million in profits, would acquire all shares of the company, making West Coast a wholly owned subsidiary of Sekisui, according to West Coast president Brian Jones.

West Coast takes raw green lumber, processes it into doors, mouldings and other building components, and sells them primarily domestically. Sekisui is seeking a source of raw materials for home construction, although Jones foresees the company keeping domestic customers

The company will also retain its current employees, management and operations, Jones said.

It can be tough moving lumber and plywood profitably, especially in today's business world.

work directly with your dealers, we at Willamette continue to devote our

That's why, while others may For over 80 years now, we've helped efforts to you, our wholesaler.

get you competitively to market with the best in lumber and plywood products, backed by non-stop service. Real servrce.

You get personal, immediate attention from your Willamette sales professional who works nght from our mills. Using our computer network and warehouse resources, we take your order, track it through our system and get you the products you need, on time. Every time.

To put Willamette teamwork to work for you, give us a call-in the

West at (503) 926-7771, in the South at (318) 255-6258.

Together, we'll steer a steady course to market. Profitably.

Lumber & Plywood D visions

Tom Lapinski has joined Duke City Lumber Co., Albuqerque, N.M., as asst. to the pres., according to Frank C. See Jr., v.p. of marketing., who will be succeeded by Lapinski when he retires in early 1988.

John A. Emery has been appointed sec. of the American Plywood Association, Tacoma, Wa., according to pres. Bill Robison.

Michael R. O'Halloran, asst. director, American Plywood Association technical services div., has been named pres. of the Forest Products Research Society.

Ron Stevens, Sierra Pacific Industries, Redding, Ca., will hold his fourth annual Gin Rummy Seminar in Hawaii in November. Reluctant participants include Jack Davies, Sierra Pacific; Cliff Piazza, Timber Operator's Council, and Jerry Bruce, Green Forest Lumber Co., according to Bruce.

Bill Gray is the new sales mgr. at Cascade Lumber, Cottage Grove, Or.

Mark Warren has returned to The Flecto Co., Oakland, Ca., as Northwest regional sales mgr.

J.F. "Jack" Newman, Weldwood ol Canada Ltd.. Vancouver. B.C.. has been elected pres. of the Pacific Lumber Inspection Bureau. New oflicers are v.p. Ron Dersham, Weyerhaeuser Co., North Bend, Or.; sec.-mgr./ treas. George Thompson, Bellevue, Wa., and directors R.M. "Bob" Sitter, Whonnock Industries Ltd.; R.L. Spence, Packwood Lumber Co., and John Thorlakson, Tolko Industries Ltd. Other directors include W.G. Crooks, Don-Lee Davidson, Don Dowsley, R.A. Drake, William G. Hallstrom, Brian Jones, J.E. Kennedy, J.W. Latimer, James Manke, James Robinson and R.R. Waltz, Jr.

Jim Salyers is gen. mgr. of Grayhawk West Inc., Union Gap, Wa.

Terry Simpson and Dennis Dixon, Tricon Forest Products, Bellevue, Wa., and Dean Fox, Rough & Ready Lumber Co., Cave Junction, Or., were among the 7500 runners in the lOth Annual 15K Cascade Run-Offin Portland, Or.

Dean Fox, Rough & Ready Lumber Co., Cave Junction, Or., and his wife, Donna, treated their l6-year-old granddaughter, Tanya, to a vacation in Hawaii in July.

Roderick Steele, pres., Potlatch Corp., San Francisco. Ca.. has retired after 24 years with the firm.

Bob Edwards is now market development mgr. for Boise Cascade Corp., Boise, ld. Other new mgrs. include Jim Sterrett, plywood sales and marketingt M ary Jo Nyblad, western plywood sales; Tom Lovlien, lumber sales and marketing; Tom Shew, lumber sales; Dean Short, beams and decking sales; Rick Flores, national accounts marketing; Max Buxton, international marketing; Comer Brown, particleboard sales, and Jim Flores, industrial lumber sales.

Frank Jason has been elected senior v.p. of Hirt & Wood Lumber Co., Inc., Eugene, Or., according to R.E. Hirt.

Joseph Norton is now western regional sales mgr. for Price Pfister, Pacoima, Ca., according to Rod Yamin, sales v.p.

John King has joined Mallco Lumber & Building Materials, Phoenix, Az., as industrial products mgr., according to Duncan R. Hossack, v.p./gen. mgr. Kim Dahlgren has joined Weyerhaeuser's customer service center, Sepulveda, Ca,, as an account rep. Mark Edward Wyatt, Boise Casade, Golden, Co., married Donna Jean Tucker on June 20, 1987.

August 1987

Clint Bower, Mariners Forest Products, Santa Ana, Ca., reports his co. softball team beat Don Weber's, Weber Plywood, Tustin, Ca., 15 to 9, a victory Bower modestly describes as "a watershed event for Western Civilization."

El Louise Waldron, Waldron Forest Products, Carmichael, Ca., has just returned to work after a successful surgery.

George Wood is the new sales mgr./CB cedar at Caffall Bros. Forest Products, Coos Bay, Or.

Joe Shipman has been promoted to marketing director of Navajo Forest Products Industries, Navajo, NM. Mitch Boone succeeds him as gen. sales mgr.

Leonard Newman has joined the sales team at Product Sales Co., Orange, Ca., according to Ted Gilbert.

Del Orren has been named gen. mgr. of Simpson Timber Co.'s panel door operations, McCleary, Wa., according to Jess Drake, NW v.p. and gen. mgr.

Charlie Barnes, Jones Wholesale Lumber Co., Lynwood, Ca., married Annette Golibart on Aug. l, 1987, followed by their honeymoon in Cancun, Mexico.

John Kerr has been promoted to branch mgr. of Weyerhaeuser's Anaheim, Ca., customer service center.

Sterling Wolfe, Marquart-Wolfe Lumber Co., Tustin, Ca., recently attended the 5Oth anniversary class reunion of his alma mater, Case Western Reserve University, Cleveland. Oh.. before a Florida visit.

Mike Ketterling is new to sales with White Bros., Sacramento, Ca., according to Craig Kincaid, gen. mgr.

Scott Gates, Atko Building Materials, Scottsdale. Az.. and his wife. Lani. are the parents of 8 lb.,2 oz. Clark Douglas Gates, born June 25,1987.

Carl Dupray, Dupray Redwood Sales, La Palma, Ca., has returned after a couple of weeks in Spain.

Lanny Owens is new to sales at Michigan-California Lumber Co., Camino, Ca.

Bob Reynolds is a new trader at Northwest Crating, Inc., Portland, Or. Don Treece is now in sales.

William Graham has retired from the Red Cedar Shingle & Handsplit Shake Bureau after 40 years in the business.

Stan Cochran has joined the sales force at Cal State Forest Products, Anaheim, Ca., according to pres. John Turner, Patrick Hunter, Waldron Forest Products. Carmichael. Ca.. and his wife. Jennifer, are the proud parents of 8 lb., l3 oz. Nicholas Patrick Hunter, born June 18, 1987.

Rei Olsen, Western Turnings & Stair Co., Commerce City, Co., and his wife, Leila, are entertaining a Norwegian friend, Finn Gudim of Norema, a large Scandi navian kitchen equipment firm, who is here with his family visiting the West.

Leslie Click Cleveland, v.p., board member and gen. counsel, Click & Geddes Lumber Co., Denver, Co., has joined the management staff fulltime, according to L.D. "Pete" Click. Jerry C. Ellefson is new to sales.

Marie Wood is now the payable/credit back up at Ganahl Lumber Co., Garden Grove, Ca. Additions include Noah Clark, Jeffrey Finch and Robert Navarro. New to the Corona, Ca., store are Robert Behnke, Carlos Casillas, Michael Harris, Jaime Valdivia, James Vikupitz, and Debra Anderson (transfer from Anaheim).

George Clough, mgr., Anfinson Lumber Sales Inc., Arcadia, Ca., has retired after 66 years in the business. At 85 years old, he may have been the oldest active member in the industry, according to Creighton Anfinson, Dres.

(Please turn page )

The forests of lnuisiana-Pacific are closerthan you think Thanks toL-PWesL

L-P West is our newlv expanded stmchral panret Cetivery network. A network of six Westem field Eps, ? [.os Angeles sales/service office, and nr4ior

reload centers, one in Northern and one in Southern California. All working together to deliver ttre prioducts you need.

Roducts your anstomers wanl TrouHe-fueL-PInner-SeaP r: sidings and kner-SealT&G flooring. Irrcrcdr h buildingmaterials

wlrich aetualty repel' water furilr the inside oul

Dependable supply? You bel L-P West delivers L-P lrurer-Seal siding and flooring and Daryipn Creek Gold@ *reathingfrorn 5 mills. So you cm get the quantity youneed Whenyouneedil

Personals

(Continued from page 43)

Ronald M. Brill, c.f.o., Home Depot, and William G. Kelley, exec. v.p., have been named to the board of directors.

Jon Wolfe, Marquart-Wolfe Lumber Co., Tustin, Ca., was joined in drift boat fishing on the McKenzie River by Charley Willet, Oregon Cedar Products, Springfield, Or.; Jon Friesen, F-riesen Lumber, St. Helens. Or.; Scott Daley, Alder Creek Lumber Co., Portland, Or.; Mitch Swanson, Superior Lumber, Glendale. Or.: and Dave Bartel, Random Lengths.

Maryin Howell and Jim Nall, Lumbermen's, Redmond, Wa., have been elected July Employees of the Month by their co-workers.

Tommie Jimenez has been transferred to contractor invoice processing at Ganahl Lumber Co., Anaheim, Ca. Promotions include Allison Bradley, Claudette Kirk, Jody Calcaterra, Scott Genovese and Jack Quinn. Additions include Trevor Hargrave, Walter Hall, Jason Tabb, Robert Birgen, Calvin Ford, Thomas Kantor, Ronald Skorich, John Murphy, Joe Lopez, John Robillard, Marco Vargas, Elizabeth Faunce and Erin Balden. Mark Loeffler is new to the architectural mill, where Paul Dyer is a new management trainee.

Ken Sears, Ganahl Lumber Co. architectural mill, Anaheim, Ca., and his wife, Debbie, are the parents of 7 lb. l4 oz. Mark Christopher Sears, born July 5, 1987. Roger McGill is celebrating his 30th anniversary with Ganahl.

The Merchant Magazlne

David Andersen has joined Hampton Lumber Sales, Portland, Or., specializing in inland species sales.

Paul Reash is new to Enterprise Wallcoverings, Inc., Carson, Ca., as operations mgr.

Stan Cochran has joined the sales team at Cal State Forest Products, Anaheim, Ca., according to John Turner, pres.

Al Franzke Jr. is a new wholesale sales rep for Fallow Forest Products, Lake Oswego, Or.

Steve Baugh, v.p., Industrial Forest Products, Inc., Diamond Bar. Ca.. and his wife, Patricia, are the proud parents of 7 lb., 13 oz. Warren Clayton Baugh, born July l, 1987.

Dave Wertz is now in sales at Broadview Lumber Co., Albuquerque, N.M.

(Please turn to page 47)

DA MOULDERS & GRINDERS

Cost. Options Include Computers, Tilting Sideheads, Jointing, Oil Mist Bearings, etc.

Diamond Dress Wheel in Seconds, Not Minutes Heavy Hp. Standard AirFloatTable: No Bearings-Water or Dust Can't Hurt lt.

Personals

(Continued from Page 46)

"Hap" Hasty has joined the lumber sales dept. at Sierra Pacific Industries, Redding, Ca., according to Ron Hoppe, sales mgr.

Doug Wiltis has joined the expanding sales team at Product Sales Co.' Orange, Ca., according to Pres. Ted Gilbert.

Larry Crabtree, Pacific Lumber Terminal, Wilmington, Ca., is back from an Oregon vacation.

Monty Mclaughlin is a new sales reP at Builders Hardware & SuPPIY Co., Pasco, Wa.

Ramsey Fendall, RSG Forest Products, Kalama, Wa., has vacationed in the Washington, D.C., and Virginia areas.

Greg W6rner is now with the domestic wholesale staff of Perry H. Koplik & Sons. Portland, Or.

Lance Duke and Greg Doan are initial staffers at a new branch sales oflice specializing in plywood, oPened bY Marquart-Wolfe Lumber Co., Tustin. Ca., in Corona, Ca., according to Sterling Wolfe.

Bradford W. Morgan has been named v.p. and director of marketing and sales at GAF Building Materials Corp.

Mick Winakur has joined Broadview Lumber Co., Phoenix, Az., as a salesman.

Bob Dewald is now at Rivendell Forest Products, Englewood, Co., as a buyer.

Allan Warman is a new trader at Arthur A.Pozzi Co., Portland, Or.

Patrick G. Farrah, co-founder of Home Depot, has been named Pres. and coo of the All American SPortsClub chain.

Mark Wysong is the new exec' v.p. and ceo at The CamPbell Group, Portland, Or.

Kim Dahlgren has joined Weyerhaeuser's customer service center, Sepulveda, Ca., as an account rep.

Mark Edward Wyatt, Boise Casade, Golden. Co.. married Donna Jean Tucker on June 20, 1987.

Robert H. Waterman Jr. has been named a director of Boise Cascade Corp., Boise, ld. He is the co-author ofthe best selling book "ln Search of Excellence."

William S. Ripley, pres., marketing' Pfaltzgraff Co., has been elected chairman o[ the National Housewares Manufacturers Associaton, according to Jay Spaulding, Pres. and c.o'o.

Anita Job is now in the emPloYment dept. at Mungus-Fungus Forest Products. Climax, Nv. according to Hugh Mungus and Freddy Fungus.

50th tlrE0lltl{G anniversary was celebrated recentlv bv veteran lumberman Frank Curran (tower iight) and his wife, Nan. Rear: sons Dwioht, DMK-Pacif ic, Fremont, Ca., and Deniy, South Bay Forest Products, Orange, Ca. The elder Curran operated the Frank Curran Lumber Co., which at one time had four yards in Orange County, Ca., from 1935 until he retired in 1968. A graduate ol Loyola University, Curran began his career with the old Homer Burnaby Lumber Co. in West Los Anoeles. The lamed Mitchell Boys Choir, which oerlormed at the Curran's marriage as a brand new musical organization at that time, returned, with founder Bob Mitchell, to perform again at the Curran's 50th wedding anniversary.

It's important to our customers to havelhe highest quality of sawn surfaces. At p&M we combine years of tooling experience with state-of-the-art techniques to assure you of accutale sizes and outstanding surface quality of our CedarPro products.

But machines are only part of the story. A mill still requires expert understanding to fit the right saw to the right job for excellent machinability, sharp clean edges. It's cost efficientto cut cleanly and precisely.

Precision cuts for quality Cedarpro products. That's what we take pride in.

Dlstdbutors

Make moulding buyer-friendly

NORTHEAST

GEORGE MCQT'ESTEN CO,

Iron Horse Park

North Billerica, MA 01862

lorTr oos-sasb

i'no:srere LUMBER co

2@ Industrial hrkwaY

Branchburg, NJ 08876

(2Ol\ 7254SOO

SOUTHEAST

FURMAN LUMBER CO.

8191 Annapolls Junction Rd.

Annapolis iunction, MD 20701

(30rl792-2234

EARL RAIFORD LUhIBER CO.

P.O. Box 5498

Asheville, NC 28813

(7041253-567

EPPERSON LUMBER SAI.ES, INC.

nO. Bot( 1559

Statesville, NC28677

(70d)873432r

I &r LUMBEII CO.

PO Box 3267

Huntsville, AL 35810

(2Os) s33-9220

WOODFORD PLYWOOD

RO. Box l73l

Albal, GA 31703

(912) 8834900

Branches in Alabama, Georgia & Florida

I^8KE STAIES

EMPIRE WHOLESALE

P.O. Box 249

Akron, OH 443O0

(216) 434"4545

t{offrilEsr

HUMPHREV LUMBER CO.

PO. Box 99943

Tacorna, WA 98499

(206) s846263

T'PFER IIID WEST

CAI{TON LUMBER CO,

P.O. Box 9328

Minoeapotis, MN 55440'9328

{612) 42s-140O

wEsr

ALL{OAST FOREST PRODUCIS, INC

PO. Box M

Chinq CA 917O8

(714) 627€551

HEDLUND LUMBER & IVIACHINE STAINING

PO. Box 6OO38

Sacrarnentq CJ{ 95860

(916) 33r€611

IMPERIAL TI/HOIISAIE

PO. Box 25605

salt Lal€ cftY, uT 85125

(8Or) 972-s6s6

CEDAR WEST CORP

PO. Box 5224

Denver, CO 8O217

(303) 294{077

NYTIME a customer enters your store, your chances ofgetting a wood moulding sale dePend greatly upon how you've merchandised the product. If you've done a good job, wood mouldings can and should provide high return, high turnover and high sales potential. But, merchandising isn't the onlY

key. Once the customer has selected a profile, the actual Process of purchasing the moulding should be as simple as possible. To ensure this, provide conveniences in the moulding area that helP save time, save effort or avoid confusion. Several of those conveniences are illustrated here.

moulding sales: lll and l2l Holding rack at checkout counter built of 1x2s with dowels top and middle, on a carpeted slip-proof stand. Sixteen ft. ruler and roll ol tape help cuslomers measure and bind moulding tor easier han-

dlino. l3l A self-service miter box and saw lets-customer cut moulding before taking to checkout counter. l4l Giant ruler makes measuring easy while color codes 0n compartments identifY contents.

GUARAI{TEEll ways to increase

OPERATING OPPORTUNITIES

The Merchant Magazlne just such an evaluation on their $1,000,000 in volume and $750,000 in cost ofgoods sold. The results were predictable.

INVENTORY - t2o/n X $750,000 : $90,000X l0o/o: $ 9.000

RECEIVABLES - $I25,OOO (45 1 0olo:

WALLY

LYNCH Paid Associates

PO. Box 741623 Dallas, Tx.75243

l) nlces. performance, porrabiliry

I and compatibility have all improved to the point where it almost makes no sense for any lumber and building material dealer to be without capabilities provided by computers.

The dog and pony shows freely available from the many sellers serving this industry quickly illustrate the features and benefits. One finds a commonalitv of improvement percentages suggested by each of these specialists that center in four areas.

INVENTORY - A computer will provide the wherewithal to manage unit control so well that the user will require about l2%' less inventory. This means that for every $75,000 in merchandise now required to sustain $100.000 in sales, $9,000 less will be needed. At 100/0 interest this is $900 per year

RECEMBLf,S A comDuter will allow managemenl to bettir handle receivables by 130h. Thus for everv $100,000 in receivables, $13,000 less will be required to fund this expense. At 107' interest rhis is $1.300 per year in cost reduction.

GROSS MARGINS - Compurerized pricing control on average generates 3% more gross margin than manually managed pricing. On $100,000 in sales, this is $3,000 annually in additional gross rncome.

STORAGE - Better unit control through mechanization means fewer dollars invested. thus reduced space requirements. The average savings is 150h. lf occupancy costs are 50/o of sales of $100,000, I 5% of $5,000 is $750 per year in additional usable space. This is a total alleged computer performance benefit of $5,950 annually.

A real live company went through

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

Pacific Wood Preserving of Bakersf ield produces viitually all pressure treated wood products. And, with computerized inventory control, pacific Wood Preserving of Bakersfield offers accurate and complete service. A single phone dall can put this complete capability to work for you. Call today:

Steve Ryan, General Manaoer

In California (800) 5S2-3950

Outside Catifornia (805) 893-0429

days) X $l 2,500

GROSS MARGINS - 3OK X $1,OOO,OOO: $30,000

STORAGE - 5% X $1,000,000 : $50,000 X l5%: $ 7.500

POTENTIAL TOTAL

DOLLAR BENEFITS - $s9,000

There were two interesting sidelights within the analysis. First, the company's pre-tax profits on $1,000,000 in sales were $22,000, or 2.20/0. The dollar benefits of computerizing were $59,000, or 5.900/o of sales. The company in essence could look forward to pre-tax profits, after the computer was paid for, of 8.100/0. A whopping 2680/o increase.

The other interesting aspect of the experience came about when the benefit percentages were challenged. At 1000/o of amounts claimed benefits, profits improve $59,000; at 500/o profits increase $29,500. lf industry claims are only 370/o accurate, pre-tax profits double and even at l0% accuracy, pre-tax profits grow by $5,900, an increase of almost 27%. Volume may cure problems but computers sure enrich profits.

Pressu re-Treated Lumber

Are You Absolutely Sure You Are Buying Your Building Materials Right?

If you have ever asked yourself - Am I Competitive? or Am I absolutely 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. is a dealer owned non-profit corporation, all discounts, rebates, datings and advertising funds are all passed directly to the participating members.

C.B.S. Offers You These Advantages

*c.B.s. has been nationally recognized as "The

* c.B.s. is dealer owned Place To Go To Buy Lory"*

* 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. has a General Building Materials Dept.

* C.B.S. has a program with the Blue Grass Tool

* C.B.S. Rebates are paid to the members in cash

* C.B.S. has an in-house Building Specialties Dept.

* C.B.S. operates as a non-profit company

* C.B.S. members share in the cost to operate Company

Central Builders Supplies Company

Ileud4uurtt,rs lrtr lhe Allied Building Centers 215 Broadus Street Sturgis, Michigan 49091 Phone: (616) 651-1455

*C.B.S. was featured in the December, 1986 edition of The Merchant Magazine

NEW PRODUGTS

and selected sales aids

lnstant D-l-Y Deck

A complete, ready-to-assemble deck kit which lets homeowners build a 6 ft. x 6 ft. wood deck module in about 30 minutes is now available from Handy Home Products.

and all required hardware for attaching shelves to both stud and drywall.

All holes are pre-drilled and screws are capped to show how far to insert into the wall. Endcaps slide into place after hardware has been screwed into board ends. Shelves are attached to the wall by keyholes and screws.

The product will hold up to 100 lbs., and is available in l0 decorator colors and two sizes (2' x 9" and 3' x 9").

Cabinet Door Display

A new cabinet door replacemenl display is now available from Quality Doors.

Only a hammer is needed, as pre-cut boards are inserted into a pre-shaped frame.

Shelving [Without Brackets]

The first bracketless shelving unit designed for the home decorating market has been introduced by Weyerhaeuser Co.

Moulding Line Up

A wide range of hard-to-find oak and basswood mouldings from House of Fara can be used to accent cabinets, doors, shelves and other wood products throughout the home.

Manufactured from the best quality laminates, Formations contains a shelf board, two endcaps which act as bookends on each side, Tr

The colorful 3' x 4' end-cap merchandiser includes before-after photos, how-to installation photos and a holder for "how-to-order" literature. Door samples can also be included as part of the display so that no stocking by the retailer is necessary.

The custom-made doors and drawer fronts are available in 12 door designs and four hardwoods.

The large architectural mouldings come in plain and embossed styles, each piece individually shrink-wrapped for protection and labeled with its length and identification number.

A complete merchandising program, which includes display racks, colorful signs and take-home literature, is designed to help the mouldings to sell themselves.

Bubbling With Excitement

A premium whirlpool bath line in a variety of sizes, colors and trim options has been introduced by NoviAmerican.

Installed in a conventional 5 ft. alcove, corner or island arrangement, the acrylic/ABS constructed tubs feature adjustable jets and anatomically designed rests.

The BubbleTub line is composed of three models in five colors. Thev may be trimmed in chrome, polisheil brass or antique brass, and colormatched fittings are available on the white and almond versions.

Outdoor Screws

Galvanized screws that are hotdipped zinc-coated for exterior decking use have been introduced by Maze Nails.

qil

-==1-

Using an exclusive Zinclad Process to provide a rust-resistant finish ideal for use with cedar, redwood or treated lumber, the screws are designed for decking, fences, steps and other outdoor uses.

Wood to wood "zipper" threads offer an extremelY tight griP, and No. 2 Phillips head makes Power drill driving quick and easy.

Thev are available in four sizes (l-5l8t. 2".2-l/2" and 3"), allowing greater selection for each specific job.

Make A Spectacle

A grip cap merchandiser designed to-cr-eate- added display space is new from Clairson International.

P0RTABIE inlrared gas heaters lrom Aitken Products, Inc., fit atop LP gas tanks to start equipment, thaw pipes or warm workmen.

Elevated Tray

A tray which easily transforms a stepladder into a workbench is new from Kaed Corp.

units may be used for forming an inside and outside corner as well as straight inline soffits. The hollow desien accommodates stove top veniing and recessed lighting.

Mower Service

A tool for removing lawn mower blades, Blade-Aid, is new from Magnadyne Industries.

The 48" high x 14" wide x 5" deep unit adds 9 sq. ft. of selling spaie by hanging from the sides on an end-cap displaY.

It comes comPlete with 20 hooks and hanging hardware, featuring cross bars that can be hung anYwhere on the merchandiser and guard rails for Protection.

Available in a zinc or cream eDoxv finish. it has one-Piece consiruciion with fold-out sides.

Constructed from 1/8" highdensity polyethylene, the 18" x 26" Ladder Caddie reportedly attaches to the top of any ladder, 'regardless of classification, material or size. Two zinc-plated steel support arms and a connection bracket allow the workbench area to support uP to 100 lbs.

Additionally, a circular dePression in the tray offers stability for a one gallon paint can plus small parts and tools.

The product comes packaged in a corrugated cardboard box, featuring a full color picture and description of applications.

Special Soffit System

A new kitchen and bath soffrt system comprised of pre-fabricated 48-in. sections of exPanded polystyrene has been introduced by Epsco, Inc.

The lightweight, easily installed

The all steel hand grip tool securely holds the blade while it is loosened or tightened without fear of the blade turning or skinning knuckles.

The tool is reportedly designed for all types of rotary lawn mowers.

Hadwood Mouldittg Alternate

A new line of wood mouldings featuring the look and feel of natural hardwood mouldings is now available from DG Mouldings.

Decorator Wood Classics mouldings come in prestained oak or in uhfinished oak and birch grains. - The products come in ranchstyle, co-lonial and S-4-S profiles.

For mor€ information on New Products write The Merchont Mogozine.4500 CamPus Dr. Suite 480. Newport Beach. Ca. 92660Please mention issue date and Page number so we can Process Your request faster! Many thanks!

Gate Keeper

,. An extra security auxiliary cy- linder spring deadlatch has been 9gsigned for all gated entries by Kwikset.

manent ink, the merchandisers also include a stand-up header.

The Merchant Magazlne

The -5l8-in x 6 ft. folding rule is made of well seasoned hardwood with a tough, clear, abrasion-resistant finish; large, easy-to-read numbers embedded in the wood, and spring joints and end caps of strong brass-plated steel.

The l6-ft. tape measure comes in a lightweight, high-strength matte-black fi nished case, featuring a positive toggle lock that holds the blade securely at any length and black numbers on a vellow background.

The gatelatch features a precision six-pin, solid brass cylinder which permits a greater variety of tumbler combinations.

Ink Spray Display

Spray stencil ink from C.H. Hanson Co. is now available with a sixpack merchandiser.

Packaged with three cans of black and three cans of white per-

The ink cans provide information on stencil applications and lnstructlons.

For Good Measure

Three different measuring toolstwo tapes and a folding wood rule - are now available in the I-ufkin Measure Pack.

The 5-ft. tape is in a high-impact polystyrene case with a hook ring that is retained neatly in the contoured mouth of the case. The yellow-clad steel case has highly visible black and red markinss. Iloth tapes are replaceable.

Transparent Drawers

See-through utilitl drawers which providc exlra sl()rilgc splrcc urlder any flat horizontal surface arc ne\\' liom Rubbermaid.

lar barn clesign whiclt conlbincs it traditronal colonial silhouette * tth heavl' duti roof constrltction ancl solicl. factory assctlrblccl swlng cloors. Also f'caturecl is a slat rool clesign syslcnt with no crPoseil lasteners. doLrblc roof bcitnr and ll twtl-point lock sl stenr.

Optional accessories include a lirLrrttlltion kit, slrclf s) stcnls. rtttit' kit ancl shecl ligltt.

t:asy to install. thel conle u ttl.t hardware. instructions ancl a pattern to guide nlollnting of' tlle brackels bencath shelvcs in the kilchcn' bath. sarase. office or workshoP "

I)-rlwers arc ll-i/'1" r.liclc and 173/8" wide to llt standard cabinets.

New Storage Buildings

Two new storagc br"rilding nloclels featuring the corroston pfotcction ol'zinc girlrrrniztng on ctcrr steel paft have bccn addccl to ,\rrow's Presidential Series linc.

The Atlrrnts builtling ltrts lt.rizontal wood grain enlbossed siclitigdove gral ivith colonial blue trtnr t<l match n ith most ertcriors. Stucl construction provides added rein1'orcement. solid slicling doors travel on qualitl' glicles firr no-stick clependabilitr. rtnd drop-rn puncls of-f er fast. casl' assenlblY.

J'he N'lonroe model Llscs a PoPu-

WE SPECIALIZE IN PRE'STAINING ''YCUR MATERIAL" IN ALL CLYN/PIC CCLCRS COATING ALL 4 SIDES CF EXTERICR SIDING AND DIMENSICNAL TRIM PLUS 1 COAT APPLICATICN ON ALL SIZES OF PLYWCOD ENCLOSED WAREHOUSE FACITITY CALL

Fireproof Duct

A new fire resistant aluminum duct. for dryers from Deflecto Corp. is s-a!d^to withstand temperatures tip to 284" F.

of convenience and frozen foods is new from Sharp Electronics Corp.

The Munchkin features a one touch, pre-programmed command pad; .3 cu. ft. size with 400 watts of output power, and under-the_ cabinet design.

The Merchant Magazlne

booster cables, aerosol fix-a-flat. l2 volt emergency light, gas siphon pump and hose, fold-up water bae. help flag, safety flare, Sungie cord, tie. straps, _bailing wire, duct tape, rubber mallet and screwdriver.The kit has a one year warranty.

Sampling Hardware Finishes

Metal hardware finishes can now be chosen with Schlage's sample selector kit.

Unlike vinyl hose which melrs under the same conditions, Supurr- I.'lex better contains the hazarils of flash fires from lint buildup or dryer malfunction.

Constructed of five layers of alternate aluminum and polyester bound into a base wire helix without the use of glue, it is packaged in 5 and 8 ft. lengths.

Short Order Gook

A sub-compact microwave oven designed for heating single servings

Two models are available. with the hig^her-end unit also having a tim.e-of-day clock, digital display and two power settings. Each coines in a choice of ivory, red or yellow.

Accidental Preparations

An auto emergency kit has been assembled by Alltrade Inc. Packed in a handy, blow molded case, the set includes batterv

_ fl" company's I I most popular lrntshes are represented by 1" metal discs kept together on a ring for easy portability and conveniente.

August 1987

Solid Brass Hinge Tips

Solid brass hinge tip kits from Stanley Hardware are now available with a counter top display rack.

ished wall plaque features a red and beige rooster announcing the new day. with the morning sun rising below. At the bottom, a digital thermometer displays the temperature in both F-ahrenheit and centigrade.

driven into the wall with amounting screw then threaded into Place. This action splays the spring steel legs, providing instant, griPPing tension.

The anchor may be removed bY unthreading the mounting screw, which also returns the anchor legs to their original position. The body then slides back out through the slit, without leaving a large hole.

The rack is designed to hold over 15 carded items. The cards hang from three hooks and are topped bY a 6" x 12" header with installation photographs.

Rooster With A Temperature

A liquid crystal thermometer in the shape of a rooster is new from Miller Studio.

The handpainted and handfin-

nThe Chanticleer model stands 7" high and is packaged in an attractive gift box.

Hang Tough

A new wall anchor said to eliminate the drilling, gaping holes and guesswork often associated with conventional mounting hardware has been introduced by Grabber Corp.

Wall Grabber's spiked legs are

The device is designed for use in drywall, pegboard, plaster, masonry, cinder block, wood paneling, hollowcore doors and foamcore surfaces. Decorator hooks are also available.

3 In 1 Sink

A stylish new sink from Kohler is really three sinks in one.

ations, such as sales and estimates, to most back office operations, including writing checks, preparing purchase orders, writing letters, printing price lists, making general ledger entries and preparing daily and month-end report.

The Merchant Magazine contoured edge to create a classic clapboard appearance, it uses a triple 3-l/3" configuration.

Shutter In Style

Designer shuttersets are now available from Wing Industries.

Measuring 22" x 18", the selfrimming, cast iron Entertainer has a 7" deep basin and an accessory tray with a strainer cup and hardwood cutting board. The smoke gray tray is made from durable, impact resistant acrylic.

The sink is drilled for a sinele hole faucet.

Terminal Savings

A more compact, less expensive desk-top computer terminal is now available from ProfitMaster Computer Systems.

For use on ProfitMaster 300. 600 and 800 series systems, MoOef 924 is capable of a wide range of functions, from point-of-sale trans-

Additionally, the teminal can be connected directly to a printer to conserve cable connection space on the host computer.

Turn-Of -The-Century Siding

Provincial siding, a contoured smooth, solid vinyl siding featuring a turn of the century design, is new from VIPCO.

With a natural satin finish and

Offered in a movable louver or a Heritage glass panel design, the window treatments feature clear. readvto-finish Ponderosa pine.

They come in a wide range of size options, fully assembled and ready to attach to wall or window iamb.

3_ Ftt G.S TUMBER C0.

lU ) Sroorropr,Co

Manufacturers of Redwood & Doug Fir Lumber

Quality Redwood Sawmill

Specializing in long length redwood & Jir dimension

Distribution center, remanufacturing mill & headquarters for all operations. Redwood, Pine, Cedsr, Plywood & Specialty Products.

Furniture Foot Pads

Felt floor protectors which allow wood furniture legs to slide easily over hard floors such as linoleum, asphalt tile and terrazzo are now available from Shepherd Products U.S.. Inc.

so that it swivels between two 6 ft. posts buried 3 to 4 ft. into the eround.

- The kit includes a pole (lengths up to 100 ft. are available on special oider); two 6 ft. pressure treated posts; galvanized bolts, washers and nuts for the tilt mechanism; a brushed aluminum cap with a Pulley; a gold anodized aluminum ball; a_rope with three snaps, and the free flag.

State and f'ederal highwaY departments require such geotextile^s because they increase pavement life span, saving in installation and lons-term appearance. Home build"rsihoose ii ior erosion control and reduction of weed growth.

Assembled For A Hanging

A handy 6l-piece hanging accessory assortment filled with sultcient hooks, hangers, wire and screw eyes to mount several Pictures is new from Miller Studio.

Especially protective on fine hardwood flooring, the pads reportedly will not stick or scratch and are easily installed with the tap of a hammer.

They are available in 7 /8" , l" and l-1/2" diameters and packaged four per blister card.

Flag For Freedom

A free 3 ft. x 5 ft. American flag comes with a new wood flagPole kit from McFarland Cascade.

The flagpoles are straight Douglas fir, 25 ft. to 35 ft. long, designed so that the top tilts down, and mounted

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

Please mention issue date and Page number so we can Process Your request faster! Many thanks!

Support & Filter Fabric

A high-strength, sPunbonded polypropylene, light-weight construction fabric reportedly proven to lower construction costs and prolong project life is now distributed for DuPont by the building products division of Palmer G. Lewis Co.

According, to engineers, TYPar 3401 acts as a support agent in road construction, controls erosion, allows free passage of water while retaining soil and maintains a position between aggregate and subsoil.

Also new to the Magic-Mounts line are several hooks, including two swag hooks in antique brass and painled white, a safetY cuP hook. a safety mug hook and a suction hook; an antique brass decorative hanger, and two types of wire (copper and galvanized) in 25 ft. lengths.

PRE.STAINING of rumber

; PrcruRE HAncnrc AsSoRTtEtlr

The Merchant Magazine

Redwood Cedar Pine &

Twin Falls

A pair of water faucets 1 6" above the ground which allows two garden hoses to be connected to one tap is new from Rian Industries.

and promotions discovered at the show.

A set of checklists appear at the bottom of each pair of pages, providing a "buyer's shorthand" in recording what needs to be discussed or what was discussed at the show.

The log also contains an appointment schedule, information about show activities, local phone numbers and a daily expense log.

Cabinet Door Gollection

Custom cabinet doors manufactured using export-grade hardwoods are now available from The Cabinet Door Co.

Made of tough epoxy painted plastic and PVC pipe, Twin Tap comes with a 4 ft. hose and connector.

Show Stopper

A free pre-show planner that helps retail store buyers organize their show visits and follow up on the many conversations and commitments they make is offered by Sho-Log Enterprises.

F-itting conveniently in a coat or jacket pocket and providing a sturdy writing surface, the book contains two sections: a Must See section to list present sources of supply exhibiting at the show and a Notes & New ldeas section to record information about new items, lines

Grain-matched raised panels, 1/4" insert panels, frames with l/4" back panel, glass frame doors and a l" hollow core doors are amons the 50 styles of doors and four drarier lines offered.

The collection features individual color matching and hand sanding.

For more information on New Products write The Merchant 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 thanksl

Interlock The Door

A new door-sealing assembly which reportedly could result in as much as l0o/o monthly savings in heating and cooling costs has been introduced by H.l.C., Ltd.

Designed primarily for exterior doors. Draft Miser is an interlocking sealing system (not a sweeping device) which seals the bottom of the door against weather. When the door is closed, an insulating air space is formed between the door plate and door sill. The recessed grooves, for caulking purposes, further seal the device to the door.

The product accommodates wood, fiberglass and steel entry doors up to l-3/4" thick and 36" wide and can be trimmed to fit the door.

All-Weather Adhesive

A new tape from Compac CorP. is designed for high performance under severe weather conditions.

combining computer technologY with old world craftsmanship is new from Welenco Manufacturing, Inc.

The stove is said to burn up to 40 hours on a load of fuel.

Our new computerized Weinig* moulder's state-of-the-etrt memory ensures qreater accurac_v fol' earch of vour repeat orders. And hvo shifts a dav means prompt processine of yout' orders. We serwe all of Southerlr California Irom our convenient, centritl Orange Countv location. Drive *rtperrti

Manufactured for outdoor sales on building panels, polyvinyl fluoride film insulation jackets and other exposed applications, it is said to be impervious to ultraviolet rays, unlike PVC, and to temperatures as low as 0"F.

It combines a Tedlar UV resistant substrate as a vapor barrier with a specially engineered acrylic adhesive.

Oak Cased Fireplace

A wood pellet burning stove housed in a beautiful oak cabinet

Virtually smoke free, it does not require the standard wood stove chimney system. The exhaust fan mounts outside for quiet operation and easy maintenance.

An optional wall mounted thermostat controls the computerized electronics to produce the desired home comfort level.

through elccess, multi-car rail spur, secured, fenced storage area. We grind our own custom knives and have a larrge library of moulding details on hand. Price list available. Ask us about our cluick turn around ser-vice. Out of area and out of state business welcome, too.

To seme our catstomers completelg we have the full capabilitg of ripping" surfacing" resan/,.ing and moulding.Plus cubtolength.

Retail Frequent Shopper Club

A computerized frequent shop- per's program designed to boost sales while fostering customer loyalty is being introduced to retail chains.

Inspired in part by the success of the airline frequent flier packages, the "turnkey" program will offer consumers free merchandise or tra-

WEEKEIII| fun for Inland Empire Hoo-Hoo members and their ladies at the Hotel del Coronado, San Diego, Ca. lll 0fficers and board members Chip Roepke, Mike Nicholson, Jack Butler, Jim Gregson, Kent Bond, Larry Holquin, Cap Strano, Steve Gabbert. lZl Showing ofl the prizes given at the annual event Walli Schuh, Anita Julian, Fat Braniger, Eldra Gregson. (31 Meridith & Al 0wen, Hazel & George Loos. l4l Larry & Lyn19 Stainbrook, At & Betty Marrin. lbf Mary-& Chip flogOle, Mike & Marsha Nicholson. 16l Russ & Teresa Hutbeit, LeRoi & Barbara Jesfield. l7l Bert Holdrin, Dwight Hayes. 18l Rudy & MiIiir Gonzales, Jqqlle & Jerry Holdrin. l9l Peggy &- Cap Strano, Cindy & Kent Bond. ll0l Don & Judy Watson. lill-Denise & patric Taytoi.

vel in exchange for frequent purchases. Each retail chain will have a custom designed program based on marketing objectives and budgets.

An electronic point award system computer linked to the check-out register system will keep track of cash register transactions. A monthly or quarterly statement of point standings based on the dollar value

of total purchases will be provided.

Club members will be issued membership cards and account numbers. Bonuses of merchandise or travel will be redeemed through a mail or telephone order catalog.

S&H Motivation and Saffer/USA Advertising, originators of the program, say it is the first broad-based electronic award system of its kind.

August 1987

WHAT'S HOT WHATS NOT

(Continued from Page I ) )

tries, Navajo, N.M.: Consider the customer and search for what pushes his "buy button." It takes a little promotion. Let's say a do-it-yourselfer comes in for some paneling. Maybe he doesn't even know he needs moulding to finish it off. The

Bel-Air VP In Co. 23 Years

Marty Rubino, vice President of Bel-Air Door Co., Alhambra, Ca., recently celebrated his 23rd anniversary with the 70 Year-old company, according to Samuel Fineman, president.

Rubino has returned to work on a part-time basis after a slight stroke.

Fineman also announced that Ross Fineman, a 13 Year veteran of the company, has been Promoted to executive vice president of Bel-Air Door Co., Tyre Mfg. Co., Inc., and Alhambra Metal Products, lnc. Bert Olague has been appointed corporate controller.

good clerk can augment the transaction with associate sales, beginning with "Do you have a hammer? Nails?" The sales clerk all too often is someone who takes uP sPace and waits for somebodY to buy something.

The way to make moneY off mouldings is to really promote it. A guy wants to make a little bookcase. Here's a good way to get rid of short lengths of moulding and, for 980 or whatever, make his project look real slick.

Weyerhaeuser open house for door and millwork facility

PEN HOUSE ar the Weyerhaeuser door and millwork dis-

tribution center in Cerritos, Ca., commemorated its fifth anniversary and allowed customers to view the latest in door and millwork products.

The Cerritos and San Jose. Ca.. operations are designated by Weyerhaeuser as Consumer Service Centers concentrating on sales of doors and millwork. The remainins l3 Weyerhaeuser distribution cenr;rs in the western region handle a wide variety of building materials.

Door and millwork vendors were on hand at the open house to display their product lines to the more than

300 guests. Those setting up booths and handing out literature included

Story at a Glance

Weyerhaeuser Cerritos, Ca. facility solely a door and millwork customer service center . . . open house introducescustomers to vendors and products Long Beach Building M+ terials wins Hawaiian vacation.

representatives of Stanley, AFG, Charlton, Jeld-Wen. Nord Door Co., Windor and Simpson.

Guests were welcomed with Flawaiian leis and entertained by llawaiian dancers during the afternoon. A buffet supper was served.

In keeping with the Hawaiian theme, Art Olsen, division manager, awarded a trip to Hawaii as a door prize. Long Beach Building Materials was the lucky winner with Linda Califano and John Roake accepting the prize on behalf of the company.

Seattle, Wa., Salt Lake City, Ut., Sacramento, San Jose, F'resno and Los Angeles, Ca., Phoenix, Az., and Denver, Co., distribution centers also have been designated by Weyerhaeuser to become door and mill-

August 1987

work specialists. This sales specialization provides good coverage, according to Lynne Rump, sales rep from Charlton Industries, who was demonstrating Octagons, a leaded glass window, at the open house. She told guests that Weyerhaeuser is now the exclusive Southern California distributor for her product.

Stanley Door Systems, which was represented by Ray Rossincone, was giving open house guests coffee cups decorated with both weyerhaeuser and Stanley Doors logos in recognition of their partnership in serving customers through the door and millwork center.

Olsen summed up the general

feeling of vendors and Weyerhaeuser representatives when he characterized the open house as "very successful." Guests. who were enjoying the hospitality at the May 20th event as well as the opportunity to view product lines, seemed to be in agreement.

0PEN H0USE at Weyerhaeuser Door & Millwork Distribution Division in Cerritos, Ca. (leJt to right) Ed Nizich and Ed Young, Simpson Timber Co., Linda Califano and John Roake, Long Beach Building Materials, the company winning the Hawaiian vacation door prize, and Art Olsen, division mgr., who presided at the May 20 event.

Cross Country Sales Seminars

A series of sales seminars will be offered in key cities next winter under the auspices of the North American Wholesale Lumber Association and the National Building Material Distributors Association.

William W. Sharp, seminar leader in sales techniques for both inside and outside salespersons, will conduct the two day meetings. Discussion will cover effective opening statements, targeted probing, selling quality and closing skills.

Cities under consideration as seminar locations include Nashville, Tn., Los Angeles, Ca., Seattle, Wa., and Charlotte, N.C.

New Hardwood Buyers Guide

A Buyer's Guide/Membership Directory will replace the membership directory which has been published by the National Hardwood Lumber Association for many years.

Discontinuing the NHLA Yearbook, the association will include advertising in the new 400-p. directory which will be available free to buyers of hardwood products.

FAMOWOOD

is the PR0FESSI0IIAL'S ALL PURP0SE P[ASTIC Boat builders, furniture makers, cabinet makers, etc. have found it the one sure answer to correcting wood defecls, filling wood cracks, gouges, covering countersunk nails and screws.

Can be used under Fiber Glass! 44'#'-.

Ready to use right out of the can, Famowood applies like putty-sticks like glue; dries quickly; won't shrink; and will not gum up sander. Waterproof and weatherprool when properly applied. <4

25 VEARS 4ffi0 fromn thc pagcs of

1962

The Merchant Magazine celebrated its 40th anniversary; it was then operated by founder Jack Dionne, with Ole May, Don Dick, Max Cook, Ruth Richards, Nancy Allison and recently hired David Cutler, the present editor-publisher.

Robert S. Osgood, Inc., celebrated its 40th anniversary the same dayl it was then headed by president Bob Osgood and vice presidents Jim Forgie and John Osgood.

Ed Fountain Sr., president, Ed Fountain Lumber Co., Los Angeles, Ca., accepted exclusive So. Ca. distribution of Rockport Redwood, according to Harry A. Merlo, vice president & general manager, Rockport Redwood Co., Cloverdale, Ca.

Masonite Corp. made plans available to dealers for a do-it-yourself fall-out shelter.

Fred Holmes, Fred C. Holmes Lumber Co., Fort Bragg, Ca., took his family to the Seattle Fair. Carl Force ventured up to Oregon and Washington to call on Holmes suppliers.

President John F. Kennedy was urged by the American lumber industry to impose a tariff on Canadian lumber to counter rising Canadian duties on U.S. imports.

Bill "Mac" McDonald, Simpson Timber Co., acted as master of ceremonies at the Inland Empire Hoo-Hoo Club's "Ladies Night" banquet at Desi Arnaz' Indian Wells, Ca., Hotel.

Sterling Wolfe, his wife,Loraine,and sons Sterling Jr., Jon and Charlie attended the Seattle Fair last month following Sterling Jr.'s graduation from the University of Oregon.

The Pacific Lumber Co. introduced a "board-on-board" packaged siding, which combined the appeal of redwood with lower costs by using more economical underboards.

Former vice president Richard M. Nixon and movie-television star Ronald Reagan spoke out against big government at the National Lumber Manufacturers Association spring meeting.

Edward J. Beaumont was appointed vice president, finance, of Pacific Wood Products Co., Los Angeles, Ca.

Ralph Heisser, Mallco sales mgr., captured the Arizona state title for handicap singles at the Phoenix Trap & Skeet Club meet, topping the field with a 94 x I 00 score shooting from the 2 I yard line.

Pat Patterson, former assistant mgr. of Sterling Lumber Co.'s Red Bluff, Ca., branch, was transferred as mgr. to their Placerville, Ca., operation.

Terry Mullin, San Fernando Valley, Ca., retailer and pres. of the Lumber Association of Southern California, and his wife, Diane, returned after a pleasant trip to the Hawaiian lslands.

Emil Solve, Rolando Lumber Co., and Jim Higgins, J.E. Higgins Lumber Co., were elected directors of the Lumber & Mill Employers Association.

Jack Steiner, Hedlund Lumber Sales, joined the Lumber Joint Action Committee of Sacramento membership committee, a local wood promotion organization.

Weyerhaeuser Co. opened a new building materials distribution center in San Jose, Ca., the firm's 35th in the nation.

John Reno, redwood utilization director, Pacific Lumber Co., and columnist for The Merchant Magazine, announced his plans for retirement and that his last public appearance would be as luncheon speaker at the upcoming annual meeting of the Western Dry Kiln Clubs at Berkeley, Ca.

Coming in October . .

ANNUAL HARDWOOD SPECIAL ISSUE

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.

ADVERTISERS:

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 vour advertisement.

Call today and reserve space. Deadline is September 16, 1987. You'll be glad you did.

RETIREMEIIT toasts: lll Greg Lambert, Jim Ramsey. l2lCliff Smoot, Paf Young. l3l Leo Hulett, Peter Kepon, Betty Foster. California Redwood Association's promoti0n committee members past and present h0n0red

L-P Opens Waferwood Plant

Louisiana-Pacific Corp. has begun production at its new Waferwood plant in Dawson Creek, British Columbia, the firm's first facility in Canada.

With an annual capacity of 260 million sq. ft. of the APA rated structural panels, the plant will target the majority of its production for the western U.S.

Lambert, who is retiring as market development manager at Simpson Timber Co., and Young, who is taking early retirement f rom her job as CRA promotion manager, at a dinner.

Production at L-P's third western Waferwood plant has been labeled "Dawson Creek Gold."

Lulay Reelected WCLIB Head

Ralph M. Lulay has been reelected president of the West Coast Lumber Inspection Bureau board of directors for 1987-88. He is quality control supervisor at Frank Lumber Co., Inc., Mill City, Or.

The Merchant Magazlne

RE0W000 WH0S WH|} gathered recently for a massive retirement party for Simpson Timber's Greg Lambert, concluding a decades long career in redwood. The June 4 dinner was held in Eureka, Ca., at the historic Eureka Inn. lll Marv Kav & Greo Lambert. l2l Betty Foster, Gieg Lambertl l3l Jack Razzeto, Gil Sissons, Rod Timm. l4l Hank Sandstrom, Jim Ramsey, Doris Force. l5l Claudia Jennings, Pete Kepon, Pat Young. l6f Tom Ingham, Barbara Kepon, Ted Gilbert. l7l Mike & Carol Roach. l8l Marty & Cheri 0lhiser, Bob Reid. l9l Cliff Smoot, Mike Parti. Keith Lanning. {l0l Dick Mills, Bob McFarland, Dave Getz. llll Ron & Mel Lewman. [l2l Jean Rae & John Gaskin, Joe Bowman. llSl Bob Park, Mike Parli, Rich Saconi, Warren Lewis. {l4l Ted & Rosie Gilbert, Pete Kepon, Tim Moxey. llSl Don Kelleher, Shel Sussman, Gordy Martin. ll6l Cheri 0lhiser, Mark Loflund. llTl Bonnie Bertain, Vern Myers, Haley Bertain.

Ralph Wallen, Boise Cascade, Healdsburg, Ca., was re-elected as vice president, and Jack R. Gates, 3-G Lumber Co., Philomath, Or,, was re-elected as secretary/treasurer. Newly elected to the board this year were Harlart Friesen, Friesen Lumber Co., St. Helens, Or.; Bill Davis, TreeSource Inc., Portland; Jim Schmidt, Diamond-B Lumber Co., Philomath, Or.; and Mike Young, Eugene F-. Burrill Lumber.

STOCKIIIIG ALL WESTERN RED CEDAR ITEMS

We hove speciolized (or over thirty yeors in primary & secondary mqnulqcturing of 9estern Bed Gedcrr.

At ourUesternRedCedcr distribution center we're able to pcckoge lrorn sloclr, to excct iob qucrntities, in specilied lengtlrr.

We hove 9eslern Red Gednr Tinbers cnd serw sized berrns avoilcble from olfilioted mills thct custom cut our logs to specificction.

When you hqve 9ettern Red Cedcr requirements we're here to serve you.

For immediqte guototion just diol

G-P Sells "Skunk Train"

Georgia-Pacific has sold its colorful "Skunk Train" tourist railroad for an undisclosed amount in the wake of unsuccessful efforts to reduce service along its 40-mile Northern Calfornia route.

The 102-year-old California Western Railway, owned since 1973 by G-P, was sold to Mendocino Coast Railway, a subsidiary of Kyle Railways, San Francisco, Ca., to "strengthen our Northern California operations by selling assets that do

not relate to our core building products business," said G-P v.p. Dewey L. Mobley.

The line carries about 70,000 passengers annually through the redwoods between Willits and Fort Bragg, although 800/o of them travel during the summer. Residents and rail fans protested when the railway attempted earlier to reduce service during the winter months.

New Hoo-Hoo-Ette Board

Norma Delegardelle, Mullin Lumber Co., Burbank, Ca., was installed as president of the National Hoo-Hoo-Ette organization at their annual convention in San Francisco, Ca.

Other officers include Doris Hassmann, Boise Cascade, Medford, Or., lst vice president; Kay Lazenby, Weyerhaeuser Co., Hayward, Ca., 2nd vice president; Yolanda Waters, Performance Coatings, Ukiah, Ca., secretary; Loretta Morissey, ScottCaudill Lumber, City of Industry, Ca., statistical secretary; Marian Lucasr Consolidated Lumber/Mountain Valley Moulding Div., Doris,

Ca., treasurer; Dorothy MacKenzie, retired, Cathy Miller, Tutt Forest Products, Eugene, Or., and Rosa Blake, Blake's Carbide Service, Roseburg, Or., are directors.

Adoption of the Project Learning Tree as a national Hoo-Hoo-Ette project was a major item of consideration during the meeting. Betty Jones, Foster Lumber Yards, Vallejo, Ca., presented information on the grassroots volunteer program administered nationally by the American Forest Institute. Final consideration of the project, which involves working in conjunction with local school districts and state agencies, will be made after the August board meeting presentation by Janall Renoud of the American Forest Council.

Gary Smith, executive vice president of the Lumber Merchants Association of Northern California, was a featured speaker, emphasizing the need for sharing information through better communication.

Roberta Schroeder. California Sugar & Western Pine Agency, San Mateo. Ca.. was honored as Lumberwoman of the Year.

REllllt,000 iAlI rides on the Calilornia Western are now operated by Mendocino Coast Railway, with Georgia-Pacific's sale of the 102year-old "Skunk train."

Domtar Sells Vegas Plant

The former Genstar Gypsum facility in Las Vegas, Nv., has been sold by Domtar Gypsum, Los Angeles, Ca., to James Hardie Industries, an Australian manufacturing and trading group with U.S. headquarters in Mission Viejo, Ca.

Although Domtar may retain its other former Genstar holdings, the Department of Justice ordered it to sellthe Las Vegas gypsum wallboard factory and mine since Domtar is considered too dominant in the West Coast. said Bill Butterss, president, James Hardie Industries (USA) Inc.

Hardie Industries has also bought Northwest Gypsum, Seattle. Wa., from Sauder Industries of Canada and will build its own fiber cement product manufacturing facility in Fontana, Ca.

NewTreated Millwork Standard

The industry standard for non-pressure treating of wood millwork (including mouldings, doors, windows and frames) has been revised by the Wood Moulding & Millwork Producers Association.

The new standard, WM 6-87, applies to non-pressure water-repellant preservative treating systems for wood millwork products used in exterior applications.

Introduced in response to the constant development of new, alternate treating systems, the standard provides base performance levels to which all systems must comply. A copy of WM 6-87 is available for $20.

Hem-Fir Hemlock Douglas Fir

GREEN or DRY . DIRECT MILL SHIPMENTS . LCL . CARGO r RAIL . TRUCK & TRAILER o PRESSURE TREATED LUMBER Yard & Offices: End of Alrport Rd.

SINCE 1876YOURCOMPLETEGUIDE... lumbermGns red b00k $erulce

The Lumbermens Red Book listsall producers, wholesalers, retailers of lumber and wood products of any kind, and. all manulacturers ofwood turniture, cabinets and millwork - mobile homes, prefab houses and modular unitswood recreational products, sportsware and toys - boxes, crates, pallets and industrial productsand all other products using wood in any torm.

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

SUPPLEMENT BINOER

Rcd Book tcrvlcc Alvct you -

r LUMBERMENS RED BOOK

o WEEKLY CHANGE SHEETS

o GUMULATIVE SUPPLEMENTS

o SUPPLEMENT BINOER

o TRAVELERS EOITIONS

o SPEGIAL REPORTS

o COLLECTION SERVICE

COMPUTERIZED MAILING LISTS

P.O. Box and ZIP CODE!concise descriotion of what the business doessoecial data such as location of purchasing departmonlthe financial strength rating (not alone the net worth, but what is available to croditors)the exact payment rating (how it pays: prompl. slow, very slow).

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

Please enter our subscriotion for Lumbermens RED BOOK service for one year. Bill us: $272.50 quarterly !; $545.00 semi-annually n;$1,@0.00 annually !.

Please send more information. without oblioation n.

Moulding Multiplier

"How to Build-up Wood Mouldings" (400), "How to Make Picture l-rames" (600), and "Ceiling Mouldings" (400) are available from the Wood Moulding & Millwork Producers Association, Box 25278, Portland, Or. 97225.

Tie Salesman

The 44-p. 1987 Strong-Tie Connector Catalog is free from Simpson Strong-Tie Co., Inc., P.O. Box 1568, San Leandro, Ca.94571.

lmproving With Paneling

"Upgrading Walls & Ceilings," an 8-p booklet, is free from USG, Dept. 122-ZZ, 101 S. Wacker Dr., Chicago, il.60606.

Top Heavy

A 4-p. booklet on extra-thick hip and ridge shingles is free from GAF Corp., l36l Alps Rd., Wayne, N.J.07470, or by calling l-(800) cAF-Root,.

Southern Assn. Services

A subject-tabbed, accordion-fold guide to Southern Forest Products Association literature, audiovisual programs, merchandising aids and services is available free from SF'PA. Box 52468. New Orleans, La. 70152.

Innovative Moulding Designs

"Moulding Makes It More. ," a 24-p. decorating idea booklet, is free from Georgia-Pacific Corp., 133 Peachtree St., N.E., Atlanta, Ga. 30303.

Moulding & Millworkers' Pay

A 1987 wage and fringe benefit survey of the wood moulding, jamb and frame industry is $250 for non-participating firms from Wood Moulding & Millwork Producers Association, Box 25278. Portland. Or. 91225.

More on Mouldings

A moulding, trim and sales aid catalog is free from House of lrara, Box 164, LaPorte, In. 46350

Nailing Down The Facts

A panel nailing and spacing fact sheet is free for single copies or $7 per 1000 from the American Plywood Association, Box 11700, Tacoma, Wa. 9841 1.

Computer Tracking

"Guide for Selecting Computer Software" is free from Softwhere?, Box 3336, Yuba City, Ca.95992.

Underground Storage Tanks

Two new booklets. on proposed regulations for underground storage tanks, "Your Financial Responsibility" and "What's in the Pipeline?," are free from the U.S. Environmental Protection Agency, by calling (800) 424-9346.

Safety Standards

The July 1987 Catalog of Standards for Safety is free from Underwriters Laboratories lnc., 333 Pfingsten Rd., Northbrook. Il. 60062.

Watching Wallhanging

A l5-min. wallhanging video for free loan to consumers is available from Essex Wallcoverings, 401 Hackensack, N.J. 07601.

Roomy Outdoors

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 Magozine. Many thanks!

Hardwood Flooring Folder

A Pennwood hardwood flooring stuffer is available free from PermaGrain Products, by calling (800) 548-5000.

Bohemia Profile

An lS-min. VHS videotape on its products and staff is available from Bohemia, lnc., Box 1819, Eugene, Or. 91 440.

Shingle Protection

A 4-p. brochure on a waterproofing barrier to protect shingles from ice and snow damage is free from GAF-, by calling (800) GAF-ROOF.

A catalog of "outdoor rooms," bolttogether cedar and glass enclosures, is free from Holland House, 2012 Moore St., Bellingham, Wa. 98226.

Up & Attic

"Give Your Attic A Breath of Fresh Air" is $l plus a self-addressed stamped envelope from the American Society of l-lome Inspectors, Inc., l0l0 Wisconsin Ave., N.W., Suite 360, Washington, D.C. 20007.

Solarium Library

Three brochures on d-i-y modular sunrooms are free from ODL Inc., 215 E. Roosevelt Ave., Zeeland, Mi. 49464.

Game Plans For Receivers

"Procedures for Consignees: An Aid to Help Reduce Freight Claim Controversy," a training aid, is available from the American Trucking Associations' National Freight Claim & SecuritY Council, 2200 Mill Rd., Alexandria, Va. 223t4.

SELLING MOULDING

(Continued from Page 9)

display moulding in a related product area, such as paneling.

(3) Promote wood mouldings not only for wall projects, but also for hundreds of smaller projects around the house. Too manY retailers are not alert to the multi-use sales possibilities of moulding. The key is to sell ideas.

(4) Promote your comPlete wood moulding inventorY, not just one or two token items. This is essential to retailers making a commitment to go after more consumer business.

Every time you advertise Paneling, for example, advertise Your mouldings, too. And, you don't have to offer the mouldings at a sale price. In fact, you don't even have to show a price. Show profiles instead

and let the reader know you have a good assortment of mouldings. Stage in-store demonstrations that show consumers how easy it is to use and work with mouldings.

lf retailers follow nothing more than these four tips, they should quickly see that wood mouldings are profiles for profits, this or any other time of the year.

SH0W consumers how mouldings can be used to trim a window unit by incorporating a number of different wood moulding treatments into each window disPlaY.

t0UlSlAl{A Pacific's distribution branch at Corona, Ca., sold over a million feet of Simpson redwood during a yeais time to receive a Redwood Million Foot Club Award. (lett to right) Rodger Morris , distribution center mgr., Dan Kipley, product mgr., and Michael Couey, Simpson redwood marketing mgr.

GIASSIFIEO ADUEMTISEMENTS

TERRITORY SALES MANAGER

Five state Mid-west territory. Southern Yellow Pine sawmill, treating plant, poles, fencing, remanufacturing specialty products. Proven producer with stable work history. Experience selling on corporate and management levels; background of developing new product lines thru wholesale distributors. Hish five figure salary and commission porentiil. Relocation and fee paid. Maugans and Assoc! ates, P.O. Box 36802, Birmingham, Al. 35236. Q0s) 987-7s82.

Recruiting for the forest products industry

CAREER OPPORTUNITY: Large building materials yard and home center on the Colorado River looking for the right person to manage our yard and coordinate with our store. Qualification Requirements: strong supervisory, leadership, and business skills. o background in building materials and hardware. . ability to establish goals and set priorities. o ability to organize and maintain delivery equipment and personnel. o ability to delegate, educate, and communicate. We Offer: . excellent salary. o incentive comDensation (bonus). o medical insurance ptogirr. . paid vacation. o liberal employee discounts. o stability. Send resume to: Boxholder, p.O. Box 8856, F-t. Mojave, AZ 86427. your reply held in strict confidence. Equal Opportunity Employer.

BOOKKEEPER - F/C - Mouldine& Miilwork Mfr. Sacramento area. Position-available l2l87. Interview now. Send resume to Box 568 c/o The Merchanr Magazine.

seeks experienced outside/inside contractor sales person. Knowledge of lumber, hardware a must. lmmediate opening. Please call Rick or Jeff: Q13) 222-7101.

ASSISTANT MANAGER _ Retail hardware & lumber co. Extensive experience, counter, hardware. Lumber ordering & inventory control. Negotiated compensation. NEW STORENEw cROwTH AREA. Hwy. 50, Sacramento, Ca. area. Resume to: P.O. Box Ca.95437.

opportunity in So. Ca. for motivated aggressive self starter. Come grow with us. We are a mfg.-based wholesaler, offer wide open markets and are backed with sound linancing and credit. Generous commission with benefits. We want to be flexible enough to hustle, not to hassle. Oregon Canadian Forest Products of Calif. Call Dennis Richardson. (714) 6'17-71 rl

EXCELLENT OPPORTUNITY

Well-established wholesale lumber distribution firm in California has openings for two experienced salesmen with following. Excellent arrangement and benefits for proven performer. All inquiries will be kept in total confidence. Send resume c/o Box 567 The Merchant Masazine.

Twenty-five (25) words for $19. Each additional word 65d. phone numbercounts as one word. Address counts as six words. Headlines and centered copy ea. line: $5. Box numbers and special borders: $5 ea. col. inch rate: $40 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 Merchant Magazine, 4500 Campus Dr., Suite 480, Irlervport Beadr, Ca. 92660. Make checks payable to The Merrhant Magazine. Mail copy to above address or call (714\ gsz-lgx. Deadline for copy is the 22nd of the month. PAIMENT MUST AccoMpANy copy unless you have established credit with us.

CAREER OPPORTUNITY: Large building materials yard and home center on the Colorado River looking for the right person to manage our store and coordinate with our lumberyard. Qualification Requirements: o strong supervisory, leadership, and business skills. o background in hardware and buitding materials. o retail oriented with the ability to establish goals and set priorities. o ability to delegate, educate, and communicate. We Offer: . excellent salary. . incentive compensation (bonus). medical insurance program. paid vacation. o liberal employee discounts. o stability. Send resume to: Boxholder, p.O. Box 8856, Ft. Mojave, AZ 86421. Your reply held in strict confidence. Equal Opportunity Employer.

SALES OPPORTUNITY at No. Calif. wholesale and remanufacturing co. for motivated individual. Excellent commission and benefits. Inquiries held strictly confidential. Please call Mark Sparso at Agwood Milt & Lumber, Ukiah. Ca. (707) 468-5486

HARDWOOD lumber sales. Excellent growth potential. Yard centrally located in developing area. Applicant must have verifiable past sales success. Send resume to Lumber Sales, P.O. box 2637, Capistrano Beach, Ca.92624.

TWISTED AND WEATHERED

Douglas Fir S4S and rough, 3x4 and wider and 4x4 and wider. Call Bill Hunter, Hunter Woodworks. (213) 77 5-2s44'. (21 3 ) 83 5-s671

COPELAND LUMBER WISHES TO BUY Lumber Yards in the Western States. Contact Copeland Lumber Yards Inc., 901 N.E. GIisan, Portland, Or. 97232, Attention John Matschiner, Real Estate Manager. (503) 232-71 8 I All inquiries kept confidential.

36" ROBINSON RESAW for sale. Excellenr condition. Includes 10 blades. Excellent saw for moulding products. Will detiver within Southern California area. Contact Clint Bower, Mariners Forest Products, 01q 7510800.

FOR SALE or lease: Dataline Computer System - all programmed lor retail lumber yards. Primo condition, partially still in boxes. Incredible price for state of the art turnkey system. We would cash out for $40,000.00 plus tax or if credit approved, customer can assume balance of rentals. Give us a check for two payments of $2,475.00 each totalling $4,950.00 and then 16 remaining payments of $2,475.00. Chuck Thorn or Marie (213) 94'l-8742 or (213) 947-9436.

HYSTER 165. Good running condition. Hunter Woodworks, 21038 S. Wilmington Ave., Carson, Ca. 90749 Ql3) 77 5-2544

4'STICKERS - solid oak. Strong, durable, ideal for air drying. 200 ea. Call Rob, (714) 865-5857.

LOOK! EXOTIC WOOD PENS-Six species-Classy gifts for your best customers. nn inexpensive way to put your company name in their order writing hand every day! Introductory special for lumber industry. Buy direct, call (916) 442-2485 or write Quest Pen Co., lnc. 106 "K" Sl., Suire 3.10, Sacramento. Ca.95814

FRENCH PANELING

French manufacturers of varnished or pastel colored wall paneling made of French sea-pine are seeking an importer/distributor. Possibility of exclusiveness. A package of samples is available. Societe Industrielle Forestiere, Saint Martin d'ARY, I 7270 Montguyon, France. Telephone: 46 04 19 19. Telex: SIF '192.320 F.

OREGON COASTAL lumber and building supply yard for sale. Well established, profitable business in growing community. Excellent growth opportunity. PO. Box 3833, Vancouver. Wa.98662.

CITY OF INDUSTRY5.7 acres, lumber yard, trucking operation/rental yard, 16,500 SF pole shed, oflice bldgs. Totally fencedSP spur. Terry Baker or Kent Valley, Majestic Realty Co. Ql3) 948-4341.

GIASSIFIED ADVERTISEMENTS

COMPUTER SYSTEMS AND PROGRAMS

MULTI-USEFVPCD(T/AT/M IN I

Accounting

Financial Disribution iranufacluring

HMS sYsGus coRPoRATtoN.rEreTr

3706 Mt. Olblo Blvd.. Suite 200 Lafayeto. Calildtie 9,1519 (ill5) 283.30€0

LOCAL LUMBER hauling Southcrn

California rollcr bed truck and trailers and bobtails radio dispatched. Rail car unloading at our spur in Long Bcach. 3C Trucking (213) 422&26.

(No fees on personal property)

Dick Phelps, Broker (former lumberman James R. Gary & Co. Ltd.

21747 Erwin St., Woodland Hills, Ca. 9136 (818) 703-8144

A (800) 43r-0555 NAT. (800) 42

nIi; Mulalply YBur nrlcntr

Tlrc Pcrs<'ral Pro6lc is a rcvolur ionary ncw soft*arc prclagc dcsigncrl ro hrlp y* unlocl' rhc rcrcrs of your osn succejs S:lrplt answcr a fcw qucstions on your oqn lBl"l or corrrJrrtihlc pct$n,rl (lnnputcr. And Thc I'crgrnal Pl ,f.lc wrllprrvirlc you *nh an analysi: of your ten perronalrtl di. ntttrrtont Thcn Tht lctonal Pro6lc *ill h<lp you devclrp e 3r0wrh plan fcatrrring rcconrmcnrlcd bqrkr, car. rctrc trpa!. 3ald {il}rrt actaoni FU cltl takc. Whar rrc you wairing ftx t Thc Pcrsonal

_SOUTHERN CALIFORNIALOSANGELESAREA

American Hardwood Co.

Berkol Mlg. Co.

8everlyManulacturingC0. ....

Burns Lumber Co.

Capilal Lumber Co.

Caroll Moulding Co.

Chapafial 0istributors

Chozen Trucking Co.

Coastal Lumber Co.

Cms Head Lumber E Plywmd

3C Truckrng

Dooley Lumber Co.

El&El Wood Products Corp.

Fountain Lumber Co, Ed

Fremonl Forest Products

Galleher Hardwmd Co.

Geminr Forest Products

Georgia-PacificCorp.

(213)968-5551

Huff Lumber C0. (800) 223-HUFF

InlandTimberCo

Johnslon Hardwood

Jones Wholesale Lumber Co

LaneStanton Vance

Lumber Assn. of So. Calif.

MacBealh Hardwood

Maple 8ros., Inc Mouldings

Marquan-WolfeLumberCo..

l\lutual Moulding and Lumber Co ....

North American Plywood (ln Ca.) (800) 421-1373

osgmd Inc., Robert S.

Pacilic Lumber T€rminal

Pacilic Madison Lumber Co

ParLumberCo.........

Penberlhy Lumber Co.

Pelerman Lumber Co.

Philips Lumber Sales

Product Sales Co.

EeliableWholesale Lumber C0

Sammons Storage Systems

San Antonio Construction

Sause Bros. ocean Towing

Snavely Forest Products

SouthBayForeslProducls ...

Soulhern Calil0rnia Pre-Stain

\213) 773-2292

mts BU v7E UE ' ffiulBE

SAN FRANCISCO BAY AREA

J. H. Eaxter& C0.

Louisiana-Pacific Corp.

Mac8eath Hardwood (Berkeley)

l\4acBeath Hardwood (San Francisco)

i,4artin Foresl Industries (800) 843-741 2

Pacilic Lumber Co.

Redwood tnspmiion Serurce ..

Redwmd Lumber & Supily

Bolando Lumber Co., Inc. -.

Sequora Supply (Farrfield)

Sequoia Supply (San Franciscol

Srmpson Timber Co.

Southern Pacilic

Triangle Lumber Co.

Wendhng-Nalhan

Western American Forest Products (Benicia)

Western American Forest Products (San Bafael)

W€yerhaeuser Co. White Brothers {408) 297-9451

AND CENTRAL CALTFORNTA_

IRCITA/EURE|(A/F(|NIUilI

Blue Lake Forest Products

Bracut International

Britl Lumber Co.

Cosla Trucking, Joe

Eureka Southern Railroad Co.

Louisiana-Pacilic C0rp.

PVM Redwood Co.

Schmidbauer Lumber, Inc

AUEUIl|/GNISS YAI.I.EY

All-Coast Foresl Products, Inc.

BAKERSFIE|.ll

Higqins Lumber Co. (805) 834-0632

Pacitic Wood Preserving ol Bakersfield, Corp.......... (805) 582-3950 (805) 833-0429

CI.OTEROAI,E Bowman Lumber

Sales

Soulhwesl Machinery Co.. Inc.

Soulhwesl Plywood & Lumber Corp

Slanline, Inc.

Sumwmd, Inc.

Venl Vue Products

Virginra Hardwmd Co.

Weslern American Foresl Products

Western Internalional Forest Producls

Western Turnings E Sta[

WeyerhaeuserC0. (800)647-7762 (21 3) 748-5451

Iil|}OEST(l Snider Lumber Products Sward Trucking

REIIIlIl{G AREA

L0uisrana-Pacric Corp. {Red Blult)..... P&MCedarProducts.

Trinily Brver Lumber Co.

Wisconsin-CaIlornra Forest Products

{707) 894-2575 {707) 894-3362 1707) 894-4281 (707) 964-0281 (707) 964-6377 (209) 251-8471 (209) 264-1771 (209) 268-622'l (209) 251-s031 (209) 486-6221 (209) 233-9035 (209) 826-6544 (209) 667-1 000 \209) 847-4218 (9't6) 527-4343 (916) 365-3731 (916) 623-s561 (91 6) 241 -831 0 (209) 462-6600 (916) 972-7282 (916) 736-3353 All Cmst Forest Products AmencanHardwoodC0. Anderco Inc Anlinson Lumber Sales Eear Forest Producls Eurns Lumber Co. Cal Slate Foresl Products Calilornra Lumber Inspection Service .... Canlor U.S.A. Corp. Capital Lumber C0. Carroll Mouldrng Co Cascade Emprre Co. Certified Coalings (714) 943-2818 El&El Wmd

Products Corp.

Fontana Wholesale Lumber

Fountain Lumber Co., Ed

Freeman & Co., Stephen G.

Fremont Forest Producls

Ganahl Planrng Mrll

Georgia-Pacific Corp

Goldrng Sullivan Lumber Sales

Gregory Foresl Producls

Industnal Foresl Producls

lnland Timber Co.

Johnston Hardwood lnc.

Jones Wholesale LumberCo.

Koppers Co.. Inc.

L-P orstribulion Center

L.P Walerumd/lnnehseal

Lamrnaled Timber Servrces Inc

MacBeath Hardwmd

Mariner's Foresl Products

iilarquart-W0lle Lumber C0.

l\lesa ForestProducls

Newporl Planrng Mill. Inc.

oregon Canadian Foresl Producls ol Cahtornia

PacilicLumberCo.

Paciftc Madison Lumber Co

Parr Lumber Co.

Penberlhy Mtcro Systems

Pelerman Lumber Co. hc.

Product Sales Co.

ReelLumberServrce..

RegalCustomMillwork

Feliable Wholesale Lunber C0. ..

Roy Foresl Products Company

San Anlonto Construction

Sequoia Supply (714) 261-2730

(800)

stiTt SAnEAnl

Tomac Inc.

sAl{Tt litARtA Higgins Lumber C0.

stilTt nllst |SEA

J. H. BlevinsCo., Inc. ... ....

Higoins Lumber C0.

Martin Forest Industries

Noyo Timber Products, Inc.

Nu-Forest Producls

Windsor Mill, Inc.

utflAlr/l|,tU.tTs

All Heart Lumber Co., lnc.

Cal Coast Wholesale Lumber. Inc

Forest Products Transportalion

Lillle Lake Induslries

Louisiana-Pacif ic Corp.

Penofin Markeling

Perlormance Coalings, Inc. (Ca.)

Coast

PACIFIC NORTHWEST STATES

Mt OF|lRl}

Cornett Lumber Co. Fountain Lumber Co., Ed Lumber Ploducts

pGL BurldrnO productS

Snavely Forasl Producls 1800) 547-3039

GREATER P(|RTI.AI{O AREA

Allwood Industrials. lnc (800) 547-1782

Callall Brotlers Cascade Empire Corp (800) 547'8371

Cole & Assoctales, John T

Disdero Lumber Co

Eslacada lumber

FEL Lunber Inc. coresl rrber Products Co

Friesen Lumbef Co.

l-ullrer L umber Co.

Furran Lumbe( trC

Georqra-Pacrfic CorP

Gregory Foresl P'oducls

Hamplon Lumber Sales Co.

Fub Citv Porlland Terninals

Kuzman torest Pr0ducts t800) 547-0230

PGL 8ui'drng P.oducls

Loursrana-Pacilrc Corp.

Lunber Producls

Penbertl'y Lumber Co

Pope & Talbol

Sause Bros ocean Towing

Trans Pacrlic t{port {TransPac)

TreeSource

Western Internalional Foresl

BOISE

Artis Metals Co

Canlor U S.A CorP.

Georgia-Paciiic Corp

PGL Building Products

Iouisiana-Pacilic CorP

Lumber Products

sAl{0P0ll{T

lrcFarland Cascade

TWIiI TAII,S AREA Berqer & Co

Bt U.lil GS

Georgia-Pacilic Corp.

ftilss0t,u

Superior Hardwood & l\,lillwork

080Etl

Georgia-Pacilic CorP.

ALASKA

CISPER Rw Soecialties

SOUTHWEST ARIZONA

UTAH

@tsNTqAR[trS

Glenn Rosenberg, 78, of Rosenberg Builders Supply, Tillamook, Or., died June 27, 1987, in Tillamook after a lengthy illness.

Born in Camas, Wa., Mr. Rosenberg was graduated from Oregon State University in 1932 and shoitly thereafter joined the famity shingle mill. In addition, he worked at several sawmills, remanufacturing plants, a shake mill, logging camps, home construction and lumber yards in Tillamook and Salem.

He built one of the first alder mills in- the region, innovated the cutting of studs from peeler cores, deve[ oped and got approval for several new home construction methods still in use today, installed one of the first boiler/turbine units to generate electricity from mill wastes, and got around World War II lumber shortages by cutting wood shingles from short logs that would otherwise have gone to waste.

Mr. Rosenberg is survived by his widow, Verna, three sons. a sister. and eight grandchildren.

Hugh Richardson, a senior vice president and director of North Pacific Lumber Co., Portland, Or.. died July 5, 1987, in Portland. He was 48.

Born in England, he moved to the Southeast U.S. to become a hardwood lumber grader. In 1961 he joined North Pacific in Porrland. working his way up from lumber trader to officer and manager of several of their industrial units.

Mr. Richardson is sur\rived by his widow, Jerri, two sons, and one daughter.

Disasters Hit Fibreboard Plants

Louisiana-Pacific's Fibreboard Corp. suffered two disasters three weeks apart when a recovery boiler explosion at its Antioch, Ca., plant killed three men and a fire broke out at its Standard. Ca.. unit.

The July 5 explosion at Antioch instantly killed the leadmen in the department, Myles Harper and John Manry. Supervisor Art Thompson suffered chemical and steam burns over approximately 750/o of his body and died more than two weeks later, according to George Sisterhenm, Fibreboard spokesman.

Extensive damage including the loosening of gas lines shut down the boiler and plant for about a week, said Sisterhenm. Such recovery boiler systems process chemicals which digest wood, producing smelt as a by-product. If smelt comes in contact with water (as he said happened in this case), there is a very rapid expansion, similar to an explosion.

"Reportedly an alarm went off," said Sisterhenm, "but, for whatever reason, these three extremely experienced men did not take cover."

The July 27 fire in Standard "made a shambles out of the control room," and it is believed to have been started by an outside contractor who was cutting and welding near a shutdown boiler, said Sisterhenm.

Production at the sawmill was unaffected, while the plywood plant and dry kiln were to be down an estimated four days, said Sisterhenm.

MOTJLDING SALES

(Continued front page I6 )

A pair of video cassettes have been developed specifically for sales training programs. Produced on VHS tape for either in-store or at-home use, the cassettes include:

Boost Wood Moulding Sales

Through Better Displaysprovides dealers with seven tips for improving display techniques. Illustrates and describes in detail l9 different wood moulding displays in use around the country.

Boost Wood Moulding Sales

Through Better MerchandisingProvides dealers with six time-proven tips for improving moulding merchandising. Features numerous examples of dealer programs that effectively put each of the tips into action.

All of the merchandising aids described above are available to dealers and distributors from the Wood Moulding and Millwork Producers Association. For a free catalog listing the pieces and their prices, write to them at Box 252'78, Portland, Or. 97225.

NEWS BRIEFS

(Continued from page t8) had second quarter earnings of $6.5 million ... LouisianaPaciJic Corp. had the best quarterly results in its history, earnings up 420/o from 1986 .

Great Northern Nekoosa Corp. is acquiring the forest products group of Owens-lllinors for $1.15. O'Matteys Building Mareiiat Cenlers, Phoenix, Az., received a Golden and Silver Hammer Award for radio advertising

LET THII \5/cmt.r@ // Dolrs JoB

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