Western Red Cedar Lumber Association

Future Home Center Trends

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: 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. 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.

. 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.

. Turned oo, informed employees, with high quality supervision and a "hoopla-intensive" (make it fun) environment.

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 o Need to ask "Who are customers and what do they want?" o Goal should be to match customer priorities with store performance.

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.

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.

Bomb Threat Empties Depot

Home Depot, Pico Rivera, Ca., was temporarily evacuated recently after receiving a telephone bomb

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

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."

Best'88 Economic Advice

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 Unknown

The 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

August 1988

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.

Paint Display Gets Brush Off

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.

Personals

(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.

News Briefs

(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 Wins Marketirg Awad

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 Adds 3 ln So. Ca.

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.