Doing two things at once is part of the versatility of a San Antonio building. When our customers have special stor. ageneeds, we're ready to accommodate them.
The San Antonio building pictured is half enclosed and half open, just what the customer wanted. The 50'x110' xZI' structure is roughly divided in half, with one portion enclosed for plywood and hardwood storage, the other part
open in the traditional umbrella storage manner. The single building concept with a dual func. tion illustrates the problem solving abilities San Antonio brings to space management in lumber and building material
yards. Our experience is a valuable resource for our customers to tap when they need practical advice on solving storage prob. lems.
Let San Antonio help you resolve your building requirements.
Mike Esposito, mgr.
1280 Unit F-1
West Lirmbelt Rtl. Blerr. Ca. 92621
(273) 691-a367
(774) 529-7790
I'].O. Box 129 (l.r'imes. (la. 95950
(916) 137-2s0s
Down the road or across the world-Loth Lumber ships Western Red Cedar to your destinationl And, it orrives looking great. By truck or ship or rail-whatever the distance-the extro core that Loth puts into packaging assures your order a safe and uneventful trip.
Each order of Loth Lumber is prepared specificolly for its mode of shipment. Standard packaging may include any of the following features:
. end cops, corner protection, ond 7/e" banding to pollets
o specially designed pollet withpull device for safe unlooding of piggyback
vons
polybagpollet coverings for ertra protection
. oirbog cushioning between lumber ond vanwalls
. waxed cardboord siding onpolybagsfor odded protection on oceon shipments
Mill locations: Gold Bar, Washington; Forks, Washington ; Port Angeles, Washington
For information contact: Don Dye, Ron Warren
Edltor-Publisher David Cutler
Senlor Edltor Juanita Lovret
Asslstant Edltor David Koenig
Contrlbutlng Editors Dwight Curran, Gage McKinney, Ken Thim
Art Director Marthf Emery
Staff Artist Eric Kruske
Circulation Lynnette A. Perkins
The Merchant Magazine (USPS 79656000) is published monthly dt 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. F'rom all states east of the Rocky Mountains: Contact Jean Waggoner Gogerty, national sales manaser. From Arizona, Nevada and California: fonnct David Cutler. Both may be reached at (714) 852-1990 or by writing 4500 Campus Dr., Suite 480, Newport Beach, Ca 92660.
I rom Washington State. Oregon. Idaho. Wvomins. Montana. I tah, Colorado. Norlhern Calilornia and Canada: Contacl Carole tfolm at (206) '/'74-3713 or 21819 77th Place West. Edmonds. Wa. 98020.
Change of Address-Send subscnption orders and address changes to Circulation
Dept., The Merchant Magazine, ,1500 Campus Dr., Suite 480, Newport Beach. Ca. b266o. lnclude address ldbel from recent issue ifpossible, new address and zip code.
Subscription Rates-U.S.: $l l-one year: $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.
11; HILE the current market for moulding has UU been described as ranging "from blah to stinking," there seems little doubt that the long term outlook is positive. For today, there are a number of excellent stories in this issue telling retailers, wholesalers, distributors and jobbers how to get their share of the present moulding and millwork market.
Favorable medium term factors include both new construction and remodeling. As interest rates continue to move lower, making houses more affordable, new home construction will provide an expanding market for moulding and millwork items.
The remodeling market is, if anything, an even greater present and potential market. A new report by the American Institute of Architects foresees the decade of the I 990s as one of rebuilding and remodeling, both in residential and non-residential areas. Sparking this activity will be increasing interest in preserving archi-
DAVID CUTLER editor- publishertectural landmarks and other older structures of all kinds, scarcity of good urban sites and the aging of America's stock of existing homes. Indeed, nearly one-third of all homes in this country were built before 1940.
Design and decor fads come and go. The trend has been away from the stark, spartan look in the sixties and early seventies to a more traditional, elaborate look in structures from high rises to small commercial strip shopping centers. All of whjch has raised the public's understanding of the marvels that can be created using mouldings and millwork. lt is likely to be many years before the pendulum of taste swings back to the basic, unadorned look, which augers well for this industry.
New products, new materials, new systems and techniques all will bolster additional use of mouldings and millwork , creating a sales environment that looks favorable indeed for these products.
-Our lOOo/o cedar prebuilt, lattice top panels can give you a competitive edge.
-The homeowner willgladly pay a premium for a beautiful fence that can be easilv installed as a d-i-y project.
-Our product is I OOo/o saleableno falldown.
lf you sell into the South, or any part of it, we can helpyou get across your message.
Building Products Digest covers alt 13 Southern states. Each month we send 12,750 copies to 100% of altthe retailers. wholesalers, distributors and jobbers. That's all the home centers, home improvement centers and retail dealers as well as those at the wholesale level that back them up. This saturation coverage means you now have a way to reach your
customers and prospects. Building products Digest, the highly acclaimed monthly for the Southern trade can help you get across your message. The Digest, incidentally, is the sister publication of The Merchant Magazine and is based on The Merchant's proven format . . doing the job for advertisers for 67 years.
You can count on reaching the market in the South through Buitding products Digest. Call today, you'll be glad you did.
You wouldn't buy other wood products by grades that mean whatever the producer wants them to mean (this year).
But you're probably buying your lattice that way.
Just clear, meaningful grade descriptions and definitions based on association rules, with color illustrations of permissible defects, and with manufacturing specifications. That's what you get when you purchase
CEDAR, REDWOOD DOUGLAS FIR, HEMLOCK/PINE, TREATED
LWO
SOUARE & DIAMOND o REGULAR & HEAVY o LATTICE MOULDINGS
ASK US FOR A COPY OF OUR FULL COLOR GRADE SHEETS AND THE NAME OF YOUR NEAREST WOODWAY DISTRIBUTOR
Phone: (503) 286-5372
Fax: (503) 286-4092
Sacramento, Ca.
Ponderosa Pine, Sugar Pine
White-Fir, Douglas Fir, Cedar. S-P-F
James A. Haas, gen. mgr. Richard H. Mills
Mouldings, Millwork, Cut Stock, Plywood, Lumber, Particleboard
Sales Agents for: Duramold Wood Products. El Paso. Tx.
W&W Moulding Co., Loomis, Ca.
P.O. Box 255546, Sacramento, Ca. 95825
u.s. WATS (800)624-5319
cA. WATS (800)321-1278
(B16\972-7282
FAX 916-972-7290
San Francisco, Ca.
Mahogany, Meranti, Keruing, Ramin, Nyatoh
Franklin O. Billings
Mouldings, Millwork, Industrial Hardwood, Plywood, Truck Decking, Imported Hardwood & Softwood Lumber
244 California St.. Suite 711, San Francisco. Ca. 94lll
(415)981-3046
FAX 415-981-4130
ILLWORK is in. Whether your customer is a builder in the moveup market, a remodeling contractor or a d-i-yer, he is probably using it to add custom touches to his project.
Lattice, louver vents, balconies, decks and porches enclosed with balusters and spindles, shutters, columns, pillars and even custom designed mailboxes add zing to building and remodeling projects. Millwork products are the architectural hot buttons.
How retailers use millwork to increase sales.. capitalize on presure treated millwork for decks, gazebos, outdoor amenities. .. sales aids available.
Pressure treated millwork is encouraging use of millwork with decks, porches, gazebos and other outdoor amenities constructed of pressure treated lumber. These pressure treated products add finishing touches, especially for remodeling projects, giving them the same durability as the treated lumber.
"The days ofjust stocking treated lumber as such are over," reported one lumber company, which recently added stringers, balusters, spindles and other pressure treated wood products to its inventorY. "Enhancing the product line is a way to increase sales."
Other retailers report the outdoor
millwork market growing because of interest developed by consumer media. Customers are coming into their stores asking for materials they have seen used in tv or home magazine projects. Several public television programs have had programs demonstrating how to use pressure treated millwork in deck projects.
Retailers also report good results in using outdoor millwork to dress up model decks, gazebos and displays in their stores or local home shows. Showing the d-i-y customer that they can use the products easily and achieve good looking results for a fraction of the cost of having a pro do the work pays off.
While much of the millwork used
in building a house may require the expertise of a professional carpenter, there are many outdoor projects using millwork that can be recommended to do-it-yourself customers. Weyerhaeuser suggests all 35 products in its core group ofpressure treated millwork for d-i-y use. John Cashmore, marketing manager for outdoor woods, doesn't hesitate to say they "allow do-it-yourselfers to customize their outdoor projects with very little effort."
A library of l0 brochures providing consumer information is available from Weyerhaeuser. These brochures give use and handling techniques as well as basic tips on topics such as nail selection and finishing.
UU and applications do not change from year to year, trends in product usage do emerge. Keeping up with these trends can help building material retailers keep stock current and sales figures high.
Over the past several years, the wood moulding and millwork scene has changed. Consumers are more aware of the decorative and creative possibilities of wood moulding and of the styles of wood moulding available to them. In addition to undertaking more home improvement projects themselves, they are indicating their moulding preferences to remodeling contractors and builders.
Consumers are using greater amounts of wood moulding in craft projects as well. These range from constructing birdhouses to building bookshelves. Requests from consumers for WMMPA's consumeroriented literature, such as "500 DoIt-Yourself Wood Moulding Projects" and "How to Make Picture Frames," have steadily increased over the past few years. Building material retailers would be well advised to merchandise wood mouldings as crafts materials to this industrious group of consumers.
We are seeing more elaborate wood mouldings used in the home. Larger, wider profiles are popular. In many cases simple, single profile mouldings are being replaced by elaborate built-up mouldings using several profiles. A retailer might consider stocking larger, wider mouldings to respond to this demand.
Wood moulding has traditionally been popular in the Northeast, Southeast, Gulf States and Midwest, as there are many older, traditional homes in these areas. One geographic area witnessing increasing wood moulding usage is California. Many California homes were cold and stark
By Bernard J. Tomasko Executive Vice President Wood Moulding & Millwork Producers Associationll
"Mouldings represent a tremendous profit opportunity for retaileis," says Artie Shidler, director of Georgia-Pacific millwork and specialty centers.
In-depth merchandising recommendations:
cross merchandising
. attractive displays .,r: r,
o instiuctional literature
' sample chain ::ii :i :
o profile chart
o application and cross merchandising posters.'
. special containers for t'shOrts"
. display racks
with an ultra-modern look. Now these homeowners want more traditional homes with the warm feeling that wood moulding gives. Retailers in California might consider increasing stock on mouldings, and displaying these products in a more prominent location.
In general, room sizes have been increasing since the mid '70s, so the amount of moulding needed per room has increased as well. Casing, chair rail, crown and base moulding are the most popular moulding types. Regionally, there may be a species preference also. Pine has remained the most popular material in the Northeast, Midwest and Atlantic states, while fir is the moulding species of choice in pockets of Southeast and Gulf states.
Decorating taste runs in cycles but mouldings have always been a part of the cycle. From the use of heavy dark stain to pastel colors to natural clear finishes, mouldings have been considered fashionable details.
Representatives of home centers
and retail lumber yards have said that mouldings are among the most difficult product lines to merchandise effectively. WMMPA has long been an advocate of displaying mouldings or at least moulding patterns with items such as dry wall, paneling and wallpaper. This will remind the consumers who are remodeling, painting or working on other home improvement projects that they need mouldings to finish the job or to give a room a premier look.
The Wood Moulding & Millwork Producers Association keeps a close watch on trends in consumer preference and keeps its members informed on ways they can gear their products to changing consumer demand. WMMPA also works to boost sales of wood mouldings and make the products more accessible to consumers. Marketing concepts and strategies are passed on to distributors and retailers as well. It is the association's job to see that mouldings are readily available and easily marketable.
To this end, WMMPA has receivbd permission from the Universal Code Commission for members to use a standardized system of bar codes on their products. A commit-
tee will meet this month during the association's summer meeting in Albuquerque,N.M., to begin studying codes for wood moulding products. A bar code system will assist the retailer in inventory control and pricecontrol at the check-out counter.
Ways to read customer preferences.. tips on keeping stock current and sales figures high ... latest industry developments including bar code study.
WMMPA fills approximately 1,500 consumer requests per month for moulding literature, and the pamphlet "How To Work With Wood Mouldings" remains the number one seller. It is evident that WMMPA's efforts on behalf of its member companies in areas such as advertising, public relations and government relations have an impact on consumer demand and product availability. The end result is beneficial to both retailers and consumers.
Synthetic mouldings lost much oftheir price advantage in 1988 as a result of dramatic increases in the costs of raw matorials.
When materials such as styrene resins skyrocketed in co$t, manufacturers of synthetic mouldings were forced to raise prices to as much or more than those of wood mouldings. With
ready-to-install, prefinished, decorator color mouldings in the same price range as the traditionally more expensive wood mouldings, many consumers now choose wood, according to Bernard J. Tomasko, executive vice president of the Wood Moulding & Millwork Producers Association. Portla*d; 0r.
The National Wood Window and Door Association confirms a shift toward highly styled aesthetically pleasing wood windows and doors in the West. lt has traditionally been a strong metal window and exterior market. But growth for wood windows and doors in the area is now expected in the high-end repair/remodeling and new custom home segments, particularly in homes that sell for $200,000 or more.
On the move in all sections of the country, wood window and door sales are targeted to upscale, higher-priced homes and those being upgraded. Other window framing materials continue to be used for lower-priced, tract homes in some regions.
"We're seeing a nationwide trend in the 'buy-it-yoursell rather than the do-it-yourself market," says John W. Shoemaker, executive vice president, National Wood Window & Door Association. Consequently, many retailers are constructing in-store wood window and door display areas to help boost their bottom line.
"We foresee creativity and many line extensions in wood window and doors in the 1990s as homeowners want to make individual statements with their homes," says Shoemaker. According to NWWDA, three trends are driving the wood window and door market today: aesthetics, energy-efficiency and low maintenance. "Wood and clad-wood windows and doors provide all three requirements beautifully," Shoemaker adds.
; UST-IN-TIME delivery of readtf ily available lumber products such as millwork and moulding by the bundle or the piece allows retailers to run lean, mean and more profitably. Faster inventory turns lower buying costs and free up cash for investment in profitable activities.
Two sales distribution centers that specialize in giving retailers this type of help are found in Atlanta, Ga., and Orange, Ca. Part ofSequoia Supply's 33 operations in 30 states, they work on the theory that customer and product orientation varies from market to market because it is based on each market's home building economy.
It is generally understood that when times are good, or when a strong building economy exists, the wholesale distributor is the retailers' resource for quick deliveries of unusual patterns, uncommon sku's and products in temporary high demand. When times are slow, the retailers benefit from the wholesaler carrying the burden of acquisition and inventory. "Right now, Atlanta is in a slower building economy, and retailers are turning to us more," says John Planer, general manager of Sequoia Supply's Atlanta branch.
On the other side of the country, Orange County rarely has a slow cycle. "Orange County is an incredible growth market for lumber and building supply retailers," says Harry Davidson, Orange manager. "Our retailers can sell more than they can physically move."
Both centers see windows, and especially the window and door package in the West, as a rapidly expanding market segment. "ln Atlanta, wood windows are the windows of choice," Planer says. "We carry over
300 window parts including sash, frames and components so that we can quickly assemble the windows our customers need."
Sequoia Supply distributes products mostly in what Planer refers to as the "trim package" with such manufactured items as mouldings, attic stairway units, wood window parts, sidings and paneling.
"We sell more double-hung wood windows than any other window because, after all, operating a wood window is like closing the door of an expensive car. Wood windows sound better, look better and operate better," Planer explains.
Ways retailers can utilizewhole salers to keep millwork inventory low, profit high...keep customer demands in balance with inventory consistency.
Skyrocketing real estate prices in California have also affected the remodeling/repair market. People are trying to increase the value of their existing homes, according to Davidson.
"People will spend a lot of money to make a personal statement," he says. As a result, Davidson says that the window and door package is a hot seller, growing faster than any other building component in the area.
NorthAccording to Nicholas R. Kent, executive vice president,
American
WholesaleLumber Association, the variation in the building
economies which characterize Sequoia Supply's bi-coastal distribution centers are fairly characteristic of the wholesale lumber industry. "But the flexible nature of wholesalers allows them to adapt to the changing needs of home center retailers and industrial buyers. Lumber wholesalers are in business to build the retailers' business in good times and slow times," he says.
Planer adds: "As a lumber and building supply specialty distributor, we have the flexibility to work with retailers through all market cycles. Back when interest rates were low and we were experiencing doubledigit inflation, having excess inventories worked in the retailers' favor. But now, with substantially higher interest rates and relatively low inflation, excess inventories can be viewed as a drain on cash flow."
Kent illustrates the point: "As most retailers know, 200/o of their sku's generate about 8006 of their sales and gross profits. Admittedly, buying bulk for cost savings on these items may be the best use of cash resources. But cash traps usually occur with the remaining 80% of the sku's which produce the bottom 20oh of sales and gross profits. The dollars spent for these lesser volume items often exceed 50% of inventory dollars invested during part or all of the year."
In Orange, retailers are constrain-
ed by the extremely high real estate costs which affect their ability to profitably maintain space for inventory, making storage an even greater burden. Working off Sequoia's inventory. Orange retailers can receive orders within 72 hours and offer much broader product lines.
"Although we can sit down and show a retailer on paper how we save the burden of inventory and improve cash flow, the retailer usually has already done this," says Planer.
Sequoia Supply also supports retail sales by providing merchandising
aids and conducting product knowledge training classes. How to tell the difference between a single- and a double-hung window, how to stack doors, and how different stains affect lumber products are among the subjects covered.
"We have found that retail sales people are more confident about selling after one of our training programs," says Richard D. Passaglia, vice president of marketing, Sequoia Supply. "And when sales people are confident, it is reflected in their sales performance."
Accolade: decorative use of moulding in which two ogee curves meet above a door or window.
Apron: a piece of finish moulding below the sill of a window covering the rough edge of plaster or sheetrock.
Architrave: moulding around a door or other rectangular opening.
Astragal: a moulding pattern of two basic types, a Tastragal and a flat astragal. The T type is used with a pair of doors to keep one from swinging through the opening. The flat type is for decoration.
Back Band: a rabbetted moulding used to surround the outside edge of a casing.
Back Miter: an angle cut starting from the end and coming back on the face of the stock.
Baluster: columns or spokes used in a stair rail as support and/or decoration.
Base Cap: moulding applied to the top edge of the baseboard.
Base Shoe: moulding applied between the baseboard and the floor.
Bead: a narrow, half-round moulding, attached to or milled on a larger piece; also square or rectangular trim less than one inch in width and thickness.
Bowtell: a plain round moulding.
Casing: trim applied around the tops and sides of windows & doors.
Chair Rail: a type of moulding usually applied to a wall about I /3 the distance from the floor and parallel to it.
Coping: a process in which two moulding strips are fitted together at an angle by cutting one to fit the design of the other.
Corner Protector: a moulding installed on the outside corners of interior partitions to protect and finish the joint.
Cove: a type of moulding with a concave profile used at corners, particularly as a ceiling cornice.
Dovetail Moulding: a moulding in which interlocked triangles are used.
Drip Cap: moulding placed on the top of exterior door and window casings.
Drop Moulding: a type of panel moulding lying below the face of the framing.
Finger-jointed: moulding made from short pieces of wood joined together with factory-made finger joints.
Glass Bead: a type of moulding used to hold glass in place (also called glass stop, putty bead, glazing bead, staff bead).
Half Round: a type of moulding whose profile is a half circle.
Lineal Moulding: sold on a random length basis as distinguished flrom cut-to-length mouldings which are trimmed to specific lengths.
Ogee: a moulding contour much like the letter S.
Panel Mould: a decorative moulding originally used to trim raised panel wall construction.
Miter: cutting the end of a piece at any angle other than a right angle.
Miter Box: a guide to aid in cutting a miter.
Miter Joint: joining two pieces by cutting the end of each by bisecting the angle by which they are joined.
Moulding: a shaped strip of wood or other material used as a decorative trim.
Moulding&Better: a grade combination purchased by moulding producers.
Pattern: any of a number of standard shapes, moulds or configurations to which lumber is machined.
Profile: to cut or saw to a particular paltern.
Quarter Round: a moulding used as a shoe base, inside corner moulding or to cover any 90o recessed juncture.
Raised Moulding: raised above the surface to which it is applied.
Round: a semicircular to full round moulding such as a closet rod.
Scotia: a deep, concave moulding more than l/4 round in section.
Screen Mould: originally used in construction of screens, now used at the edge of a shelf.
Shelf Cleat; used in closets to support a shelf (also a shelf strip).
Shoe Moulding: used at the bottom of a baseboard to cover space between finished flooring and baseboard.
Shorts: short pieces of moulding.
Solid Moulding: produced from a single piece of wood as opposed to finger-jointed produced from two or more pieces of wood joined end to end.
Sprung Moulding: has its interior corner beveled off to better fit a right angle joint.
Standard Lengths: 8, 10, 12, 14 and 16 ft.
Stock Woodwork: mouldings that are stocked in inventory.
Stool: moulded interior trim serving as a sash or window frame sill cap.
Stop: moulding nailed to the face of a door frame to prevent the door from swinging through or to hold the bottom sash of a double hung window in place.
String Tied: a bundle of small pieces of mouldings tied by twine (also string tied & bundled, ST&B).
Trims: mouldings and other finish materials.
Definitions used in this guide are based on information.t'bund in "Terms of The Trade" and "Carpentry" -ed.
Definitions needed to sell moulding to both d-i-y and contractor customers. .. fior use in employee education or posting at sales counter.
11 AVING the answers lbr design- Fl ers' dilemmas can lead to a string of multiple sales. And a reputation for stocking solutions.
Take, for example, this recent architect's quandry:
PROJECT: Complete a modern office complex with warm touches of America's colonial past.
SOLUTION: Early American styled millwork with a complementary series of wood windows as a finishing touch.
The now completed Peter Kirk Square office park in Kirkland, Wa., is a series of five wood frame, twostory buildings clustered around an open air square with a central clock tower. The 11,000 sq. ft. complex is built over a post-tension concrete underground parking facility.
The designers attempted to recreate the look of a 1700s Town Square, using colonial styled moulding, millwork, siding, railings, wood frame construction, high cathedral ceilings and aged brick accents. But the complex needed something more. Something that would tie the five buildings together andgive each of the twelve individual office spaces
its own identity, while preserving the warm colonial flavor.
A local supplier carrying a wide variety of wood windows provided the answer. The builders selected representatives of a full line of wood windows of varying yet complementary styles... casement, awning, doublehung, octagonal, oval, round-topped, etched and leaded models.
The choice of styles in this particular Weathervane Window collection made each office unit distinctive, while unifying the entire complex. Consequently, stocking full lines of other collections can lead to light commercial sales for a range of tastes and moods.
Stocking complementary millwork and window lines can rack up light commercial sales. Seattle, Wa., area office project uses dozens of atmospheric openings.
OISE Cascade. Inc.. has become the first major U.S. wood products manufacturer to automate the bar coding of lumber, initially offering universal price coding on two-byfour and two-by-six premium and contractor "stud" products produced at the company's Elgin, Or., mill.
"Bar coding is the wave of the future, particularly for home centers, where lumber has historically created inventory and cost control problems," said Vern Veron, Boise Cascade Timber and Wood Products Group vice president and general sales manager.
"With Boise Cascade bar coded
lumber products, home center managers will be ensured of accurate pricing and faster customer service at the checkout counter. ln addition, Boise Cascade bar coding virtually eliminates shrink problems, in which premium-grade products are sold to consumers at low-grade prices," Veron added.
Automated equipment will affix color-coded, pressure-sensitive universal price code labels on the end of the studs.
"Even though bar coding is designed to be recorded by hand scanners, the color coding of each piece also makes it easy for clerks to tell at a glance if the lumber is of all the same grade; then, they can simply scan one piece, then accurately input volume," Veron said.
The National Forest Products Association's Electronic Information Standards (EIS) subcommittee will release its bar coding recommendations for the forest products industry in mid-September, according to subcommittee chairman Dave Brewster of Georgia-Pacifi c Corporation.
"The recommendations will be available so all retailers and manufacturers can implement the voluntary bar code standards for l990," says Brewster.
The recommendations are intended to provide all segments (retailers, wholesalers and manufacturers) of the forest products industry with guidelines for bar coding for both piece code and shipping unit identification.
The subcommittee, comprised of wood products manufacturers, six of the 10 largest home center chains, single outlet retailers and major wood products trade associations, was created in September 1988 when manufacturers began receiving pressure from retailers to develop a Universal Product Code (UPC) system for wood products.
The first deliveries were made in early August to HomeClub's Los Angeles, Ca., locations, according to Ed Orona, the chain's merchandising manager for lumber and building materials.
"lt's great that lumber has joined the computer age - my hat is off to Boise Cascade," Orona said.
"Over the years, we have seen virtually our entire warehouse inventory switch to bar coding, with lumber products the last holdout," Orona explained. "As such, lumber products represent some of our biggest inventory and cost challenges. It's great to have the tools to begin to resolve the problem; it will save us both time and money."
Mike Modansky of Home Depot noted that the new development is a welcome one.
"The industry has taken some great leaps forward, in terms of the level of technology and sophistication, but for the effort to be successful, suppliers also must raise their level of sophistication," said Modansky, wood products merchandiser for Home Depot. "lt's great to see that Boise Cascade is on the cutting edge in meeting the needs of the home
center industry."
The new machinery is being installed in Boise Cascade's Elgin plant, with fine-tuning and testing of the new technology supervised by Boise Cascade Northeast Oregon production manager Bob Funkhouser. The Elgin mill is the sole source for Boise Cascade premium stud products.
Firstbar coded lumber from Boise Cascade due in Home Club stores this month. .. Elgin,Or., mill equipped to apply color coded UPC labels to studs more accurate pricing, better customer service promised.
The Elgin mill will offer bar coding on four premium-grade siudsincluding 96" lengths of white wood, hem-fir and fir-larch two-by-fours, as well as on 96" premium hem-fir two-by-sixes. Bar coding also will be available on the mill's 92 5/8" contractor-grade two-by-four studs. Orders for the bar coded studs will be taken as special orders, and will include a small additional charge.
"Since introduction into the market five years ago, the Boise Cascade premium stud has been the favorite of the home center industry, " Veron said. "With bar coding we are giving them even more value."
Bar coding of premium and contractor studs may be just the first step for Boise Cascade, according to Veron.
"lf the demand is there, we will consider expanding our bar code technology to other Boise Cascade products serving the home center industry, such as plywood panels and pine boards."
HomeClub entered ,the Portland, Or., market with a 103,909 sq. 11. store and 9,880 sq. ft. nursery in the San Rafael shopping center their 37th Ca. location opens Aug. 17 in Inglewood
Home Depot, whose newest unit is in Monrovia. Ca.. has signed a multi-million dollar lease on property in Gardena, Ca., for a fall opening. .. Supply Oni has relocated corporate offices to Reno. Nv.. from Rancho Cordova, Ca
Ant/ac will open a new yard in Lihue (island of Kauai), Hawaii ...Hardware Hawaii Ltd. will spend more fhan $500,000 ta renovate a building for a third store in Kailua (island of Oahu), Hi....
, Harbert Lumber, Grand Junc1ion, Co., is.building a new 10.000 sq. ft. replacement store
P.V. Ranch and Homq Yuba City, Ca.. will open a store in Redding, Ca. ... Fred & Cleta Wiggins have opened Fred's Lumber in Las Vegas, Nv.
A. C. Haustott Lumber. Angel I"ire, N.M., is completing a renrerchandising project . ,, Anderson Lumbcr Co., Ogden. Ut.. has acquired property for a lumber yard and truss plant in Las Vegas.Nv....
Paul Honre Center has moved across the street in Burley. ld.... Euilders Discount has openecl on Pico Blvd.near La Brea in Los Angeles, Cla. Grass Valle.y Harclware. Grass Valley, Ca., l'ounded in 1854, has closed
H.E. Aaron Cb.. Golden, Co., pdrent ol .4aron Lumbar ('o.. Bakersfield. Ca.. is reorganizing under bankruptcy protection
Silvera Luntber & Hardware Co., Antioch, Ca., is celebrating its 5Oth anniVersary.. Kevin Strauch and John Huff at Sardance Lumber & Hardware, LaVerne, Ca., are,, observing their l0th year in business .
Other anniversaries: Babbitt Brothers Trading Co., ljlagstaff. Az., l00th . Rush's Pueblo Lum.ber. Pueblo, Co., 80th. Trinidod Builders Supply, Trinidad. Co.. 25th. .. Kellogg Lumber, Denver, Co., 65th.. Hunter Lumber,'Albuquerque, N.M.. 30th.
Metal Sales,'Manu.facturing, Denver, Co., has moved into a newly acquired 56,000 sq. ft. facifity . United States Tile Co. has relocated its Fullerton. Ca.. sales office to itsmfg. plant in Corona.Ca....
Srerling Pat'i"fic and its alllliated co., fuIission Hardwoods, have opened a dual showroom on Red Hill Ave., Costa Mesa, Ca.; both are subsidiaries of Building Materials Distribuiors, C&ll, Ca.; the Mission showroom and mill in Santa Ana remain open
Berdex International, Sacramento, Ca., has moved to new offlces a block away from their old quarters. . . DBS Doors, Azusa, Ca., has merged with DLP West, Temecula, Ca. . .
Ca!ilornia Builders Suppty. Sacramento, Cla., will open a new branch distribution center in Fremont, Ca., Sept. l; Sacramento mgr. Nick Elardo will manage both units until a Fremont mgr. isnamed...
Mariners Forest Products, Santa Ana, Ca., is celebrating its 13th year in business . Iiloldron Forest Products, Carmichael, Ca., is observing its l lth anniversary ,
The Merchant Magazine
Mottldirtgs & Mittu'ork, lnt'.. l'air Oaks, Ca.. has nroved to newly purchased quarters in a completely relurbished 1920s era structure at 4041 Bridge St. .. . Parr Lumber Co., Aloha, Or., plans to open a 10 acre distribution center in east Clark County (Vancouver), Wa.. .
Goldittg Sultivan Luntber Sales has moved fiom Westminster, Ca., to 222 W. Main St., Suite 103. Tustin. Ca. 92680 (P.O. Box 465); new telephone no. (714) 544-3434 PlyLap lndustries, lnc'. isthenew name for Lsco Lumber(,'o.,Woodland, Ca.. which had a management buyout...
Whitaker Forest Products lnc. and Western Woods /nc.. Chico. Ca., are merging sales o{fices Pew Timber Praducts. Creenville, Ca.,has been leased t0 Don Camp Sr. and Frank Solinsky who will call the operation Grecnville Lumber Co. . .
WTD lndustries, Inc., Portland, Or., is purchasing the Custer Lumber Co. sawmill. Custer, s.D....
Fibreboord Corp., Concord, Ca., is selling its Round Prairie, Or., studmill to a group of private investors from Roseburg, Or. Taka f'lorthwest hc. is a Tacoma, Wa., brokerage opened by Ted Falconer, Jack Cruise and Margo Martin...
Yellow ribbons to remind the public how the timber lamilies stand on issues that affect timber supply are being distributed in No. Ca. by The Yellow Ribbon ('oalition
As declining mortgage rates boost housing, a 2oi decline in building for the year is being forecast by Dodge/.Sweets Construt'tionOutltnk...
Housing s-/a/?s in June (latest figs.) climbed 7ol, to a seasonally adjusted annual rate of 1.4 million units single fan-rily construction f'ell 204: multi construction rose 280/o .. building permits dropped 3.5'X,
National Hardware Show - Aug. 13-16, sponsored by American Hardware Manufacturers Association for Hardware Industry Week, McCormick Place, Chicago, Il.
Wood Moulding & Millwork Producers Association - Aug. 15-20, summer meeting, Holiday Inn, Albuquerque, N.M.
Dub's Ltd. - Aug. lE, golf tournament & dinner, Meadow Club, Fairfax, Ca.
Mountain States Lumber & Building Material Dealers Association - Aug. lE, golf tournament, Battlement Mesa Golf Course, Grand Junction, Co.
National Lawn, Garden & Power Equipment ShowcaseAug. 22-24, International Center, Toronto, Ontario, Canada.
Hardware Distributing Co. - Aug. 27, show, LaQuinta Inn, Tacoma, Wa.
San Diego Hoo-Hoo Club - !$9.27, golf tournament, Cottonwood Golf Course, Rancho San Diego, Ca.
W.O.O.D., Inc. - Aug. 28, annual golf tournament, Lakewood Country Club, Denver, Co.
Buildtec '89 - Sept. 6-10, Chinese building exhibition, Guangzhou, China.
MACEF - Sept. 8-ll, international hardware, tools & d-i-y fair, Milan, Italy.
Hoo-Hoo International - Sept. E-14, annual convention, Sheraton-Waikiki Hotel, Oahu, Hi.
Yakima Hardware Co. - Sept. 9-10, market, Yakima Convention Center, Yakima, Wa.
Western Wood Products Association - Sept. 9-12, fall meeting, Westin La Paloma Resort, Tucson, Az.
Pioneer Wholesale - Sept. l0-11, fall show, Expo Mart, Salt Lake City, Ut.
Lumber Association of Southern California - Sept. 12, Second Growth meeting, Sheraton Industry Hills Hotel, City of Industry, Ca.
Timber '89 - Sept. 13-22, international expo, Moscow, U.S.S.R.
Woodwork Institute of California - Sept. 14, meeting, J.E. Higgins Lumber Co., Union City, Ca.
Building Industry Credit Association - Sept. 14, 21, open account construction seminars, Emerald of Anaheim Hotel, Anaheim, Ca.; Sept. 16,23, subcontract seminars, Clarion Hotel, Ontario, Ca.
Dub's Ltd. - Sept. 15, golf tournament, Chardonnay Country Club, Napa, Ca.
Inland Empire Hoo-Hoo Club - Sept. 15, dinner & elections, Shandin Hills Golf Course. San Bernardino. Ca.
Shasta Cascade Lumbermens Golf Tournament - Sept. 15, 26th annual invitational competition, Riverview Country Club, Redding, Ca.
DIY 'E9 - Sept. 17-19, Britain's Home Improvement Trade Show, Earls Court, London, England.
Cedar Shake & Shingle Bureau - Sept. 21-23, annual meeting, SeaTac Red Lion Inn, Seattle, Wa.
Bygg Reis Deg - Sept. 22 - Oct. 1, Nordic Builders Exposition, Sjolyst Exhibition Center, Oslo, Norway.
Wimsatt Bros. - Sept. 23, open house, Lexington, Ky.
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rA TARTING this December, Joe
lil Samulin and I will be touring the country conducting two-day workshops entitled Store Management & Aggressive Marketingfor Retailers ef Home Improvement Producls. This will be specifically pinpointed to topics of concern to retailers of lumber, building materials and other categories sold in home centers and lumberyards.
Joe, who makes his home in San Antonio, Tx., has been traveling the world consulting with retailers. This year he has been involved in the designing and redesigning of stores in Australia, New Zealand and Chile in addition to his United States work. This past spring when I asked him to find time to do a lunch & learn session at the National Home Center Show, he packed the room.
I was a little skeptical when Joe approached me about creating ajoint workshop program. lt has been a few years since I have done any platlorm work. I wondered whether today the industry was too sophisticated for our subject matter. "The need is still there," Joe confirmed. "There are retailers still building stores with balconiest waiting 'til Tuesday to merchandise Thursday's ads; allowing their sales desk to be used as an impregnable fortress; capturing no vital information from their cash registers; stifling their growth because oflack of qualified help ." The list went on.
This week we began to assemble the curriculum and the take-home materials that will be presented during our workshop. One segment is called "The UserFriendly Store" and features concepts for store traffic patterns, colors, signing, departmentalization, the co-existence of contractor & d-i-y business, the pay back in retrofits and appealing to the real decision maker - the woman.
In the "Positioning" segment of the workshop we will demonstrate how to correct an image problem, what can be learned from focus groups, conducting inexpensive surveys, meaningful services to offer and how to expand the market.
I have seen testimonial letters to Joe, from the store manager to the ceo, relating to his time management system to increase productivity and reduce stress. This will be covered under "Store Management," which will also encompass what-to-do when more competition moves into the market.
Another workshop topic is "Sales & Inventory Management, which demonstrates how open-to-buy systems increase margins, and what you can learn from your cash register with or without a computer. The sessions on "Merchandising and Advertising" detail the l0 top selling categories; negotiating techniques; budgeting and annual advertising budgetl all about co-op advertising; how to produce effective advertising.
The "About People" topic covers: finding great store help; incentive programs; conducting a review.
Our road show opens in Chicago this December and moves to Orange County, Ca., at the end of January, Atlanta, Ga., in April, and Vancouver, B.C., in May. Come see us, live, on stage, together for the very first time.
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A TATISTICS intrigue most busi9 nessmen! They can be used to prove just about any point. But on a more practical side, they serve to open eyes to new ideas. Perhaps most importantly in today's tough economy, statistics can help us open our own old eyes to seeing very old ideas a little differently.
Here are a few national averages for the retail lumber industry based on 20 operating ratio surveys involving over 3,000 separate companies nationwide: .15.54(% 26.221\t 24.55"1,
Average Mark Up. (iross Margin Operating Expenses... Operating Profit on Sales..... 1.68(h Otherlncome. ......1.19"1' Net Before-lncome-Tax Profit 2.8701, Average Inventory Turns. -5..11
Of those figures, mark up and margin seem to be the most tightly contained by the market place. The deviation from the lowest to the highest average gross margins, according to the surveys, is only from 24.5 to 29.0. Bottom-line profits vary considerably, however. What management does in between makes the difference.
What are some of the lactors that make a diflerence to the bottom line? And how much difference? Is a l0(lr increase in sales more "powerful" than a l%r reduction in costs (as a percent ol sales)? What about increasing inventory turns?
What if you could eke out just one more percentage point in gross margin (based on sales)? (iranted, you probably can't get an extra percent on your loss-leaders, but where can you get it? We are talking averages. What would one point do to the bottom line?
I)o you know that a l%r increase in gross margin (as a percent of sales) is equal in profits to an incredible 60%, increase in sales with all other lactors fixed!
Just think about that for a minute. lt would take 60%r more sales volume to equal a l%, increase in margin (or l(),i, reduction of costs as a percent of sales) if all factors were fixed!
Losses due to unproductive inventory have about the same effect on the bottom line as reckless discounting.
A few suggestions aimed at curbing losses that have to be made uo with higher sales volume:
o Tighten all security measures to reduce shrinkage.
o (iet rid of obsolete and non-moving stock.
o Train all yard employees to properly handle stock materials.
a Know your customers preferences lor merchandise and stock accordingly.
o Tighten credit, reduce days outstanding and collect what is owed, and.
o Think twice before you discount!
E.very dollar you "write off' requires a fortune in new business to break even ! I)amaged merchandise, shoplilting, pilferage, or shrinkage due to weather and excess inventory (or thoughtless or unnecessary discounting) all translate to the same losses.
It takes one heck of a lot of sales to make up lor a loss! It takes $33,000 in sales to cover a $2,000 write off, assuming a profit of 6t1,.
If you are anywhere near average, that $2,000 write off will require a whole lot more in sales to cover the loss - more like $119,760 if you are working with the average operating profit of | .6701t. Teach your employees the true cost of write offs. The cause doesn't matter. The effect is the same.
to 190/o of the population in Southern California.
Add to this situation the tendency on the part of local lawmakers to legislate against lumber. The shake and shingle issue has been big in Los Angeles for years. Now someone at the state level is attempting similar legislation.
tA
OMEWHERE some lamous philos9 opher said, "Poor is the man who has no yesterday." Oh, don't we alt think about yesterday and a lot ofyesterdays. How wonderful it is to be with friends and lamily and reminisce about wonderful times we have shared or heard about from other members of the family. Yes, it's great to have yesterdays and memories.
Stop and think for a moment about your past. Think about the lumber industry and the wonderful people who are in it. have been in it and will continue to be in it.
Now think about tomorrow and the day alter that, a lot of tomorrows. Will it be the same, better or worse, or will it be at all? A number of lactors seem to be working all the time to preclude our being around as an industry tomorrow.
F'irst, we have the "Tree Huggers" who chain themselves to the tree so it can't be removed from the forest. Next
we have the group who drives spikes into trees, so that cutting and milling a tree into lumber becomes extremely hazardous due to the presence of the spike. A saw hitting the spike becomes shrapnel and lethal.
We have the legislators who introduce proposed laws banning clear cutting, in spite of the fact that it's a recognized tool for managing certain species. We have a group that says this bird or that mammal lives in those trees and if you cut the tree down, you disrupt their habitat and, since there are so lew of the species, they are endangered. Then a court orders that logging be stopped.
While plans are readied for logging, five years already have elapsed before we get to the actual cutting of the timber. Then along comes a preservationist group to put the accepted plan under a temporary restraining order. The result is less timber available at higher prices, which translates into higher lumber prices for the consumer. Not what they want to see when housing prices make the average house available to only 1301,
At the local level we also find jurisdictions that wanl to ban wood fences. They don't look good, they don't last, etc, etc. Maybe these are not big markets, but they do represent markets. And that's what this is all about. lf we lose a market segment here, a market segment there or some raw material availability, some say, "Oh, so what." But these actions will keep adding together until one day there won't be any markets, unless we do something.
Letter writing from Southern California to Washington on the spotted owl issue was heavier than from any other lumber using area. So we know it can be done. Watch the local issues in your community and see that wood isn't legislated out of the fence market, the shake and shingle market, and whatever other market they can think of. Take an active part in your community political arena. Take a position for the lumber industry. None of us are poor because we had no yesterday, but we could be poor if we are insidiously legislated out of tomorrow. And today was tomorrow only yesterday.
WALLY LYNCH
Paid Associates
PO. Box 741623 Dallas. Tx.75243
1/\ UR thanks to Ray Nunn of Sims\/ Moore Lumber Co., Frisco, Tx., for introducing us to the work of Arthur A. Hood, one time editor of the Americ'an Lumber Magazine. Hood also conducted management workshops for lumber dealers. In January 1955, at one of his programs, he talked about 20 things to do belore cutting a price. In the notes provided to the attendees he outlined what to do when laced with a price lower than yours on a competitive material list or job.
Though written almost 35 year ago, the inlormation is as applicable today as it was when first published. Here is the essence of what he presented.
I)ON'T GET PANICKY.
Hold the conviction that your price is right. liear of price is the weakest point
in selling. Be confident and your customer will respect you.
GET ALL TT-IE T]ACTS.
Check the quantity, quality and service figured by competition.
ASK TUE CUSTOMER TO BII REASONABLE.
Persuade him to make allowance for differences in your specifications or service that justily your price.
I]E T:LEXIBLE. Adjust your quantities, qualities and services 10 those of competition and refigure.
F'INI) OUT IF' CUSTOMER IS BLUFFING.
Check to see if the lower price is real or a figment of the buyer's too fertile imagination. Many a competitive price named by a customer was never quoted by competition.
WHY IS THE PRICE LOWER?
Find the "goodie in the nut" ol the
competitive price. It's nearly always there.
MODII-Y THE SPECIFICATIONS.
Then you and your cut-price competitor are not figuring on the same thing.
SELL WHAT YOU HAVE.
F'eature your exclusive brands and those things you do that no competitor can duplicate.
ENLARGE SPECII.'ICATIONS AND SERVICES.
This will shift the basis of comparison.
SELL THE PACKAGE.
Add installation or erection labor to all or a part of the specification and take the sale out of competition. Develop a package price.
(To be c'ontinued next nonth)
FREE OFFER
Art Hood's list of comoetitive services and ways competitors can chisel and skimp on them is available to those who send a stamped. self-addressed envelope to Wally Lynch, Paid Associates. P.O. Box 741623. Dallas. Tx. 75243
Home centers in Monrovia, Ca., are bracing for the expected effect a new Home Depot will have on their businesses.
Smaller than the average Home Depot at 88,000 sq. ft. and housed in a building with arches and arched windows, the operation is expected to have the most impact on a Builders Emporium across the street. Ironically, BE was part of a Monrovia redevelopment project as is Home Depot whose purchase of land was subsidized by the city.
Joel Santee. Arcadia Lumber manager, notes that while both stores advertise items at cost or below to attract customers. there's not much difference between them in price or service.
Ron Thorton, Myrtle Avenue
Lumber and Hardware manager, expects his business to drop off for a while. "When something's new people are going to try it," he said. "We don't like it, but we're expecting it."
Stores in nearby Pasadena also expect to feel the opening ofthe new warehouse store. Jeff Throop, George L. Throop & Co. v.p., says he'll keep customers who need lots of help and don't want to wait in a
checkout line. "They have their part of the market and we have our part of the market."
The American Plywood Association strongly supports the Bush Administration's action in placing Japan on the "Super 301" list of countries maintaining unfair tariff and nontariff barriers to U.S. products.
We are pleased by the President's decision to include forest products on the list," said APA president William T. Robison. "We have no interest in perpetuating a trade war with Japan. However, extensive negotiations and discussions over the past 25 years have not led to a significant opening of the Japanese market for structural panels."
He said that the U.S. structural panel industry has demonstrated that its products are badly needed in Japanese construction, "but progress has been excruciatingly slow."
A small but growing cadre of Japanese builders, Robison noted, "sees the advantages and cost savings of U.S. building methods utilizing 4 x 8-foot construction systems,
but these progressive builders are thwarted by Japanese government regulations that encourage labor'intensive activities and penalize Japanese consumers."
Robison claimed that with removal of the tariff and nontariff barriers now applicable to U.S. structural panels, homes utilizing U.S. methods and materials could be built in Japan "at 30 to 400/0 less cost than with conventional Japanese methods."
Political upheavals will not have a great immediate impact upon western lumber markets in the People's Republic of China because there has not been a lot of lumber business there anyway.
In all of 1988, according to the Western Wood Products Association's F.xport Report, only 5.036 million board feet of processed U.S. lumber went to the PRC. That was down from 1987's 9.267 million board feet U.S. to China shipments. Depending upon what happens over there, long term prospects of future business may be affected. Although the Chinese mindset has (Please tum to page 38)
Dave Heerensperger, chairman of 120-store Pay 'N Pak, Kent, Wa., has retired from the chain he helped build into a half billion dollar-a-year company.
Heerensperger joined the company in 1969 by merging his own six store electrical chain with a fledgling I I -unit Pay 'N Pak. A leveraged buyout of Pay 'N Pak in 1987 netted him about $13 million.
Though Heerensperger is only 53, he thinks it's time to concentrate on personal interests. "lt's not as much fun for me," he said. "They need more of an accountant now. a bean counter, to get the debt paid off. The job to me has become very boring. I've become a jail keeper."
Four Sacramento, Ca., area millwork companies wined, dined and educated more than 50 architects at a recent Millwork Evening at Union Planing Mill, Stockton, Ca.
The event featured a tour of Union's mill, a barbecued steak dinner, and presentations by Ray Fox and Jim Sargent, Weyerhaeuser Co., Sacramento; Victor Vandenberg, Western Door & Sash, Oakland, Ca.l Tony Lazarraga, Valley Plastics, Stockton, and Bernie Barber, Woodwork Institute of California. Fresno.
Dick McClure, Union Planing Mill, termed the June 29 special event for the Sierra Valley chapter of the American Institute of Architects "a grand success," explaining with a straight face, "all the architects in our area now know everything there is to know about the millwork industrv. "
Simpson Door Co. has begun a $ l0 million modernization project to upgrade and expand it's 77 year old McCleary, Wa., door production lacility.
The project includes the construction of 45,000 sq. ft. of new buildings and the installation of state-of-the-art equipment for manufacturing stile and rail doors. The work is scheduled for completion in 1991, according to Del Orren, general manager.
Ten Ole's stores in the Phoenix, Az., area are being closed by Builders Emporium, a unit of Wickes Companies, Inc.
The action, one of the first undertaken by James T. McKitrick, newly named president and ceo at BE, was said to be due to continued poor profit performance, resulting from an over-population of retail home improvement stores in the area.
With warehouse chains such as Home Club and Home Depot entering the market. existing stores including Ole's, Payless Cashways, O'Malley's and Ray Lumber Co. have been struggling to survive. Estimated market values for metro Phoenix vary from $9ll million in 1988 sales to $626 million.
Since entering Arizona in 1983, Home Depot has achieved market dominance with seven stores plus two in Tucson. Although the company has not announced plans for future stores, Lonnie Fogel, director of public relations, says they will continue to develop the state.
Home Club has offered the most competition to the Depot since it opened its first store at 59th Avenue and Bell Road last September. A second 110,000 sq. ft. outlet will open this month at 33rd Avenue and Indian School Road with a third store opening in September in Mesa.
"We're right where we expected to be with one store open," said William Husser. Home Club regional manager in Phoenix. "l'm sure we'll find the market easier with more stores."
Smaller companies have felt the most impact from the big national chains. Ray Lumber Co. has been under Chapter I I bankruptcy protection since May 1988. After selling its Lake Havasu City and Pagosa Springs, Co., units and closing Mesa facilities, it is using its one yard on Colter Street in Phoenix as a wholesaling distributor.
President Tom Wilson is confident that the company will emerge from Chapter l l, but without the depth gained in 38 years.
Nielson's Building Materials, Mesa, which filed Chapter I I before Ray's, has suspended operations.
O'Malley's, an old line Phoenix company, has cut back from 13 to seven retail centers. Three Phoenix stores and a Sierra Vista unit have closed, Yuma and Nogales stores havebeen sold to FoxworthGalbraith Lumber Co.
"We're pretty well where we want to be," said Mark O'Malley, president. Sales last year exceeded $160 million. This year he says they will be lucky to break $100 million.'
The company's sale to a partnership of existing management and United Building Service Inc. fell through this spring, but the company is still for sale. "We'd look at any offer that warrants attention," O'Malley remarked.
Foxworth-Galbraith based in Dallas, Tx., has l4 stores in Arizona, most outside the Phoenix area. "Outside Maricopa County, our stores are doing pretty well," said Henry Galbraith, vice president of the company's western division. However its Mesa store is on the market with business off at least 509/0, and a Chandler store closed withthe property sold.
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August 1989
credits the company's survival to being "stingy with credit."
Babbitt's Home Centers Inc., centered in F-lagstaff, appears to be weathering the storm. They added two stores recently for a total of eight including the purchase of Ray's Lake Havasu City unit.
"We definitely won't be opening any new stores this year," Dave Chambers, general manager of the home center division, said. Commenting on the Phoenix market, he added, "There's too much competition and the building market is too depressed."
Although Payless Cashways Inc. is feeling the pressure with five stores in Phoenix and three in Tucson, Karen Garrison, a spokesperson, doesn't contemplate any closures. "Phoenix is a bie market
and we're committed to stay," she said.
Summing up the situation, Husser at Home Club said, "There is a spot for the smaller stores, but they have to tailor their merchandise and marketing toward the local areas or neighborhoods they serve."
W.O.O.D. Inc., Denver, Co., is participating with the Wilderness On Wheels Foundation in a project to build boardwalk access to the wilderness for the disabled.
Koppers Industries, Inc., Denver, Co., is donating the treating of lumber for the boardwalk which willspan seven miles to reach the top of a 12,300 ft. mountain. Reportedly the longest boardwalk in the world, the
project will require 10,266 2xl2xl8s and 112,933 2x4x8s. In addition to the lumber, 1 1 29, 1 50 16d galvanized nails and 20,530 joist hangers, all donated, will be used.
W.O.O.D. Inc., an organization for those in the wood industry, has sponsored several workdays atthe site 60 miles southwest of Denver on Highway 285. When completed, the boardwalk will enable disabled persons to join friends and families in cooking out, hiking and camping.
The North American Wholesale Lumber Association has slated this year's half-day regional meetings for Nov. I in Los Angeles, Ca.; Nov. 7, Eugene, Or.; Nov. 8. Portland, Or., and Nov. 9. Seattle. Wa.
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Relief of a sort for the beleaguered Pacific Northwest lumber industry is promised by Congress voting on July 27 to accept a compromise measure.
The vote was on a rider to an appropriations bill for the Interior Department. The House has passed its appropriations bill forthe department without addressing the issue.
Introduced by Sens. Mark O. Hatfield (R-Or.) and Brock Adams (DWa.), the measure will mandate larger harvests in a way designed to reduce the loss of vital wildlife habitat. Approved by a U.S. Senate committee July 25, the legislation grew out of an industry-environmental summit meeting attempting to end the deadlock over federal forest management in Oregon and Washington.
Environmentalists said they are not happy with the compromise, but hope to amend it as it proceeds through Congress. Aimed at satisfying both the 300 acre old growth stands wanted for logging by the lumber industry and the restriction of logging to groves of fewer than 80 acres sought by the environmental-
ists, the compromise would allow harvesting on most old growth tracts, beginning with smaller stands first.
The Senate measure guarantees that the timber industry will be able to cut 4 billion b.f. of old growth timber in both fiscal 1989 and 1990, enough to bring sales totals to l0 billion b.f. This is about 100/o less than would have been sold without injunctions.
The Forest Service will be immune to injunctions halting timber sales during this time. Interim protection will be given some old growth forests which provide refuge for the northern spotted owl.
F-urther changes are anticipated when the bill moves to conference committee. Discussion may be completed before the Senate adjourns for the summer.
Included in the bill is an amendment cutting the F-orest Service's road building budget by nearly a third. An industry spokesman indicated that this could be significant to the lumber industry as it could limit removal of trees from the forest.
If industry efforts to gain a compromise from environmentalists fail,
there could be serious implications for the supply and price of lumber. The lumber industry needs old growth timber to keep mills running until other logs are ready for harvesting in the next century. Environmentalists want this habitat for spotted owls and other rare and potentially endangered species kept sacred and unlogged.
Several California forest products companies met in San Francisco July 24 with environmentalist and state officials. A short statement from the group revealed only that they had much in common and would meet again in August. Fibreboard Corp., Concord. Ca.. and Blue Lake Forest Products, Arcata, Ca., attended.
Those in the lumber industry are being urged to write their senators and representatives expressing approval of the Hatfield-Adams bill. In addition, they are urged to express their views to the Regional Director, Owl Listing Coordinator, U.S. Fish & Wildlife Service, 1002 N. E. Holiday St., Portfand, Or.97232-4181.
Call (?l4t 852-1990
it&ldtE*r$i*&
Don Getts, Sequoia SuPPlY, Fairfield, Ca., has been promoted to lumber buyer/trader, according to Bob Riggs.
Ed Gavotto, American Mill & Manulacturing, Chula Vista, Ca., has been in Italy for three weeks.
Dane Guard has joined the expanding sales force at Cooley Wholesale Lumber Co." Phoenix, Az., according to sales mgr. Michael Cooley. Randy Nelson has been promoted to head dispatcher.
Diane Hippen, Ganahl Lumber Co., Anaheim. Ca.. has been transferred to the Corona. Ca.. store.
Ron Dersham, Weyerhaeuser Co., Springfield, Or., has been elected pres. of the Pacific Lumber Inspection Bureau. R.A. "Dick" Drake is now v.p., and George Thompson, sec.-mgr./treas.
Clint Bower, Mariners Forest Products, Santa Ana, Ca., recently enjoyed a fishing trip to 8.C., Canada.
Frank R. McCauley, corporate controller, Manville Corp., Denver, Co., has assumed the duties of corporate v.p.
David Chambers has been named pres. of the building materials div. of Babbitt Brothers Trading Co., Flagstaff, Az. Hilton Harris is now v.p., and Tom Corley, controller.
Rob Britt, Britt Lumber (1o., Arcata, Ca., recently vacationed in Spain.
Ernie Christison is now general mill sales mgr. at Hampton Lumber Sales Co., Portland, Or. Mark Porter has been transferred to wholesale trading, Paul Cochran is handling sales for Edwards lndustries and Flathead Lumber, and Mike Zumwalt is representing Wheeler Manufacturing and Fort Hill Lumber Co.
Bob Abbott, v.p., Universal l"ar West Co., Huntington Beach, Ca., is also overseeing the purchasing dept. Kathy Arents is handling purchasing for Universal Southwest Co.. Windsor, Co.
Daryn Wyatt has been appointed So. Ca. district sales mgr. at Henry Co., Huntington Park, Ca., according to v.p./gen. mgr. Tim Nelligan. Reva Murphy, San Ramon, Ca., is handling No. Ca. sales; Az. is covered by Joe Paulson and Tom Urich.
Pat Hunter, Waldron Forest Products, Carmichael. Ca.. has returned from a trip to Ohio. Linda Weber recently vacationed on the Mexican Riviera.
Lloyd Gabbert, Gabbert Lumber Sales, Inc., Sacramento, Ca., has been in Chicago, Il., on business.
John Sked, Semans Moulding, Sacramento, Ca., got in a recent central Ca. coast vacation.
Gina Jones, Richard Zapel and Marvin Howell shared most recent Employee of the Quarter honors at Lumbermen's, Redmond, Wa.
Dan Opichka, The Nikkel Corp., Sacramento, Ca., his wife, Bernice, and their children. Dan and Dawn, enjoyed a recent Kauai, Hi., holiday.
Ernie Wales, Wales Lumber Co., Spokane. Wa.. is the new historian for Hoo-Hoo International, succeeding the late Dave Davis.
Jim Nelson, Buena Park Lumber Co., Buena Park, Ca., and his wife, Mary, enjoyed a recent trip around the world.
Paul Carroll has joined the sales team at Universal Forest Products. Stockton. Ca.
John Kenneally has been named Northwest sales mgr. for Beadex Manufacturing Co., Renton, Wa.
Tom McClaran has joined C.M.S.North America, La Habra, Ca., as west coast regional sales mgr. Jeff Smith is a new technical support engineer.
Rick Colliton is now director of HinesGittings Lumber, Denver, Co.
John Peterson is new to J.C. Baldridge Lumber, Albuquerque, N.M., as director of mktg. for architectural sDecialties.
William H. Allen has been appointed treas. and director of the financial & administrative services div. ol the American Plywood Association, Tacoma, Wa., according to pres. William T. Robison. Jerry Kenmir, Tacoma quality supervision regional mgr., has retired after 30 years with APA. Mike Ludwig succeeds him.
Ed Robinson and Jim Bender, Robinson & Associates, Seattle, Wa., were named 1988 Western Regional Territory Managers of the Year by Stanley Door Systems.
Jim Oglesby has been named gen. mgr. of Hylton Lumber, Salinda, Co., according to Picie Hylton, owner.
Bill Hughes is managing San Lorenzo Lumber Co.'s newly purchased Salinas, Ca., yard.
Jim Gaither, mill supervisor, Newport Planing Mill, Santa Ana, Ca., married Tracey Duarte July l, 1989.
Steve Propst hasjoined the sales force al Kennedy-Johnsen Lumber Sales, Mountlake Terrace, Wa.
Bryan Scott has been promoted to v.p. of Ca. store operations for Home Depot, Los Angeles, Ca., succeeding Lynn Martineau, who transferred to Atlanta, Ga.
Steve Thurgood, Jones Wholesale Lumber Co., Lynwood, Ca., has returned lrom a second extended mill trip from Bakersfield, Ca., to Bellevue, Wa.
Bill Ahrens is now handling purchasing for Canfor USA Corp., Meridian, ld.
Todd Pollard, lacility mgr., Gemini F'orest Products, Signal Hill, Ca., and Amy Morley celebrated their July 15, 1989, wedding, followed by a Hawaiian honeymoon.
Robert Michie is now timberlands mgr. for Simpson Timber Co.'s Northwest operations, Shelton, Wa.
Craig Woods has been named marketing & merchandising mgr. in Ca. and Nv. for Diamond Lumber Co.. North Highlands, Ca. Eric Peterson is now regional mgr.
C. William Cromett has left Lanoga Corp., Redmond, Wa., after l0 years to join Al Meier's Building Centers, Tacoma, Wa., as exec. v.p. and gen. mgr., according to pres. and c.e.o. Al Meier.
John Buchanan, Buchanan Hardwood, Long Beach, Ca., has been elected pres. of the Los Angeles Hardwood Lumberman's Club, succeeding Mike Long, Fremont Forest Products, Long Beach. Mark Michie, Tropical & Western Lumber, Long Beach, is the new v.p.; Tom Powell, Liberty Hardwood, Santa Ana, sec./ treas., and directors: Long, Mike Rhoades, Dick Lambert, Jeff Porter. Cam Caudill. Kenneth Tinckler, Wallace Atkinson and Dave Walther.
Elizabeth M. Pease has been named director ol communications for the National Hardwood Lumber Association. according to executive mgr. Ernest J. Stebbins.
Kathy Perkins and Mike Steinbach have joined the moulding and millwork sales staffat River City Moulding Co., Sacramento, Ca., according to Rich Sabbagh.
Sy Rodakowski, Oregon Canadian Forest Products, North Plains. Or., retired after 47 years in the business on July 28, his 70th birthday.
Rich Bilby, Mallco Lumber & Building Materials, Phoenix, Az., his wife Suzanne, and children recently vacationed in So. Ca., including Catalina Island.
Merle Mensinger has been named sales mgr. of Willie Electric, Modesto, Ca. Mark Mensinger has joined the sales team at Modesto Lumber Co., Modesto. Ca.
David Bradford, pres., Modesto Lumber Co., Modesto, Ca., married Marsha Mdabe May 5, 1989.
Dayton Hyde Jr. is new to sales at Ponderosa Mouldings, Redmond, Or.
Tim Mclndoo is a new trader at Schaller Forest Products, Redding, Ca.
John Deisher has joined the sales staff at Georgia-Pacific, Martell, Ca.
(Please turn to page 38)
We know what you reallywanllrom your softwood lumber and panel products supplier: a consistent supply of products, up-to-the-minute market information, and competitive pricing. At Furman Lumber and Slaughter Brothers, accurate, reliable service has been the number-one priority for over 30 years. We now meet the diverse needs of more than 6000
satisfied customeJs, and we'll supply them with
more than one billion board feet of lumber this year.
Our national network of 14 sales offices, 12 distribution centers, 7 coastal distribution centers, 1 reman..I^^...-:-^ t^^:t:... ^-! 1 -^l^^) l:^.-:L...:^-
ufacturing facility, and 7 reload distribution centers guarantees that our entire line of products will always -- be available, at prices that will keep you competitive.
Right now is the best time ever to make the seasoned traders at Furman Lumber and Slaughter Brothers your working partners in the forest products industry. lf you're looking for a dependable source call us today toll{ree at 1-800-547-1942 ol (503)636-0320. And watch your profits grow.
li/e make markets in all softwoodsDecles.
It's happened to too many dealers. They were selling fire retardant lumber that breaks down structurally because of a chemical reaction to high humidity and high ambient temperature. Dricon@ FRTW has a superior formulation that didn't degenerate ... and didn't get its dealers involved in allthe financial and legal problems. The other producers have been changing
their formulas and hope the chemical problem is behind them.
The leader across the boardl'
Fire Retardant Treated Wood
They're now saying they're finally as good as Dricon wood. Butwe've heard that before. Check your inventory. lf you've been stocking wood that's "just as good as Dricon wood," listen for a ticking sound. And call one of the Driconwood producers on the right hand page.
Pacific Northwest
EXTERIOR WOOD ALASKA
206-83s-8s6r
WASHINGTON
800-s62-8044
OREGON
so3-224-8330
IDAHO
800-543-8462
Northern California
EXTERIOR WOOD
800-s43-8462
KOPPERS CO.
9t6-533-7814
Southern California
EXTERIOR WOOD
800-s43-8462
KOPPERS CO.
714-39r-Ls7I
PACIFIC WOOD PRESERVING
80s-833-0429
Arizona/Nevada
ARIZONA PACIFIC wooD
602-455-7801
EXTERIOR WOOD
800-s43-8462
Utah UTAH WOOD PRESERVING
800-666-2467
Colorado KOPPERS CO., INC.
Eric Yeadon, new president of the American Wood Preservers Bureau, Springfield, Va., has an extensive background in wood preservation in both England and the U.S.
303-295-2823
He says his appointment "comes at a time when consumer demands are causing the wood treating indus-
try to rethink its programs of quality control inspection and the role that AWPB will play."
Yeadon's career began in England in 1962, when he directed export sales of Hickson's wood treatment chemicals to more than 50 countries. In 1970 he launched a joint venture, Koppers/Hickson Canada, where he serveci as vice president/ general manager, before returning to England in 1914 to direct Hickson's international operations. He moved to the U.S. in 1979 to manage licensee operations for Koppers' Wolman Div., and most recently served as Hickson U.S. business representative, coordinating American acquisitions. He recently became a U.S. citizen.
He succeeds the late Charles E. Thomas Jr., who retired after l0 years in the position. (See Obituary, p.7,5 )
Dealers can make good use of literature offered by the Western Red Cedar Lumber Association to acquaint customers with the virtues and ways to work with cedar. One to 100 copies ofeach piece offered are sent free. Additional quantities are provided at cost.
Where to Buy Western Red Cedar Lumber is a buying directory.
Saw textured and smooth surfaced western red cedar are explained on envelope stuffers. ?"he .Short .Story On Western Red Cedar also fits an envelope. All are in color.
Information Cards (envelope size) are available with facts on nailing, general finishing, grades, uses and saw-textured products.
Fred Caruso, executive vice president, Mountain States Lumber & Building Material Dealers Association, is developing a national legislative action network among members of the National Lumber & Building Material Dealers Association.
Promotional literature includes 12 Concept brochures in full color. Topics include outdoor living, non-residental use, remodeling, bevel siding, construction, multifamily dwellings, recreational living, homebuilding ideas, fencing, multi-family homes and uses.
A slide presentation showing western red cedar as a specialty building product may be borrowed f,ree for 30 days or purchased for $3 5.
Technical information available includes siding and paneling, grades, finishing and industrials lacts.
The Western Red Cedar Lumber Association, Yeon Building, 522 SW 5th Ave., Portland, Or. 97204-2122, will send an order blank on request.
He is seeking retailers willing to contact their state's congressional delegation. He also is compiling a mailing list of attorneys for information regarding lien law changes and other regulations before they go to the legislature.
(Continued front page 35)
Al Bucci, Crenshaw Lumber, Gardena, Ca., has retired after 23 years with the company. He also worked at A.K. Wilson Lumber Co., Compton, Ca., and Consolidated Lumber Co., Wilmington, Ca., during his 42-year lumber career.
Steve Freeman, Stephen G. Freeman & Co., Newport Beach, Ca., is recuperating after recent back surgery.
Bill Sullivan, Golding Sullivan Lumber Co., Tustin, Ca., and his wife, Nancy, enjoyed a recent Lake Powell, Ut., houseboating vacation.
Don Wilson has been named western regional mgr. for 20th Century Cos.
Jim Clark, Jr. is now yard mgr. at Floyd's Ace Hardware, Las Vegas, Nv., according to gen. mgr. Julie Floyd.
Forrest Haskin is new to sales at Precision Mill & Lumber Co., Burbank, Ca., according to Bill Hoglund. Bookkeeper Anne McCreesh is on a six week vacation to Newry, Northern lreland, to marry her childhood sweetheart, belore returning to the U.S.
Larry Thompson is the new sales mgr. at Cal Forest Lumber Co. and CF Imports, Gardena, Ca., according to Jerry McGuire. Thompson replaces Don Reagan, who has left the company.
Bob Wilber is now asst. mgr. at Weyerhaeuser's Fontana, Ca., customer service center. according to gen. mgr. Sherm Griffith. Rick Isom is a new sales intern.
Mary Bower Porzio is the new credit mgr. at Mariners Forest Products Santa Ana. Ca.
Jack Brooks is heading the Peachtree product division at Lee Haskin Co. Ltd.. Honolulu. Hi.. the state's full time Peachtree distributor.
Yolanda Waters, Waters Edge Protective Coatings, Ukiah, Ca., is now representing the Duckback Products' tine.
Bud Moore is the new sales mgr. at Cascade Lumber Co., Cottage Grove. Or.
Phil Taylor, 84, is the new sales mgr. at Mountain Fir Lumber Co., Independence, Or. Seems retirement got boring, so Phil returned to the workforce.
Fursten Sekandz, a Finnish exchange student, is a summer trainee in the hardwood dept. at Mungus-Fungus F-orest Products, Climax, Nv., according to owners Hugh Mungus and Freddy Fungus.
(('otttittued .l nt rrt puge 2 8 ) been to resist finished product imports in favor of raw logs, the sheer immensity of the opportunity has long been seen as potent over time. Now, that time may be stretched out a bit. China, which has been interested in the west's conversion technologies, imported 1.1 billion board feet, log scale, of U.S. logs in 1988.
A new market target is Taiwan. Recent decisions to ban harvest ofall domestic softwoods there (and half of the hardwoods) appear to be opening the door to western lumber opportunities. WWPA sees some Taiwan possibilities not too far down the road.
DIRECT FROM OUR MILL TO YOU
We make Re<lwood Siding and Interior Paneling in'a variety of sizes, patterns, and grades. It is unmatched for its beauty, cost effectiveness, long life, dimensional stability, and finish retention.
In an effort to tout their service over warehouse home centers' price claims, National Lumber & Supply, Fountain Valley, Ca., has forsaken its l4-year-old animated tv ad campaign with characters Shorty and Cheap Chicken.
The new live action television ads ridicule service-devoid warehouses, relegating the two cartoon mascots to cameo appearances.
The first three commercials fea-
ture: a person climbing up a warehouse's metal racks looking for screws; an older couple trying to cross an aisle as forklifts roar past, and black-and-white film of a frightened woman lost in a shadowy warehouse.
Both cartoon characters will continue to appear in print ads for the 20-store Southern California chain.
Members of the National Hardwood Lumber Association's board of directors have raised $150,000 in pledges and contributions for the work of the American Forest Resources Alliance.
More than 50 architectural students from San Diego, Ca., area community colleges entered the 23rd annual architectural design contest sponsored by the San Diego Lumber Association. The San Diego Hoo-Hoo Club, an international fraternal lumber organization, assisted in providing cash awards given to winners at a dinner for over 100.
Anyone can take orders over the phone.
But when it comes to ft,lling orders for wood products, that's where Willamette breaks rank.
Our salespeople know their wayaround the mill because they go there often. They check the quality of the
lumber and plywood first-hand, to make sure you're getting exactly what you've ordered.
Besides knowing their products, they also know your market. And when it's time to fill orders for your customers, the products you need are at vourcommand. -
So if you're looking for a few good men and women to do business with, call Willamette.
After all, if we only took orders, we might as well sell fast food.
Instead of wood.
Lumber & Plywood Divisions
Western Lumber and Plywood
Albany, OR (503) 926-77T1
Southern Lumber and Plywood
Ruston, LA (318) 255-6258
Atlantic Plywood Rock Hill, SC (803) 328-3U4
Mike Huycke, Western Lumber SalesFor 42 years, Maple Bros., Brea, Ca., has kept a close eye on the moulding business. And never before was there any sign of the dizzying changes that have hit the West in the last few years.
"Prior to 1980, mouldings in the West were primarily utilitarian," says president Rob Maple. "The majority were used to cover up flaws in construction, where walls met floors and where the door was cut out in the wall. Mouldings were solely in the hands of the original builder, and his interest was not decorative; he just wanted to get the job right."
The shift changed how everyone in the marketplace would view mouldings. Maple says, "lt was started by consumers looking for ways to upgrade their homes and make them more attractive. They looked to the media, primarily maga-
zines such as Sunset Magazine, and saw ways to use mouldings to give the illusion of both depth and warmth and to create shapes and designs. They went to the local lumberyard and were particular about what they wanted. And more and more, retailers started asking us if we had any of this stuff."
Maple attributes the phenomenon, at least in part, to the escalating housing prices of the late 1970s. "People sought more decorative uses of mouldings to make the
homes look more like the price on the mortgage or appraisal," he explains. "They figured a house worth $200,000 should look like there's more to it."
The trend was most strikingly inaugurated by the sudden popularity of oak mouldings. Prior to 1979, Maple Bros. didn't even carry them. They have since become a substantial part of the company's business.
"The natural beauty ofoak offered the warm look they were after," Maple says. "And tastes have continued to move to wider, more decorative profiles."
Ironically, the most current design trend has been away from the natural oak look that started it all in the early 1980s. People are requesting painted moulding, in pastels and colors which contrast to those of the wall.
The new attitude toward mouldings has transformed not only moulding companies' product lines, but also their way of doing business.
A wide ranging interview on mouldings . .. where they are in the marketplace and how they got there. new develop ments that virtually eliminate mitering.
"Traditionally, we had passively responded and sold whatever had already been built. We followed. But then consumers began searching for something different, something stylish. And we took the approach that they were looking for more than a type of wood or a few new profiles," he says.
Whether your lumbel 0r 0urs,softwood ol hardwood, Precision specializes in hard-to-run orders in large or small quantities. Next time your mill tells you il can'l be done when you want il (or at all) Gatt Preci. sion .. . We Gan Gut it!
Maple Bros. has responded introducing unique new lines mouldings. "The express purpose of our newest line, Maple Bay, is designa single design throughout the entire house," says Maple. "The line uses painted wood to recreate the 'California bungalow' era of design of the 1900s to 1930s. We took designs from old books, catalogs of companies manufacturing mouldings 60 to 80 years ago. In another case, we copied a profile found in an 1880s home in Whittier."
In establishing itself as a popular
decorator item, moulding has literally moved out of the shadows. "From a retail standpoint, moulding has taken a front seat. Twenty years ago, moulding was found in a dark area of the lumberyard, in some back corner. Sometimes it was impossible just to find it," he says.
Unfortunately, many of today's retailers face severe space limitations. Moulding takes up a relatively large amount of space, since long lengths and a large selection of profiles are favored.
But Maple stresses that profits in moulding more than justify its space. "You just have to merchandise it properly," he says. "You have to give the customer an idea of what he can do. It's hard to visualize how it will look when it's done. Mock wall designs allow people to actually see them in use, in place, all together. They also help sell accessoriesputty, nails, wallpaper, paint, even window blinds."
As with most original trends, there is no history on which to base projections. Despite whether or not it will ever end, Maple is positive that this is just the beginning.
"One of the things that will influence the design trend is the economics of installation and making it easier to do-it-yourself," he says. "ln the long run, it will be important. Consumers are somewhat intimidated by mouldings, since installation requires a bit of carpentry. The trick is how to cut a 45o miterand have the ends come together cleanly."
To aid d-i-yers, Maple Bros. is putting the finishing touches on a line of "moulding accessories"
designed to eliminate mitering. Stylized base blocks placed at inside or on outside corners and corner blocks for door casing require only a straight 90" cut. A special corner crown also eases the burden of installing crown moulding between the ceiling and the wall, perhaps the most difficult moulding to install since it requires a compound miter. The accessories reduce labor and all add to the line's decorative effect.
"Economy comes in making fewer mistakes," notes Maple. "But these accessories had been used years ago. They just became lost over the years."
Maple Bros. will also pre-prime mouldings in the factory to save d-iyers another step. After all, the key to perpetuating the trend seems to be making mouldings even more accessible to an increasingly aware audience.
Lineal, Finger-jointed & Cut-to-Length Window & Door Parts
Cutstock & Edge-Glued Products
Lineal Mouldings
Lineal Mouldings & Flooring
QUALITY & SERVTCE
sALEs TELEPHoNES: (9f 6) 673.2000 out or cariromi. (8OO) 824.5888
FAX: 916-695-2560
Ponderosa pine plays a major role in the West's economy, providing the raw material for 4.08 billion board feet of lumber with an estimated wholesale value at the mill of $1 .716 billion in 1987.
"That includes $573 million from ponderosa pine lumber in Oregon," according to Fred Reseburg, director of the Western Wood Products Association's economic services division. "Compare that with the return on Oregon's world famous wheat crops last year, $143.5 million, and you can see ponderosa pine's significance to the economics of the west."
In California ponderosa pine returned $385 million in 1987 while oranges reached $442.5 million. Washington's ponderosa pine lumber generated $191 million
with apples bringing in $312.4 million. ldaho produced $105 million with ponderosa pine and $348.2 million with potatoes. Arizona's ponderosa pine production was valued at $155 million and South Dakota's at $108 million.
"ln spite of its dollar production," Reseburg said, "ponderosa pine actually ranked just No. 3 in production volume in 1987 among western species."
Douglas fir at 10.68 billion board feet was 160% more but only 46%r higher in dollar value at $2.515 billion. FIemfir was No. 2 with an aggregate of 4.41 billion board feet (70/o higher than ponderosa pine) and a $982 million value at-mill.
TOTAL: $1.716 BILLION
Ponderom Ptne lumber le produced ln every state In the U.S. Weet. Here are the 8lx ctates generatlng rcre than 3l0O mllllon ach lrom thla cpecle durlng 1987.
PUll{S for the 1990 National Home Center Show, March 1t-14 at McCormick Place Complex, Chicago, ll., are discussed by John Berry, v p /director, trade show div., Vance Publishing Co.; Hal Smith, chajrman, ceo/pres, Ernst Home & Nursery, Seattle, Wa.; Anth0ny DeMiro, senior v.p., Behr Process Co. Show will be biggest ever with a half million net square feet of exhibits departmentalized into 12 broad product categories
When you want an order filled, there's nothing like someone who is in close contact with the mill. And at TteeSource, that's just whatyou get.
Our salespeople are in such close contact with our 28 mills, you can practically hear the saws.
Good thing, too. Because, ranked sixth in U.S.lumber production, we have plenty to sell. Including green and dry dimension, plywood, hardwoods and veneer.
Fact is, about the only thing better than
how close our salespeople are to our mills, is their attitude. They're not just looking to make a sale, they're looking to earn you as a customer. Which may be why we've grown to number six in lust seven short years.
Next time you call for lumber, remember TfeeSource.
About our only shortcoming is salespeople who get a little too close to their work.
A LIFT truck nameplate contains Fldata important to you. Whether the information is used to check compliance of current equipment or referred to when buying used or dealer-altered equipment, it can increase productivity
and help to prevent a serious accident.
The Occupational Safety and Health Act requires each vehicle nameplate to carry specific technical and safety information. By law, this must be amended if the vehicle un-
dergoes any alteration.
Since overloading can cause a lift truck to become unstable and topple over, the rated lift capacity is important. Rated capacity is expressed in terms of weight and load center at a specified load height. The load cen-
ter, stated in inches or millimeters, is the horizontal distance from the front face of the forks or the load face of an attachment to the load's center of gravity. This tells the maximum load that can be lifted at the stated load center.
On solid tire and pneumatic tire lift trucks, every nameplate lists drive wheel (front wheel) tread width. lt is important that this measurement (in inches or millimeters from the center of one front tire to the center of the corresponding front tire) matches the measurement on the nameplate. If the actual tread width is less than that listed. the vehicle could become unstable under certain conditions.
On pneumatic tire trucks, tire pressure information is listed with separate ratings for front and rear tires in pounds per square inch. These are supplied at the factory according to the tires shipped with the truck.
On electric trucks, the proper battery is critical to safe and efficient operation. Batteries are heavy and an overall nameplate weight is always listed with and without batteries on
board. The lift capacity and center of gravity can be adversely affected if a lighter or heavier battery than recommended is used.
Nameplate information is necessary for maximum productivity and operating safety. what OSHA requirements demand what's involved when alterations are made.
The nameplate also provides maximum amp hour capacity. To maintain the U.L. rating, all batteries used must meet the requirement shown on the nameplate.
Maximum back tilt is listed on the nameplate in number of degrees of allowable tilt. This is important because a truck becomes more back heavy and unstable as the lift mechanism tilts back under a hieh load.
Attachments have an impact on lift capacity. Approved attachments must be listed on the nameplate and capacity ratings adjusted accordingly. Whenever an attachment is installed, a new nameplate should be added. Factory-equipped attachments will be indicated on the nameplate of a new truck. When a used lift truck is bought or trucks in the existing fleet are altered, nameplate data must be updated in compliance. Nameplate data on a rental unit also should be checked.
Supervisors and operators should familiarize themselves with all the information on the nameplate as well as that in the operating manual. This will increase productivity and prevent accidents.
Check our Calendar on page 20 tor information on upcoming conventions, meetings and trade shows in your region.
applies like putty-sticks like glue; dries quickly; won't shrink, and will not gum up sander. Waterproof and weatherproof when properly applied.
edarPro@ is the number one Knotty Cedar siding because CedarPro performs. rVith consistent quality from unit to unit. Outstanding decay resistance and dimensional stability. Superior acceptance of stain and paint. And a natural beauty that can last a lifetime when it's treated correctly Here's how to build yourself a classic.
CedarPro Siding is precision manufactured from natural Incense Cedar, and needs to "breathe." Even though it has been properly kiln-dried for its intended application, CedarPro Siding will still gain and lose a bit of moisrure as it adapts to job-site conditions. For top performance, pre-condition your CedarPro Siding. Stack it evenly, with air space between layers. And allow it to rest on-site in a covered area for seven to ten days before you install it.
Once your CedarPro Siding has settled-in, minimize future changes by pre-sealing sides, edges, and ends of each length prior to installation, If you'll be painting the finished installation, use a moisture-resistant sealer.
Allow some room to move.
Changes in humidity will cause all wood products, including CedarPro Siding, to expand and contract. If courses are butted together or improperly nailed, these natural changes can cause cracking or loosening of individual lengths. So be on the safe side. Make sure the subsurface is properly spaced, allow the proper expansion clearance between courses, and don't over-nail
CedarPro Siding.
Finish clean and fast. CedarPro Incense Cedar Siding readily accepts paint and stain. For a classic job, stain or paint CedarPro Siding before it is installed.
Carefully touch-up butt joints and other exposed ends with sealer and stain. Use a brush to work the finish into tight spaces. Seal-out moisture by caulking the joints around windows and doors with an acrvlic or butyl compound.
If your plans call for painting after installation, do it as soon as possible to preclude weathering of the wood.If there's a lengthy delay between installation and finishing, be sure to clean your CedarPro Siding using a high-pressure waterwasher, and allow it to dry completely before applying the finish. Always be certain to read and follow the manufacturer's directions for applying primer and paint. For a first-place finish, apply a coat of high-quality, oil-based, stain-blocking primer to seal-in the siding's natural extracts. Then, as soon as the primer has dried, finish with a high-quality acrylic latex exterior house paint. A brush application will produce better results thana spray or roller application. For proper adhesion, apply the top coat within two weeks of the first finish coat.
Our "Guide to Installation and Finishing" will give you the inside track on getting top performance from CedarPro Siding. For your copy, or to test-drive the complete a CedarPro Incense Cedar Siding F \Y line. contact vour CedarPro retailer or distributor. Or call our sales office at 2O91957 -5350.
Dlstdbutors
Payless Cashways has sued a Sacramento, Ca., competitor to its Lumberjack Building Material subsidiary, alleging Lumberjack employees hired away by the rival took trade secrets with them.
NONXHEAST
GEORGE MCQUESTEN CO.
Iron Horse Park
North Billerica, MA 01862
(617) 663-343s
MID-STATE LUMBER CO.
2OO Industrial Parh,tray
Branchburg, NJ 08876
(zot) 725-49@
SOUTHEAST
FURMAN LUMBER CO.
896O Henkels Ln.
Annapolis Junction, MD 20701
(3Ot) 792-2234
EARL RAIFORD LUMBER CO.
PO. Box 5498
Asheville, NC 28813
(7O4\ 253-567
EPPERSON LUMBER SALES, INC.
P.O. Box 1559
Statesville, NC 28677
(7O4) 873-4321
WOODFORD PLYWOOD
P.O. Box l73l
Albany, GA 31703
(912) 883-4900
Branches in Alabama, Georgia & Florida
LAKE STAIES
EMPIRE WHOLESALE
P.O. Box 249
Akron, OH 44309
(216) 434454s
DETRON FOREST PRODUCTS
35135 Glendale
Livonia. MI 48150
(313) 522-0610
BOEHM.MADISEN
Nl6 W221@Jericho Dr.
Waukesha, Wl 53186
(4t4) 54/4ffi
UPPER IIID WEST
CANION LUMBER CO.
PO. Box 9328
Minneapolis, MN 5544G9328
(6t2) 425-t4OO
WEST
ALL.COAST FOREST PRODUCTS. INC.
PO. Box M
Chino. CA 91708
(7r4) 627-8s51
ALL-COAST FOREST PRODUCT5, INC.
End of Railroad Ave.
PO. Box 9
Cloverdale, CA 9542$0OOg
(7O7) 8944281
CEDAR WEST CORP.
P.O. Box 5224
Denner, CO W2l7
(3O3) 294-910r
Home Builders Outlet is charged. with misappropriation of trade secrets and unfair competition in wrongly obtaining a list of names and credit data on nearly 5,000 Lumberjack commercial customers along with other confidential information, such as price lists, say court records.
The suit names Horne Builders Outlet, parent company Lodi Lumber, two former Lumberjack workers who joined the competitor in management positions, and up to 30 unnamed "John Doe" defendants.
According to court documents, Lumberjack employees say they recently discovered that one of two copies of its "authorized buying book" was missing. Their investigation revealed a store employee took the bookwhich is usually kept locked upto use to get a job at Home Builders Outlet. the lawsuit alleges.
All the headaches of planning a company meeting, finding a location, arranging a program, entertainment, recreation, meals and travel can vanish with a program developed by Bill Fishman, a highly regarded industry consultant and a columnist for this magazine.
Combining his years of expertise with that of Conferon, Inc., Fishman's Marketing Services, Inc. based in San Diego, Ca., is offering a turnkey meeting production.
As a director of the National Home Center Show and The Commercial Building Show, Fishman has been organizing professional programs for retailers, wholesalers, manufacturers and trade shows for more than 15 years. He has brought big names to the podium including Ken Blanchard. "The One Minute Manager;" Tom Peters, "Searching For Excellence." Bernie Marcus, The Home Depot; David Stanley, Payless Cashways; Johnny Walker, Lowe's Cos.; Mike Grossman, Grossman's; Dick England, Hechinger; and Robert Strickland, Lowe's Cos.
Whether it is a top national speak-
er, an industry leader, an industry forum, roundtable discussions or headliner entertainment. Fishman and his affiliates are ready to deliver. They can entertain or educate meeting attendees or infuse them with company ideology and policy, Fishman explains.
They begin the meeting planning process with an input session in which, along with company representatives, they set the mission of the meeting. "With the goals fixed, we then can intelligently recommend meeting sites, travel and hotel arrangments, food and beverage service, speakers, entertainers. recreational activities and budget ranges," Fishman points out.
At a follow-up session, the Fishman team presents a comprehensive selection of viable sites, facilities, talent and activities detailed with pricing schedules to allow the company committee to choose the elements of the meeting preparation as an internal function or select to have the entire meeting produced for them. "There's no cost for the first two meetings or this preparation," Fishman emphasizes, "Our fees are paid by the facilities."
"Never before has the industry had all this meeting planning talent available," Fishman emphasizes. "We can show them how to plan a great meeting, not just a nice meeting or a good meeting, with more efficiency and at no additional cost."
A brochure explaining the program is available from Marketing Services, Inc., 11650 lberia Pl., San Diego, Ca.92128 or by calling (800) 666-6458.
A plea by 43 U.S. congressmen to halt cutting of privately-owned redwoods that are at least 200 years old has been rejected by the California Board of Forestry.
The board defended its action to environmentalists by noting its current efforts in protecting owls and other wildlife, its report (due this fall) suggesting further protective measures, and that 76,000 acres of old growth redwoods in state and national parks are already protected - almost four times the number in company-owned forests.
A coalition of environmentalists has proposed a statewide ballot measure in 1990 regarding old growth.
In a move to concentrate on builder/contractor and wholesale building material supply and Western Fund Control, Western Lumber Company, Inc., has announced plans to restructure its operations, sell its real estate and remain in or move into leased facilities.
According to Allen Quimby, president of the National City, Ca., company, the firm plans to de-emphasize the consumer market segment of its building material centers in San Diego County which accounts for only 1506 of sales.
Western Lumber, a wholly owned subsidiary of the privately held Charlotte, N.C., Georgetown Industries, Inc., has closed two of its twelve stores (Pacific Beach and Chula Vista). The Poway store will close in approximately two months.
Stores in Oceanside, El Cajon, Solana tseach, Temecula, Fallbrook and a new store in National City remain open, as does a truss operation in Mexico. The company headquarters, Western of San Diego Fund Control, Inc., San Diego Wholesale Building Materials and a manufacturing and builder/contractor service facility, all in National City, will continue operations. A leased facility in Fontana is scheduled to open this summer.
"The stores remaining open are strategically positioned to serve our builder/contractor and fund control customers in areas with the best potential for growth," Quimby said. "We also will be looking to open facilities in new locations that meet that same criteria."
Quimby said the restructuring will increase profits and return on investment. "We look forward to concentrating exclusively on the roots of our business - providing building materials for builder/contractors and dealers, which we have done for more than 85 vears,"
U.S. imports of lumber decreased in 1988, but still exceeded exports by 5% at $1.25 billion in the first quarter. Exports totaled $1.19 billion.
Canada was the main provider with $881.8 million.
Western Lumber Co.. lnc.. Historical Timeline
1902Western Lumber incorporates.
1909Relocates to ('olumbia & Market Slreets.
l912Mack trucks replace horse-drawn delivery.
l9l9Sullivan family purchases Western Lumber.
1924 - Acquires (--oronado Lumber, Ocean lJeach Lumber, Mission l]each Lumber and (lhula Vista Lumber.
1925 - Acquires La Jolla Lumber.
1926 - Acquires Pacific Beach Lumber.
1954Ocean lJeach Lumber relocates to Point Loma.
1958 - Acquires Imperial l]each Lumber.
1960Western Lumber relocates to National (litv.
1962Lumber stores renamed Wesry's.
1968 - Wesly's South llay opens: Wesry's (-hula Vista and Imoerial lJeach close.
1969 - Westy's [:l (iajon opens.
1969Boise (lascade purchases Western Lumber ('ompany's assets.
1970Sullivan l'lardwood closes, San I)iego Wholesale lluilding Malerials opens.
1974 - Acquires Westy's Poway.
1975 - Acquires Westy's Oceansidei Wesry's La Jolla closes.
1978 - Opens new Poway Westy's store.
1979 - Opens Westy's Spring Valley.
l9{15Boise (-ascade ('orporation sells San I)iego operarions to re-incorporaled Western Lumber ('ompany. lnc.
l9ti7Western Lumber ('ompany acquires stores in Temecula. Ramona. lrallbrook and Solana l]each from Lumber Onel changes name of retail localions to Western Lumber tluilding Material ('enters.
l9ll7(ieorgetown Industries, Inc. purchases Western Lumber ('ompany. Inc.; closes Spring Valley store.
l98tlAdds new location in Tijuana, Mexico.
1989Announces l:ontana location to open ntid-suntnrer: closes [)t. Loma and Ramona slores: restructures company; closes Pacific lleach. ('hula Vista and Powav stores.
Others were Indonesia, $89.2 million; Taiwan, $76 million; Brazil, $42.1 million, and Mexico, $38.4 million. Figures were compiled by Charles Stayton, a wood products specialist at the Texas Agricultural Extension Service. Overton. Tx.
Wtrolesale distribution of building materials by
Coos Head takes pride in its service to its customers and invites all inquiries, including the difficult- and hard-to-find ltems. Let our inventory be your inventoryr.
r Green DF S4S lumber lx2 - 6xl6
r Kiln dried S4S lumber l' & 2'
^ complete lrne of panel products
r Laminated beams
TRUCK
BARGE
SHIP
RAIL
Shakes, shingles, hip & ridge (sales rep for West Forest Wood Productsf
Cedar Hem/Fir
CCA pressure treated lumber - dimension
CCA pressure treated posts
CCA pressure treated decks & fencing
r Rentokil/SuoaTimber pressure treated lumber fsales agent for Durawood Treating Co.
Coos Head Forest Products (A division of Coos Head Lumber & Plywood Co. Inc.) P.O. Box 750, Coos Bay, Oregon 97420
Ron McCormick Roy Bonham David Miles Service is
Patrick Ball
Sunroom kits featuring a framework of lightweight, curved plastic beams for easy do-it-yourself installation are new from Keolyn Plastics.
Beams are made of durable foamed Lexan resin and shipped in 4-ft. lengths along with tinted plastic glazing panels. The beams bolt together with stainless steel hardware. The plastic panels are fitted into molded-in channels and sealed with extruded gaskets.
The sunrooms may be attached to an outside wall or debk. No foundation is required.
Calipers that quickly tell when lift truck forks are worn beyond limits recommended by the Industrial Truck Association are available from Caterpillar Lift Trucks.
Introduced as a safe, inexpensive alternative to twine and braiding, the bands are said not to indent mouldings.
Also available are banding equipment, pallet stretch film, pallet wrapping equipment and lumber bags.
An inexpensive, clear plastic magnifier which attaches to thermostats to help visually impaired people to read or set the temperature is new from Honeywell.
Pure copper tops for bay and bow windows are now available from Stillwater Products.
Reportedly durable, watertight
The caliper's jaws have two pairs of points: an outer pair set by an inspector to the fork's original thickness, and an inner pair "automatically" set to 900/o of the original thickness. When the inner points pass over a worn fork arm, wear has exceeded l0o/0.
The tools can be used for blade thicknesses up to 2-l/2 in.
Unique rubber bands designed to tightly hold together stacks of moulding are new from Henrich Packaging Co.
Made from optical-grade plastic, the magnifier snaps over the face of Honeywell's T87 round thermostat. The device can be removed for use as a general household magnifier.
and weatherproof, the low-profile roofs are said to feature no exposed screws or fasteners and require no framing for construction.
For more information on New Products write The Merchont Mogazine,4500 Campus Dr., Suite 480, Newport Beach, Ca.92660. Please mention issue date and page number so we can process your request faster! Many thanks!
A new tool for applying wallpaper has been introduced by Ultimate Concepts.
Designed to eliminate time, mess and frustration, the Wallpaper Applicator reportedly can be used with about 900/o of the residential wallpapers sold, including all types of prepasted paper, borders and some types of non pre-pasted paper.
A new series of architectural accents for entryways, featuring onepiece mantel and pediment units, has been introduced by Russell Enterprises.
Like-Wood accents are crafted of lightweight high density polyurethane and can be installed with construction adhesive, nails or screws. All millwork items are primed and painted with a white acrylic paint.
Though they have the look ofreal wood, they are said not to shrink, rot, warp or split.
A classic 6 ft. high mantel is molded to each pediment. Six pediment styles are available, each in up to eight height and width combinations.
The Baby Barrier, a safety device to prevent children from falling off decks, porches, stairs and balconies, is now available from Railnet.
Magnetic sweepers designed to pick up iron and steel particles from shop floors, driveways and parking lots are now available from Dowling Miner Magnetics Corp. Models include wheeled push sweepers or a heavy duty magnetic broom which can be connected to a handle or hung from the back of a forklift.
A unique exterior stain system which reportedly can be applied in one coat because it contains three times the solids of conventional stains has been introduced by Duckback Products Co.
Employing transoxide pigments, tung, paraffin and linseed oils, Duckback No. 1900 Superdeck is said to provide high durability where heavy foot traffic, sun and moisture are problems.
The stain allows the beauty of the wood to show through while penetrating, lubricating and nourishing the wood's fibers. It may be used on decks, siding, spa cabinets, rails, fencing, gazebos and exterior furniture.
A full line of wood-look, polyurethane trim is now available from Outwater Plastics.
Each piece is said to be dimensionally stable, uniform with deep relief and sharp detail, pre-primed, fire retardant, and resistant to shock, splitting, solvents, moisture and ultra violet deterioration.
Decorlite Classic Trim is available in cornice mouldings, chair rail, panel mouldings, ceiling mouldings, wall light appliances, columns, capitals, pilasters, plinths and other configurations.
The durable netting comes in lengths from 5 to 40 ft., is about 3 ft. wide and has extra grommets to adjust its size. It has sturdy edges to prevent ripping and screw eyes to secure it to walls, floors or railings.
Five elegant new styles have been added to Webb Manufacturing's line of decorative ventilating cupolas. One bell-shaped, two pagodashaped and two steep-pitched roof models are available.
An attractive yet affordable double hung wood window has been introduced by Heritage Windows.
The Monroe True Divided Lite double hung window features solid ponderosa pine construction, energy saving insulated glass, die cast brown metal cam action lock and continuous finger lift top and bottom sash. Both sashes tilt inward for easy cleaning.
The window is available in a variety of sizes in natural or prefinished white, adobe or mocha. It is also offered in TDL/SSB with a storm panel or one-over-one glass.
Modular decks with either patio stone or wood inserts are now available from Liberty Lumber Co.
The system includes a pre-cut base manufactured of Weyerhaeuser's Lifewood No. 2 ponderosa pine, pressure treated after the wood is cut.
I I I T
Spectfled Green Douglas Flr Cuttlngs
Ttealed, Marlne Timbers
Brtdge Tlmbers
Temporary Power Poles (800) 426-1341
Steve Propst (206)771-52OO FAX(206) 670-2988
P.O. Box 236, MountlakeTerrace, Wa. 98043
IJV AUS'IVESS FOR 45 YEARS
Nine patio stones fit into each base. Stones come in a variety of colors and designs with color said to be retained for decades.
Wooden inserts are also treated after they are cut and constructed with a v-groove to minimize shrinkage. A cross bar support on each insert inhibits warping. All wood used is guaranteed against rot and termites.
Kits contain all lumber. screws. drill bits and instructions needed for assembly.
The Closet Maid revolving closet system which reportedly can provide 100 sq. ft. of storage in only 34 sq. ft. of closet space is new from Clairson International. Resembling a downsized version of a dry cleaner's retrieval system, it features high-low chrome hangbars, long-hang space, shoe racks and various bins and baskets.
Reversible gears control a permanently lubricated, enclosed motor. All electrical components are UL approved, and the units are fully grounded. The system is freestanding and self-contained, although a wall brace is provided for further stability.
The revolving systems come in several sizes, designed to fit into walk-in closets that are at least 4' x 6' Units are 7'4" tall, requiring a 7'5" ceiling height for installation.
August 1 989
Redwood Grade Merits B+ i',-l'1Lt: rrrl\\()(,rl ltortt tlte l'lrtillt'
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South Bay Forest Products, a very special manufacturer of specially lumber products, has a winning combination for you.
manufacturer specializing in weslern specialty
FINISH PATTERNS SIDINGS BOARDS DIMENSION TIMBERS DECKING CUT STOCK SPECIAL MOULDINGS SPRUCE & PINE PATTERNS
INDUSTRIAL MOULDINGS & MILLWORK
Wholesale only
A water dispenser which provides instant hot water is new from NuTone.
With an optimum temperature of 190' maintained by pre-set thermostat, HotTap provides up to 60 cups of "cooking hot" water an hour.
The system includes a fully insulated, l/2 gallon tank, electrical plug fitting a conventional outlet, FDAapproved rubber,pipe to keep the faucet cool, and an easy-turn, chrome and black faucet, for rightor left-hand operation.
An automatic fertilizer, insecticide and fungicide feeder that hooks up to automatic sprinkler systems or regular hose sprinklers is new from Delorm International.
The easy-to-install Ever-Green system reportedly saves time, water and money, while eliminating spreaders, chemicals and burn spots. It employs pre-measured, time release pellets.
A new measuring instrument combining tape measure and electronic memory has been introduced by Cosa Corp.
Distances are recorded on an LCD panel when the tape is pulled out. The tool automatically adds all lengths greater than the l0' or 25' tape to a running total.
A full function calculator is incorporated into the device along with a tape lock button.
The stain protects against moisture penetration, the sun's rays, warping, cracking, water staining, peeling and blistering, while enhancing. the beauty of the natural wood grarn.
Ultra-Lap, a combination siding, sheathing and insulation, is new from Temple Inland Forest Products.
The foam insulation bonded to the back of hardboard siding provides higher R-values. The l2" wide by 16' long by 3/4" thick product is said to be bucklefree to reduce callbacks and lightweight for easy handling and installation.
The foam layer acts as a vapor barrier to prevent moisture from penetrating through the siding from the back. Additionally, the siding carries a new primer, RainPrime, which reportedly allows half as much water penetration as do conventional pnmers.
A three-product floor coating system has been developed for hardwearing surfaces by Plastics & Resins, Inc.
A tough, water repellent deck stain for wood has been developed by Okon, Inc.
Due to its unique water-based formula, the product is easy and safe to use. No solvents are needed for clean up, and its non-toxic. nonflammable formula reportedly has little or no odor, doesn't irritate the skin and won't harm vegetation or pets.
Designed for use on pressure treated wood or previously stained wood, the clear wood preservative is formulated for tinting with standard paint coloring systems.
The Polafloor Colorcoat System includes a porous surface primer, single-pack polymer coating and two-component, aquaborne aliphatic urethane clear coating. The system reportedly contains no solvent or toxic components.
Kitchen and bath tile backer board said not to deteriorate when wet has been introduced by USG.
Durock interior cement board is a factory-made Portland cement mortar panel, reinforced with glass-fiber mesh. The boards reportedly can be installed by one person with nails or screws.
They come in 3x4, 3x5 and 3x6 ft. sizes to back tile floors. walls and countertops.
Nearly a billion board feet a year of lumber pour smoothly to the market place from our mills.
RSG Douglas Fir, Hem-Fir and Western Red Cedar are distributed throughout the West and across the country with cost efficiency by ratl, truck and piggy back vans
Huge sea-going barges, carrying 6 million feet of lumber each. load at our docks on the Columbia River and
deliver to Pacif ic and Atlantic coast destinations Our customers take advantage of our proximity to Oregon and Washington ports for overseas shipments.
So rememberit's not onlv our production r:anacitv {lexihilitv and technical vqyuv'!t, innovation that make the difference it's also our shipping knowhow
You can count on RSG
Two new all-leather tool pouches riveted and stitched to withstand rugged use have been introduced by Vaco Products.
One has four large, gussetted utility pockets, two plier pockets, four screwdriver pockets and a knife snap. The 10" x 10" holder is slotted to fit belts up to l-3l4" wide.
with
Top-of-the-line'l-beam levels of Honduran Mahogany are now available from Empire Level Manufacturing Corp.
The levels have a continuous aluminum frame around the length of the tool to prevent warpage. Neoprene end plates eliminate sharp corners and provide high shock absorbance.
Three lengths are offered: 24" with hand grips and 48" and 72" with hand holes.
A larger pouch features two closed-end pockets for long screwdrivers, two small pockets for stubby screwdrivers, a big double pocket for pliers, a special partitioned pocket for a 9-in. torpedo level, special pockets for wire stripper, awl and steel tape, two additional pockets, knife snap and anchored tape thong
A new solar battery maintainer from Solarex Corp. reportedly can significantly extend the life of 12volt batteries.
The BatteryMate is a photovoltaic unit that turns sunlight into a steady flow of electricity, offsetting battery drain.
Complete inventories and prompt delivery of the finest quality timber. 0nma0 tt[[]BttB Go" WHOLESALE TIMBER 21850 Main Street, Grand Terrace, CA Post Olfice Box 846. Colton. CA 92324 (213) 617.3s97 (7141877-2001 o Pressure Treated Forest Products o Custom Treating Service o Fencing a a a a Water-Borne Salt CCA Twe A GrapeStakes Posts & Poles CaI Coast Wholesale Lumber, fnc. (Exclusive sales agents for Coi3t Wood Preserving, Inc.) Rov Niclsen o Butch H<xrd * * * Truck and Trailer or Rail Shipments * * * Plant Road & Taylor Drive P.O. Box 623 Ukiah, Calif.9E482 Fozl as64tnt Quality Gontrol Progran by Independent Testing Laboratory
Porta Carport, a prefabricated shelter for cars, boats, recreational vehicles or stored goods, is new from Carport Distributors.
The roof is fabricated from enameled steel and offered in various colors. Standard sizes are 12' x 21' and 20' x 21', and custom orders are also available.
Options include steel sides for constructing a storage building, screened sides for a summer enclosure, or transparent, woven plastic sides and roof for a greenhouse.
For more information on New Products write The Merchont Mogazine.4500 Campus Dr.. Suite 480. Newport Beach. Ca 92660
Please mention issue date and page number so we can process your re quest fasterl Many thanks!
High fashion Supersinks are now available in the U.S. from Spring Ram American of England.
The sinks are manufactured from Asterite, a revolutionary new material said to resist heat, staining, scratching and chipping.
The l, l-l/2, 2 and 2-1/2 bowl kits come complete with all hookups and are available in eight colors.
An asphalt hip and ridge shingle with a built-in hinge for easy folding in a "2" shape for triple layering is new from Elk Corp. When nailed in place and overlaid, it is said to create a deeper shadow line without the time and expense of doubling pieces
A new spray-on fire retardant has been introduced by WHS Sales, Inc.
Flame Barrier reportedly is safe to use on natural, synthetic and blended fabrics and textiles, and around children and pets.
The non-toxic, non-staining liquid can be used on such items as upholstered furniture, curtains, mattresses, artificial flowers and camping gear.
It is available in 16 oz., 32 oz. and 64 oz. spray-pump bottles.
A new device from the Gas Research Institute simulates the warm appearance of a wood fire in natural gas frreplaces.
special coating seeds the flame with a colorant to produce a realistic, yellowish-orange fire.
of standard shingles on hips and ridges.
The product comes in 39-318" x l3-l/4" shingles, perforated for segmenting into four l3-l/4" x9-27/32" ready to fold and apply pieceswith no cutting required.
The ridge is also pre-tapered to eliminate the need for hand trimming of the head lap before application.
It has a 5-518" exposure and comes in six colors.
Four seasons' worth of fertilizer in one package has been introduced by KOOS, Inc.
Four lawn applications are Packaged in self-spreading poly-bags, including fertilizer with crab grass control, weed control, insect control and fall starter fertilizer. Each bag weighs 4 lbs.
The products require no spreader, since the bottom of the bags can be cut to reveal a series of holes. Shaken across the lawn, the inverted bags evenly distribute the fertilizer.
Ten polished brass bath accessories are new from NuTone.
Crafted of hot-forged solid brass, the Sovereign line includes two paper holders and towel rings; 24" towel or robe hook; soap holder, tumber holder or urn and brush set with ceramic components, and glass shelf with solid brass trim.
Each piece is protected by a clear lacquer surface and constructed with concealed-screw mountings.
When positioned over the burner for the gas fireplace log, a rod with a
A ladder accessory to improve the stability and safety of any ladder'has been introduced by Saf-T-Legs, lnc.
The coloring effect reportedly will last 1,000 to 1,500 hours ofexposure to the flames, thus needing replacement every three to five years.
bolt securely and easily to any standard extension ladder or stepladder.
They are adjustable from 8'to l4', and feature nylon and rubber foot pads and a hinged-bar design for compact folding.
The versatile Inflator/Deflator has been introduced by Campbell Hausfeld.
Operating on standard llS-volt household current, the compressor weighs 5 lbs., is equipped with a han-
dle and wall hanger, and includes a built-in pressure gauge, 8-ft. air hose, universal adaptor and three in' flation nozzles.
Rated at 125 psi, the tool is said to deliver air more than three times faster than comparable models.
A new foam sealant applicator gun providing fast, one-hand operation, greater control and more accurate placement of expanding urethane foam is new from Grace Construction Products.
tion of basements, floors, walls and ceilings, the products offer low water vapor permeability and shrink resistance and contain a flame retardant.
The first type of system has a cream time of 3.5 seconds and a tack-free time of l3 seconds, while the second has a cream time of 4 to 4.5 seconds and a tack-free time of I 8 seconds.
A finishing touch for glass block walls and dividers has been introduced by Pittsburgh Corning Corp.
Featuring a finished surface on one edge, the 8-in. sq. EndBlock allows the finishing of a wall or partition without the use of opaque wood, masonry, metallic framework or other dissimilar materials.
A collection of hand-finished. fabric-covered designer storage organizers is new from I Was Framed.
The durable, lightweight metal gun attaches to a Polycel sealant can. The tool's unique design eliminates hoses, reduces waste and incorporates a positive shutoffthat eliminates foam drip. It has a narrow barrel for easy handling in tight places.
Two new rigid polyurethane foam spray systems containing no chlorofluorocarbons have been introduced to the U.S. by Resina Chemie B.V. oi the Netherlands.
Designed especially for the insula-
The stackable boxes may be mixed and matched to hold shoes, jewelry, belts, bags, hats, sweaters, blouses, scarves, linens and sleepwear. Each piece is made of durable chipboard and requires no installation or tools.
Matching desk top and vanity accessories, datebooks, picture frames and wastebaskets are also offered.
A kit to repair hollow wall damage, leaving a flush surface for painting or papering, has been introduced by Marshalltown Trowel Co.
The Patch It! kit contains special adhesive-treated, flexible boards which are attached to the inside of the wall and shaped and formed to fill the hole prior to application of a repair compound. Also included are complete instructions and sandpaper.
The October issue of The Merchant Magazine will be a special lssue devoted to hardwood. We'll have stories, features, articles, plus merchandising and sales ideas . . . all devoted to hard' wood as it applies to you, our retail and wholesale readers. You'll enjoy reading this valuable issue . . and profit from it. too.
Take advantage of this exceptional opportunity to get your message before our readers. The Merchant's extensive circulation in the 13 Western states assures excellent coverage for your advertising message. This Hardwood Special Isiue is the perfect editorial environment for your advertisement.
Call today and reserve sPace. Deadline is September 16, 1989. You'll be glad you did.
Speaking at the fall National Lumber & Building Material Dealers Association convention in Palm Springs, Ca., Smick said the bill requires all federal agencies to convert to metric by 1992. The Department of Defense has a Jan. l, 1990 deadline.
The European Economic Community continues to stand by its 1979 directive, which stated that no products will be accepted after Jan. l. 1990, unless measured in metric dimensions,
Hardware Wholesaler Awards
Sullivan, Ted_ Gilbert. l4l Allen Brody, George Badnoch. l5l Rick Ponce, Mike Lon6, Mike Macker, Andy Ersek. {61 Jeff Gould, Bo-b Golding, Paul Hacke, Blain Smith, John Newquist. Over 5470 was raised for the club's Children's Hospital of 0range County fund at the Aoril 26 event.
Bill
Kathy
Rich Sabbagh DaveSeeger
Your Moulding & Millwork Professionals P O. Box 28352 916-386-1314 sacramento, cA 95828 800-321-5095, Tone * 10g FAX 916-386-1329
The Cedar Shake & Shingle Bureau is protesting a measure passed 12 to 1 by the city council and signed by the mayor banning wood shingle roofs in Los Angeles, Ca.
"There's too much at stake here," said Michael Westfall, bureau president, adding that the Los Angeles bill has to be defeated in court before other cities enact bans.
The bureau says it will file a lawsuit to block the law before it goes into effect. A legal defense fund of $400,000 has been budgeted, a spokesman said.
Since Los Angeles passed the ban, neighboring Glendale has passed a similar ordinance. The Hidden Hills city council has opened an inquiry into a ban and Bakersfield is considering a similar ordinance. The law in Los Angeles will take effect 30 days after its publication for the public record.
The Los Angeles Fire Department lobbied heavily for the measure assuring council members that shingles are a fire hazard. Los Angeles Mayor Tom Bradley said he approved the ordinance in the interest of public safety, but urged the council to initiate well documented research and where necessary enact appropriate amendments. Many council members joined him in voicing concern that the measure could be unnecessarily damaging to the wood shingle industry.
In advising retailers on achieving success in the coming decade, Dr. Walter J. Salmon promotes slow growth as "probably the most desirable course."
Speaking at the Home Center Industry Conference, the Harvard Graduate School professor predicted "home centers will remain the category killer of the d-i-y market. The 1990s will be the age of category killers and the future is bright for 60,000 sq. ft. and larger home centers."
Other criteria cited for success:
o Define the market and how to serve it by location, adjusting shelf space, prices and promotions.
o Have a limited number of professional buyers; develop marketing plans by marketing categories rather than by store; delegate substantially to store managers.
o For lowest, landed in store cost, increasingly procure via drop shipments on bulk items; provide for a distribution center or work with a
low cost wholesaler, electronically.
. Management information system skills start with UPC-based point of sale systems. It will be necessary tosift through the avalanche ofdata to get at the necessary data.
o Accurate, frequent and timelY store contribution reports will be needed. Direct product Profit sYstems will replace gross margin measurements.
o Turn on rank and file employees with increased integration of part timers on the payroll; higher wages tied to higher productivity; more hoopla to reduce tedium.
o Good merchandising is a given because "retailers are neurotic" about good merchandising.
Effective response to a customer's complaints can mean the difference between that customerand his friends - ever returning to your business.
Tips for the manager:
1. Respond quickly. As soon as you are aware of the complaint, contact the customer.
2. Listen to the complaint. Allow the customer to com_ plete his explanation without interruption. Listen, nod and only say "I understand" until he is finished.
3. Don't solve the problem too quickty. Work on it. Speed belittles the problem.
4. Complete the circle. Until everyone understands the importance of not letting the same problem happen again, the issue is not finished.
5. .Always say thanks. Instead of complaining to you, the customer could next time just take his business elsewhere. It is a compliment that he thought enough of you and your company to complain.
The smaller the business, the later the payment. The smallest companies have the highest percentage of past-due accounts receivable. Wholesalers and retailers collect receivables the quickest of any business group, according to a study of more than nine million firms by Dun & Bradstreet Corp.
"Small businesses tend to take on riskier accounts," says Joseph W. Duncan, Dun & Bradstreet's chief
statistician. "At the same time, they lack the resources to collect on stubborn past-due receivables.
Firms with fewer than l0 employees reported 270/o of their receivables overdue. Companies employing 50 or more people had past-due receivables of 200/0.
Wholesalers had 170/o of accounts past-due and retailers 270/0, compared to 220/o for all firms.
The construction sector had past-due receivables of 340/0, the highest among the nine sectors studied.
Dealers should make sure that customers realize that their dollars bring more than personal satisfaction when they undertake home improvement projects. Industry statistics show most home improvements return money when a house is sold.
For example, GAF Building Material Corp. points out a homeowner can actually get back more dollars than he spent on a new roof at resale. Investment value per dollar spent for l6 popular home improvements as reported by Homeownermagazine are listed below. These figures are for professionally done jobs. Do-it-yourselfers get even more payback.
Roof replacement: $1.06
Deck/patios:.. .. ....93
Attic conversion:.. .73
Kitchen: ......69
Interior facelift: ....63
Room addition:. . . .63
Air conditioning:. .56
No more headaches with broken forklift rear ends. The answer is simple. USE A TOWING TRACTOR TO TOW LOADS. With more than 15 vears of experience, VICTORY GROUND SUPPORT EQUIPMENT COMPANY combines a sales. administration and service back-up for their reconditioned and rebuilt tractors that will make sure the job gets done but this time WITH THE RIGHT EQUIPMENT!
REC0GlllTl0t{ party for Pete Bower by Mariners Forest Products was held recently to hon0r the departing credit mgr. lor his nearly 13 years ol service with the Santa Ana, Ca., hardwood firm. Top photo: Clint Bower, company president; Pete Bower, lriendly competitor Butch Pope, Weber Plywood, Tustin, Ca. Lower lell: new credit mgr. Mary Bower Prozio, daughter Madison, husband Lenny. lower righl: part of the Mariners' gang wishing Pete Bower best wishes on his new venlures in import/export of sp0rts artifacts and the publishing of a fine arts di rectorv,
Far fewer young couples can afford to buy a home today than could l0 years ago, according to the Census Bureau.
Less than half of the married couples between ages 25 and 34 from 1975 to 1985 had incomes high enough to buy a home. In the mid-1970s, three-fourths of such couples could buv a first home.
The number of households being formed is fast outpacing population growth, according to the U.S. Department of Commerce. The figures are believed to be a bullish sign for housing.
From 1980 to 1988, households increased by 13.90/o while population rose by 8.570. The average number ofpersons in each household fell from 2.75 to 2.62.
Fred Holmes
347O lowa City Rd., Marysville, Ca. 959O1 or6t 743-3269
P.O. Box 8OO, Fort Bragg. Ca.9i43i (7071964-6377
Steve Holmes, Steve Hautala, Tod Holmes, Phyllis Hautala, Toni Matilla
SP0TTED (]WL or not, the lumbermen were smiling lll Mark Lofland, L-P's Joe Wheeler, Jim Frodsham. l2l Ted Gilbert, Jim Moss. {3lBod Kautz, Dave Bufe, Robert Golding. (41 Pete Speek, Ed Gavotto. (51 Andv Ersek, Pete Clough, Don Derbes. (61 Barry Siagner, Mike lrish. l7l Bill Young, Doug Bench, Jeff Goutd. l8l Patric Taylor, Kimberly Sanderson. l9l
Cap Strano, Steve Shudoma. ll0l Ron Toth, 0scar Furnes, Mike Nicholson. (lll Todd & Ted Pollard. ll2l Richard Miller, Blaine Smith, Eruce Kelly, Sam Witzel. {l3l Patrick Ross, Ron Robbins, Pat Reagan, Jr. (l4l Wayne Gardner. llSl Doug Willis, Bill Hoglund. llEl Doreen Kuhlmann, Tom Ross. llTl Jerry Pugmire, Rick Anfinson, Jon Wilson.
Canadian spruce and southern yellow pine could become predominant species in the Southern California market if western timber supply problems due to environmentalist pressures continue, Joe Wheeler, western div. manager for LouisianaPacific, told a recent meeting of the Los Angeles Hoo-Hoo club.
Noting the seriousness of the lumber supply problems, he told the lumbermen's fraternity that L-P was recently forced to close its Potter Valley, Ca., mill and mothball its Red Bluff, Ca., facility due to resource problems.
Wheeler said that Douglas fir
Greater reliance on distribution yard strategies in 1987 helped North American Wholesale Lumber Association member companies achieve total sales of $9,446,178,600, an increase of 9.70/o over 1986 figures.
An analysis of the total wholesale lumber sales volume figure, taken from NAWLA's annual 1988 sales survey, reveals a continuing trend towards distribution yard wholesaling. Nicholas R. Kent, executive vice president of NAWLA, believes this trend is consistent with the growing demand lor 'Just-in-time" delivery by the retail trade.
"As more retail customers seek to improve their cash flow and control inventory costs with 'tust-intime" practices, the importance and value of purchasing stock and pro(l'ltu.st'turtt to pagc 78)
could be displaced as the number one species in Southern California if actions by western environmentalist factions are not resolved. "We don't have a tree shortage," he said, "only a lumber shortage." Without an adequate response to these threats to our industry, he said, "we face down the road a real crunch."
Urging the lumber people present to lobby their political representatives. Wheeler said. "Each one of us
can make a difference. We've been negligent, we need to get organized."
He pooh poohed environmentalist claims that the Northern Spotted Owl was endangered, calling it a surrogate for their real aim of banning harvesting of the forest.
The meeting was held June 2l at the Sheraton Hotel, City of Industry (Los Angeles), Ca. More than 80 attended.
From cutting a wedge to pre-fab'd crane pads or mine shafts. Angle cut, cross cut, drilling, dapping-tffe'll do them all to customer specification.
F USINESS conditions in the 13 El *esrern srares area served by The Merchant Magazine currently range from very good to very bad. Hawaii is one of those states presently enjoying the former, rather than enduring the latter.
While business has been good for some time on the island of Oahu, where Honolulu is located, and the island of Maui, business has only recently begun to really boom on the island of Hawaii, the so-called Big Island.
A beneficiary of this boom is the Honsador Company, which has facilities on all three islands, including the one on the Big Island pictured here. It is a one acre facility situated in the Kaloko Industrial Park, just outside the city of KailuaKona, the second largest city, after Hilo, on the island.
The site has a 19,000 square foot warehouse to protect the inventory900/0 of which is pressure treated wood - from the effects of the tropical sun. While the company sells a wide range of building products such as plywood, roofing, doors, windows, cabinets, appliances, plumbing and a line of cedar, most of the items are drop shipped at job sites,
Wholesaler on the Big lsland of Hawaii enjoys growth as tourism drives the local economy. . the big seller: pressure treated wood products.
rather than being maintained in inventory.
A great deal of the lumber Honsador sells is shipped in from the Pacific Northwest. Treating of the lumber is done by Honolulu Wood Treating, a Wolman licensee, through Hilo Wood Treating. From Hilo the treated wood is shipped to the Kona Coast side of the island via truck, a trip that usually takes about 2-1/2 hours. Pressure treated lumber, redwood and cedar are widely used throughout the Hawaiian Islands to combat the effects of humidity and rainfall.
The Honsador branch in KailuaKona began in 1984 as a one man operation manned by Tom Rietow, the present branch manager. He was subsequently joined by Russell Kohashi, now office manager, and the two of them ran the show. "We did it all," Tom recalls with a smile.
A year ago they moved to their present site, opting for the topmost parcel as the adjoining land offered them room for the expansion they anticipate. Presently there are seven office employees and six yardmen. "Whatever our jobs," Rietow notes, "we all consider ourselves salesmen.t'
Growth in the tourist trade bolstered construction, plus added strength in a small agriculture segment contributed to the present boom. The once sleepy Kona Coast is fading into memory and the Honsador Company appears well poised to participate in the strong growth of the island's economy.
are oart of the back wall at Honsador's Bio lsland facility, Kailua-Kona, Hi. {21 Mgr. Toir Rietow and Bussell Kohashi, office mgr. l3l and lal inventory is mostly pressure treated wood products. l5l and 16l exterior shots of the office and covered storaoe.
After reading your editorial in the May Issue of The Merchant Magazine, I thought you might enjoy this poem composed at lunch by a local poet, Lester Smith.
SPOTTED OWL
Out in the forests
There's
Cecil Cleveland Valley Best-Way Building Supply, Inc.
E. ll92l Sprague Ave. Box 14024 Spokane, Wa.99214
We have recently been receiving your magazine. lt is very informative regarding personalities and building materials businesses in the Western states. It is by lar the best publication I have seen covering our industry.
Rich Copeland President CA Co. N. 9l I Thierman Spokane, WA 99212
"Break-even" analysis not only reveals how much a dealer must sell at a fixed price to cover his operating costs, but also provides a list of other sales management advice.
It determines:
(1) Q)
the selling price needed to earn a specified profit, given a certain level of sales.
the maximum variable cost allowed at a specified level of sales and the selling prices required to avoid a loss.
the point at which an operation or product line should be discontinued to avoid a loss.
the minimum sales volume needed by credit customers in order to make the account profitable.
Break-even analysis can also determine if a new product should be introduced, product mix should be changed or if pricing should be adjusted, according to the Western Building Material Association.
"l thought you said you knew how lo operate one o.l'those things?!"
The Merchant Magazine
The Lumbermens Red Book listsall producers, wholesalers, retailers of lumber and wood products of any kind, and. all manutacturers ofwood turniture, cabinets and millworkmobile homes, prefab houses and modular unitswood recreational products, sportsware and toys - boxes, crates, pallets and industrial oroductsand all other products using wood in any torm.
P.O. Box and ZlP CODE!concise description of what the business does - special data such as location of purchasing deparlmentthe financial strength rating (not alone the net worth, but what is available to croditors)the exact payment rating (how it pays: prompt, slow, very slow).
A Red Book credit rating is accurate, because the man who assigned ii is a specialist in the field we cover. His rating allows you to maKe an immediate decision ! SUPPLEMENT BINQER
Rcd Book rorulcc glvcr t/ou -
o LUMBERMENS RED EOOK
r WEEKLY CHANGE SHEETS
o CUMULATIVE SUPPLEMENTS
o SUPPLEMENT BINDER
o TRAVELERS EDITIONS
o SPECIAL REPORTS
o COLLECTION SERVICE COMPUTERIZED MAILING LISTS
A Red Eook listing showsthe exact business name - complete address, including
Please enter our subscription for Lumbermens RED BOOK service for one year. Bill us: $31 0.00 quarterly n; $620.00 semi-annually D; $1,240.00 annually n. Please send more inf ormation, without obligation E.
BUSNESS NAA4E
YOUR NAl,lE
The 612-p. hardcover 1989 Secondary Ilood Products Manufacturers Directory, reportedly the first single-volume guide to every major U.S. and Canadian hardwood and softwood producer, is $147 from Miller Freeman Publications, 500 Howard St., San Francisco. Ca. 94105.
A 32-p. wood mouldings design guide is $7 for members, $12 for nonmembers from the Architectural Woodwork Institute, 2310 S. Walter Reed Dr., Arlington, Ya. 22206.
"The Wallworks Guide," a l6-p. gypsum wallboard how-to booklet, is $3 (refundable with purchase) from Georgia-Pacific, Box 2808, Norcross, Ga.30091.
"Particleboard: From Start to Finish," an up-to-date, definitive handbook with glossary, is $12.50 from the National Particleboard Association, 18928 Premiere Ct., Gaithersburg, Md. 20879.
"The Hole Story," which explains a new pressure treated lumber quality control procedure, is free from Doyle Lumber, Box 2157, Martinsville, Va.24ll3.
"The Panel Handbook & Grade Glossary" is free from the American Plywood Association, Box 11700, Tacoma, Wa. 98411.
An in-store video to market home fire extinguishers is available from Cease Fire, by calling (800) 338-9010.
A l2-p. classical wood stair parts catalog is free from Arcways Inc., Box 763, Neenah, Wi. 54957.
A new wood millwork and interior door brochure is free from Acorn Building Components, 12620 Westwood. Detroit, Mi.48223.
Information on Thunderized pressure treated wood is available from Thunderbolt, Box 890, Riverbank, Ca.95367.
New driver training videos (Skid Control & Recovery, Controlling Back Injuries, Portrait of a Professional Driver, Controlling Slips & Falls, llinter Driving) in 1/2" VHS or 3/4" U-Matic tape are $59 ea. from the American Trucking Associations, 2200 Mill Rd., Alexandria, Va. 22314.
The American Plywood Association membership & product directory is free from the APA, Box 11700, Tacoma. Wa. 98411.
For all New Literature offerings write directly to the name and address shown in each item. Please mention that you saw it in The Merchont Magazine. Many thanksl
A l0-p. insulation catalog is free from Knauf Fiber Glass, 240 Elizabeth St., Shelbyville, ln. 4617 6.
A 4-p. brochure charting strength properties of Dricon fire retardant treated plywood and lumber is free from Hickson Corp., l 100 Johnson Ferry Rd., NE, Atlanta, Ga. 30342.
A new buyers guide and membership directory is free from the West Coast Lumber Inspection Bureau, Box 23145, Portland, Or.97223.
A 1989 directory of Wood Moulding & Millwork Producers Association members' products and services is $2.50 from the WMMPA, Box 25278, Portland. Or.97225.
Literature on California redwood's working stresses and span tables is free from The Pacific Lumber Co., 125 Shoreline Hwy., No. 125-B, Mill Valley, Ca. 94941.
"Structural Design Guidelines for Aluminum Framed Skylights" is $10 from the American Architectural Manufacturers Association, 2700 River Rd., Ste. 118. Des Plaines. ll. 60018.
"More Profits From Paneling," a 32p. guide to paneling sales aids and advice, is free from Georgia-Pacific, 133 Peachtree St. NE, Atlanta, Ga. 30303.
An embossed wood carvings and mouldings catalog is $6 (includes sample) lrom R.G. Brown & Associates, Box 4625, Englewood, Co. 80155.
A lighting, ceiling fan and fan accessory catalog is free from Design House, Box 1001. Germantown. Wi. 53022.
A pocket-size lift truck selection guide is free from Caterpillar Industrial, Box 739. Berea. Oh.44017.
LIARDWOODS have PlaYed an J.limportant role in the building of America. And, fittinglY, each state has chosen a "state tree" to symbolize its own heritage and values.
New York began the Practice in 1889, selecting sugar maple as its official state tree because of the hardwood's economic imPortance to the area. Other states followed suit, choosing a tree that helPed to express the personality of the state or said something important or unusual about it.
More than two-thirds of all state trees are hardwoods. The few state trees that are softwoods are mostly species of pine or spruce'
States can select the same tree, and the most popular hardwood choice is oak. Plentiful and valuable, it is perhaps the "most American" of woods. As such, Connecticut, Illinois and Washington, D.C., among others' claim this statelY tree.
Five Northeastern states use maple, another historical wood with high commercial value. It is mainly used for furniture, specifically coloniat furniture. And its foliage beautifully marks the change of seasons.
Elm is most commonlY known as a shade tree. It represents such states
State trees give each area indi' vidual identitY.. hardwoods comprise more than two-thirds of the list. . oak is the most commonly chosen hardwood.
as Nebraska and North Dakota. Additionally, it is a Prolific seeder, growing fast and usually in abundant supply.
Cottonwood, a more common, down home wood with few industrial uses, represents Kansas and WYoming. The buckeyes of Ohio are now perhaps more commonlY associated with sports. Texas uses Pecan, a close grained, hard, very heavY, strong, reddish brown hardwood from the South. And PerhaPs nothing could better symbolize early California than the redwood or Florida than the Palm tree.
Most of the state trees are official, having been adoPted bY acts of the state legislature. All states also have chosen an emblem, motto, bird and flower, and some even have a state animal, insect, mineral, gem, grass' dance, fish or beverage.
AL: Southern Pine (longleaf)
AK: Sltka spruce
AZ: Paloverde
AR: Plne
CA: Gallfornla redwoodg
CO: Colorado blue sPruce
CT: Whlte oak
DE: Amerlcan hollY
DC: Scarlet oak
FL: Sabal Palmetto Palm
GA: Llve oak
Hl: Candlenut
lD: Whlte Plne
lL: Oak
lN: Tullp tree
lA: Oak
KS: Cottonwood
KY: Kentucky coffee tree
LA: Cypreas
ME: lYhlte Plne tree
MD: Whlte oak
MA: Amerlcan elm
l{l: lVhlto Plne
MN: Red or Norway Pine
MS: Magnolla
ttO: Dogwood
MT: Ponderosa Plne
NE: Amerlcan elm
NV: Slngle-leat Plnon
NH: Whlte blrch
NJ: Red oak
Nt: Plnon
NY: Sugar maple
NG: Plne
ND: Amerlcan elm
OH: Buckeye
OK: Redbud
OR: Douglas flr
PA: Hemlock
Rl: Red maple
SGr Palmetto tree
SD: Ebck Hlll! spruce
TN: Tullp poPlar
TX: Pecan
UT: Blue epruce
VT: Sugar maPle
VA: Amerlcan dogwood
WAr Westotn hemlock
WV: Sugar maple
W!: Sr8ar maple
WY: Cot{onwood
Twenly-five (25) words for $21. Each additional word 700. phone number counts as one word. Address counts as six words. Headrines and centered copy ea. line: $6. Box numbers and special
borders: $6 ea. col. inch rate: $45 camera ready, $55 ifwe set the type. Names ofadvertisers using a box number cannot be rereased. Address replies to box number shown in ad in care of The Merchrnt Magazine, rr500 campus Dr., suite 4g0, Newport Beach, ca. 92660. Make checks pavable to The Merchant Magazine. Mail copy to above address or call (714) g52- 1990. Deadrine for copv is the 22nd of the monrh. pAyMENT MUST ACCoMpANy copy unress you have established credit with us.
UNIQUE OPPORTUNITy: Growing, successful Southern California wholesaG distributor with multiple product lines is seeking a knowledgeable, experienced team plaver to head up our hardwood operations. We're looking for someone seeking an opportunity and who wants to grow with us. Salary, benefits, profit sharing and incentives for the risht person. Contact: Doug Madsen (2lj) 4I97506.
SALESPERSON
Small and well established lumber firm in the Southern California, Inland Empire area, looking for experienced softwood trader. Need self motivator who is aggressive and has a Southern California following. Excellent commission and growth potential. Send resume to Rob Roy, C/O Roy Forest Products, P.O. Box 904, Colton. Ca.92324.
WELL ESTABLISHED wholesale lumber company of 75 years is looking for enthusiastic sales people. Filling both inside and outside sales positions. Experience helpful. Call pete Ql3) 749-4235, or send resume ro American Hardwood Co., Box 2224, Terminal Annex, Los Angeles, Ca. 90054.
Have you tried a PCand found there is no adeouate sottware tbr it? DON'T TTIROW IT AWAY! Add our co_ processor ca^rd to.your XT or AT compatible, and you give it the power of a mini-computer.
We_offer a complete software accounting svstem with modules fbr GL, AR, AP, BOM,MRp, Inven"torv. purchase Orders, Sales Orders, etc. This software has bee'n'in use for years on mini-computers, and with the additionofour co_ processor-card, is now available for pc's. custom systems are installed in RevaN plants, wholesale building m'ateiial suppliers and sawmills.
We can sell you the computer and software you need. install rt a.nd_train your people to use it. If voir alreadv have multiple PC's, we offer-software to turn them into teiminals ror Ine accountlng system.
For more information, call 4lS/254-5507 or write to
3706 Mt. Diablo Blvd. #200, l-afayette. CA 94549
Douglas Fir S4S and rough, 3x4 and wider, 4x4 and wider, 6x6 and wider, and 8x8 and wider. Call Bill Hunter, Hunter Woodworks, (213) 775-2544:(213) 83 5-567 I
COMPI,ETE MOULDING cut srock plant equipment for sale in Northern California. Owner retiring. Machinery includes: 2 complete industrial finger joint lines (l short block), 9 cut off saws, 3 moulders. price $l-s0.000 firm. (916) 622-2156.
196{t FORD Nl00 gas .3 axle. l8-ft. solid bed end roll off for lumber. All new power train. Runs good. f:xcellent condition. Qlj) 7253002. Evenings: (818) 287-t395.
FOR SALE: I Olympic 7000 Sraining Machine. Overhauled, better than new. 3 lumber arbors, $29,995. Bardon Industries Ltd. (403) 243-3223.
INTERESTED IN WEST COAST CEDAR & REDWOOD ITEMS?
For sidings call Doug Willis. For spa and sauna items contact Phil Heim or Doug willis. Call Product Sales Co. (714) 9988680. Please see our ad on page 4.
WHOLESALERS- BUI LDING M ATERIALS
Concrete block, stucco, drywall & lumber. Los Angeles, (la. Sales $4.7M. Client No. 15891.
Plywood, particle board & paneling. Los Angeles, Ca. $2.2M. Client No. 14900.
liraming & building lumber, doors & winclows. R.E. available. (lentral (la. Sales $4.0M. (llient No. 2-.1I l.
Please reply with Client No.(s) and background to R. Querry, Box 19599. Irvine, ('a. 92713 or l'-AX 714-756-0573.
FULL LINE LUMBER YARD
Southern California Tri State River area lumber yard/home center. Good equipment and store/storage facilities. Great sales. Fast growing area. Owner retiring. Call G. Robinson (619) 3659725.
F-A.-r California Lumber
I C L I InsPection service
\ | C, ^l Certified Agencv \t 9, aY L.A. (714) 962-9994 rs s.J. (408) 241-2960 Sacramento (916) 1 22-2500 Portland. Or. (503) 223-6105
P.O. Box 6989, San Jose, Ca. 95150
LOCAL LUMBER hauling Southern California roller bed truck and trailers and bobtails radio dispatched. Rail car unloading at our spur in Long Beach. 3C Trucking (213) 422-M26.
llhen sending in a change ol acldress please include zip code on both okl and nev' addresses and either the old label or the inlbrmation.from it. Thanks!
If yotr bclitvc itt yottr bttsincss and wrnt to build it ADVLRTISI:.
WEDNESDAY AUGUST 23RD 11:00 A.M.
By Order of Board of Directors-Retiring From Mfg. Business
REDWI|I|D MItt & DISTRIBUIOR
DTRECTTONS: From L.A., Take San Bernardino Fwy. (10) East to the (605) Fwy. North to Live Oak Ave. Offramp, East on Live Oak which turns into Arrbw Hwy., Continue on Arrow Hwy. about 1 Mile to sale site!!! -
FEATuR.NG -
SAWDUST COLLECTTON SYSTEM-0981) 1OO Yad sawdust Bin cyclonecollection syt: ter WlOggl) Lamb 1OO H.P. Hog & n7A C6nv_eyor; MILL EQUIP.-MeFhon 46" Twin Band ReSaw- Hyd. Feed ; American 42'rReSaw; Rip-Bind-Clr9g-Swi ng Saws; FORKLI FTS- Hyster
6000 Lb.; White 6000 Lb.; Toyota 4000 Lb. INVENTORY-Approx. /z Million Board Ft. of Redwood PLUS
Redwood Burl Curly GrainSlabs'
American Hardwood Co. ........
Serkot Mfg. Co.
Eeverly Manulacturino Co.
Eums LumberC0.
Capital Lumber C0.
Catroll Mouldino Co.
Chozen Truckina Co. .
Cms Head Lumber I plvwmd
Createc Forestry System;
Custom Mills, tirc.'......
3cTrucking .
Dooley Lumber Co.
El&El Wood Products CorD.
Fountain Lumber C0., Ed
Fremonl Forest Products
Galleher Hardwmd C0.
Gemini Forest Products
ceorgia-Pacitic Corp. . .. (zr3t {iOe-SSSi
Georgia-Pacitic CorD. (San Fernando)
Guerero Lumber Hancting .... iirf) let-slgZ
tlig.gins Lumber C0. (800) 443-4499
nun LmDeru0. .. (000) 223-HUFF
InlandTimberCo.... ....
Johnston Hardwmd (800) 247_9406
Jones whotesale Lumber C0.
LaneSlanlonVance....
Lumber Assn. 0l S0. Ca|it.
Mac8eath Hardwood
Maple Bros., Inc. Mouldrnos
Marquart-Wolte Lumber Co.. ....
Mutual Moulding and Lumber Co. .
osgood lnc., Ro6ert S. ..
Pacilic Lumber T€rminat
Pacitic Madison Lumber C0. (2131 it3-22g2
rarr LumDer u0.
Penberthy Lumber Co.
Philips Lumber Sates
Precision Mill & Lumber C0. ......
Producl Sales Co.
ffeliable Wholesate Lumber Co.
San Anlonrc Construction
Sause Bros. ocean Towino
South Bay Foresl Producti
Soulhwest Machinery Co., Inc.
Southwesl Plywmd & Lunber Corp.
Sumwmd, Inc.
Toal Lumber Co.
Tradewest Hardwood Co.
Vent Vue Products
Weslern American Forest products
Western lnternational Forest products
WeslernTurnrngs&Stair...
Incfir/EURE|(A/F0nruilt
Beaver Lumber Co. ..
Elue Lake Forest Products
Bracut International
Britt Lumber Co.
Costa Trucking, Jm .........
Ensworth Forest Products
Louisiana-Pacitic Corp
Schmidbauer Lumber, Inc
Universal Forest Products
AU8URl{/88tSS VAttEY
Agate Sales, Inc.
All-Coast Forest Products, Inc.
8il(EBSFtEt0
Lumb€r C0.
Wmd Preseruino ol Bakersfield Corp. . ctoYERl|fi.E All-Coast Forest Products
Lumber Sales
Ganahl Planrng Mill
Georgra-Pacif ic Corp (Ananeim)
Georgia Pacilic {Mifa Loma)
Gmrgia Pacilic (Biverside) .....
Golding Sullivan Lumber Sales
HesperiaWholesaleLumber
Corp
Lumber C0. (orange) (800) 538-5523
Lumber Co. (Riversrde) Induslrial Forest Products
Timber Co.
Forest Products
Hardwood Inc.
LumberC0.
Distribution Cenler
tos 8fi08
DMK-Pacific
il00EsT(l
Calitornia Sugar & Western pine A0encv
Snider Lumber Products .Sward Trucking Thunderbolt Wmd Treating, tnc. {No. Ca.) (800) 692-5744
ffioorrc tnEt
Louisiana-Pacilic Corp. (Red Etuff)
P & M Cedar Products Trinity River Lumber Co.
(209) 826-6s44 (209)575,9669 (209) 667-1000 \209) 847-4218 {209)869-4s61 (so. Ca.) (800) 826-8709 (916) 527-4343 (916)365-3731 (916) 623-5561 .......1916)972-7282 (209) 462-6600 (916)873-6243
c Corp.
[4ichigan-Calilornra Lumber C0.
l\4okelumne River Forest Products
M&MBuildersSuppty
Nrkkel Corp.. Ihe Pacific Southeast Forest Products
P&MCedarProducls
PGLBuildrngProducts River City lvoulding C0. (800) 321-5095
Stanline, inc. SlmklonWholesale.
Sun Forest Producls (916) 673-2000
Ljnion Foresl Producls UnronPlanrngMill... UniversalForestProducts
Waldron Forest Products Weslern Wmd Treating Co.
Weyerhaeuser Co. {800) 952-5616
Whrle Brothers
Wolle Lumber Co.
SAI{TA iIAffIA
Higgins Lumber C0. ........... (800) 533-j844
stilrA 80sA AREI
Blue 0x l\4anutactuflng
Caprtal Lumbe. Co.
Georgra-Pacitic Corp
Higgins Lumber C0. (800) 458-3144
Kelleher Lumber Co
Martrn Forest Industries
Noyo Timber Products, Inc
Nu.Forest Products .. Windsor Mill, Inc.
utfltH/lllil.uTs
Ahl Foresl Products
All Hearl Lumber Co.. tnc
Cal Coasl Wholesale Lumber, Inc.
Lillle Lake lnduslries
Loursiana-Pacific Corp
Perfornance Coatinqs. lnc. (Ca.)
Redwood Coast Lumber Co
WillrtsRedwmdCo..
u,il.uAltts San Anlonio Pole Const. Co.
cltfltAus
Cascade Hardwood
Columbia Harbor Lumbel Co
c0$U.E
Vaagen Bros. Lumbel Inc
l(ll,AlrlA
R S.G. Foresl Products
KElIIN(lRE
PGL Burlding Producls
SREATEN SEATII.E/TAC|)ilA ANEA
American Plywood Associalion
Beadex Manulaclunng Co. ..
Eurlington Northern Raillmd
BurnsLumberCo .....
Georgia-PacrlicCorp.(Iacoma)
Gmrgra-Pacitic Corp (Sealtle)
Hub Crty Seatlle Terminals
Kennedy-Johnsen Lumber Sales
PGL Burldrng Products {Auburn)
PGL Buildrng Products (Marysville)
PGL Building Producls (Alaska oiv.)
Loth Lumbel
McFarland Cascade (ln wa.) (800) 521-2131
Norlhooast Redwood & Cedar Co
Simpson Timber Co.
Tricon Forest Producls
western Turnings & Slair
weyerhaeuser Co. (Seattle) .
Weverhaeuser Co. (Tacoma)
Bros. ocean Towing
Pacilic Exporl (TransPac)
International Forest
Red Cedar Lumber Assn.
Wmd Products Assmiatron
John E. Glover, former owner of Lumber Dealers Materials Co., Sacramento, Ca., died June 11, 1989. in Sacramento. He was 66.
Born in Indianapolis, In., he moved to California in 1952. ioinine Owens Corning, Waln'r"rt Creet, CaI He left in 1969 for Lumber Dealers. buying into the company and latei adding facilities in Redding and Fresno, Ca. He sold thefirm to Palmer G. Lewis Co. in 1978, remaining for a few years as manager.
Mr. Glover is survived by his widow, Marilyn, and two sons.
Charles E. Thomas Jr., president of the American Wood Preservers Bureau, Springfield, Va., died July 9, 1989, in Newark, De. He was 67.
Hejoined the AWPB in 1979 after many years with Koppers Co. and Wood Treating Chemicals.
Mr. Thomas is survived bv his widow. Jean, a son, a daughter and a brother.
Carl Porter, founder of Atlas Lgmbqr Co., Chino, Ca., died May 25, 1989, in Newport Beach, Ca. He was 81.
A native of Canada, he cofounded the company in Los Angeles, Ca., in 1943. He semi-retired as the company moved to Chino two years ago.
Mr. Porter is survived by two sons, three daughters, and 12 grandchildren.
Dave Davis, longtime lumberman and historian of Hoo-Hoo International, diedJuly 5, 1989, in Greenbrae, Ca. He was 85.
Born in Salida, Co., he moved to Oakland, Ca., at age 2. After graduating from high school, Mr. Davis joined Charles R. McCormick Lumber Co., San Francisco. Ca.. as an officeboy. later becoming stenographer and salesman. He went on to Coos Bay Lumber Co., Union Lumber Co., Rockport Redwood Co.. Dave Davis Lumber Co.. Simpson Redwood Co., Georgia-Pacific Corp. and Van de Nor Lumber Co. He retired as sales manager for Van de Nor when the company closed in the late 1960s.
A 64-year member of Hoo-Hoo International, he served as San Francisco club president, national director, 1955-56 national president and
historian. He helped organize the Redwood Empire, Shasta Cascade, Humboldt, Black Bart, Santa Clara Valley, Ventura-Santa Barbara, Willamette Valley, Wichita, Ks., and Charlotte, N.C., chapters.
Mr. Davis is survived by his widow. Dottie" and one son.
Diamond Lumber yards follow the theory that the way to a customer's heart is through his stomach.
For every order ofat least $2,000 during May, they included a dozen fresh donuts and a container of steaming hot coffee with the delivery. In addition their customers receive InfoForum, a news publication, each month and have the opportunity to earn points for weekend getaways and vacations through Diamond's Frequent Buyer Bonus Program.
Industry experts will offer solutions to daily operating problems at the National Building Material Distributors Association's 38th annual convention and exhibit, Oct. 28-30 at the Opryland Hotel, Nashville, Tn.
(Continued frorn page 69)
cessed, raw material from a wholesale distributor dramatically increases," he said. "When you consider all of the costs of distribution, especially for storing and handling inventory, working with a NAWLA lumber wholesaler is clearly the more lucrative approach for retailers and industrial buyers."
Total distribution yard shipments by NAWLA members climbed 33%, fueled by the move towards more distribution yards per company and a 270/o increase in billings per yard.
WOOD TREATING SAI,E,s
We keep a large inventorY of CCA Treated Products for immediate shiPment
We are Custom Treaters of your products (TSO) Lumber Dryer on Site Call us for all your treating needs
We can transport Your lumber _(PUC Permit T161798)
We have a four car rail siding
Our products include solid and finger-joint pine, oak and fir mouldings, interior and exterior jambs and frames, pocket sliding frames and casement window frames.
You know you'll get the best deal from El & El because we're a family operation that takes great pride in
what we do for our customers. Count on quality wood products plusthe fastest and best service possible for your orders. For nearly 20 years we've furnished retailers and wholesalers in California with the quality mouldings, casement, frames and jambs they've come to rely on. Plus the excellence of our service to complete the package.
