One of thethree build. ings we've erected for Setzer Forest Products, Sacramento, Ca., is shownherebefore its roof was completed. Two of the three buildings are 6,000 square feet each, used for storage of dry material for their mill and Pres-to-Log operations. The third building is a 4,000 square foot expansion of an existing mill building.
The roofs of San Antonio buildings are available in high rib, twin rib, corrugated rib and
vee rib. Virtually any pitch youwant. We also can provide hot mop roofs.
Roof construction generally consists of four trus ses, using 2" xl 4"rough no. 1 nailed together.
Lengths upto 32'. Purlins are often 2"x8" and
2"x1O"using no. 2 and better lumber. Galvanized or colored sheet metal provides an attractive appearance. All our roofs are firmly bolted together with l" diameter bolts, up to 26" long. Windload is designed for the specific load expected.
Mike Esposito. mgr.l2ll() t'lrit F-l
wesl Lambert Rd. Brea. Ca. 92621
(2r3) 694-a361
(7141529-7790
l'.O. ROx l-16
Cril.nt's. Cler. 95950
(916) 437-23()3
Seazer Rrre.st Producfs, Sacramento, Cit'We've always considered our forests to be a precious natural resource, which we respect and treasure. Few people realize that most of the old redwoods are preserved in our state and national parks, and almost half of these trees have come from the Pacific Lumber forests through the Save The Redwoods League.
When we harvest the trees we grow in our private forests, we always follow the strict rules of the California Forest Practices Act. And we always will, because the rules are there in everyone's best interest. We grow all the trees, that we cut for lumber, in our own forests.
Although the stump of a harvested redwood tree grows back as another Iree, we annually plant over 750,000 redwood seedlings to insure a perpetually green and growing forest.
The forest is a natural resource that everyone must use wisely so that it can continue to benefit our country for generations to come. If you would like more information on forest conservation or would like to visit a Pacific Lumber mill, please write the Forest Manager at the address below.
Edltor-Publlsher David Cutler
Senlor Edltor Juanita Lovret
Assistant Edltor David Koenig
Contrlbuting Edltors Dwight Curran, Gage McKinney, Ken Thim
Art Dhector Martha Emery
Staff Artist Carmen Wollerman
Circulation Lynnette A. Perkins
The Merchant Magazine (USPS 79656000) is published monthly at 4500 Campus Dr., Suite 480, Newport Beach, Ca. 92660, phone (714) 852-1990, by The Merchant Magazine, Inc. Second-class postage rates paid at Newport Beach, Ca., and additional offices. POSTMASTER: Send address changes to The Merchant Magazine, 4500 Campus Dr., Suite 480, Newport Beach, Ca. 92660.
Advertising rates upon request.
From all states east of the Rocky Nlountains: Contact Jean Waggoner Gogerty. national sales manager. From Arizona, Nevada and California: Contact David Cutler. Both may be reached at (714) 852-1990 or by writing 4500 Campus Dr., Suite 480, Newport Beach, Ca. 92660.
[-rom Washington State, Oregon, Idaho, Wyoming, Montana, tltah, Colorado, Northern California and Canada: Contact Carole tlofm at (206) '714-3773 or 21819 77th Place West. Edmonds. wa. 98020.
Change of Address-Send subscription orders and address changes to Circulation
Dept., The Merchant Magazine, 4500 Campus Dr., Suite 480, Newport Beach, Ca. 92660. Include address label from recent issue ifpossible, new address and zip code.
Subscription Rates-U.S.: Sl l-one yean $17-two years; $22-three years. Foreign: one year payable in advance in U.S. funds-Canada or Mexico: air-$35; surface-$30; South America: air-$55; surface$30; Asia: air-$68; surface-$30; Europe: air-$98; surface-$30. Single copies-$3; back copies-$4.50 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.
Copyrighto 1988. The Merchant Magazine, Inc. Cover and entire contents are fully protected and must not be reproduced in any manner without written permission. The Merchant Magazine assumes no liability for materials furnished to it.
ll, HEN the federal government first became lU involved with the sale of pressure treated lumber through the Consumer Awareness Program (CAP), manufacturers and wholesalers as groups quickly came into compliance with its regulations. Unfortunately the same cannot be said for all retailers.
A provision in the voluntary CAP program is inclusion of Consumer Information Sheets with pressure treated lumber invoices and loads. These sheets are divided into three sections: consumer information, use site precautions and handling precautions. Their design and layout follow a set form approved by the United States Environmental Protection Agency.
Despite initial concern that CAP would cause fear and loathing and reduce sales of treated lumber, such has not been the case to our know-
ledge. Like so many federal finger wagglings, this has produced a consumer reaction that can best be called negligible.
So far so good. But, as it is a voluntary industry program, government said it would keep hands off only if all parties complied. Which is why it is essential for retailers to get with the program and use the Consumer Information Sheets as prescribed. Otherwise there is a strong likelihood that the federal government - eagerly no doubt - will step in and transform the present voluntary program into one more cumbersome, expensive and time-consuming exercise in complying with federal law.
The solution is simple. Associations and suppliers have all the information needed to quickly and easily bring companies into compliance. Now it's up to the retailers to use it.
T Ioday's smart builders take the time to know their projects-and their clients. They knowwhat materials will give the best results. What level of quality the client demands-and what the budget will allow. Smart builders shop around for products they can trust and sources they can depend on.
So it's no wonder that when the job calls for premium cedar siding, smart builders call for CedarPro.
CedarPro is genuine incense cedar siding, manufactured to exacting
specifications by P&M Cedar Products in its own sawmills. Kiln-dried for dimensional stability, CedarPro Sidings are carefully graded for their intended use. It's a tough test-P&M allows fewer defecl characteristics
than most standard grading-agency specifications. This "custom grading" means less wasie and better performance where 1l counts . on the job.
And CedarPro's quality commitment goes even furlher, with consistent machining and tally counts, breadth of line, custom-wrapped protective packaging, and in-field customer service. It's easy to see why CedarPro is the
right siding choice for so many smart builders.
Dlstdbutors
NORTHEAST
GEORGE MCQUESTEN CO.
Iron Horse Park
North Billerica, MA 01862
(617) 663-343s
MID.STATE LUMBER CO.
20O Industrial Parkway
Bnnchbug, NJ 08876
(2Or\725-4W
SOUTHEAST
FURMAN LUMBER CO.
89@ Henkels Ln.
Annapolis Junction, MD 207O1
(3Ot\ 792-2234
EARL RAIFORD LUMBER CO.
PO. Box 5498
Asheville, NC 28813
(7M)253-5667
EPPERSON LUMBER SALES, INC.
P.O. Box 1559
Statesville, NC28677
(7O4\ 8734321
WOODFORD PLYWOOD
P.O. Box 1731
Albany, GA 31703
(912) 883-49OO
Branches in Alabama, G€orgia & Florida
LAKE STATES
EMPIRE WHOLESALE
PO. Box 249
Akron, OH 44309
(2161 434-4s45
DETRON FOREST PRODUCTS
35135 Glmdale
Livonia, MI 48150
(3r3) s22o6l0
BOEHM.MADISEN
Nl6 W22IOOJericho Dr. Waukesha, WI 53186
(4t4)54/.4ffi
NORI}TWEST
HUMPHREY LUMBER CO.
PO. Box 99943
Tacoma. WA 98499
(206) s84-6263
T'PPER IIID WEST
CANTON LUMBER CO.
PO. Box 9328
Minneapolis, MN 5544G9328
(612) 42s-r4OO
WEST
ALL.COAST FOREST PRODUCIS, INC.
P.O. Box M
Chino. CA 91708
(7t4) 627-8551
J{IJ-COA5T FOREST PRODUCTS, INC.
End of Railrcad Atre.
PO. Box 9
Clorerdalc. CA 954254@9
(7O7) ep4428r
CEDAR WFST CORP
P.O. Box5224
Denrrcr, CO8o.217
(3O3) 2e4-9lol
Ir HINK DECORATIVE! That's I the trend asbuilders seek architectural interest and curb appeal for homes and commercial buildings. Millwork is hot from front to back. Do-it-yourselfers, too, are learning that millwork can add character to their homes. Copying ideas they see in new houses and home improvement magazines, they are using more millwork to add sizzle to tired, not so new, tract houses.
Most dealers have discovered the need to stock a wide selection of distinctive doors and windows, but many are slow to catch on to the need for more than the basic millwork. As with doors and windows, most of their customers want to see actual products, not a catalog picture. In some cases they expect to take it home with them to get started on the project, not wait a couple of weeks for it to be ordered.
In addition to shopping for fashionable doors, windows, sidelights and transoms, builders and homeowners are looking for decorative garage doors, screen doors, storm doors, cupolas, louver vents, shutters, columns, pillars, railings, balusters, lattice and gingerbread trims. Millwork reminiscent of the Victorian and Craftsman eras is big.
Some millwork manufacturers have responded to the d-i-y need by packaging their products so that they can readily be taken from the display, carried to the cashier and taken home. Cupolas, for example, now come in boxes. Shutters. too. are often packaged, sometimes prefinished, for the convenience ofthe doit-yourselfer.
Screen doors, which have been transformed from utilitarian to decorative with the use of more millwork trim, should be kept in inventory along with doors. Although columns and pillars will have to be ordered for customers, it is usually feasible to keep an inventory of
porch and balcony railings and balusters. Louver vents and lattice also should be kept in stock.
Having the materials on the floor is not enough, according to one outspoken vendor. "They must be displayed well with benefits spelled out clearly. How-to literature must be available."
"Since these are the 'in' products," he emphasized, "they should be located where customers will see them. If shoppers don't know you have them, they don't know they want them. It's the products that they see that they want."
Ways to get in on the millwork boom... merchandising and display tips. . methods to gain customer confidence.
Sales people must be familiar with millwork products. They have to suggest them, relate their advantages for upgrading a house and tell a customer how to use them. They must be able to tell the customer how to measure for various pieces of millwork and how to install it. If the customer wants help, they must have a list of installers to recommend.
"Our millwork salespeople are like counselors," explained a dealer who specializes in millwork. "They are able to guide the customer and install confidence in his selections as well as sell the product."
Dealers who have taken the lead in stocking and displaying millwork report excellent results. "Sales are good and so are the margins," a dealer commented. "Our millwork is helping us to attract more customer builder trade as well as bringing in di-y buyers."
ager, Windsor Mill, Windsor, Ca. Rick Kavooras, vice president, Mouldings & Millwork Inc., Live Oak, Ca., and El Paso, Tx., agrees: "Mouldings add warmth to a home, but one fact of d-i-y life is that people are afraid of something they haven't been exposed to. Moulding is kind of like a long lost brother."
ll OULDINGS are in. Clean, lUl stylish, symmetrical, full, warm, they are fast reaching a new high in popularity. But among the vast number of people who would love to have their homes decorated with mouldings, only a very small percentage has actually been lured into making the purchase.
"Consumers are back liking the
Ways to cure fear of moulding recommendations for advertising, displaying, customer service. free help available from associations, manufacturers, distributors. moulded look, rather than the bare bones California look that was popular for some 30 years. Yet the man on the street knows virtually nothing about how to get that look. It's as foreign as another language," says Jim Stroupe, sales/marketing man-
Considering how relatively simple mouldings are to install and how high their profit margins are, so many sales should not be derailed. For maximum merchandising effectiveness, moulding experts suggest A.D.S. - Advertise, Display and Service.
ment manager, Georgia-Pacific Corp., Atlanta, Ga., thinks ads can at least plant the seed. "Just a piece of moulding doesn't turn anybody of,," he explains. "We offer good looking ad slicks showing mouldings in use. We play up the fact that they can give rooms an entirely different look. It's the perfect project for spring and especially fall, when people are looking for indoor projects."
Most effective are articles in home magazines with full color photos of moulded rooms. Industry agencies strive to generate such publicity, but individual companies can attempt to duplicate the effect on a smaller scale. "ln ads, show an area of a home that has cheap, basic trim and also run a photo of that room decorated with different mouldings, before and after," says Kavooras. "Still, this does work best in color magazines."
A retailer'sattitude towards moulding can make or break his moulding sales. "Dealers often treat
Although lumber dealers run tons of flyer and newspaper advertising, there is rarely the slightest mention of moulding. This shouldn't be surprising. "It's very diflicult to advertise mouldings in a flyer," says Stroupe. "A few dealers who do advertise mouldings will show two or three profiles. But that will only motivate contractors."
But Neil Heflin, moulding depart-
August 1988
mouldings like a commodity. They're not. They're decorator items and should be treated as such," says Heflin. "lt shouldn't be sold as something to hide mistakes and cover cracks. It's for creating picture frame effects on walls, using around fireplaces and doors, accenting a room to transform its appearance."
"They'll store mouldings either out in a cold warehouse or in a poorly lit area in the back corner of a store," he continues. "They should be displayed in a more highly decorative, better lit section in a nice display near the front of the store."
Explains Jim Gonsalves, owner, Western Wholesale Moulding, Glendale, Az.: "lt's intimidating for a housewife to go back to a dusty shed and sift through random length mouldings. It just confuses her. Cutto-length mouldings displayed in the store in a self-service manner will work for her."
to instant sales. Knowledgeable, suggestive sales people and weekend clinics on how to measure. miter. cope, stain and apply mouldings can help.
Mouldings can be sold as accessories to painting, paneling and wallpapering jobs. There are also a small number of tools and accessories needed for installations. And mouldings can also be used as their own "accessories." Some of the most ornate effects are created simply by combining different profileg.
"Just explain, 'You need a miter saw, so much of these l0 profrles, take our video for the weekend, and good luck,"' says Stroupe.
door, see how they would look in real life."
Georgia-Pacific has introduced two special moulding merchandisers. The first, a half A-frame with an 8 to l2 foot telescoping rack, allows stores with height restrictions to display longer lengths. The other is an attention-getting cube for stocking short lengths. "Shorts are usually given away, thrown away or sold at a discount," says Heflin. "But people often don't have room in their cars for 12 foot lengths or have smaller rooms at home. If merchandised properly - by the piece, shorts can make more money for you than can lineal lengths."
Dorris Lumber Co., Dorris, Ca., has given their mouldings the ultimate display case: an entire Moulding Mart, transforming a shed adjacent to their retail store into a minimarket for trim.
Conventional disPlaYs may not always be the best alternative. "I don't think a wall chart or samPle board does much for a consumer, although they maY offer contractors some options," says Stroupe. "Consumers need more stimuli. Construct a mini-room at the storeVictorian on one wall, art deco on another, with pieces of moulding installed over the fake walls."
"It's hard to comPrehend how the in-store product will look when applied at your own home," saYs Kavooras. "So something I've seen is a room setting with a door frame, window treatment and a Velcro wall. Velcro is also on the back of different profiles of mouldings. Customers can play with the different patterns, put them up on the wall, around the
Getting the moulding-friendly customer to your display may be the hard part, but incidentals can add up
Manufacturers and associations have literature available. And distributors are ready and able to help. "We pre-stamp, pre-price, do the ordering for retailers, and keep their racks looking good," says Gonsalves. "For a small extra fee, we can also cut bundles and stock the bins. Find a good distributor and let him go to work because it's in his best interest to move as many mouldings through each store as possible."
A little merchandising can help you and a lot of customers. "At my house, there are a lot of mouldings in many patterns, " says Stroupe. "People come over and say, 'Wow! This must've been done a hundred years ago.' I tell them the guy did it six months ago. They think it's a lost art, like carving stone."
lJ OMEOWNERS are expected to I lspend a record $115-billion on remodeling projects this year, a significant increase from 1987's $103billion. Projects undertaken will range from small-scale repairs to major room additions.
Decorating with wood moulding can be one of the least expensiveand highest impacthome improvement projects. Made aware of the many uses for the products throughout their homes, consumers have become the largest users of wood mouldings.
Building products suppliers once concentrated their efforts on promoting wood moulding to contractors, primarily for new construction applications. But now, retailers are implementing innovation merchandising methods to boost moulding sales to consumers and maximize profits.
To help retailers sell more wood
moulding, the Wood Moulding & Millwork Producers Association offers a variety of merchandising aids, retailer training programs and consumer oriented literature. Although aimed at the consumer to show low cost ways to improve home decor using moulding, these programs can be effective in educating in-store sales personnel.
Informational and educational literature items from WMMPA may be used in a variety of ways. Many suggest uses and projects. Others, such as "How to Work With Wood Mouldings," "How to Finish Wood Mouldings" and "How to Install Ceiling Mouldings," give do-ityourselfers step-by-step directions. All are designed to be displayed on racks next to the wood moulding in a retail store.
Displays are an essential part of selling moulding. The optimal location for a display is, of course, near
August 1988
the actual product, according to Bernard J. Tomasko, executive vice president of the Wood Moulding & Millwork Producers Association. "Proper display of wood moulding products may mean the difference between a profitable product line and a slow mover," he notes. "We have video programs to give retailers ideas on how they can increase moulding sales by creating better displays and using improved merchandising techniques."
Ways the Wood Moulding & Millwork Producers Association can help a retailer. tips on maximizing moulding sales advertising, promotion and education materials that work.
These video cassettes and LaBelle cartridges have been especially developed for the retailer. Video cassettes include "Boosting Wood Moulding Sales Through Better Displays" and "Boosting Wood Mould-
ing Sales Through Better Merchandising." "They show retailers how to increase moulding profits through' the proper use ofdisplays and better merchandising techniques," Tomasko explains.
Cassettes may be rented from the association for $15 for two weeks or purchased for $26 each or $50 for both.
Three additional audio visual programs are available in either VHS or LaBelle format. "Western Wood Moulding and Millwork" traces the history of the industry, and provides information on the manufacturing and distribution of wood mouldings and jambs. "How to Work with Wood Mouldings" is an instructional tape that can be used to instruct both do-it-yourselfers and employees. "How to Sell Wood Mouldings" gives in-depth information on effective selling techniques. This program highlights the different types, styles and uses of mouldings, and discusses additional selling and educational aids.
Special advertising materials also have been developed by the associ-
(Please turn to page 73)
CARROLL MOULDING Co. is o Full Service Distributor serving So, Colifornio for over thirty yeors, feoturing custom moulding progroms, pre-pricing, merchondising ossistonce, inventory control ond much more.
We stock the widest selection of wood moulding in the west including: Pineo Fir o Redwood o Ook embossed o Pre-finished o Coloniols o Plinth & Corner blocks o Ornoments o Spindles & Posts o Dowels o DG's new Cleorwood pine moulding.
Coll us for more informotion obout our new Ornomentol Moulding stocking deoler progrom,
The Merchant Magazine
and walnut often have a matte furniture finish. Best of all, many customers are glad to skip the sanding, priming, painting or staining steps in their project.
Some of the moulding products on the market are colored throughout so that small nicks and scrapes do not show. Butt or miter joints on these need no extra finishing, no puttying or staining. Both of these features are desirable for do-it-yourselfers.
However, there is some difference of opinion about the value of applied color as opposed to integrated color. "The colors (of the applied prefinishes) are truer," said one remodeler. "They're applied as coatings, not as part of the material itself. So if you want red, you get red."
A protective film coating is applied to the finished product by several manufacturers to prevent damage in shipping and display. This covering, which is removed at the time of application, keeps the product in pristine condition.
How a dealer can merchandise prefinished vinyl moulding... sales benefits... reasons why a d-i-yer might select man-made product.
D URISTS among do-it-yourself customers may insist f on real wood mouldings, but many others will happily buy the conveniences of man-made moulding products.
A retailer can hedge his bets and cater to both markets. Since the extruded vinyl millwork comes finished in both decorator colors and woodgrain, it is a natural companion to display with decorator wallpapers and paneling.
Retailers can recommend these wood substitutes freely, because they have benefits for certain customers. To the eye, the prefinished moulding looks just like finished wood. The contemporary colors are muted and fashionable in shades like dusty rose, ivory, slate blue, wheat, swan white and Baltic blue.
The woodtones are hard to distinguish from the real thing. The simulated birch, hickory, pecan, pine, teak
Extruded vinyl moulding can be recommended to d-iyers for easy application. It cuts readily and installs with either finishing nails or adhesive. Any type of nail can be used. Positioning the nail in relation to the edge is not critical since the material will not split. Vinyl moulding bends easily, allowing for curves, such as on an archway, in application.
Durability is another beneht a dealer can stress when selling vinyl moulding. The material is impervious to sun, moisture and rot. It has none of the upkeep or inconsistencies of wood.
Cellular vinyl is rated 2000/o more impact resistant than pine. If a moulding is dented, an application of heat will smooth out the blemish, according to advice frequently given in the industry. Manufacturers guarantee vinyl moulding will not warp or crack with age.
Vinyl mouldings are available in a variety of profiles including ranch and colonial. Lengths are pre-cut for easy handling and self-service by the customers.
Vinyl wrapped wood mouldings are attractive products for the d-i-y trade. They come in as many as 15 colors with the advantage of the vinyl's resistance to cracking and chipping. Some are manufactured so that they can be flexed for inside and outside corners in addition to being used as battens.
Prefinished vinyl moulding because of its color makes an attractive statement when racked at point of purchase. It also shows to advantage in displays or vignettes with other decorative products.
A do-it-yourselfer who has used the material on several projects sums up the advantages of extruded vinyl materials in this way: "It gives great rehnement of detail. It is similar to wood's thermal values, and in some cases, greater. Yet it's impervious to rot or moisture. It takes nails, screws and fasteners of all types. And it can be bonded with selected adhesives."
August 1988
A LTHOUGH the majority of Amouidine sales are made to men, a high-percentage of the time the purchase is engineered by a woman.
Women read home fashion magazines and watch the architectual tends. They apply to their homes the same techniques they use to keep themselves fashionable. They recognize the value of moulding for adding luxury and style as well as transforming the appearance of a room. When they go shopping for moulding, they expect to find in the home center or lumber yard the amenities they find at the fashion mall or supermarket.
Thus, it makes sense for dealers to cater to their expectations. A clean, colorful, well lighted warehouse building or showroom with a safe, landscaped parking lot is the beginning. Women will shop in nonluxury surroundings if the price is attractive, but they expect cleanliness and well kept premises.
Fashion malls and supermarkets also concentrate on Point of Purchase displays. Think mall and You think inviting displays and cross merchandising. Mall stores rarely display merchandise without props enticing people to buY.
nails needed to complete a moulding project close at hand.
Supermarkets are adept at cross merchandising. Baking utensils are grouped with cake mixes and frostings. Mugs are stacked next to coffee and tea. Go into the produce section and you'll find salad dressings and croutons beside the lettuce.
Following the cross merchandising example of the supermarket, the home center should move a generous portion of its moulding up front from the lumber section. The prime spot is adjacent to lhe paint, wallpaper, mirrors, paneling, and other decorative items. This is the natural location since moulding is frequently used in conjunction with these products. Just as the grocer puts mixing bowls by the cake mixes, a home center should have the miter boxes, woodworking glue and finishing
Applying the same theory a fashion mall uses when it displays the latest styles on attractive mannequins in a smart setting, the home center should make every effort to put life into moulding displays. Vignettes can be both focal points and sales aids.
They emphasize how the architectural features of moulding turn a plain room, cabinet, fireplace or wall into a dramatic statement. They help the female shopper to visualize what moulding can do for her home. A woman not considering moulding can be sold by product-in-action displays, just as she often buys fashions or groceries on impulse.
If vignettes are impossible, use large before and after photos. Many moulding manufacturers include these in their product literature and sales aids. Mounted attractively, these photo-graphics function in the way of a vignette. They have an advantage in that they can be changed easily and often.
A more than adequate selection of product is needed. Profiles and examples of how patterns can be combined into decorative trim are helpful. When possible, these should be keyed to the vignettes or photographics to show the do-it-yourselfer how it is done. Take home literature including instructions for measuring, mitering, coping and applying also must be on hand.
Long, awkward to handle lengths of moulding can appear formidable
to a woman used to having her purchases in attractive, convenient packages. Women perceive clear package labeling, convenience and easily understood use instructions as quality. For those items not prepackaged, women are accustomed to being provided with an easy to carry box or bag. Few fashion malls and supermarkets have "over the shoulder" carryout. Any convenience which you provide in the way of cutting, bundling and carryout will be a sales advantage.
Ask the female members of your family and staff as well as your customers what they expect in a moulding display. Examine fashion mall displays, study supermarket cross merchandising and apply these methods in your store. They'll work with products other than moulding, too.
How to sell moulding to women as well as men tiPs on marketing, inventory, vignettes, packaging... ways to make displays come alive.
By Roger L. Myers and John V. Morris Loss Prevention Director Safety Coordinator
(Questions about how to comply with the Occupational Safety and Health Administration's hazard communication standard are coming in hot and heavy despite the delay granted by the U,S. Court of Appeals, We hope that the approach taken by Dixieline Lumber Co. will be helpful to others -ed. )
lA OMPLIANCE with federal V guidelines concerning the recently expanded Occupational Safety and Health Administration's (OSHA) hazard communication standard is causing considerable confusion among the businesses concerned.
Many business owners, especially those smaller non-manufacturing concerns, are still asking questions relative to their responsibilities if any. Add to the confusion the numerous other related state, county, and city ordinances which have all been recently implemented and the potential for investment of time and funds seems to be enormous.
We will not attempt to interpret the laws.in this article. That is a matter best left to the legal community. The potential for years of litigation surely exists in this controversial arena. We will at best offer some guidelines for other businesses to consider when designing their programs.
The single most important issue, as we see it, is the existence of a hazard communication program which is formalized in writing. This program must include: (1) informing
employees of the presence of all known chemically hazardous substances in their workplace operations; (2) provisions for training all employees in the safe handling and use of any hazardous materials found in or around their workplace; (3) current and continuous records documenting this training, and by most recent interpretations, (4) a method for informing the surrounding communities of the existence of such hazardous chemicals or substances in your business establishment. California's recent enforcement (Feb. 27, 1988) ofwhat is referred to as "prop 65" is a good example of the requirements for the fourth item above, only at the state level.
A part ofthe training program for training employees must include their becoming familiar with Material Safety Data Sheets (MSDS). Although very technical in many respects, these sheets contain valuable information for employees' use when learning to work with and around substances that may require
Suggestions for complying with OSHA's hazard communication standards. answers to common questions. what one lumber company has done to meet its responsibilties.
special hrst aid, storage, clean-up and disposal methods.
In answering the obvious question as to what constitutes a chemically hazardous substance, your nearest OSHA office or a state, county or city hazardous materials management unit can provide you with lists of all those substances considered and labeled in these categories. Do not overlook such simple residuals as wood dust which is considered a hazardous substance and is therefore not exempt. Obtain at the minimum, the OSHA toxic and hazardous substances list and the threshold limit values for chemical substances and physical agents and determine if any of these substances are present in your workplace.
Dixieline Lumber Co. has endeavored to meet and exceed compliance standards with the goal of providing a safe and healthy work environment as well as providing our consumers with relative and pertinent data as required and as may be requested in individual cases. To achieve these standards, our safety program was reviewed and updated. Our existing hazard communication program was rewritten to be as all inclusive as possible while maintaining brevity and comprehension. Training programs have been designed and are being implemented on a regular basis for existing and new hire employees.
Procedures for handling accidents
(Please turn to page 66)
Payless Casltways' board of directors had approved a $909 million leveraged buyout by senior management to take the company private and thwart a proposed hostile takeover. Offer was to expire Aug. 3
Hayward Lumber, Salinas, Ca.. has added garden centers at its Salinas and Hollister, Ca., locations, while expanding its Salinas home design center
Danvi/le I{ome Improvement llir'., Danville, Ca., has opened Brentwoad Lumber & Home Cenlet Brentwood. Ca.. John Krammerer, mgr.: Kathy Riley, asst. mgr. . . Michael O'Malley Remodeling & Building Centers, Phoenix, Az., is a new flrm founded by its namesake, former retail div. mgr. of The O'Malley Lumber Co.; first store is set to open March, 1989 . .
The O'MalleyLumber Co., Phoenix, Az,, plans to permanently close its Bell Rd. and Tempe, Az., units in Sept.; the company is contemplating a complete cxit from consumcr sclling to concentrate on builder/ contractortrade...
Butler's Basic Lumber & Hardware, Montrose, Co., held an Aug. I grand opening... McCoy's Building Supply of San Marcos, Tx., has opened stores in Hobbs and Roswell. N.M. . .. Red Barn Lumber, Durango, Co., has opened a second location on the former Ray Lumbersite in Pagosa Springs, Co. .
Frank Rima, Rima Building Supply. Pullman, Id., has purchased ,Jtandard Lumber Co.,
Moscow, Id., Bob Seabolt, mgr.; Craig Wagner.asst. mgr. Rick Byers has bought Standard Lumber Co., Pullntan, Id., Joe Campero rcmains mgr.
Standard Builders .Srqpl1', Salt Lake City. Ut., has remodeled, increasing display space by 800 sq. ft. WhiteRock Builders Supply, White Rock, N.M., has been bought by Sam and Cherie Napier and renamed lYapier Hardv'ara& Lunber...
M& W Building .Supply has added a Keizer, Or., sales office . . Leo Sanchcz and Manucl Galicia have opened Amer-Ma.r. Albuquerque. N.M. . C'oo,s Heorl Forest Prarlucts. Coos Bay, Or., has been named the exclusive Hi. sales agent for Paci/it' Koogyo, /lc'., Scappoose, Or.
HomeClub, Inc. will open its fourth warehouse in Spokane, Wa.. Aug. 25. Rick Capagna mgr.
Recent annitersaries celebrated : Lumber Produc'ts. Portland, Or., 50 years in business Long Beach Plywood, Long Beach, Ca., 50 years; An/inson Lurnber .Sales, Fontana, Ca., 33 years; 3C Trucking, Long Beach, Ca., 10 years; .lohn T. Cole & Associates. Beaverton, Or., 10 years
Trusstvay, Inc., has a new lumber sales branch in Lompoc. Ca., staffed by Nick Berry . Burns Lumber Co. has moved its offices from Encino, Ca.. to nearby Van Nuys: 16380 Roscoe Blvd., Ste. I 15, their phonenumber remainsunchaneed...
The Merchant Magazine
,lensen-Ryrd. Spokane, Wit., has purchased Wells & Wade In{'., Wenatchee, Wa.... Steve and Vicki Firkins have repurr chased Ilonte Lumber, Monte Vista, Co., christening it Monte LurnberMart...
Trttpit'al & lilestent I:rmber Co.. Long Beach, Ca.. has been fornred by Mark Michie... Sagebruslt .9ales Co., Albuquerque, N.M., has opened a sales office in Phoenix, Az.,Don Lue, mgr. , Pan Pot'i/ic Forest Prodlcls has moved to new offices in Bend.Or....
Stone Forest Industries has moved its Pacific Coast Div. sales office to Medford, Or. . . Walerhaauscr Co. has moved its Irresno CSC's satellite yard from Paso Robles to Santa Margarita, Ca. The new facility has a 20,000 sq. ft. bldg. and 30,000 sq. ft. yard.
.lunctionC'iryLumber Co., Junction City, Or., has agreed to buy Clark & Povvell Lurnber Co., Junction City Armstrong World lndustries has set a ntid1989 reopening for the St. Helens. Or., ceiling plant purchased from Owens-Corning Fiberglas Corp. last year
GAf' Corp. has been indicted on 10 securities law violation charges for allegedly manipulating the price of LJnion Carbide stock two years ago, according to the federal government. . Spokanc Moulding Corp.. Spokane, Wa., has been acquired by Senec'a Moulding Corp, no pricerevealed...
flousing slcrrts for June (latest figs.)rose 5.1%; single family starts climbed lA.2o/r'multifamily home construction fell 8.2"1,'. building permits rose 3.7t'1, .. McGraw-Hill predicts starts will finish 90li off this year at 1.45 n'rillion units.
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We are proud to represent:
UIP Louisiana.P*tfrr:
...and we will be glad to assist you with plywood plywood siding oriented strand board mdo concrete form paneling-hardwoods roofing-louverboard cladwood products decorative overlays
Oougtu, ti, hem-fir spruce pine
stress-rated treated lumber timbers
Marquart-Wolfe Lumber Co.
liti'!:,!l-{.*lii:t{ii.,W,W.
Central Builders Supplies Co. - Aug. 10-ll, annual electronic product show, Sturgis, Mi.
Wood Moulding & Millwork Producers Association - Aug. 10-13, summer meeting, North Shore Resort Hotel, Coeur d'Alene. Id.
China Build '88 - Aug. 10-14, international building products exhibition, Tianjin International Exhibition Center, People's Republic of China.
Ponderosa Pine Hoo-Hoo Golf Tournament - Aug. 12-13, Prineville Golf & Country Club, Prineville. Or.
American Hardware Manufacturers Association - Aug. 1417, Hardware Industry Week and the National Hardware Show, McCormick Place, Chicago, Il.
American Wood Preservers Institute - Aug. 16-17, executive committee meeting, San Francisco, Ca.
Western Hardwood Association - Aug. 18-19, grading school, Thunderbird Motor Inn. Kelso. Wa.
Dubs Ltd. - Aug. 19, golf tournament, Meadow Club, Fairfax, Ca.
Humboldt Hoo-Hoo Club - Aug. 19, annual golf tournament, Baywood Country Club, Arcata, Ca.
Montana Building Material Salesmen Association - Aug. 19-21, annual "Family Funfest," Fairmont Hot Springs Resort, Anaconda, Mt.
Project Learning Tree Seminar - Aug. 20, sponsored by the four Hoo-Hoo-Ette clubs of Oregon, Roseburg, Or.
W.O.O.D., Inc. - Aug, 22, golf tournament, Green Gables Country Club, Denver, Co.
International Woodworking Machinery & Furniture Supply FairUSA - Aug. 27-30, Georgia World Congress Center. Atlanta. Ga.
Houseworld Expo - Aug. 3l - Sept. 2, sponsored by the Interface Group, Convention Center, Las Vegas, Nv.
TUSTIN
P.O. Box 1166
Tustin, Ca.92680
(273) 625-1494
(774) 730-0664
FAX(714)730-0680
CORONA
1450 W. 6th St. Suite 112 Corona, Ca.9I72O
(7r4) 272-0440
FAX(714)272-0136
American Architectural Manufacturers Association - Sept. 6-10, fall meeting, Loews Ventana Canyon Resort, Tucson, Az,
Western Wood Products Association, Sept. 10-13, semiannual meeting, Coeur d'Alene, Id.
Hoo-Hoo International - Sept. 13-17, annual convention, co-sponsored by the Florida Lumber & Building Material Dealers Association, Marriott Orlando World Center, Orlando, Fl.
Lumber Association of Southern California - Sept. 14, Second Growth dinner meeting, Hyatt House, City of Commerce, Ca.
National Lawn & Garden Distributors Association - Sept. 14-17, annual convention, Hyatt Regency Hotel, San Francisco, Ca.
Dubs Ltd. - Sept. 16, golf tournament, Oakmont Country Club. Santa Rosa. Ca.
Inland Empire Hoo-Hoo Club - Sept. 16, dinner/elections, Shandin Hill Golf Course, San Bernardino, Ca.
Shasta Cascade Lumbermens Golf Tournament - Sept. 16, 25th annual invitational competition, Riverview Country Club, Redding, Ca.
Our products include solid and finger-joint pine, oak and fir mouldings, , interior and * exterior jambs
I' and frames, 'tf Fi pocketsliding
great pride in what we do for our customers. Count
plus the fastest and best service possible for your orders.
For nearly 20 years we've furnished retailers and wholesalers in California with the quality mouldings, _ casement. S, rrames anci
lence of our service to complete the package. Letus know howwe may serve you. We welcome all inquiries. Call now. Join the ranks of satisfied El & El customers.
CATHY
from El & El because we're a family operation that takes
jambs rhev've G.il .^me to
Lv
-^l ww relyon. Plus the
Bill Fishman & Affiliates 11650 lberia place electronically transferred from the San Diego, Ca. 92128 retailer's accounts payable to the supplier's accounts receivable.
fr esHIen Mary Jones at srore unit
VNo. 105 scans a customer purchase of a model C300 hammer. A few minutes later another cashier, Betty Smith, also scans a purchase of a model C300 hammer. Automatically the computer is triggered, indicating that the store has reached the reorder stage for the C300s. The computer immediately cuts a purchase order. Within seconds that order is transmitted electronically to the supplier.
The supplier fills and ships the reorder. The master carton is stickered with a UPC label that indicates there are 24 C300 hammers inside.
When the order arrives at the receiving dock of store No. 105, the receiving clerk checks the contents of the master carton and scans the UPC label electronically, authorizing payment to the supplier. Funds are then
This technology does not lie somewhere in the future. It's here. Now. It's being used in the supermarket industry and the mass merchandising industry. Get ready. It's on the way to the home center industry.
The key ingredient in the process is called EDI (Electronic Data Interface). It enables the retailer's computer to talk to the supplier's computer and the banking computers. A lot of cooperation from retailers and suppliers is required for it to work. Most of all it requires standardization.
The process starts with UPC (Universal Product Codes) printed on the packaging of the merchandise. For the system to work for the benefit of the entire industry, these codes must be identical for each retailer. (Unlike SKU numbers which are different for each retailer.)
The communications must now be
compatible from the retailer's computer to the supplier's computer and eventually to both bank's computers.
Some retailers today are utilizing the Eagle System which is one of the compatible EDI systems. More are on the way. But, the industry must make a move now to demand compatibility of the systems before we become entangled with a mish mash of electronic data that brings us no more than additional paperwork and obsolete expensive equipment.
Coming in March at the 1989 Home Center Show, every retailer and every supplier will have an opportunity to hear and be heard on the topic of UPC and EDI. Three professional programs are scheduled to discuss the benefits and the pitfalls of this electronic phenomenom.
If you think it's someone else's problem, you're wrong. You will be involved in UPC and EDI in the very near future. Not with 1000/o of your product offering. Maybe never with lumber items. But, a large portion of your fast-moving hardlines will be on a system.
We still have humongous auto repair bills because the automobile industry never got together to make sure the bumpers line up. Computer system obsolescences in our business have wasted hundreds of thousands of dollars for retailers in our industry. Don't let it happen again. Get involved now. Keep up with tomorrow's technology.
illiirill:4r.rir':!r.rril| rt.rtilutt!i1ujit0$|tltls{lid5fri:i!:i3i&li&r,,..
GOvgwt{ERE along the path of life fil tiris saying was presented, "Nobody ever sells anything - they create in the prospect a desire to buY."
The mass merchandisers really don't sell anything. They put large sums of money into advertising in the newspaper, in direct mail pieces, and television. All this material is literally screaming at the prospect"our prices are the best in town. Come let us suPPlY Your needs." They are creating in the prospect a desire to buy based on price. That's fine. Let that person go there and buy based on price.
That same prospect has a lot of unfulfilled needs that can only be satisfied by a broad range of Products, qualitY merchandise at the right price, fast service, knowledgeable and courteous sales people, and, perhaps, credit terms' The
retail lumber dealer can and does fulfill those needs.
Additionally, a contractor can order an entire material list for a house or a light commercial building from the retailer and receive it as ordered.
Your trained sales staff can create in the prospect a desire to buy ifthey want to. But they must understand that your firm's position is not to be competing with the "big guys" based on price all the time. Create the desire to buy based on superior service and better quality merchandise.
Shop that "big guy" and let your people know what they have. Here are a couple of examples that have been cited to us within the last few days. A 790 item with a brand name and a one year expected life was at "the big" whereas a similar product, same brand name, sold for $1.49 at the lumber dealer's with a seven year life expectancy. Better value,
but the prospect doesn't know this just by looking at brand names in an ad. Your sales people have to be alert to those situations.
In another instance, an item sells for $39.99 at "big guy." A similar item sells for $79.99 at retail lumber dealer's. It is advertised by "the big merchandiser" as having certain capabilities, although the label on the tool says it doesn't.
Buyer breaks tool at first use. The item is not accepted as a return because of improper usage.
The $79.99 item performs over 300 times at same function that the "cheap" product failed on a first try. Plus it has a replaceable part for less than the "cheap product," making its usable life indefinite. Your prospect has to be aware of these differences.
Get your people trained. Make sure they know your products. And go after a market segment that is not necessarily the same as your "competitive" giant discount house down the street. You can't beat them on price. But you canr with a properly trained staff, beat them to death with service, quality and all the good things this lumber industry is known for.
Remember - nobody sells anYthingwe create in our prospect the desire to buy.
"Terms" caught my eye. It consisted of a listing of personal attributes that may have different definitions depending on who perceives themthe person referred to or someone attempting to read between the lines.
The Merchant Magazine 24 $iifllh\ffiTec{sntiiil:s.'{rF. Lumber Merchants Association of Northern California 1055 Lincoln Ave,, San Jose, Calif. 95'125, (408) 295-4103 coP|$YJUi'B 12.5 lb. and 62 lb. sizes Profit from Beadex All Purpose Drywall Compound for Good Reasons: o simpte to Appty o Low Shrinkage o E?sY Sanding o Asbestos Free o Do-lt-Yourself Appeal o Pre-mixed, Ready to use o Less Working Time o ldeal for Taping Joints, Finishing and Patching . Step by Step hstructions BEADEX MANUFACTURING COMPANY, INC. 833 Houser Way North, Renton, WA 98055 (206) 228-6600 1325 Et Pinal Drive, Srockron, CA 95205 (209) 462_6600 11115 S.W. Industriat Way, Tuatatin, OR 97062 (503) 691-0820
For example, if someone referred to himself as forceful, his mate may redefine that trait as argumentative. I've taken the liberty of stealing a few "terms," adding some of my own, and comparing the traits attributed to him/ herself by an employee with the boss's perception.
A self-styled quick thinker may merely "offer plausible excuses for mistakes." Someone with leadership qualities is "tall, has a loud voice. or both." If he has a keen sense of humor, does that signify a "vast repertoire of dirty jokes?" The person that is tactful with superiors "knows when to shut up" and if he shows great promise is probably "related to the boss."
The bookkeeper who is meticulous in attention to detail is a "nitpicker" and if helshe is curious about an item on an expense account is "nosy and insubordinate." The new employee who is conscientious and anxious to please is really just "scared, " and a "brown noser" to boot.
The long-time employee who uses logic on difficult problems actually "finds another to do the job," and if he takes pride in his work, he's really only "conceited."
The new assertive woman on the contractor desk is both "aggressive and pushy" and if she's visionary, she also "daydreams a lot." The self motivating outside salesman who demonstrates such exceptionally good judgement: (l) "Drinks early and often," and(2) is "lucky as hell."
How lt Goes!
llf ng over 80% of the exhibit space lU alreadv reserved. the 1988 Building Products Showcase will again present an outstanding array ofproducts and services. Emphasis will be on new products and innovative merchandising and sales ideas, plus special buying opportunities for attending retailers.
An exciting convention program featuring the theme "Target Your Market" plus enjoyable social activities is planned for Nov. 12-15 in Tacoma, Wa. Convention headquarters will be the Tacoma Sheraton with the Building Products Showcase just steps away at the adjacent Bicentennial Pavilion.
Dealers frequently provide customers assistance by tying materials to a vehicle or furnishing ropes and/or flags. What is the effect o[ such practices on insurance coverage?
If the dealer carries product liability insurance, he has coverage for a loss which may occur once the customer has left the premises with the building materials, rope or flags. Ifthe dealer does not carry product liability insurance and only carries premises liability insurance, he will not have coverage for any loss once the customer has left the premises. The rationale is that the flag and rope furnished by the dealer to the customer is as
much a product as the building materials which were purchased. Furthermore, product liability coverage comes into effect when the material is delivered to the customer and leaves the dealer's yard.
When the dealer ties materials to a customer's car, there is a potential for a claim to the customer's car as well as to other persons who may be damaged or injured due to improperly tied materials. If the act of tying the materials occurs on the premises and the customer's car is damaged on the premises by the dealer while tying the materials, the dealer is covered by his premises liability insurance. However, if the material breaks loose while the material purchaser is traveling on a highway and other motorists or persons are damaged by the loose materials, the loss is coyered under the dealer's product liability insurance.
For broadest protection, the dealer should puchase comprehensive general liability insurance which includes coverage for premises and product liability as well as other hazards, according to information furnished by Indiana Lumbermens Mutual Insurance Co.
Use these eight ideas to reduce inventory:
(1) Go through each warehouse and shed and pull all inventory that is damaged, obsolete or has obviously
been around since Carter was in the White House. Bring in an auctioneer or hold a well-advertised sale and turn that dead inventory into cash. This action usually converts about 100/o of inventory into cash.
(2) Consolidate duplicate brands or species if possible. Do you really need two lines of paint, roofing and cabinet hardware?
(3) Assign sections of store inventory to each inside salesperson. Make it his or her responsibility to keep it stocked, clean, neat and wellmerchandised.
(4) Eliminate lines you wish you'd never purchased in the first place. Everyone makes mistakes. Just be sure to correct them.
(5) Install a strict procedure for handling special order merchandise and enforce it.
(6) Ifyou haven't done so, begin today a selection process for a good computer system. Good systems are less expensive than ever and usually pay for themselves in inventory reduction alone.
(7) Purchase from stocking distributors products that are slow movers but necessary to inventory.
(8) If you're a non-computerized retailer, color-code price labels to readily determine how long each inventory item has been on the shelf.
No inventory management system will be effective unless management sets specific goals for the company and puts disciplines in place to make the plan come true. Setting and achieving business goals make managing a business more fun and rewarding.
rials, Peekskill, N.Y., will be a speaker at the MSLBMDA management conference on Nov. l0 and I I at the Hyatt Regency Tech Center Hotel, Denver. Co.
He
TMSLBMDA has opened its I doors to retail dealers and industry suppliers in Arizona and is actively recruiting members to fill a void created by the abandonment of the Arizona Lumber & Builders Supply Association.
According to president Steve Olson, MSLBMDA is amending its bylaws to allow for two representatives from Arizona to serve on the 15 member regional board ofdirectors. Sensitive to the financial difficulties the Arizona association has had over the past several years, the board is oflering former members of that association a "membership dues holiday" in recognition of the loyal support they gave their industry during the diflicult times.
Companies that had paid a full 1988
dues are being granted full membership privileges in MSLBMDA for the year. Those paying monthly dues or having paid a portion for the year will be given the option ofpaying pro-rata dues for the rest of 1988. Former Arizona members must submit a membership application inordertobe recognized as MSLBMDA members. They then will automatically become members of the national association.
New Mexico members of the MSLBMDA have been sent a copy of a memo released by Timber Products Inspection, Inc., regarding counterfeit and inappropriate grade stamps circulating in that state. Lumber dealers are asked to help in locating any shipment or pieces of lumber bearing bogus marks. The memo included photo copies of bogus stamps and a brochure showing the ALSC approved grade stamps.
Carl Dill, Dill's Best Building Mate-
"Despite declines in many areas of residential building, skylight sales continue to increase," says Steve Bechtold, Ventarama president. "In our experience, the rate of growth has exceeded our most optimistic projections."
He reports that skylights have become "a necessary amenity" in many new homes. "Now builders are including them in every price range."
Installations in existing homes also are moving at a quick pace. "Homeowners appreciate their benefits, but they also know that skylights add to resale value," says Bechtold. "They may be more commonplace now than they used to be, but they still generate excitement among home buyers."
"Acrylic models are generally less expensive, yet offer a higher insulating value," Bechtold says. "However, some people prefer the aesthetics of glass."
!;
When you want the handsome, long-lasti ng quality of redwood lumbe[ come to Georgia-Pacific. We offer everything from garden grades, rustic sidings and trim to architectural grades of Bee, Clear and Clear all-heart. Our dedication to a Dry Program means more choices for you!
Our Common Program is both S-Dry (19o/o or less) and green. We do it naturally on our ocean bluffs with cool breezes off the blue Pacific. And as a final assurance of quality, G-P is a memberof the California Redwood Association and the Redwood Inspection Service. So look for the grade stamp on our lumber.
Get the powerful advantages that onlythe finest in redwood lumber can provide. Rely on Georgia-Pacific to deliver the Redwood orDouglas Fir youneed. Both ap eyai!able throughour
Fort Bragg mill-or, throughour extensive distribution network. To findout more, simply call the Fort Bragg mill a17071964-0281.
The first of five new Dixieline Lumber stores has been opened at 720 Sycamore Drive in Vista, Ca., by the San Diego-based firm. A prototype for the other four units, the Vista store, which is 60,000 square feet, will have between 50 and 55 employees and a projected annual sales volume of $6 million, according to Dixieline president Bill Cowling, Jr.
The other stores will be in Carlsbad, adjacent toI-5 Hwy; Rancho California; mid-San Diego; Poway and, possibly, one unit as far north as the Costa Mesa area.
Remarking on the tough metro San Diego competition and the opening of a new Home Depot store 100 yards from Dixieline's flagship Sports Arena Drive unit, the outspoken Cowling asserted his indifference to the warehouse retailers,
"People want service, price is secondary. We have everything they don't have: a mill, delivery, panel saws and a contractors division, among other things," he said. The two stores Dixieline opened in 1987 in Lomas Santa Fe and the Convoy store in Kearny Mesa broke even
their first month, Cowling noted. Dixieline Lumber also plans a new truss plant to be built and operated in the free trade zone in Tijuana, Mexico, just south of the United States/Mexico international border. Lumber and plates will be sent from San Diego to Tijuana, as-
Ninety-five percent of customers who have a negative experience never patronize the establishment where the incident occurred again. That's bad news. And if that weren't bad enough, the average customer who feels wronged tells somewhere between 8 and 16 people about his experience, according to the American Research Institute. These statistics mean trouble for those in the service industry who act as though customer service is a concept of the past. As the consumer spending frenzy of the 1980s grinds to a halt, competition in the service industry for a share of the shrinking market is intensifying. Organizations in the industry who refuse to see cus-
The Merchant Magazine
sembled into trusses and shipped back to the U.S. Dixieline will operate the plant in conjunction with Gutsa Construction, reportedly the fourth largest construction company in the world. Its net worth has been set at $1,400,000,000.
tomer service as the key to continued success are finding the door to the future locked and bolted.
Retailers have learned that topnotch customer service leads to valuable customer loyalty. However, a successful customer service program requires that all employees, especially those who directly serve the consumer, be committed to excellence. How can that commitment be achieved? One way is using screening techniques to help select job applicants with attitudes that are favorable to good customer relations. Thorough orientation and training programs are another. Finally, management itself must be totally committed to giving customers what they want.
f Hene are at least three college I level text books that make no mention of i/. The first record of ff in print may well have been in the 1950 publication by the University of Chicago Press entitled Catalogaes And Counters by Boris Emmet and John E. Jeuck. Major chains and almost anyone using centralized buying employs it as a sort of preventive medicine and a planning tool.
It's a merchandise review or product line review. By any name, it's a serious introspective look into the status of the merchandise being offered to customers, past, present and future.
The idea is to divide the evaluation into equal homogeneous parts so that the review becomes routine done weekly, monthly, quarterly or whenever
a company sees tit to cover their total product offering. Generally the buyer collects the necessary history and after analysis and evaluation and correlation with the market place makes this the basis for future imPlementation.
The information is then formally presented to management and keY store personnel simultaneously. From this interfacing come change, correction and direction for the company's marketing effort for the reviewed item.
There are basically four parts in the review make up with information generally presented in written form by stock number. Part one is the performance side. How many were sold at regular price and how many at Promotional price. The dollars involved are also shown.
Part two is the pricing, margin and GMROI side. What was the selling price, gross margin and GMROI? These last
two are sometimes Presented as averages.
The third part is the assortment and display side. Do the sales show that 20% of the items are doing 80% of the business? Do the sales warrant the real estate? What, where and how many to display is what is being determined.
Finally, the logistic side is scrutinized. This includes supplier, freight charges, minimum shipment, factory pack, etc.
There's no right or wrong way or sequence. It's like a physical exam. It doesn't matter what you look at fltrst, only that you look effectively and in total.
There is more and more indication that independent dealers and home center single unit operators can and will benefit from the use ofthis planning and managing tool. Many operators are com' bining its use with cycle inventories to routinely and at least annually align computer data with actuality. But more important in this day of 15,000 and 20,000 SKU assortments is a program to manage providing to the customers what they say they want to buy.
If this management tool interests you, send us a self addressed, stamped envelope and we will send you a form you can use. It can be a help in making your next buying plan more successful.
Paul Carrol
6arry Wadlow
CONSTRUCTION HEART ROUGH
1x4,1x6,1x8,1xl2
2x4,2x6,2x8,2x12
3x6, 3x8,3x1 2 4x4, 4x6,4x8,4xl 2
6x6, Ex8,
1 /4,3/8,1 /2,5t8,3/4, 1" AC plywood
#1 DF ilUDStLL - CZC school jobs
2x4,2xG
Retail lumber firms and their employees are being urged to protest proposals calling for annual timber supply reductions equal to 4.2 billion board feet of lumber.
Proposed management plans for
federal forests will reduce timber harvests on federal forestlands not yet reserved for legislated Wilderness, scenic corridors or wildlife preservation or withdrawn from production. Most of this area is in the West where a majority of the Na-
tional Forest and federally operated timberlands exist.
Two kinds of forest are evolving in that area. One is preserved to run through its natural cycles unhampered by man. The other is committed to broad multiple use, including access by 950/o of the forest using public as well as management for timber-for-products.
Industry spokesmen believe that the question of where the management lines are to be drawn between the two forest use concepts is becoming more politicized. The forest products industry is convinced that logic and reason have succumbed to heavy pressure against federal agencies by preservationists. Thousands of letters, many originating in cities far from the involved western forests, have been received by the forest planners. The bulk of such mail leans away from keeping the timber-for-products segments of the federalforests productive and accessible.
Industry recognizes that these activists are mostly well meaning people who have been misled into believing management for timberfor-products, even on federal lands,
August 1988
means forests sonrehow are being made to disappear altogether.
lf all the forest products industry bands together. including those in the retail arm. it is felt that the activist efforts can be counterbalanced. The true facts about the necessity' of' continuous timber-forproducts productivity on into the future through proper management will help to do this.
A convenient way lor retail management to educate employees on what is happening is being provided by the Western Wood Products Association. The Retailer's In-House Employee Seminar Package on Timber Supply includes a l0-minute videotape summarizing the situation, plus a copy of the I 2-page Timber For Products At'tion Kit for each emplo-v.'ee. This is a publication designed to inform employees of the threat to their economic futures. It includes a model letter as well as a last-form letter lor communication to Washington, I).C. concerns about the timber supply shortage inherent in the proposed federal forest plans.
The package is available fiee of charge except for the postage to return the videotape if the retailer doesn't wish to keep it for $12. It may be ordered from WWPA. Yeon Building, 522 SW Fifth Ave.. Portland. Or. 91215.
A huge explosion at a Henderson, Nv., chemical plant that caused about$75 million in damages throughout the area spurred a run on ply'wood and glass at local building product retailers.
"We sold out of most supplies," said Russell Milano, manager of Addison Inc., formerly Henderson Builders Supply in Henderson, noting the rush for materials to board up homes and businesses. "We served at least 150 new customers who never even knew we were here before."
The May 4 blast even damaged windows at Addison Inc.. but Milano said he was too busy filling orders for his customers to repair his own building.
While Houston Home Lumber. Las Vegas, Nv., was not cleaned out, the company did require special deliveries to keep pace with the demand.
If you're using plywood roof sheathing, the fear of expensive call-backs is always hanging over your head.
But now there's a roof sheathing that doesn t delaminate or swell like other sheathing products The way you put it down is the wav it stavs Ifs
LP Inner-Sealo OSB Sheathing from Louisiana-Pacific No other sheathing is so predictably stable.
The secret is our revolutionary non-phenolic Inner-Seal
binder that keeps moisturecaused problems to a minimum during and after construction With LP Inner-Seal, you control linear expansion, thickness swell, buckling joints, and telegraphing even under the thinnest shingles. Ifs edge-sealed, too, for extra moisture resistance.
And we built LP Inner-Seal OSB Sheathing to be tougtr" It's available in a complete range of APA span ratingsIn addition to rated sheathing, Struc-I panels
are also availablg so you can meet even the most demanding engineered applications. Use it for wall sheathing, too - it performs just as well
Now just wait until your framer works with it There are no hidden knots or voids, splits or checks - ifs solid, consistent, and strong, through and througtr. So nailing, stapling, and cutting are easy. And while yotlre up on the roof, you'll appreciate that it s solid underfooL with a skid-
proof textured surtace.
So keep ot"t top of vour roofing problen-rs. Use ner,v L-P lnner-Seal OSB Sheathing.
'l'he L-P lnr.rer-Seal product line also includes lap and panel siding, T&G flooring, lloorirrg underla.r,menl and concrete fonn USA
F-or more informatiot-t, specifications, and samples, call us at (714) 582-0977.
If you re still using plywood for roof and wall sheathing sub flooring and underlayment yotlre suffering unnecessary pain Buckling under shingles Swelling around windows Delaminating bumps, and raised grain under floor coverings
Now from LouisianaPacific, there's relief from these moisture-caused ailments with LP Inner-Seal@ OSB - Sheathing Underlayment, and T&G Flooring
These remarkable panels are made of specially engineered
wood forms, crosslayered and pressed together with our revo lutionary Inner-Seal binder. So they're the most dimensionally stable panels you can buy. But swelling and shrinking aren't the only things that can make a builde/s life miserable. Plywood has irregularities, open knots core voids, and face patches With Inner-Seal productg you won't get callbacks from these symptoms, either. Inner-Seal panels are completely unifornL edge to edge, panel after panel,
so there are no surorises when you work with them. And of course, they're guaranteed. We perfected the Inner-Seal technology when we developed sidings, where the product has to stand up directly and repeatedly to the worst abuse from weather. Then we engineered all we learned back into our sheathing flooring and underlaymenl So now, together with our lap and panel sidings, we can offer a complete family of Inner-Seal products.
A management group and The Sterling Group, Houston, Tx., expect to complete this month a $660 million purchase of Koppers Chemical and Allied Products from Koppers Co. Inc. which was acquired in June by an affiliate of Beazer.
The business, which will be headquartered in the Koppers Building, Pittsburgh, Pa., will be called Koppers Chemical Co.
Gordon Cain, head of The Sterling Group, will be chairman; Glen C. Tenley, former president and coo at Koppers Co., Inc., president and ceo. Robert K. Wagner, vice president and general manager ofthe Tar and Wood Products Sector of Koppers, will become one of four senior vice presidents.
Homestead Supplies, Inc., Apple Valley, Ca., has repurchased its seven stores sold three years ago to Hayward Lumber Co., Claremont, Ca.
As soon as the sale became final, Homestead sold the Big Bear Lake,
Ca.. unit to Bob Butcher. whose nearby Butcher's Block & Building Materials lost its lease to a shopping mall developer.
Homestead regains control of the Apple Valley, Victorville, 29 Palms, Joshua Tree, Yucca Valley and Needles, Ca., stores from Hayward, which recently had meetings with creditors regarding its debt repayments.
Since 1985, Homestead had concentrated on construction projects. George Robinson is now president and Patrick McConnell, vice president/general manager.
No other stalI changes are anticipated, although the corporate offices will be relocated from Yucca Valley to the Apple Valley unit.
Hayward has also sold its Delano, Ca., store to 8-unit Floyd's True Value, Bakersfield, Ca., and closed its stores in Blythe, Ca., Parker and Kingman, Az.
Hayward president Kingston McKee continues to operate Hayward Lumber stores in Barstow and Lucerne Valley, Ca., and Imperial Valley Lumber units in Imperial, Brawley and Calexico, Ca.
Softwood lumber talks between Canada and the U.S. have resumed. intensified by charges that Canada violated last year's settlement.
American lumber producers contend the British Columbia government broke the December agreement by lowering timber-cutting fees on some trees and ignoring a scheduled July I general adjustment fee. Canadian officials agreed to charge higher cutting rates to avoid import or export taxes, but say they have lowered fees only on trees not covered by the agreement.
Following the theory that merchandise redemption promotions outperform rebate offers, OwensCorning is strengthening its 1988 National Football League jacket promotion.
"We set another redemption record last fall - 160,000 jackets went out to homeowners and remodeling contractors," says Thomas Seymour, marketing manager of the company's Retail Insulation Division.
This year's promotion from Sept. 23 to Oct. l6 for both insulation and roofing products involves a display contest for retailers, a d-i-y direct mail compaign, and national and local advertising in tv, radio, and print.
Fewer houses being built does not necessarily translate into less lumber being used.
WE SPECIALIZE IN PRE-STAINING "YOUR MATERIAL" IN ALL OLYMPIC COLORS, COATING ALL 4 SIDES OF EXTERIOR SIDING AND DIMENSIONALTRIM. PLUS ,I COAT APPLICATION ON ALL SIZES OF PLWVOOD, ENCLOSED WAREHOUSE FACILITY.
In 1987 with 8o/o fewer starts than the norm (1979), residential construction required 17.6 billion board feet. This is 8o/o more lumber than was used in 1979 with 1.76 million units built and lumber consumption for residential construction at 16.3 billion B.F. More lumber is being used per house than a decade ago, notes the Western Wood Products Association.
They also point out that in spite of housing cycles, the overall lumber demand trend will be upward into the next century. This is despite arguments by proponents for expanded forest preservation that the demand for forest commodities is on the wane, citing lower house construction rates as an example.
If vouve ever put in a subfloor vou know exactlv what we mean about thethrill of phwobd. Iust how much of this er<citement vciu can take is certainh up tovou.
Buti6 nice to know thereis a soothing possibly even boring alternative waiting at vour buildine supplv center '
Whenpioperly-insalle{aSturdi-Wood
afterpanel,so you get all of what ygu pay for without knotholes and corevoids.
Tfu Sturdi-Wood onvour nextiob. As with ail Weverhaeuser pioductsw6 absoluteV zuarantee yottr s-atisfaction.
'Fo'*r tne disributor neare st you, call 800-328- 4646 ort" 520.
Or writeWeverhaeuser Companv Thcoma,WA 98477 Find outwhat life is like without allthe excitement.
SturdtWood.The more Uou use tt, the betteritlooks.
floorwontwarp orbuckle. And itcertainlywont delaminate, underanycon-
At Willamette Industries. we've always believed long distance relationships were best suited for pen pals.
Not customers.
When our salespeople visit you, don't be surprised if they bring along a mill superintendent. After all, one-on-one contact is still the best way to higtrlight the quality and variety of our Southern and Western wood products. Lumber and plywood orders are shipped directly from our mills, but for extra support, we rely on a network of strategically placed warehouses to further fill your needs.
Either way, we've got the capabilities-and the peopleto meet your "just-on-time" requirements.
So if you're ready for a closer working relationship, call Willamette. And get used to hearing more from us. In person.
Lumber & Plywood Divisions
Western Lumber and Plywood
Albany, OR (503) 926-77n
Southern Lumber and Plywood
Ruston, LA (318) 255-6258
Atlantic Plywood Rock Hill, SC (803) 328-3U4
Mike Huycke, Western Lumber SalesConcerns about business conditions and the state of the economy were aired recently in three roundtable sessions conducted for dealer members and suppliers of the Mountain States Lumber & Building Material Dealers Association in Denver, Colorado Springs and Pueblo, Co.
Among the issues of concern:
o Customers seem to be trained to carry bids from one dealer to the next in order to get the lower prices. They are using bids as a negotiation tool at considerable expense to those who write bids in good faith.
. Customers are shopping for credit terms. In this tight economy, the contractors are looking for the dealers who can carry them the furthest and the longest.
o Credit lnformation is inadequate, inaccurate or late. The record can show a customer as being a good risk, when in fact that same customer could owe a great deal to a number of sources and be a very poor risk.
o Economic conditions have "trapped" the contractors who have a record of "robbing Peter to pay
Paul." They are running out of Peters with money to pay their growing debts.
o Wholesalers (and retailers) are not enforcing credit terms uniformly, creating in some cases an even greater vulnerability with the weaker firms. The weak firms are getting even further extended and perhaps hopelessly driven toward bankruptcy.
o Chapter I I bankruptcy protection has created problems. Protected firms seem to have a competitive edge and are using the "protection" as a tool. Concern was expressed over possible predatory practices, where frrms appear to be selling below cost in order to buy business.
o Some national firms are using national account discounts to compete locally, making it possible for the local branch to buy from the same distributor at significantly less than the local independent might buy.
o "Deep pocket" national firms seem to be willing to lose money in the metropolitan markets. Their apparent willingness to lose investment dollars takes business from
local firms, resulting in losses for everyone.
o While many feelthat mass merchandisers are taking very little established business from the typical urban retailer, it is recognized that mass-merchandisers have taken or are taking business that otherwise might go to retail dealers if there were no alternative. Mass-merchandisers are especially a problem in small towns around the metro area, where local people go to the city to buy many items they used to purchase through local businessmen. Many small towns are experiencing the location of major mass merchandisers right on their doorstep. In some cases the new stores nearly equal the total retail capacity of the established community.
Suggestions of positive things the industry might do locally included:
o Sell the advantages of locally owned service and promote the theme of "always buy local." In Colorado, the governor is behind the theme of "Always Buy Colorado" or ABC, as are chambers of commerce. Most states have similar themes.
Local businesses should support those programs.
o Promote the use of home equity loans for the purpose of enhancing home equity. People are becoming more concerned about saving and building equity. The industry needs to sell the lenders on this idea.
. Dealers need to become more politically involved, especially in supporting development activities. In the Denver Metro-area. such activities include support of water projects, the development of a new airport, and work with the chambers of commerce industrial development programs.
. Use co-op advertising where ever possible and make effective use of co-ops and buying groups as well as more effective utilization of wholesalers.
o Seek out and develop relationships with good, reliable remodeling contractors in order to develop the growing potential of remodeling and home improvement markets.
r Everyone must work harder at
getting his share of what business is here to be had.
It was the general feeling that while business is down over 50 percent in most areas there is enough to go around for survival if business is conducted in an ethical and sensible way. Credit and credit practices seem to be the primary cause of concern beyond the general state ofthe economy itself.
A retailer who is well located relative to core customers has a strategic advantage over the competition.
"An intensely developed network of stores in a market can be a compelling, competitive advantage, which can only be overcome by a competitor over a long period of time and at significant expense," says Mandy Putnam, Judy Julikowski and Tom Rubel, co-authors of "Locating Core Customers," a new Management Horizons report.
"In order to accomplish strong geographic positioning, retailers
must be able to identify where appropriate demographic segments can be found. The process oflocating core customers has become an increasingly sophisticated task," the authors conclude. "The advent of easily accessible census data and the proliferation of geodemographic products and services. help marketers make the distinction between core andfringe components of strategies with respect to customers, competitors and merchandise."
Core customers should be the dominant focus of all strategic efforts and the target of top priority investment spending, criterion for performance superiority, rationale for market position and source of performance improvement. Fringe strategy receives subordinate focus on these points.
Demographic variables include household composition, education, housing, age and employment. Various units of geography such as zip codes, block groups and countries combined with data and data basing can help retailers to retrieve the needed information.
Stock
Western Red Cedar comes in allthe sizes, lenghs, shapes and patterns your customers want, from decking and boards to fencing and lattice. There is also Cedar siding, paneling, trim, fascia, mouldings and industrial items for a wide range of other construction projects. Protected by natural phenol preservatives, Cedar is treated all the way through, naturally, and makes imitators turn green with enlry.
So, bring that additional outdoor business to your store, Grab the coupon and get a selection of idea literature and a source list of Western Red Cedar oroducers.
The home center market is "one of the more dynamic segments in retailing," Dr. Walter Salmon, professor of retailing, Harvard Business School, told the 300 attending the first Home Center Industry Conference.
Consumers want:
o Everyday low or fair price; complete assortment; one stop shopping with accessibility from major roads; sufficient parking and convenient hours; good selling services; supplementary services such as delivery, credit terms, installation and a flexible returned goods policy.
Successful retail operations of the future will offer:
. A clustered network of large surface stores from 30,000 sq. ft. of exclusively d-i-y products in rural areas to 100,000 sq. ft. featuring fringe items such as major appliances and nursery products in urban areas.
o A good warehouse system with merchandise flowing from the distribution center directly to the shelves with no back room stock.
o A state of the art mangement information system to provide data for store personnel to make merchandising decisions.
. Turned oo, informed employees, with high quality supervision and a "hoopla-intensive" (make it fun) environment.
o Direct product profitability as the basis of promotional, shelf allocation and other key decisions.
o A balance between a centralized (headquarters) and decentralized (store) management structure.
o Wholesalers as full range suppliers, almost like a franchise; fewer factory field people and/or manufacturers reps, two-tier sales structure with upper tier calling on headquarters and lower tier servicing stores.
Highlights of the new strategic frontier in distribution management, according to Dr. Bert McCammon, professor of marketing, University of Oklahoma:
r The store is the critical marketing area.
o National advertising will be less effective because cost per thousand
The Merchant Magazine is up 54% in five years: cable television is fragmenting viewership shares; 15 second reminder ads clutter TV; heaviest users of home center products are among lightest television viewers.
o Need to ask "Who are customers and what do they want?"
o Goal should be to match customer priorities with store performance.
Various panel discussions brought out:
o Rebates are great but they need to be easy to use, executed properly and hassle-free.
. Promotions need to "motivate and differentiate" customers.
American Hardware Manufacturers Association co-sponsored the conference May 10-12 in Chicago.
Home Depot, Pico Rivera, Ca., was temporarily evacuated recently after receiving a telephone bomb
Pacific Wood Preserving of Bakersf ield produces vi rtually all pressure treated wood products. And, with computerized inventory control, Pacific Wood Preserving of Bakersfield offers accurate and complete service. A single phone call can put this complete capability to work for you. Call today:
Steve Ryan, General Manager
I n California (800) 582-3950
Outside California (805) 833-0429
August 1988
threat, according to the Whittier Daily I'Iews.
Employees cleared the building at 7:22 p.m. on May 9 after a male caller said he had planted a bomb in the women's restroom. Employees allegedly searched the store and permitted customers inside about l5 minutes later.
Although Home Depot manager Abe Zambada reportedly filed the sheriffs report detailing the threat, he denied the incident. "There was no bomb threat," he said. "lt was just a hot electrical panel that began to smoke."
If you don't agree this is the only economic advice making sense that you've read this year, please let us know - ed.
We feel that a slowup of the slowdown is not as good as an upturn of the downturn, but it's a heck of a lot better than either a speedup of the slowdown or a decrease in the down curve, and it does show that the time is about right for a readjustment of the adjustment.
When you look at the unemployment figures for the nation, you will begin to notice a decrease in the rate of increase, which clearly shows that there is letting up of the letdown. Now, if the slowdown should speed up, the decrease in the rate of increase of employment would then obviously turn to an increase in the rate of decrease of employment. In other words, the deceleration would be accelerated.
Now, it's hard to tell from all of this, before the slowdown is completed, whether a particular pickup is going to be fast. At any rate, the climate is about right for a pickup this Summer, particularly if you're 25, unmarried, and drive a red Porsche convertible.
Author UnknownThe flnest In quallty hemlock and Dougas flr from the forests of the tlorthwest coupled withthellnest in manufacturing skills have already eEtabllshed a welh recognlzed reputatlon for the Commencement Bay Stud. Now, ln response to popular requesL we haye added a distlnctlve new end brand to provide an eyen tnore easlly recognlzed ldentlty In the rnarketplace. Now it's your turn to proflt from reco$nlzed quality, value, and performance by includlng Commencement Bay Stud's brand of perfectlon on your next o;der.
Bryan O'Hagan has joined the sales team at NorthCoast Redwood & Cedar Co.. Kirkland. Wa.
Dick Smallridge, Thunderbird Moulding Co., Sacramento, Ca., recently vacationed in Hawaii.
Yerl Wright is the new West Coast director of operations at McKenzie Products Co., Eugene, Or., according to Rob Bonham, v.p., marketing.
Mel Jensen has retired from the Independence div. of Mountain Fir Lumber Co., Inc., Salem, Or. Charles C. "Chuck" Kitchel succeeds him as sales mgr., according to R.E. Hirt, senior v.p.
John Strader has been promoted to v.p., sales, at Maks Wood Products Co., Eugene, Or. Jim Childs is now sales mgr.
Bob Mosby is the new redwood sales mgr. at Louisiana-Pacific, Samoa, Ca.
Cordes Langley, Redwood Coast Lumber Co., Ukiah, Ca., and Fred Holmes, Fred C. Holmes Lumber Co., Fort Bragg, Ca., are traveling in Africa this month.
Jon Wilson has joined the sales force at Anfinson Lumber Sales. Fontana. Ca.
Lloyd Gabbert, Gabbert Lumber Sales, Sacramento, Ca., was recently in Chicago, Il., on business.
Rick Delappe is managing the new garden center at Hayward Lumber, Salinas, Ca. Mike Baumgartner heads the new garden dept. at the Hollister. Ca.. store.
Dwight Hayes has been promoted to asst. sales mgr. of All-Coast Forest Products, Inc., Chino, Ca., according to Phil Dodson, v.p., marketing.
Warner J. "Stub" Scheer is retiring after 15 years with Product Sales Co., Orange, Ca., capping a wide-ranging lumber career begun in 1945.
Ron Bonham, McKenzie Products Co., Eugene, Or., has been on an extensive trip to the Upper Midwest and New England.
Keith M. Swaner, pres. and c.e.o., Swaner Hardwood Co.. Burbank. Ca., was featured in an ad campaign for Community Bank, which detailed his company's l5-year relationship with the bank.
Nick Elardo, California Builders Supply, Sacramento. Ca.. has been vacationing in Yugoslavia.
Mike Crocker is now specializing in boards and dimension at Arthur A. Pozzi Co., Portland, Or.
The Merchant Magazlne
Roy N. Akers is the new mgr. of architect and builder sales at R-FAX Technologies, Inc., Pomona, Ca.
Mike Parli has left Louisiana-Pacific, Samoa, Ca., to join Manufacturers Reserve, Irvington, N.J., as operations mgr.
Susan E. McNab, senior v.p., Ernst Home & Nursery, Seattle, Wa., is a new member of the Home Center Industry Conference executive committee.
Max Rickley, MacBeath Hardwood, Berkeley, Ca., got in a Lake Tahoe vacation this month.
Brenda Danley is now trading boards and dimension lumber at Arthur A. Pozzi Co.. Portland. Or.
Bruce Johnson is the new gen. mgr. of Empire Forest Products, Spokane, Wa.
Terri Adair is now in sales at Seneca Sawmill Co., Eugene, Or.
Dave Bolton is new to Cascade Empire Corp., Portland, Or., as plywood sales mgr.
Steve Folino is a new buyer/trader, plywood products, at Sequoia Supply, Fairfield, Ca., according to Bob Riggs. Chris Burke is new to outside sales, North Coast territory.
Bob Nikkel, The Nikkel Corp., Sacramento, Ca., and his wife, Marge, attended the Olympic trials in Indianapolis, In.
Redwood, with its distinctive natural beauty, has always been the preferred decking lumber for those who could afford the quality. Now with L-P Desert Dry Redwood, you can supply performance and prestige for a fraction of the price you'd expecL
L-P Desert Dry Redwood construc-
tion heart and construction common have tight knots and the natural variations of color and pattern which distinguish them from cedar and pressure-treated lumber. It's an upscale look At a down-to-earth price.
L-P Desert Dry Redwood is kilndried so you can offer economy and
performance every step of the way. By taking the moisture content down to 19 percent or less, the load is lightened and you get more board feet on every truck Desert Dry Redwood loses nothing but water in the process On the job, joints stay tight and shrinkage is controlled. It also maintains a superior resistance
Rehecca J. Rossi is now sole owner of' The Cabinet Door C'o.. N{organ tlill. ( rr. John A. Rlals is gen. mgr : Sheila A. Williamson. controller: Vanns A. Codrington. credit mgr.. Michael J. Schultz, sales ntgr.: William J. Ferro, I'-uropean/hardware div. mgr.. and Ruth l. Williams, custonrer service mgr. On the production nranagement team: Dino R. Rossi. ('arl P. Casolari. Mark Mohnhaupt. l\Iark E. Sauza and Paul J. Salas.
Brian M. (ireenwell has been nanred dircctor ol'marketing at Tarkett Ilardwood. succeeding Vicki A. Dryden. who is now regional sales mgr.. Wcstcrn region.
Gordon Wiseman is now rcgionltl v.p. for Thc Hudson Group. orerseeing f:clward IIines Lumber ( o.. Lalal'ette, (1o., and Gittings Lr,rntber Co.. [)enver. Co.
.1 . F. "Jack" Newman. Wcldwood ol' C'anada Ltd.. Vancouvcr, B.C., has been elected pres. of thc Pacific Lumber Inspection Ilureau. Other olTicers include I st v.p. Ron Dersham, Weyerhaeuser. North Bend, Or.; 2nd v.p. Dick Drake and sec./mgr./treas. George Thompson. L)irectors include Don-Lee Davidson, Bill Hallstrom, Brian Jones, Bill Latimer, James Manke, Bob Spence and Bob Waltz Jr.
Pete Bower. Nlarincrs I:orest Products. Santa Ana. C'a.. has been on a threcwcek European vacalion.
.lohn Smith. customer service. Luntbermen's. Redmond. Wa., was elected spring Iimplo!cc of' the Quarter by his co-workcrs.
Paul Pendergast. sales mgr.. Johnston Hardwood. Long Beach. Ca.. married Doreen Watkins on June 25. 1988.
Duncan Hossack, pres. and gcn. nlgr.. N{allco L.unrber & t}uilding N{aterials. Phoenix. Az., now has the added responsibility' of gen. mgr. ol' The O'\1alle1 Nlill. rvhich is now doing cLlstonr re-man rl'ork. John King has becn aclded to hanclle sales. Both flrms arc part of The O'Nlalley Cos.
Michael Kennedy has been nanted dircctor of' marketing of' Sudbury Lawn & (iarden Products, a cliv. of [:arnam ('os.. Phoenix. Az.
Timothl l\lc('ool is no$ \\cstern region training coordinator lbr Ilruce Ilardwood F loors.
Karl Mosher. \lc('orntick & Baxter. San Francisco. ( a.. !acationed at Lake Tahoe last ntonth.
Larry Hoffman has been Promoted to regional mgr. ol' Lumbern-rcn's L, nderrvriting Alliance and transferred to thc Sacranrento, Ca., olllcc.
Chris Sallee is ncw to the west coitst domestic woocl products div. of'Pcrr1' H. Koplik & Sons. Inc.. Portlancl. Or.
.lohn Prince. (ieorgia-l'acific. Portland. Or.. has retired alier 38 years with the co. Lyle Thompson replaces him as gen. mgr., woocl products sales, West.
Jim White is now with Pacific Coast Trading ('o.. []ugene. Or.
Pat Carper has joined the sales team at Idaho ljorest Industries, (oeur d'Alene, Id.
Ruth Boschma is new to sales at I)ickn.ran-llines Lumber Clo.. lrcderal Wa.'. Wa.
Paul Ingevaldson has been appointed v.p. o1' the weslern region lbr .\ce llardware.
Edwin E. James. pres.. The Superior l-unrber Co., Rock Springs. Wy.. has bccn elected to the Mountain States Lunrber & Building Matcrial l)ealers .,\ssociation Honorary Lif'e Member tlall ol Fame.
Sterling Wolfe. Nlarquart-Wolfe Lumber Co.. Tustin. C'a.. and his wife, l.oraine, reccntl)' toured EuroPe again. including (iernrany. a [)anube River cruise and a final stop in Istanbul. Turkey.
Otto Carr is now hlndling deliveries tirr \lungus-l'ungus Forest Products. Climax. Nr'.. according to owners Hugh Ntungus and Freddl'Fungus.
(l'lcasc turn to puge 49)
to decay,' arrd insects..Dried, trirnrned, and surfaced so sizes are true, it's paperurapped fur protection in2"x 4",2"x 6", 2"x8"-I'2" clirnensior.rs and lengths up to 20 fect
Iior more information about Desert Dry Redwood or an!'of our other grades
The scene included more than $1,500 worth of retail materials, a specially made marquee, and a concrete sidewalk with footprints and "signatures" from Oliver Twist, Bo Peep and other characters.
Builders Emporium was so confident they would win the contest that they had figured out how to distribute the prizes and were looking ahead to next year's competition.
Assistant store manager Dale Law even visited the competition to check out their entries and ensure his store had the contest sewn up.
Unfortunately, Glidden thought differently and awarded Builders Emporium no prizes. The angered employees dismantled their display soon after the results came in.
After investing more than 300 hours of work into building a massive paint display to ensure winning a Glidden Paint-sponsored contest, a Southern California retailer was stunned to lose in the balloting.
Builders Emporium, Burbank, Ca., constructed a huge .display based on the famous Mann's Chinese Theatre of Hollywood, made from more than 400 paint rollers and 20 cans of paint. Fourteen employees volunteered days and days of their free time to building the display.
BAI{0S of light brown, blue and bronze add color to the new 51.3 million Pay-N-Pak Home Center in Sandy City, Ut. The 46,000 sq. ft. is equally attractive inside. Convenient front door parking and a main entrance canopy provide weather protection for shoppers. lt has been named to the Varco-Pruden Buildings Hall of Fame.
(Continued from page 45)
Alan Humphreys is now managing Butcher Block & Building Materials, Big Bear Lake, Ca. Vince Smith is gen. mgr.
Jeff Haroldson has joined the sales team at Plateau Forest Products, Albuquerque, N.M.
Johnny Diaz has been promoted to plant mgr. at ldaho Timber Corp., Boise, Id., according to Larry Williams, pres.
Bob York is a new outside sales rep for Lynn Forest Products, Corona, Ca.
Gabe Ferrazzano has joined James Hardie Building Products, Mission Viejo, Ca., as national sales mgr. Mike Teeple is now district sales mgr. for Los Angeles, Ventura and Santa Barbara, Ca., counties.
Rick Morrison, Sun Forest Products, Live Oak, Ca., vacationed earlier this summer in Or. and Wa. Gale Morrison, Sunset Moulding Co., Live Oak, has been vacationing in Scotland.
Waldo Tinsley Sr., pres., Pacific Group Marketing, Huntington Beach, Ca., is back after a two-week business trip to Chile.
Terri Porter has been promoted to director, customer services, at Kaibab Forest Products Co., Phoenix, Az. Jim Pope is new to the firm as product line mgr., according to Bill Herman, v.p., sales & marketing.
Roger Braniger has purchased Calscreen, a mobile screen service based in Orange, Ca. He had previously worked for Product Sales Co. and South Bay Forest Products Co., both in Orange.
Troy Willox has joined Frank A. Guerero Lumber Handling, Long Beach, Ca., as a driver, according to Frank Guerero.
Bill Pena Jr. has been named senior v.p. and gen. merchandise mgr. for HomeClub, Fullerton, Ca.
Rich Ray is new to sales for the Pacific Coast Div. of Stone Forest Industries, Medford, Or. Greg Day is now with the Rocky Mountain grouP, Flagstaff, Az.
Hank Aldrich is celebrating his 10th year with DMK-Pacihc, Fremont, Ca.
Ed Fountain Jr.,Ed Fountain Lumber Co., Los Angeles, Ca., reports that his secretary has consented to pose for a well read men'smagazine that starts with the letter "P." (We assume Ed refers to Personal Computing Maga' zine-ed.)
Jim Sterrett, plywood sales & marketing mgr., Boise Cascade, Boise, Id., has also assumed the duties of wood products marketing distribution.
William J. White, exec. v.P., USG Corp., has been named Pres. and c.e.o. of Masonite Corp., succeeding Anthony J. Falvo, who is now Pres. and c.e.o. of U.S. Gypsum Co.
(Continued from page l8)
J.H. Blevins Sawmills,lnc. is in escrow with Diablo Timber Co., Danville. Ca.. for the sale of Blevin's Napa, Ca., plant, including 10 acres, all equipment, rolling stock and employees; other Blevins holdings are not involved, no price revealed in thetransaction...
Snovely Forest Products has opened a new branch at 1970 E. 68th Ave., Denver, Co... Building Materials Distributors. Galt. Ca., has acquired Mission Hardtvoods, Santa Ana, Ca., as well as Active SUPPIY and M&L Truckng both in Stockton, Ca., no price revealed in the transactions
(Please turn to page 73)
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Bohemia, Inc. has been named Oregon's 1 988 International Marketing Firm of the Year by Governor Neil Goldschmidt.
With annual sales in excess of $260-million, Bohemia produces lumber, plywood, particleboard, medium-density fiberboard and gluelaminated timbers. Almost 130/o of the company's annual sales volume
is realized from shipments to customers outside the United States, according to marketing v.p. Keith M. Wright.
Bohemia received the Governor's Award in competition with Oregon firms in all export categories employing more than 250. Bohemia's work force exceeds 2,300 in 16 manufacturing facilities, three in California and 13 in Oregon. Governor Gold-
schmidt's letter to Bohemia announcing the award read, in part, "Your firm is to be commended for your success in opening overseas markets and to helping diversify the state's economy."
The company exports glulam beams, lumber, particleboard and MDF to the Far East, Canada, Mexico and the Pacific Rim countries. Lumber and plywood shipments are regularly directed to Europe and the Near East, with Scandinavia primarily a plywood customer.
HomeClub, Inc. now has 18 warehouse stores in the Southern California area with theJuly 28 opening of a Victorville, Ca., location.
The 117,814 sq. ft. store includes a 13,905 sq. ft. nursery and is part of thefirst phase of the Victorville Shopping Center. Tom McHugh will manage the 100 person staff. Other new stores in Upland and Covina, Ca., held grand openings the last part ofJune.
utilirv lbuttiner vans and truck bodies have
Non-revenue miles are reduced. and iust about everything you could ask for in a piece of tmsportation equipment. I4endary Utility quality, versatility, durabiliry and engineering innovation that pays offmile after mile, year after year.
But the best thing about a Utility Tautliner is what it's missing. Vhlls. Permanent, rigrd van side-walls that permanently stop you from taking full advantage of a trailer's full capabilities. Instead, Utility Thutliner trailers and truck bodies featureload-bearing side curtains that slide open in a coupleof minutes.
Vhich is about how long it takes to load and unload. Because only a Utility Thutliner gives you access from the rerar andboth sides. Simultaneously. Plus, first-on last-off loading, planning, and routing are eliminated once and for all. Saving you time. And saving you money.
Howwer, while saving money is fine, making money is a lot better. And a Utility lbutliner does it alotbetter than any other trailer on the road. Since its uses are practically unlimited, so are yourprofits.
productivity is increased.
The secret is in Utility's unique, patented curtains. Made of strong, rip-stop, ooss-linked, polyvinyl chloride-coated polyester, they are to&lly weather-proof , yet flexible enough to allow loading to the full width. So when you spec 102" width, you get 102./ And those extra square inches add up to a lot of round numbers. Preceded by a dollar sign, of course.
And that's backed up in writing, with the most comprehensive trailer warranty in the industry, the Utility 5 yearwarranty.
So whether you are hauling lumber, down pillows, heavy machinery or beer, even all of them at once, no other trailer or truckbody in the world can giveyou more than a Utility Tautliner.
cdl 1-800-82+4514
in California 1-800-228-6013
Forthe nearest Utility Tautliner Trailer/Iruck Bodv Dealer near vou.
Flexible moulding that can be shaped into three different profiles has been introduced by Vinyl Moldings, Inc.
Actually a wooden moulding wrapped in vinyl, Tri-Trim features a special groove along its backside, allowing it to bend around corners. The same piece may be used flat as a border or flexed for inside or outside corners.
The moulding is said not to crack or chip and wipes clean with a damp cloth or household cleaner. Special color-matched putty may be used to smooth over joints and to cover nail heads.
Fifteen different colors and simulated wood finishes are offered.
A prefabricated insulated concrete form, providing a one-step system to insulate the perimeter of concrete slab-on-grade and raisedfloor stemwall foundations, is new from Thermal Form, Inc.
Eliminating the need for wooden forms, the system requires only the insulation board for a form. and it
permanently locks to the foundation. Perimeter insulation reportedly is easy to install, saves energy, requires no special tools, eliminates product waste, is cost-effective, complies with code requirements, and saves labor by allowing framing to be started earlier since there is no need for stripping and handling wooden forms, bonding insulation to the concrete, and covering for ultraviolet ray protection.An added "bug-seal" prevents infestation between the insulation and the concrete.
The Merchant
The first do-it-yourself barrel fountain kit has been developed by Barrels Unlimited, Inc.
The three or four barrel kits contain a 430 gallon per hour, adjustable flow, submersible Cal Pump; custom acrylic spillways; polyvinyl hose; hardware: silicone. and instructions.
With a weatherable polymer cover over Styrofoam board, the 12ft. lengths are 1 lb. per ft. in weight, 8 Io 24 in. in height, l-l/2 or 2 in. thick and have an R-7 or R-10 rating.
A medicine chest that is actually two medicine cabinets in one has been introduced by Padeh Inc.
A double-hinged two handle door allows the placement of one medicine cabinet behind the other while occupying the wall space of only one. The door is opened to the right to allow access to one cabinet, and to the left to get into the second.
The Space-Saver cabinet also features oak construction, right and left turning beveled mirrored glass, and adjustable oak storage shelves.
Once assembled and filled. the fountain recirculates water, so there is no need for a continuous water supply.
Additional items required for assembly include half oak barrels, leg support posts and basic tools.
Louvers and vents manufactured from clear all heart, vertical grain, kiln dried redwood and galvanized hardware cloth are offered by Blue Ox Manufacturing.
Clear butyl sealant prevents water leakage.
Shapes available include circles, half circles. vertical and horizontal ovals, left and right quadrants, round tops, arch tops, gothic tops, square tops and octagons.
Redwood foundation vents, redwood eave rafter vents and galvanized soffit screens are also offered.
August 1988
A new do-it-yourself parquet has been introduced by Bruce Hardwood Floors.
ish of 18 different colors in 2-l/2", 4" and6" heights, packaged in 4'sections or 100' continuous rolls (cove and toeless). Matching inside and outside pre-molded corners are also available.
Treated pine planter box kits are new from Ajax Yardworks.
The first color-permeated line of pre-finished decorator PVC mouldings have been introduced by Gossen Corp.
Finger-Oak, 6" x6" x 5/16" thick solid oak parquet, is installed using wire inserts and tongue and groove construction.
It reportedly requires no waxing because of its lustrous finish of four coats ofurethane, each coat cured by ultra violet light.
The flooring comes packaged l0 sq. ft. per carton and palletized with its own p-o-p display header.
Kits contain all necessary trim boards and pre-assembled squares. The treated material is guaranteed to resist insects and deterioration for 40 years.
Prisma cellular PVC moulding is said not to chip or peel when exposed to dampness. cold. heat or wear-and-tear.
Ten color-matched profiles are offered, along with a color-matched putty to conceal joints and nail holes.
For more information on New Products write The Merchont Mogozine,4500 Campus Dr., Suite 480, Newport Beach, Ca 92660.
Please mention issue date and Page number so we can process your reouest faster! Manv thanks!
A wall base with the advantages of heavier gauge rubber base, but softer, lighter and more pliable is new from Mercer Products Co.
Patio door sills made out of the polycarbonate resin Lexan to provide low thermal conductivity and reduced roller friction are now available from Intek Weatherseal Products Inc.
Each piece has a removable protective film applied for protection during transport and handling. The mouldings come in pre-cut 7 ft. and 8 ft. lengths, shipped eight to 13 pieces per carton (depending on the profile).
A clean, safe and simple charcoal fire-starting device said to have cooking-ready coals in l5 minutes is new from Char-Chef.
Made of rust-resistant aluminized steel with a satin finish, Char-Star is stuffed loosely with crumpled newspaper in its bottom compartment, placed on foil and filled with charcoal. The paper is lit and soon after the red-hot coals are ready to be emptied into the grill.
The product features a rolled top for added strength, a heat-dissipating handle ergonomically designed to ease lifting and pouring, and a comfortable hardwood grip.
The base is said not to shrink, fade. oxidize. or turn brittle. It will remain flexible across a wide range of temperatures and resist scuffs and abrasions.
Rubberlyte comes in a matte fin-
The sills are said to stay warm on the inside, eliminating frost build-up and the cold, drafty feeling that can result from poor performing aluminum sills.
The Lexan material, which is also used in sports helmets and aircraft windshields, reportedly reduces friction between the sill and the door rollers, providing smooth, quiet door operation.
The Merchant Magazine
The Countrl Home microwave oven cartfrom Bush Industries accommodates modern conveniences in a casual. country kitchen.
The utilitl' cart features handcralted panel doors. a spacious storage cabinet. full-srze utensil drawer, brass pulls. brass-hooded casters, and an optional, add-on hutch with adjustable condiment shelf.
by color: blue for compression. orange for flare, and yellow for pipe. A sizing bar and graphics permit quick determination of proper frtting size and type.
The line includes a thread clio. fine-pointed embroidery scissors. sewing scissors, household shears, offset handle shears. and barber shears.
A popular flexible wall coating for concrete. cinder block and gypsum is now available in a textured version from Plastics & Resins.
Plumbing parts come in resealable Shur-Lock packages. How-to-brochures and illustrated bulk cabinet insert cards are included with the display.
Shear Luck
The cart nreasures 34" high x 265/8" u ide x 20-.1i8 dcep. u hile the matching hutch is 17' high x 26--518" wide x 20--l/8" deep. .\ssembly is simple since much of the hardware is already' in place.
A new replacement plumbing parts merchandiser from Chicago Specialty' Manufacturing Co. reportedly makes selection of fittings faster and easier for customers.
A header categorizes the products
A full line of lightweight scissors and shears, fenturing an adjustable screw in the pivot joint (in place of a rivet) for precise tension adjustment and ease of use. is rrow of fered bv Clauss Clutlerv Co.
Polagard Flex-O-Tex may be used to repair and recoat cracked and failing stucco after regular Polagard has been applied as a flexible basecoat. It produces a textured topcoat.
Said to cut through twice as many' layers as competitive brands. Scizzlers have high quality stainless steel blades, comfortable plastic handles. and special planing to allow fabrics or paper to cut away smoothly.
;\lthough they are waterproof and highll' elastic, the products will allow moisture vapor from within the wall to escape. They may be applied over siding and metal panels for a stonelike appearance.
The coatings come in white and standard colors, but may also be custom-tinted. They are packed in fir,e-gallon pails.
South Bay Forest Products, a very special manufacturer of specialty lumber products, has a winning combination for you.
CQMPLY Lop Siding con moke the difference between o project coming in under budget, or going over budget.
The APA oworded C0MPLY Lop Siding o 24 inch spon roting, the highest roiing ever for on oll wood siding. Thot could sove you o bundle over other lop sidings thot require l6" centers.
C0MPLY Lop Siding's tongue ond groove milling meons thot it doesn't need to hit on o s1ud, which tronslotes into less woste, quicker instollotion ond higher profits.
COMPLY Lop Siding requires no sheothing, only o vopor borrier. So you'll eliminote sheothing costs. We've engineered COMPLY Lop Siding to be self-oligning so there's hordly ony room for worker errors-we help you build it right the first time.
For more informotion on using COMPLY Lop Siding to reduce your costs ond build profits into your bottom line, coll l-800-533 -3374.
A digital pool/spa thermometer from Thermometer Corp. of America displays the water temperature to the nearest tenth degree.
Powered by one l.5v watch battery, the 2-l/2" console has a waterresistant, rubberized cover with a suction cup mounting. The probe cable registers 0" to 160'F.
Thermometers are blister carded and packed six per shelf carton.
Kitchen cabinets combining decorator and storage options with the availability and cost advantages of stock cabinetry are new from Richwood.
Antrim cabinets have wooddoweled, frameless laminate construction based on the European 32 mm system. They come in either laminate or wood/laminate door styles.
Features include revolving spice wall cabinets, storage bins for under wall and island cabinets, pie-cut lazy susans, molded cutlery dividers, and base roll-out baskets. Quarter-round open shelving units and a wine rack kit are also available.
An open-top bath spout is new from Kohler Co.
Available in polished chrome for lavatories, the Alterna Flume spout has been engineered to eliminate splashing.
while each towel bar is slightly bowed to enhance its appearance.
automatic switch and timer dial convenient heating.
The exterior hopper fuel-feed housing are finished in high-temperature flat black paint. The hopper door comes with brass trim. Since the conversion takes up little space inside the stove, the burn ring can be easily removed to allow the stove to burn regular wood.
All items are hand-finished with a protective coating to help preserve the natural color of the wood.
The line includes a towel ring, paper holder, and four sizes each of towel bars and garment hooks.
When the tap is turned on, one can see the water collect and begin its flow through the channel until it reaches the spout lip, where it cascades into a waterfall before forming a stream midway to the basin.
Genuine oak bath accessories are now available from Koch Products. The tear drop mounting brackets have decorative wood screw covers.
A new retrofit kit from Nordic Stove converts existing wood stoves to burn pellets or grain.
The EasiBurn kit includes an automated fuel-feed auger that delivers pellets or grain to the firebox at a rate pre-set by the owner; a 50lb. capacity hopper; a glass door for visually checking the fuel supply; a built-in combustion blower to force air into the burn ring for more complete combustion of the fuel, and an
Pellets are said to be easier to handle and store than logs, burning cleaner with almost no creosote build-up in the chimney.
A l6 gauge steel cargo drawer that allows rolling the inside of a pickup truck outside is new from Joey Bed.
For- more iniormation on New Products write The Merchont Magozine. 4500 Campus Dr.. Suite 480. Newport Beach. Ca 92660. Please mention issue date and page number so we can process your request faster! Many thanksl
Reportedly designed for all sizes and models of pickups, vans, suburbans, utility boxes and bus cargo bays, the drawer rolls out on eight precision bearings, like a large file drawer. Thumb operated latches hold it securely in retracted and extended positions.
It is said to increase storage capacity, reduce injury claims, act as a work bench, make loads more accessible, add value to the vehicle and last a lifetime.
A collection of ventilated storage systems designed to organize and savestorage space has been introduced by Schulte Corp. Shelving is constructed of welded steel rods, coated with a durable, maintenance-free epoxy finish, said not to crack, discolor or become sticky.
Hardware such as back clips, side wall brackets, support braces and end caps holds the shelving in place. Products offered include fold-up storage shelves, door/wall racks, baskets, hang-all racks, corner shelves. drawers, shower racks, linen shelves, decorative shelves, and complete closet systems.
Contemporary brass locksets in two distinctive finishes are now featured on Louisiana-Pacific's Prestige swinging patio doors.
Employing a solid zinc casting, the lockset is brass plated, then electrostatically clear-coated and high-temperature cured. Its solid brass five-pin cylinder with Weiser keyway may be rekeyed to many popular-brand locks.
A full one-inch throw deadbolt with anti-saw hardened steel core offers security, while low friction bushings assure smooth operation and long life.
It comes in a bright brass or antioue brass finish.
August 1988
Aviator-style safety glasses are new from American Optical.
CPF Insecticide is a paint additive formulated for long term control of spiders, flies, hornets, wasps, earwigs, ticks and other insects.
Bugs crawling on the treated surface reportedly start dying within l-l/2 to 3 hours.
windows are new from Velux-America Inc.
Designed for do-it-yourself'ers, the glasses feature durable lenses made of Duralite polycarbonate for greater impact protection; large, molded-in sideshields, and browguards.
They come in five designer colors and may be custom imprinted with words, initials or logos.
Applying a new insecticide from Enviro-Chem to exterior Paint or stain is said to free homes of cobwebs and dirt from bugs.
Packaged in unbreakable plastic bottles with child-resistant caps, the EPA registered product is said to be an economical alternative to regular spraying of insecticides.
Decorative roller blinds for roof
Designed for Velux roof windows and skylights, the blinds are made of a beige natural cotton/polyester fabric. When out of reach, they can be operated by manual remote control.
Offering privacy, the blinds reduce the sun's glare, and reportedly decrease heat loss by as much as2Oo/o.
A wheeled rake that reportedly takes all the effort out of collecting leaves and grass cuttings is now available from Allen Power Equipment.
When the Rolrake is pushed forward. its tines coast over the lawn. In pulling back the tool, its tines stand up and draw leaves, clippings, small branches and thatch towards the operator.
A handle over 5 ft. long eliminates bending.
Accessories include a 20" fertilizerlseeder attachment with adjustable rate of distribution and a slitterlspiker unit that utilizes the same workhead as the rake for easv aeration of lawns.
A new line of home insulation products in roll packages sealed for complete protection from moisture and dirt and with a built-in handle for easy handling has been introduced by CertainTeed Corp.
The wear and weather resistant polyvinyl packages include step-bystep instructions, UPC code, and details on size and square footage.
Handy loading ramps can be made quickly and easily with a new do-ityourself kit from Intermark World Products Ltd.
Ramparts Ramp Parts Kit includes two flanged, extruded aluminum end pieces, which are bolted to common 2" x 8" wooden planks using hardware from the kit. The boardi are not included.
The ramp ends are then easily anchored temporarily to the loading surface. Each ramp can handle up to 700 lbs. gross weight.
End pieces are manufactured from sturdy high tensile strength extruded aluminum and take up less thanT-l/2" x l0" x 2" of space each.
A built-in wall safe is new from NuTone.
Reportedly easy to install in standard 2" x 4" walls, the safe is flushmounted between 16" o.c. studs. It can be easily concealed behind cabinets or pictures, in closets, or in flooring.
with refrigerator, microwave and a self-contained water supply, is now available from Dwyer Products Corp.
easy-to-empty plastic water container.
Set on wheels the kitchen is available in 48" and 60" widths in white, almond, platinum or black. The 78" high unit with a textured-steel hnished back may be used as a room divider.
Other features include a porcelain sink top with embossed drain board and single-handle cold water faucet; 24" custom-look built-in microwave; 6.5 cu. ft. refrigerator with push-button defrost; convenient indicator light that shows when waste water should be emptied, and an overload fuse.
Options include a stainless steel sink top, an ice maker and an instant hot water dispenser.
Available in two sizes, they are constructed of heavy-gauge steel with seamless bodies and doublereinforced doors. Features include a patented lock design which protects against picking or forced entry, an unusually-shaped key which discourages duplication, dual steel-alloy bars that lock the door at two different positions, a steel anti-pry channel, and a full-length door hinge concealed inside the safe.
The 14" wide, 9" high and 3-3/4" deep model has a 455 cu. in. capacity, and the 14" wide, 16" high and 3-3/4" deep version has an 810 cu. ft. capacity. Both models have a white baked enamel finish, a large door opening and felt-like interior.
A fully functional portable kitchen, shipped completely assembled
No plumbing or special electrical hookups are needed, just a 20-amp, ll5-volt electrical outlet. The kitchen operates using bottled water that is stored beneath the sink. The pump draws from the water supply and dispenses through the faucet, while waste water drains into an
A tile trim display that showcases 300 units in one square foot ofspace is offered by Q.E.P. Co.
"Their construction methods are 20 years behind ours" "Central planning has left the country poor, but 'glasnost' (openess) and 'perestroika' (restructuring) may help."
These firsthand impressions of today's Soviet Union were gained this spring by Wayne Knoth, vice president, engineering for Universal Forest Products, Inc., one of four members of an official U.S.-government sponsored technical exchange tour of Russia. The delegation also included Ed Starostovic, chairman of the federal Wood Construction Committee and a principal in PFS Corp., Madison, Wi.; Sam Hacopian, a Housing and Urban Development Department branch chief, Washington, D.C., and Nick Berkoff, American interpreter.
The Americans were assigned to examine construction materials and methods in the USSR, offer helpful technical advice and learn whether Russia's methods and materials could benefit American builders.
Knoth praised the group's hosts as "very hospitable and gracious"
but "language translation was awkward and some things may have been lost in technical interpretation. While the Russians were open with us, we found little of technical value to bring home."
At the visit's conclusion, a Universal Forest Products pen was used to sign a protocol summarizing the visit and establishing goals for future cooperations. The exchange program is slated to continue with the visit of a similar Soviet group to the United States next spring.
"Did you learn anything technically useful from the Soviets?" Knoth was asked. Universal's chief engineer says that although it is not directly in his field, a "cement chipboard" fabricated by the Russians is impressive. This material, a kind of particleboard made of sawdust and Portland cement, is hard, durable and cheap and increasingly used as prime wall sheathing in Russian buildings.
A significant housing shortage continues in Russia, and the Soviet technicians were "begging us for information," according to Knoth.
"The general routine in our visits was for Ed Starostovic to give a presentation on how a house is put together in the U.S., and I followed with a slide program on research, development and construction of roof trusses at Universal Forest Products. "
"l never failed," Knoth continued, "to get a quick look of suspicion from Alexandra, our Russian interpreter, when I told how many roof trusses Universal builds - over four million last year."
He concludes: "Despite evidence of the new openness and restructuring fostered by General Secretary Gorbachev, the Soviets have a lot of catching up to do under a very screwed-up system."
To return their hospitality, Knoth invited his Russian hosts to visit Universal's West Michigan oflices and research & development center to observe the building of part of his company's annual roof truss output. He would greatly like to erase that suspicious expression from Alexandra's face.
Carpet is the most popular finish for the floors in single family detached houses with resilient tile and sheet material, wood flooring and ceramic tile following.
Numerically, carpeting ranks at 760lo; resilient tile and sheet material, l5o/o; wood flooring, 5ol0, and ceramic tile, 4ol0.
To meet the demand for high style products, flooring manufacturers are introducing new lines. Vicki A. Dryden, marketing manager of Tarkett Hardwood DivisionNorth America, says, "Light and pastel colors in home furnishing are more popular than ever before. As part of this trend, Tarkett now offers consumers one of the most extensive selections of prefinished pastel hardwood floors."
American Olean Tile Co. is marketing products to extend the use of tile to the living areas of the house by ". offering large tiles, up to 12 by 12 inches, and a wide variety of lighter shades of color to blend with fabrics and area rugs," says Rich
Sturgis, creative director.
David Hartmen, vice president of marketing at Mannington Resilient Floors, says, "Our new collections of upgraded sheet vinyl floorings give home buyers the styles to match interior decors and the practicality of no-wax, easy-to-clean finishes. Designsinclude pastel shadings, geometric shapes, muted floral patterns and simulations of wood parquet and stone."
There's an optimum time for a son to join his father in the family business as well as two danger periods that should be avoided.
After studying father and son work relationships Professor John Davis, University of Southern California's school of business administration, sees a definite pattern.
"lt was almost scary how predictable the periods of conflict and harmony were," he says.
In one study of 89 pairs offathers and sons who run businesses toge-
ther, he found that the quality of their work relationship changed as they grew older. Davis uses the life stage theory to explain why the relationship was more harmonious at certain times in their lives.
The first period of conflict, according to Davis, comes when the son is in his teens to mid-twenties and the father is in his forties. The younger man is less tolerant of control while the man in his forties is enjoying the power.
The second period of conflict occurs when the son is in his late thirties and the father in his early sixties. At this stage, the younger man wants to control his own life and reach the top of the ladder while the older man wants to hold on to his power as long as possible, fearing the time when he will have to step down.
The time of the most harmony and least conflict seems to be when the father is in his fifties and the son in his mid-twenties to mid-thirties, according to Davis. At this stage, he found that the father wants to pass on what he knows.
FIUE lllAil0l{ll rings were among the lavish prizes won by the distaff side at the 35th annual Ladies Night sponsored by Inland Empire Hoo-Hoo Club, May 2l, at the Marriott Hotel, Rancho Mirage, Ca. (ll Club pres. Kent Bond, Pat Braniger and Roger Braniger who won the Bert Holdren Memorial Man of the Year Award. l2l Lance & Patty Duke. l3f
Chip Roepke, Bonnie Colgan, Jim Moss. [41 Denise & Patric Taylor. 15l Carl & Cherri Henoch. 16l Glenn & Danette Miller, Phil Dotson. l7l Mary & Dennis Kirk. [8] Art Aviles, Michelle May, Jack Price. lgl Marsha & Jack Nicholson. ll0l Tom Starr, Sara Fisher. llll Joyce & Ron Robbins. ll2l Jim & Eldra Gregson, Peg & Cap Strano. ll3l Phil & Julie
& Abraham. [l4l Jerry & Jeanne Holdren. llSl Bud & Liz Pallviny. ll6l Harold Schuh, Ron Mason. llTl Evelyn Sembach, Cathy Gabbert. llSl Mark Smith, Tom Starr. ll9l Jack Eutler. l20l Joni & Dwight Hayes. 12l I Valerie & Rick Deen. l22l Cheryl & Terry Patrick. l23l Teri & Russ Halbert.
August 1988
Although wood doors and metal doors exhibit similar air infiltration performance at extremely cold temperatures, wood doors signiltcantly out perform metal as outdoor temperatures increase.
Research conducted for the National Wood Window and Door Association found that in doors with glazing the difference in performance was even more dramatic.
"Wood is a natural insulating material," James C. Benney, NWWDA manager of technical services, said. "It does not expand or contract as temperature changes to the extent that metal and other materials do. Therefore, wood doors maintain a positive seal along weatherstripping systems to keep air infiltration to a minimum, no matter what the temperature. "
"As the external face of a steel door is exposed to high temperatures it expands, causing the door itself to bow away from its frame," he continued. "This creates the opportunity for air infiltration. As this process repeats itself, it may create a permanent bow, which decreases the
thermal efficiency of the steel door under all conditions."
Benney added that while many steel doors have R values exceeding those of wood doors, heat gain and loss resulting from air leakage play an equal or greater role in determining overall energy efliciency of a
door installation.
Conducted by Architectural Testing Inc., the NWWDA-sponsored research measured air leakage rates for a number of steel and wood door systems under outdoor temperatures ranging from -l5o to 160" and a constant indoor temperature of 70'.
(Continued from page I6)
or spills have been designed and the appropriate equipment and safety equipment is in place. All work areas of a varied business such as ours
were examined tbr all substances in use and steps were taken to address these specific areas. We recently conducted joint inspections with representatives from county health and hazardous materials units as well as local fire departments to assist these agencies in disaster emergency
LUMBER CO., a division of Noyo Investment Co.
Fred Holmes
3470 lowa City Rd., Marysville, Ca.959Ol (916) 743-3269
P.O. Box 800, Fort Bragg, Ca. 95437
(7o7) 964-6377
Steve Holmes, Steve Hautala, Tod Holmes, Phyllis Hautala, Toni
Southern Yellow Pine ranks in many strength properties as the strongest of softwoods. Long lasting under heavy wear; high bolt and nail holding power; high retention of wood preservatives.
Try o u r wel l -manu factured
SOUTHERN YELLOW PINE 2x4's!
I.UMEER COMPAI{Y, IIUC. (50s) 842-6000
The Merchant Magazine preparedness for possible combustible materials and toxic fumes during fire fighting.
We have read numerous current articles concerning compliance with these statutory regulations, some addressing the potential costs while others attempt to provide a synopsis of the requirements in a few brief paragraphs. Being fully aware of space limitations for covering such items in writing, we can only suggest that compliance be addressed from an extensive review of pertinent available data. Failure to do so can result in potentially damaging publicity and financial penalties. This is a relatively new area, one that requires a concentrated effort on the part of the entire employee team. The final results will be measured in a healthier work environment and the reduction of damage to our future generations.
CTASSIFIEDS
Call (714) 852-1990
THE CITY of Los Angeles, Ca., officially recognized the contributions ol E. L. "Al" Newkirk, chairman of the board, Chandler Lumber Co., during a 40 year celebration held for employees by the company. Newkirk will retire Sept. 30, moving to La 0uinta, Ca. Left to right, Stanley Brown, founder of Chandler Lumber Co., Newkirk and Ernani Bernardi, Los Angeles City councilman for the Van Nuys area.
SEG0illl annual past president's roast held by Inland Empire Hoo-Hoo Club: lll Ron 'Mason, Glen Johnson, Nelson Sembach. l2l Butch Baughmann, Tom Baker, Don Gregson..lSl Mike Nicholson, Ron Robbinsl Larry Stainbrook, Chip Roepke. [4] Jim Frodsham. l5l Bill Sharp and Don Derbes, subject of the roast.
Tl|P BRASS at the national Hoo-Hoo-Ette convention in Klamath Falls, 0r.: (top photo) Ed Gavotto, San Diego Hoo-Hoo Club; Norma Delagardelle, retiring national president; Doris Hassmann, incoming national president; (middle photo) Diane & Dick Campbell (Hoo-Hoo Snark of the Universe from Woy Woy, Australia), Paul & Becky Wunder; (lower photo) Wayne Phillips, Nancy Jodoin, Dan Applebaker, Dick Campbell, Bonnie Applebaker, Roberta Criss.
By Wally Lynch Paid Associates
C WEAT EQUITY has been tJ around for years. The concept helped to spawn this nation and in the 1960s generated a retail specialty store called a home center.
Simply put, sweat equity is the part ofan asset one owns because of putting his or her labor into it as opposed to paying for all or a part of it. Sweat equity pays off more frequently and consistently to more people than any lottery, the slot machines in Las Vegas or the New York Stock Exchange. It's a colossal money maker for anyone interested in providing sweat.
Appealing to those willing to furnish the perspiration can be rewarding to the material suppliers. This idea fuels d-i-y marketing.
In this industry, there are three areas where a dealer can foster sweat equity opportunity for a customer. First, he can provide materials for "building a house" from sticks, a kit or by finishing a shell. Second, he can supply products needed for simple projects such as building a storage area, constructing a room addition or replacing a roof. Third, he can offer materials for light jobs such as painting a room, replacing a light fixture or installing shutters.
For our purposes, we will bypass building a house because of its complexities and investment require-
ments on the part of the retailer. Both the seller and buyer stand to gain the most with the least investment in the simple project and light job areas.
Opportunities available to the customer and the dealer in the project area are exemplified in a 1986 booklet produced by Rodale's Practical Homeowner, one of several shelter magazines appealing to potential and actual homeowners. They commissioned a survey by Susan Weaver and Joseph Scrapits on how to increase your home's value. The result was a "guide to 20 home improvements: how much they cost, how much they return."
The methodology was to identify 20 popular projects, form a panel of real estate appraisers, establish the cost of each improvement and estimate what its value would be when the house was sold. Project costs, for the most part, were developed from Mean's Home Improvement Cost Guide.
The panel was given a hypothetical house valued at $80,000, representative of the median home value for the neighborhood. Each member reviewed each project in this light. The panel then jointly estimated the potential value of each project at resale. (See accompanying list)
For each project the total professional cost was developed along with
the retail price for material only. The panelestimated the recoverY amount at resale and the Percent of the recouped costs.
In the case of the highest recovery, for an interior facelift, the project cost $4500, $2025 of which was for material. The resale dollars this
August 1988
project would generate were jected to $4800, or a l07o/o recovery.
The worst of the projects in terms of resale value, window and door replacement, cost $9832, $5290 of which was material. Resale value was pegged at $4237 with recovery of 430/0.
The interiorfacelift included "complete repainting of all ceilings, walls and interior trim; new wallpaper for dining room, one bedroom and one bathroom; new carpet for living room and all bedrooms; new sheet flooring for kitchen and both bathrooms; new hardwood flooring for dining room, and contractor's fee."
Consider that the population in this country moves at a rate of about 200/o per year and thus totally relocates itself every five years. As a market, an interior facelift is totally reachable in every trading area. It also is a sizable demand segment worthy of serious pursuit by almost any retailer.
jects was $ 1 5 2,842. The total material cost was $69,912. Total appraised gain was $102,055. The total recovery on material costs was 1460/o and equaled $32,143 in sweat equity. On average, material represented about 460/o of the "pro" cost of the improvement.
Recent research by the Home Center Research Bureau on 150 top home improvement projects revealed additional facts on sweat equity. Their key frndings were:
. 600/o of the people surveyed asserted that they could do home improvement projects as well as a professional.
r Pros do home improvement projects less than 250/o of the time.
r In-store services (how-to-clinics, workshops, etc.) play a minor role in project execution.
. Those using a professional generally do so because they lack the tools necessary to do the job properly.
r Hot stores of the future will offer project advice, one stop variety and quick check out.
. 352,000,000 d-i-y projects were tackled in 58,000,000 homes in l 987.
as they have expressed it. Imagine a gambrel roofed storage barn. In the Dallas, Tx., area, this 8' x 12' building is advertised installed on your lot for $695. Let's assume that $45 is the delivery cost and the balance, or $650. is the installed selling price.
Implicit in the study, as shown bY the recovery percentages, is that after real estate sales commission (70lo), none of the projects makes money. In fact, most are losers but provide other compensations such as emotional satisfaction, use of the improvement and reduced utilitY bills.
But if you consider sweat equitY, the picture can change in terms of recovery percentage. For example, in the hypothetical interior facelift, the materials cost $2025 and the recovery estimate at resale: $4800. This can become a recovered cost of 2220/o instead of 1070/o if sweat equity is substituted for the professional labor cost of $2475 ($4500 minus s2025).
Of the 20 projects, all but three recovered more than the material costs at resale time in the opinion of the panel of experts. The three with negative sweat equity were window and door replacement, swimming pool and landscaping. The total professionally done cost of the 20 pro-
Opportunities for selling "sweat equity" . . how to develop marketing plans advertising tips. ways to reach three levels of customers.
Although the benefit of sweat equity to the consumer is obvious, how does the dealer capitalize on this potent force? First, combine in Your mind the parts of each surveY as described here. Second, make uP Your mind that you're going to have to communicate with your customers' Third, get ready to serve the customer.
Only 250/o of the customers hire pros. About 60% feel theY can do the job as well as a pro, These are the people who want in-store Project advice.
Let's talk to the customer's needs
From this information, if You want to sell projects, you're going to have to merchandise your ads to meet the customer's needs. Consider the following:
8' x 12' Gambrel Roof Barn installed on your lot $695.00
Kit Form (sweat equity : $326) w/No.4..... ...$369.00
Materials (sweat equity : $376) w/No.4..... ...$319.00
Instructions, Plans & MaterialLists.. ...$5.00
This example is purposely simplistic and overtly identiltes sweat equity. Obviously a plan must be drawn, a bill of materials worked up, a kit assembled and an installation program developed. The end result is the dealer solves the problems of his customers and capitalizes on the needs of the majority with an offer of huge savings for sweat equity.
Plan 1 takes care of the 250lo who want it done professionally. Plans 2 and 3 take care of 600/o of the customers who want to do it themselves. (Plan 2 might have some dimensioning and pre-assembly and Plan 3 just the necessary materials to build the project.) Plan 4 covers the l5o/o who might be induced to learn now and buy later.
Another way to hook the sweat equity customer is to base your price comparison on installed pricing. Promote "Buy a light fixture, install it yourself and save 600/0." This will help both you and your customer identify the real value of what You sell. The implied saving is more potent stated thusly. Pricing wars also fade into a demonstrable value'
Next month Wally Lynch will discuss light jobs and sweat equity - ed.
DRFSSURE treated lumber sales f will continue to srow raoidlv. That was the optitiisti..on."nru, of representatives attending the Western Wood Preservers Institute meeting in Couer d' Alene, Id. They also anticipate the market for pressure treated lumber to increase in spite of the current high cost of timber.
Many dealers are not distributing the Consumer Information Sheets required by the voluntary Consumer Awareness Program, warned John Hall, president of the American Wood Preservers Institute. In reporting on environmental issues facing the treating industry, he reviewed the results of the most recent audit of the treating industry's compliance with the CAP. He also reminded members that an EPA alternative to the program would require
a label on each piece of lumber sold.
John Brennan, president of the National Timber Piling Council, reviewed a program aimed at promoting the use of pressure treated wood for bridges on secondary roads. Phil Rechel, promotion chairman for the council, presented a video explaining the basics of piling.
Inspection activities and code proposals designed to protect the public from the misuse of marine piling originally used as building supports
Rapid growth expected for pressure treated lumber market. dealers failing in CAP program audit... next meeting in Scottsdale, Az., Nov. 13.
TEt{l{lS AWARI|S by lll Tom Peterson who was equally enthusiastic about the future of pres-l sure treated wood at WWPI's annual meetinq. l2l Tom Peterson, Rex Zieger. l3l Bill Bond, J.R. Corry, Gerry and Donna McFarland. l4l Les Lonning, Dave Brock. l5l Steve Radcliff, Steve Ryan, Paul Boyle. (61 Bob Wright, Steve Ryan. [7] President Steve Ryan. l8l Walt Turner, Phil Rechel. (91 Richard & Sandy Levino, Joe & Sharon Harbert, Jack Suing. ll0l Retiring Ken Jurgens, Kay Jurgens. {lil Mike & Cathy Edgar. {l2l Bill Cairns, Dick Jackson, Chad Niedermeyer
was discussed by Donn Keefe. He is president and chief inspector for the American Wood Preservers Bureau. During the business sessions, several new membership categories were created to broaden the base of the organization. Lumber wholesalers, inspection agencies and nonvoting treater members are included in these new classifications. The latter designation was created to accommodate smaller treating hrms. The WWPI will meet at the Hyatt Regency in Scottsdale, Az., on Nov. 13. President Steve Ryan issued an invitation for anyone interested in attending to contact him at 805-8330429. The Idaho meetins was held June l2-14.
$a||$ lryil|| ll|0
Br0Pn0flffi!
PLASTIC
Boat builders, furniture makers, cabinet makers, etc. have found it the one sure answer to correcting wood defects, filling wood cracks, gouges, covering countersunk nails and screws.
Can be used under Fiber Glass! Li,gitu, 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 weatherproof when properly agplied. 44
l;e,,,?llf.:. 16 matchins wood corors
Moulding: Video Trio
Educational VHS videotapes on mouldings are $9 ea. from the Wood Moulding & Millwork Producers Association, Box 252'18, Portland, Or. 9'1225. Available are "Western Wood Moulding & Millwork," "How to Work With Wood Mouldings" and "How to Sell Wood Mouldings."
Millwork: Who's Who
A 1988 National Wood Window & Door Association directory of members and their products is free from NWWDA, 1400 E. Touhy Ave., Des Plaines, I1.60018.
Moulding:Interior Decorating
"Turn Your House into a Home," a l2-p. brochure ofdecorating tips, is free from DG Mouldings, Box 610, Marion, Ya.24354.
Millwork: Window Shopping
A 64-p. window selection guide is $16 postpaid from the American Architectural Manufacturers Association, 2700 River Rd., Des Plaines, Il. 60018.
Moulding: Design Advice
"How to Make Small Rooms Look Larger," a 24-p. booklet of do's and don'ts of designing with mouldings, is $1.50 from DG Mouldings, Box 610, Marion, Ya.24354.
Moulding: Ceiling lnstallations
"How to Install Ceiling Mouldings" is 400 from the Wood Moulding & Millwork Producers Association. Box 25278. Portland, Or.97225.
Millwork: Grilles
A 4-p. hardwood window and door grille booklet is free from Rasmussen Millwork, by calling (800) 727-5187.
Moulding: On Display
Information on durable steel display racks for large hardwood mouldings is free from House of Fara. Box 164. LaPorte. In.46350.
A millwork catalog is free from Ideal Co., Box 2540, Waco, Tx.76702.
A 2l-p. wood moulding pattern book is $2.50 for Wood Moulding & Millwork Producers Association members, $25 for non-members, from WMMPA, Box 2527 8. Portland. Or. 97 225.
A l2-p. brochure on a new series of hardwood doors, reportedly the only European stile-and-rail doors offered in the U.S., is free from Bennett Industries, 1530 Palisade Ave., Fort Lee, N.J. 07024.
Information on a new line of colorful, durable PVC mouldings is available from Gossen Corp., 2030 W. Bender Rd.. Milwaukee. Wi. 53209.
Millwork:Selection Aid
A l6-p. "User's Guide" to help select wood windows and entrances is free from Bend Millwork Systems, by calline (503) 389-6344.
Mlllwork:
A series of booklets on a variety of millwork producis, including round top windows, hinged and sliding patio doors, entries, and divided-lite windows and doors, are free from Ideal Co., Box 2540, Waco, Tx. 76702.
"Moulding Makes It More. .," a 24-p. booklet ofdesign ideas and instructions for measuring, installing and finishing moulding projects, is $3 (refundable on order) from Georgia-Pacific Corp., Dept. L1940, Box 2808, Norcross, Ga. 30091.
Information on The Grande Entrance Door System, a pre-fitted, pre-machined door and frame system with finely handcrafted woodwork, is free from Bend Millwork Systems, by calling (800) 821 - 101 6.
A folder on finishing and staining Clearwood mouldings is free from DG Mouldings, Box 610, Marion, Va. 24354.
An 8-p. catalog of redwood louvers and vents in many shapes and sizes is free from Blue Ox Manufacturing,324-8 Yolanda Ave., Santa Rosa, Ca. 95404.
Moulding/Mlllwork : Sellers
A Wood Moulding & Millwork Producers Association directory of member companies, products and services is $2.50 from WMMPA, Box 25278, Portland, Or.9'1225.
"How to Install Pre-Finished Mouldings," a 16-step instructional folder, is available from DG Mouldings, Box 610, Marion, Ya.24354.
For all New Literature offerings write directly to the name and address shown in each item. Please mention that you saw it in The Merchant Mogozine. Many thanksl
An extensive catalog of hardwood mouldings is free from House of Fara. Box 164, LaPorte. In. 46350.
Millwork: Wide Open
A l4-p. decorative window and louver brochure is free from Webb Manufacturing, Box 707, Conneaut, Oh. 44030.
News Briefs
(Continued from page 19)
Ray Lumber, Glendale (Phoenix), Az., is developing a reorganization plan to present to the bankruptcy court;its Lake Havasu yard and a prehung door mfr. plant are operating although the G lendale retail center has closed Chem-Wood Treatment Co.. Ewa Beach. Hi.. has been fined $25,000 by a federal judge for illegal storage of hazardous material; v.p. Erie Kitagawa was fined $5,000 for keeping two anti-termite chemicals without a permit.
A Koppers Cb. management group has signed a letter of intent to buy the chemicals division from new owner Beazer P/c. (see story p. 38) . Haley Bros., Inc., Buena Park, Ca., has opened a flush door cut stock plant in Sacramento, Ca. . . Idaho Timber Corp., Boise, Id., has bought Sa',vtooth Forest Prodr.lcls, Mountain Home, Id., Doug Formo, mgr.
(Continued from Page I 3)
ation for retailers. WMMPA's advertising kit contains 12 pages of ad slicks, instructions and a re-order form. Each ad is targeted at promoting wood moulding and millwork sales. "How to Merchandise Short Length Mouldings," which provides the retailer with sound techniques on selling short length mouldings to both the builder and the do-it-yourselfer, is another sales aid which has been popular with retailers.
The Wood Moulding & Millwork Producers Association is continually updating its merchandising aids to more effectively work with building materials retailers. "We welcome suggestions from retailers across the country on items they might need, or ways we can improve our literature and other materials." Tomasko explains.
Forfurther informotion and a price list, contact the Wood Moulding & Millwork Producers Association. P.O. Box 25278. Portland. Or. 97225ed.
A new division of Willamette Industries that remanufactures all kinds of building materials. Like decking, flooring, sidings, paneling and fascia. Plus special order items like wood gutters and paneling patterns. We deliver quality goods on time and in the quantities you need. Which really isnt dfficult for us. We already have over 80 years of manufacturing experience. So for a name you can count on, call us.
John T. Cole and Associates, Inc. is celebrating their tenth year in business and would like to thank the companies in the forest products industry for their support over the years.
Twenty-five (25) words for $21. Each additional word 700. Phone number counts as one word. Address counts as six words. Headlines and centered copy ea. line: $5. Box numbers and special borders: $6 ea. Col. inch rate: $45 camera ready, $50 ifwe set the type. Names ofadvertisers 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, Newport Beach, Ca. 92660. Make checks payable to The Merchant Magazine. Mail copy to above address or call (714) 852-1990. Deadline for copy is the 22nd of the month. PAYMENT MUST ACCOMPANY COPY unless you have established credit with us.
Home center chain merchandiser of lumber & millwork is relocating in the L.A./Orange County, Ca., area. Experienced buyer and sales motivator of all wood products. Familiar with inventory control, store layout, product presentation, sales training, product knowledge,training and advertising presentations. Excellent negotiator.
Write c/o Bill Fishman, P.O. Box 27137, San Diego, Ca. 92128
I HAVf, 10 years experience with a large company in the wood preserving industry. Experience includes sales, marketing, business development and production. Looking for management position. Reply to Box 585, c/o The Merchant Magazine. High earning potential for self starter with experience selling west coast woods in Southern California market. Good base pay plus commissions. Product Sales Co. (714) 998-8680.
HIRING! Federal government jobs in your area and overseas. Many immediate openings without waiting list or test. $15,000 - $58,000. Phone call refundable. (602) 838-8885. Ext. 8959.
From cutting a wedge to pre-fab'd crane pads or mine shafts. Angle cut, cross cut, drilling, dapping-We'll do them all to customer specification.
Drawer 4779, Lrcata, Ca.95521 707-822-3648
REDWOOD/D. FIR SALES: Highly rated Northern California wholesale/manufacturing company with large Douglas Fir and Redwood inventory seeks 1 or 2 additional experienced wholesalers for small trading group. Your location or ours. Excellent opportunity to grow. Reply to Box 584, c/o The Merchant Magazine.
WANTED: MANUFACTURERS REPRE. SENTATMS for millwork sales: (713) 4749670.
WELL ESTABLISHED lumber and hardware business in Verde Valley of Arizona. Upward growth area. Prime highway frontage. Owner will carry terms. Holt & Associates. (60D 56'7-3456.
20-year-old California company, mail/ phone sales, growing, needs businessminded president. The business can be relocated. Flexible terms. Call: Clay Reid, (40U 246-1102, broker.
Commreld dol bulldlnga lcrturlng sy boli up lgmbly. 2Gy[1 mmnly 20# ml, @lq [lb, rnglmr ltrmpad !trnl drulng1 wilh 3lxr0 sfand!.d tlza! mlhbb, FOA f|dofy. Call fof p.tcr qstls md FFEE b@huB.
LOOKING for small profitable wood business in western Wa., Or. or Ca. Must have good management and cash flow. Replies to Box 586 c/o The Merchant Magazine kept confidential.
Douglas Fir S4S and rough, 3x4 and wider anci 4x4 and wider. Call Bill Hunter, Hunter Woodworks. (213) 77 5-2544" (2 1 3) 83 5-
COMPUTEB 50LUTION5 Computer
for
industrv. Wholesale, retail, manufacturingj and freight management. Call or write Penberthy Micro Systems, 39 Willowgrove, lrvine, Ca. 92714. Phone: (7141857-2207.
LOCAL LUMBER hauling Southern
Cdifornia roller bed truck and trailers and bobtails radio dispatched. Rail car unloading at our spur in Long Beach. 3C Trucking (213) 422ry25.
The Lumbermens Red Book listsall producers, wholesalers, retailers of lumber and wood products of any kind, and. all manufacturers ofwood lurniture, cabinets and millwork - mobile homes, prefab houses and modular unitswood recreational products, sporlsware and toys - boxes, crates, pallets and industrial productsand all other products using wood in any form.
A Rod Book listing shows - the exacl business name - complete address, including
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P.O. 8ox and ZIP CODE!concise description ol what the business does - special data such as location of purchasing departmontthe financial strength rating (not alone the net worth, but what is available to creditors)the exact payment rating (how it pays: prompt, slow, very slow).
A Red Eook credit rating is accurato, because the man who assigned it is a specialist in the field we cover. His rating allows you to make an immodiate decision!
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Please enter our subscription for Lumbermens RED BOOK service;l for one year. Bill us: $290.00 guarterly fl; $580.00 semi'ennually fl; $1 ,160.00 annuatly D.
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BUSINESS NAJtiE
8eaverLumberCo. Eerger & Co. Big Creek Lumber Co. Eonnington Lumber Co Calilornia Forest Producls Calilornia Lumber Inspection Seruice CalilorniaBedwoodAssn. Casella Transportation Chemonite Council CrestwoodForestProducts
DMK Pacilic Corp.
o@rs, Inc.
Fibreboard Corp.
Seryice
AnctIt/Et|nElA/F0RTu]{t
Blue Lake Forest Products
Bracut International
BrittLumberCo.......
Cosla Trucking, Joe...
Eureka Southern Railrmd Co.
Louisiana-Pacific Corp.
Co.
Anlinson Lumber Sales
Bear Forest Products Burns Lumber Co. ...
Cal Slale Forest Products
California Lumber Inspection Seryice
Canlor |.J.S.A. Corp. ...
Capital Lumber Co.
Caroll Moulding C0.
Cascade Empire C0.
Certilied CoatinOs (714) 943-2818
El&El Wmd Producls Corp.
Far West Fir Sales
Fonlana Wholesale Lumber
Fountain Lumber Co., Ed ..
Freeman & Co., Slephen G.
Fremonl Forest Producls
Ganahl Planing Mill
Georgia-Pacific Corp. (Anaherm)
Georgia Pacilic (Mira Loma)
Gmrgia Pacilic (Eiverside)
Golding Sullivan Lumber Sales
Hesperia Wholesale Lumber ..
Higoins Lumber Co.
Induslrial Foresl Products
Inland Timber Co.
Inlernalional Forest Producls
Johnston Hardwood Inc
Jones Lumber Co., Stu
Jones Wholesale Lumber Co
Kelleher Corp.
KoppersCo..lnc......
L-P Distnbulion Center
L-P Waferuood/lnnehseal
Laminated Timber Seryices Inc. .
MacBeath Hardwood
Mariner's Forest Products
Marquart-Wolle Lumber Co
Mes Forest Products
Newport Planing Mill, Inc.
oregon Canadian Forest Products
Itt00EsT0
Snider Lumber Products
Sward Trucking
Thunderbolt Wmd Trealing. Inc. . (No. Ca.) (800) 692-5744
nE00t1{0 tnEt
Louisiana-Pacific Corp. (Red Blutf)
P & il Cedar Products
Trinity River Lumber Co.
Wisconsin-Calitornia Forest Prcducts
stcntilEt{r0/sT0cKI0il tnEt
Eeadex Manulacturing C0.
Berger & Co.
Calilornia Cascade Industries
Canfor U.S.A. CorD.
Capilol Plywood
srilTr n0sr tnEt
J. H. Blevins Co., Inc.
atue ox tltanuiaituring
Gmroia-Pacific Corp.
Higgins Lumb€r Co. (800) 458-3144
Kelleher Lumber Co.
Martin Forest Induslries
Noyo Timber Products. Inc.
Nu-Forest Products
Windsor Mill, Inc.
uKtAlt/uil.ul8
All Heart Lumber Co., Inc.
Cal Coast Wholesale Lumber, Inc.
Foresl Products Transportalion
Little Lake Industries
Louisiana-Pacific Corp.
Penofin Marketing
Perlormance Coatings, Inc. (Ca.)
Redwmd Coasl Lumber Co.
Willils Redwood C0. .......
l||il.UAttts
San Antonio Pole Const. Co.
I{EVADA us Ytcts
HiOgins Lumber Co., J.E. Peterman Lumber Co., Inc.
REr0/ctns0il clTY rREt
Capilol Plywood
DMK-Pacific C0r0. Higgins Lumber C0., J.E. (800) 243-8625
PGL Building Producls NEWMEXICO
fl.8U0UEn0UE Capital Lumber Co.
Duke City Lumber C0.
Georoia-Pacific C0I0. .....
Louis-iana'PacilicCbrp. (800) 545-6732
Francis Melvin Christiansen, former president of the Modesto Lumber Co., Modesto, Ca., died July 9, 1988, in Modesto. He was 78.
A native of Tracy, Ca., Mr. Christiansen joined Modesto Lumber in 1928 and became president in 1952. He retired as part-owner in 1983.
He also served on the Modesto Planning Commission and as a director of the Lumber Merchants Association of Northern California.
Mr. Christiansen is survived by his widow, Lillian, two sons, and four grandchildren.
Mike Starling, a salesman for Tumac Lumber Co., Portland, Or., died July 14, 1988, in a car accident just north of Madras, Or., that took four lives. He was 52.
Born in Minneapolis, Mn., Mr. Starling worked briefly for Posey Lumber Co., Portland, before joining Tumac in 1961.
He was a member of the new Oregon Hardwood Forest Products Resources Committee and a past president of the Western Hardwood Association.
Mr. Starling is survived by his widow, Joyce, a son and a daughter.
Jack Rose, retired general manager of Ross-Simmons Hardwood Lumber Co., Longview, Wa., died June 8, 1988, in Longview. He was 82.
Born in Choteau, Mt., he started in the lumber business with his
brother Stan's Exeter Lumber Co. in Longview. He joined Ross-Simmons in 1961, retiring in 1984.
Mr. Rose is survived by his widow, Agnes, two brothers, one daughter, and two grandchildren.
Walter J. Rodgers, retired Northern California lumber executive. died June ll, 1988, in Menlo Park, Ca. He was 99.
A native of Pennsylvania, Mr. Rodgers entered the lumber business in l911 in Pittsburgh. In 1919, he moved to California and helped found the Lassen Lumber & Box Co.. Susanville. Ca. He also served as president of Moon Lumber Co., retiring in the late 1970s and dissolving his firms.
He also was president of the Western Wooden Box Association, National Wooden Box Association, and Western Box and Shook Distributors Association.
He had the oldest membership in the Burlingame Country Club, Burlingame, Ca., was a member of San Francisco's Pacific Union Club and was a knight of Malta.
Mr. Rodgers is survived by his widow, Joan, two sons, a daughter, nine grandchildren, and ten greatgrandchildren.
William M. "Bill" King, retired yard manager for The O'Malley Companies, Phoenix, Az., died May 17, 1988, in Scottsdale, Az. He was 66.
Mr. King began in the lumber business after World War II at Pierson & Davidson Lumber Co., Detroit, Mi., later working for two other firms in the state.
In 1971, he moved to Arizona and joined The O'Malley Com-
panies, quickly moving up to sales manager, assistant yard manager and finally manager of their Phoenix contractor/industrial yard. He retired in 1987.
Mr. King is survived by his widow, Betty, and ten children.
o Fencing: Western Red Cedar
o Fencing: Incense Cedar
o Redwood Stakes
o Surveyor Stakes
o Overhang: Pine WP-ll
o Overhang: Reversible Patterns
Fencing: Redwood
o On Rail SDIVLoading & Reloading
But that's exactly the case with the new Fibreboard Corporation. 0n June 6, 1988, Fibreboard ceased to be a wholly-owned ,". subsidiary of Louisiana-Pacific Corporation, and with the single stroke of a pen, became a publicly-owned company. i; We like to think of it as our "Grand Opening."
The new Fibreboard will be producing the same fine products and selling to the same fine customers that we've been satisfying all arong.
No change there.
The key difference will be our relationshrpto the customer. The new Fibreboard will have greater mobility. We can act upon opportunities more quickly, pursue new product development based on your needs alone. And that's the stuff of which even better relationships are made.
Fibreboard Wood Products today consists of 140,000 acres of pine and white fir forests. Dedicated employees, almost 1,000 strong. Modern, computer-controlled kilns. 200 million board feet of lumber, every year. The most beautiful hardwood plywood on the market. And a trucking fleet determined to get Fibreboard quality products anywhere you want them.
Right now.
lf that sounds to you like a company ready to hit the ground running, you're right. We think the occasion calls for champagne.
