Merchant Magazine - August 1992

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THE FINEST AND MOST PROFESSIONAL MOULDING SUPPLIER IN THE WEST!

Corporale Office: 1543-5th Avenue

1an Kafael, Ca 94901

Distribution Cenf,ere Harbor and Grandview blackVoinf,, Ca 94947

415-454-8861

1O2O5 1an )evaine Way Mira Loma, Ca 91752 714-360-1BBO

2O1 OVVofrunif,y 5t reet, Sacramento, Ca 95BZB

916-929-1792

Thone: +15-454-8861

F ax: 415-453-1OOb

49OO Kaley Dlvd. Sacramenf,o, Ca 95b38 916-649-2207

2SO2West,Valley Hury. Auburn,Wa 9BOO2 206-735-578O

*Honolulu, Hawaii *call cor?orate ofice * for H aw aii information

UUE CA]I IHINKOT ONTYOIIE OITIERUNAP IIIAI 1ASIS IOIIGERilIA,]I OURS.

Imagine the horror of a housewrap that rips right off the sheathing, cracks and tears mercilessly under the brutal beating of construction and withers defenselessly in the fightening glare of an unyielding sun. Scary thought, isn't it?

Relax. When you're working with Typaro HouseWrap, you're working with the survivor, the toughest housewrap you can find. The most resistant to tearing of any wrap on the market. A patented spun-bonded design that's all but oblivious to the sun's W rays. Uneonditionally guaranteed to stand up under any conditions or we replace it at no charge. And a platinum color that's easy on the eyes while installing, and gives your construction strong curb appeal, too. There's no reason to be terrffied when it comes z1..

rust

Anything else could be a real HOUSeWfOp horror show.

WLSOIWILLE.OR

30160 S.W. OrePac Avenue Wilsonville, OR 97070

r80a16'7-3'122

FAX 503t682-5'794

TACOMA.WA 9213 5lst S.W. Tacoma, WA 98498

1-80U767 -3'7 t9 FAX 206/5847014

Srnncnr IHp Bururv

An awarenes of nantral srarytlu ond limitatians helps rs build tlw bo;t daors posible Wood is naturally

strongest across the gain. so we 'q* our lnnerbond" T".O down the middle, reverse the grain, and glue them back together-eftctively doubling the itrengfh of the wood. Beauty is retained;strength is not compromised. And a lifetime unrranty on our Innerbond panels is our promise to you ttratthe sne.ngth will last. At Simpson, ctaftsmmxlnp urd teclnnlogy mprr to Mngyou daors of great intqriry-at d.n accepdonal lldhrg

DAVID CUTLER editor-publisher

Let's rightsize when we downsize

I N THE LAST decade the trend to downsizing in I American automobiles began. In this recessionary decade downsizing has spread to include companies.

Some car companies overdid it, downsizing to the point where headroom, leg space and trunk capacity were too small. The same situation is now happening at some companies.

What every organization needs to realize is that there 's an optimum size we ' ll call rightsize Not too big or too small. It's that size that results in maximum operating efficiencies and profits. There's no magic formula to achieve this delicate balance. Every company must evaluate its needs for today and the future. Growth and expansion for its own sake have often been pursued in the American business community. Spectacular corporate fail-

ures have occurred because of it while others survived and prospered only because they did grow. Downsizing for some firms allowed them to spin off unprofitable and/or distracting operations so they could focus all their energies on what has come to be known as the core business.

It is very tempting for the managers to feel that in bad or so-so times personnel reduction is the answer. It is an answer, but it may be the wrong answer if the people needed to take care of the customers and do the necessary work are fired and the job is not accomplished. This balance can be difficult indeed to achieve.

The path to rightsize is often clouded with uncertainties, unknowns and other obstacles impossible to forecast. Yet seizing that goal may make the difference between coroorate life and death.

Serving the lumber & home center markets in 13 Western sfafes*since 1922

6 WAYS TO ITIAXIM'IZE PROFITABILITY

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5. Industrlal Cut-Stock

6. Complete solld llneal proEram - Plne, W'F.., & DF.

If you want Quality and Service to increase your profitability: Call Tomorrow's Suppller 'Today' r-(8OO) 824-85OO outside CA. r-(8OO) 824-7809 in CA. r-(916) 442-0875F\X

TmhW.My

J

fyou still think vinyl winI dows are unattractive, boxy, I and lacking architectural style, take a close look at these windows. Believe it or not, they're vinyl. For performance, you can't buy better. And now they're available from l,ouisiana-Pacifi c in all shapes and sizes for new construction.

L-P vinyl windows are made with a new, unplasticized vinyl that's stronger and more stable than ever. Theywon't oxidize like aluminum, or peel like wood, so they'll keep their bright new appearance foryears to come. They're energr-effi cient right dovm to the last detail from their multi-cavity construction and fusion-welded frame and sash, to their completeweatherstripping and optional high-performance glass. L-P vinyl windows are more efficient than aluminum. Andwhile they perform as well as L-P's wood windows, they cost less. They're just the kind of window today's energr-COnSCiOUS COnSUmerS demand.

Call us at l-Efl)-358-2954 in Barberton, OH, or l-8fl)-4185358 in Reno, NVAnd find out why L-Pwindows are the only real choice in vinyl.

II Al

Doing something about it.*

Vinyl Window Market Strong

Vinyl window use has increased substantially and Norco Windows sales manger Marv Askey has no doubt this trend will continue.

"Residential sales of vinyl windows, including new conskuction and remodeling/replacement, totaled only 3.5 million units in 1985less than l0% of the market," he says. 'But by the end of 1991, sales of vinyl windows had more than doubled to 7.4 million units, representing more than 22% of the residential market."

Vinyl window sales,generated by remodeling and replacement, leaped 85% from 3.3 million units in 1985 to 6.1 million in 1991. *Sales increased largely at the expense of aluminum, which decreased from 16.7 million units in 1985 to 9.7 million in 1991," he says. "However, vinyl windows have begun to take market share from aluminum in the new construction segment, as well."

Askey attributes the rising popularity of these products to durability, affordable price and energy efficiency. 'Aluminum makes a great soda pop can but a terrible window," he says. "Vinyl, on the other hand, makes great windows that will weather nearly forever, with virtually no maintenance. [n addition they are mderately priced and extremely energy efficient."

Vinyl window sales to hit 11,5 million

l,f INYL window acceptance is grow- U ing rapidly among builders and remodelers as well as homeowners. The combination of appearance, energy efficiency, economy and lowmaintenance appeals to both new home buyers and those remodeling or updating an older home. Sales for 1993 are predicted to top 11.5 million units.

With a history of success in Europe, vinyl windows were introduced in the U.S. in the late 1960s. Frames are fabricated from polyvinylchloride in all popular styles and glazng options including low emissivity. (see related story p. 12)

Retailers find shoppers often confuse vinyl windows with painted wood windows since they come in several colors and appear to be freshly painted. However, a sales person can assure his customers that vinyl windows never have to be painted. Cleaning with a damp cloth or mild detergent is all that is needed to restore the fresh paint look. Other advantages to be pointed out include lack of swelling or shrinking under extreme moisture conditions. no

Storyat aGIarre

Vinyl window sales keep growing .. benefits a retailer can sell ways to guarantee quality of products offered.

rusting, pitting or corroding, even in salt air, and selflubricating properties that ensure smooth opening and closing. Condensation is virtually eliminated. Heat loss through window members is greatly reduced by the natural insulating quality of vinyl.

A retailer cangive his customers the very best by stocking vinyl windows with an SPI certification label. This assures the product has been tested by an independent laboratory and complies with all the provisions of the American Society forTesting and Materials Standard D4099. SPI, or The Society of the Plastics Industry, Inc., is the parent association of the Vinyl Window and Door Institute.

WINDOW SALES l98l-t993-

Languagl mouldini

tl LASSIC, uPscale, distinctive, pa19 latial: These are the words builders and remodelers use to describe the houses today's clients want. Elegant moulding, cabinefs, doors, columns, mantels and staircases provide the desired ambiance.

To be successful in selling uPscale enhancements, a person must have an appearance, attitude and vocabulary as upscale as the product he is marketing. Commodity type products are sold on the aspect of price with little additional information required. However, more details, features and benefits must be presented when sophisticated products are being sold.

Story at a Glance

Comforting, pleasing language can reduce customer apprehension... buYing de' cisions need morethan price ... how you say it can be as important as what you say.

Upscale selling requires confidence in the product and service being sold. In addition, the salesperson must have the patience, product knowledge, training, sales tools and aids and practice to make a proper presentation.

Compared to price selling, upscale selling demands more attention to details. Heeding the culture and value system of the prospect, what he says and doesn't say, his body language and his degree of involvement and interest improves presentation effectiveness and results in more profitable sales.

UPSCALE selling methods are needed for el' egant moulding, ceiling medallions, wood win' dows and floors.

hat sells upscale i millwork

By Laddie F. Hutar President Hutar Growth Management Institute

Upscale products must be presented as affordable since their tangible and intangible features and benefits will bring the prospectthe uniqueness, pride, admiration, quality and satisfaction of having the best. The salesperson's mental attitude must respond and adjust to the ebb and flow ofthe selling process, always being sensitive to the prospect's concerns and apprehensions. Because cheaper products are readily available and heavily advertised, the prospect needs to be reinforced in thisjustification for buying an upscale product.

Upscale selling requires a unique mindset. More professional selling techniques and more enthusiasm are required. For creative, effective selling, it is necessary to determine the type of prospect you are dealing with and then appeal to and satisfy his prime interests, needs and wants.

The sales person who has control overhis use of language will have control of the sale without intirnidating the prospect or appearing to come on too strong. The skill of selecting proper words and phrases to connote positive, helpful and beneficial aspects of the product or service must be developed with diligent practice. The person who learns the language of upscale selling has a definite advantage over his untrained competitor who can only mumble vaguebenefits of upscale products.

Price objections, although a stumbling block for a sale, are not insurmountable. They are often raised for factors not related to cost, such as fear of making a decision, a feeling of insecurity or a need for reassurance that the purchase fills a justified need. Comforting, pleasing, positive language can reduce any apprehension a prospect may be experiencing, helping him to draw his own conclusions and make a positive buying decision.

Words That Sell

Lasting Value

Premium line

Rich tradition

Subtle compliment

Architectural importance

Handcrafted quality

Long lasting beauty

Quality conscious

Elegant option

Affordable quality

Custom made

Commitment to quality

Unique design

Exclusive design

Lifetime wananty

You'll profit

Functional elegance

Classic beauty

lncredible ruggedness

Life long practicality

Graceful curves

Aesthetically pleasing

Desirable luxury

Warmth, charm, prestige

Distinctive appeal

Dependable, stylish

Our society is not conducive to proper use of language. Schools focus on subjects other than language. Street language dominates the tv. Popular songs stress noise and repetition. Newspapers appealing to the general population, such as USz{ Today, capitalize on brevity. General conversation is wrought with filler phrases such as "ya know." A salesperson will gain a specialized vocabulary only by study and application. It's not easy, but a precise, upscale vocabulary will pay off in the sale of upscale products such as fine moulding and millwork.

How to keep up with window energy codes

I LTHOUGH options are virtually Ati-ittest for windows with most choices "energy-friendly," wading throughthe definitions andjargon can be confirsing to a salesperson and keeping up with codes can seem impossible.

The best source for specific code information is your state's departrnent of energy or energy commission, advises John Stephenson, marketing specialist at Milgard Windows. It is important to be on their mailing lists to stay abreastof the latest information. Codes affect your business because your customer expects you to know and sell what he needs.

Conducting energy seminars for builder and architect customers is a good way to merchandise your energy savvy. Invite existing and potential costumers to the store and walk them through the codes and other energy related information, Stephenson suggests.

Matt Moody, lumber sales manager at Buena Park Lumber, Buena Park, Ca., seconds this. Contractors are their main window customers. Most are not well informed onwindow energy standards although they usually look for dual glaze with tint, he says.

The store has three or four window seminars every six months with vendors talking about energy requirements and window features. They also display literatwe and have informational VCR tapes in the Window Gallery.

Fourteen of Buena Park's 74 sales people have been trained to sell windows. They attend seminars regularly and participate in in-house product knowledge classes. Moody says they

Storyat aGlane

look for window experience in hiring new people and put new hires through a window training program.

Sales people need to stress the economy of upgrading windows. A variety of relatively inexpensive window upgrades meet the most stringent energy codes, Stephensonsays. Inmany cases, upgrades can eliminate costly trade-offs. Whether customers are attempting to keep warmth in or sun glare, noise and cold out, you can help them, he adds.

Stephenson classifies energy saving options by frame type and glazing, starting with appearance and energy performance of the threeprincipal frametypes.

Aluminum frames are sturdy without being thick and bulky. They allow maximum glazing area and are cost effective. Available in an array of shapes, styles and colors, today's aluminum windows can be quite energy efficient, he points out.

Vinyl windows are excellentenergy performers, Stephenson maintains. Their substantial appearance resembles freshly painted wood windows, yet they require little maintenance and never need painting.

Wood windows are energy efficient and popular among home owners, but all-wood surfaces exposed to weather tend to warp and crack, Stephenson cautions. Wood windows clad with aluminum or vinyl do not have this problem.

Energy performance options begin with dual glass windows, now fairlY standard. Stephenson advises insulated glass units should measure 314" to l" overall, including air gap and two sheets of glass.

Low-E glass is oftenrecommended to block ultraviolet (UV) and window heat loss. A special applied coating allows most light to pass through, while mostunwantedheatdoesn't. Low-emissivity coating lets in 95% as much sunlight as ordinary insulated glass, so the home appears bright, Stephenson points out. A majority of the ultraviolet that can fade rugs, fabrics and curtains is blocked. Most long-wave infrared

energy is blocked, keeping winterheat in and summer heat out.

Argon gas improves the thermal performance of insulating glass with a thermal conductivity 30% lower than that of atmospheric air. By combining Low-E glass with argon, thermal radiation throughthe glass and thermal conductivity are reduced, nearly doubling the performance of standard insulating glass. Argon is a cost effective way for customers to increase energy performance and meet energy codes, Stephenson says.

Tinted glass to combat solar heat gain is another option. Popular residential tints are bronze and gray; reflective tints are also popular. Stephenson adds the combination of tinted glass and Low-E should be suggested to provide optimum performance against constant glaring sunlight.

Sales people need to know about Uvalues which measure a window's thermal performance and refer to the heat flow through the window. Better energy saving performance is provided by low U-values. When helping a customer compare manufacturers' U-values, be sure you're comparing apples withapples, Stephensoncautions. Some manufacturers promote "center of the glass" U-values, usually lower than the average U-value for an entire window.

He also warns that wind and rain performance are "musts" for windows. Stock only windows that pass the AAMA 101 test procedures. They at minimum will withstand at least a 40 mph wind with an 8" per hour rain rate with no leakage.

If a customer needs to reduce outside noise, laminated glass is a good recommendation, although dual glazed windows have excellent sound deadening properties. Laminated glass also blocks 90% of the ultravioletradiation.

Knowing the basics will help your sales staff to better seryice window customers, but they also need to learn specific sales benefits for each window available or on display in the store.

Sources ol code information waysto educate customers on the importance of energy efficiency... frame types and glazing including Low-E, argon and tinted glass.

10 ways to improve door sales

By Philip J. Agnelli Sales and Marketing Manager Simpson Door Company

WO TRENDS are shaping door sales of the future. According to the National Association of Home Builders (NAHB), we can expect to see larger homes on smaller lots in the years ahead. The homes will have more space and more rooms requiring more doors.

Recent studies indicate that as the population ages, more higher-priced homes are being sold. Americans are looking for upscale, sophisticated products. The replacement and remodeling market has a tremendous potential for both interior and exterior doors.

Door sales will be rising steadily throughout the next decade. With aesthetic beauty, design flexibility, ease of installation and wide range of finishing options, wood panel doors are becoming the doors of choice for building industry professionals. You can capitalize on the trend and increase sales by implementing the following techniques:

Familiarize yourself with customer needs. Who is your customer? The builder? The homeowner? The remodeler? The architect? All of the above determine your target customer group and get to know what they want in a wood panel door. Security? Energy efficiency? Glass options? Design choices? Price, quality and service? Market tesearch is kev to the best sales approach.

Know your products and the competition. Know the advantages of your product over the competition. Make sure your employees know their facts. Most manufacturers have training materials and technical information available. Establish yourself as an expert on wood panel doors, and buyers will look to you first when they need answers.

Utilize manufacturer merchandising. Display assemblies, sample kits, ad slicks, promotional videos and product literature are available. They save you the time and expense of developing an effective promotional campaign.

Mike Mahaffey, president of Texas Street Lumber in Carlsbad, N.M., says, "Before we had door displays from the manufacturer, builders looked in the catalog, and it didn't do anything for them. But as soon as they couldsee the doors andtouchthem, they were not only interested but inquired about other upscale designs as well."

Position your doors for success. Give doors a prominent location in the store. Use well placed signage to direct traffic to doors not immediately visible. Have an attractive showloom or display. The more "true-tolife" the setting, the greaterthe response. Doorsshould be properly finished and installed in an operatrle display that allows for merchandising of hinges, hard-

ware, sills and weatherstrip systems.

Jack West, door shop manager for BMC West in Tacoma, Wa., says, "Our aew showroom has made a big difference. We spent a little more, using real brick and so on. but now customers see what the door will look like when it is actually installed in their home."

Become involved in a lead referral program. It can provide you with an inside track to sales leads. Manufacturers' national and regional ad campaigns generate thousands ofresponses. Trade shows and publicity produce additional inquiries. A qualified list ofpotential customers makes selling easier.

Promote a broad variety ofdoors. Ifyou don't have room to stock a wide assortment, develop a strong relationship with a manufacturer or distributor who has a large line. Be sure you can order what customers want and have it within a reasonable period of time.

Story at a Glance

Ways to capitalize on increased need for doors in larger homes and remodeling. .. display suggestions, lead referral tips, product traaning procedures. guidelines for improving door sales.

/ Sell the line rather than an individual product. While the entry door presents a significant sales opportunity with the potential for matching sidelights and transoms, there are typically l0 to 15 other doors to think about. Sell the advantages ofan entry door that can be complemented with matching interior passage doors and bifold doors. And don't forget the fire door between the house and garage.

8 Maximize customer service. It is more expensive to win a new cusiomerthan to keep an old one. It pays to followup onsales. Warranties, delivery, speed, knowledge and service factors can make a big difference in generating repeat business.

9 Host door clinics. Not only will it be a good opportunity to increase door sales, you could endup selling the

hardware and finishing products as well.

IIU Stay current and informed. Keep abreast of current design trends, code changes, finishing options, high performance glazing choices, security issues, Stay in tune with the latest product and market developments.

Housewraps: a profitable embrace

ANY BUILDERS and remodeling contractors regulady irstall energy saving housewraps. Chances are those who don't, never have and don't realize the added value of a wrapped home or room addition.

Acceptance of the new product has been quick but not complete. Soon after being introduced as Tyvek by DuPont in the early 1980s, the housewrap market exploded. "(Use) was growing like crazy. DuPont couldn't make enough of the product," said Ned Nisson, editor of Energy Design Update. "It's leveled off now only because the housing market is so flat."

Tyvek distributor PGL Building Products, Auburn, Wa., said sales escalated25 to 4OVo each year, slowing down only because the numbers got so big. Yet PGL estimates that less than half of all builders have used a housewrap.

Use is highest in areas where the benefits of an air infiltration barrier are most obvious. "In Oregon and Washington, we have some of the toughest energy codes in the country, so it's a natural add-on sale here whenever you are quoting a house project," said Gary Hart, OrePac Building Products, Wilsonville, Or., a Typar housewrap distributor. "It's specified on a large percentage of them. It's not as common in California and places where energy codes aren't as tough.

Tyvek and Typar are nonwoven, spunbonded polypropylene fabrics guaranteed to survive sun, wind, rain, snow and construction. They reduce air infiltration and exfiltration by creating an envelope around a house, keeping conditioned air in and unconditioned air out. The envelope also inhibits air movement in wall cavities by covering any construction gaps, such as normally occur between boards, sheathing and insulation. Excess ait movement within the stud cavity can reduce insulation's R-value, weakening even

the most energy conscious design.

"For thicker walls, thicker insulation and better insulated windows, payback is in I0 to 12 y ears," said PGL's Vaughn Pipes. "For our housewrap, payback is in about three years."

While it reduces airmovement, the air infiltration barriers are also designed to breathe. This allows moisture vapor to escape, preventing water build-up that could cause rot and mildew inside wall cavities.

They usually come in 9 ft. wide rolls, which provide labor savings since an 8 ft. wall plus top and bottom plates can be covered in one pass. Two or three rolls will cover an entire house at a nominal price. Rolls are also available in 3 and 41/2 ft. widths for residing projects in which only a portion of a wall will be covered.

Most dealers inventory about one 18 roll pallet of housewrap. Often they stand the rolls up like moulding near the felt papers or other insulation products. Other yards store it in the warehouse and position point-of-purchase materials at the contractor counter. Unfortunately, brochures are soon lost, depleted or replaced with other materials on a typically overcrowded counter.

Though housewrap manufacturers are increasingly targeting consumers to generate pull-through business, full point-of purchase displays are not the best way to merchandise the products since it's the architects and builders who specify it. The sales person has to do the work. "They have to mention it during the quote process," said OrePac's Gary

Story at a Glance

Value-adding housewraps aid repeat business untapped potentialin milderclimates... contractor salesperson is the key to increased sales.

Hart. "So many contractor sales people get a bid sheet and quote just what's on it. If it's not asked for, they don't quote it. It's hard to break old habits. They get wrapped up in the price of CDX. But there are still a fairly large number of builders who have never used a housewrap and are unaware of all the benefits."

For that reason, sales people must be aware of the products and their benefits. "The main way to sell the product is by better educating those who sell it," said Bill Lasater, Interstate Distributors, Dunn, N.C. "They have to relay the need of the product to the contractor who's never used it or to the actual homeowner."

Merchandising also depends on the market. Art Taylor, Bolen-Brunson-Bell, said, "In areas with the more energy conscious homes, just about all the builders are using it. They just come in and ask for it. But in large metropolitan areas, there can be so much competition between builders that, since a housewrap can't be seen on a finished home, they'll leave it off if they can. So we promote it to the end user through print advertising, home shows and word-ofmouth so they'll request it."

Naturally, housewraps are most commonly used on higher end and custom homes in rough weather markets. But they are equally valuable to medium priced houses, single level commercial structures and strip malls and in tamer temperatures, and retailers have a part in spreading the word.

INSTANT ENVELOPE: Housewraps can make up the price difference over 15 lb. felt or craftpaper in labor savings alone, Reportedly, two men can put up 1 ,800 sq. ft. in under two hours with only a knife and staple gun.

Help the customerr help yourself

By Jeremiah J. Attridge

.f m TYPICAL do-it-yourseH sales

I prospect comes into your yard or store not because he or she wasjust passing by. Building materials are not impulse purchases although, once inside and exposed to inviting layout, design, promotion and signage, impulses can be activated.

The person has a want or a need (there rs a difference-nobody wants a funeral but some day we'll all need one) or a problem which requires a solution. Frequently, even though they are intelligent and well educated in other disciplines, they do not know what they need. Often, what they want is not what they need.

Laymen do not knowthe wide range of altematives available to do the job or solve their problem including tools, fixtures and accessories required for correct installation. They need help and solutions. They come to you because they can't get these things at a mass merchandise discounter.

A recent suruey asked customers what was important:

Knowledgeable sales people

. High quality products

o Low prices

r All materials for the job available in one location

Although customers admit they need knowledgeable sales people, most individuals are wary and suspicious of them. They do not want to be sold (they prefer to think they have bought), manipulated, patronized, talked down to, pressured or insulted.

Different people behave differently. The sales person can not approach and deal with everyone the same way. Since the customer will not change his behavior, the sales person must adapt. The ability to recognize behavioral characteristics is critical. People do not buy for strictly logical reasorn. Retailing expert Nicholas Samstag claimed, "Practically nothing is bought for logi cal reasons, almost everything is bought for emotional reasons." We think with our heads but we buy with our hearts.

Less experienced, less professional sales people have a tendency to believe

Storyat aGlance

How to solve your customer's problems, fill his needs... different approaches for dif' ferent people... sell the results, notproducts cross sell to help the d-i-Yer be more successful. that selling is telling-piling on facts and figures until the scales tip in favor of the sale. This wouldbe valid if prospects were adding machines or calculators. A more successful approach is to overcome the natural tendency to talk and, instead, look, listen and ask questions. One of the greatest salesmen in the United States, Joe Girard, states, "Selling is espionage. The more you know about the prospect-his wants, needs, problems, expectations-the better your chances of making the sale."

You listen to leam the right questions to ask. You ask questions to identify the perceived want or need and, most importantly, the real problem and what is needed to solve it. What? When? Where? How? Who? Which room? Have you installed one before?

In this way the customer thinks he is leading the discussion. The sales person shows interest, lets the customer know he is not pushing any productbut is concerned with finding the ideal solution to the problem. Customers don't care what you know until they know that you care. Selling is helping a person make a decision that will benefit him.

Product knowledge and applicatiory' installation know-how are absolutely essential, but not sufficient for maxi(Please turn to page 53)

Lumber

Handi-cut/ Home Ctr. Brds.

Half Pak PLL. and PlV. NAVATRIM

Bundled/Unitized/ Pl /.

Gomputerized security

HE RETAIL industry loses from

TI $9 million to $40 million each year to shoplifting, resulting in a drain of about 2Vo of allretail sales. And the problem is intensifying, with shoplifting identified by the FBI as the fastest growing of all larceny-theft crimes.

But the electronics industry is responding, equipping home centers with a wide range of high tech loss prevention devices. Ongoing technology is making the devices more difficult to disable or even recognize, less likely to sound a false alarm, and smaller and less constraining so products can be fully examined and the store doesn't look like Fort Knox.

Still, completely hiding the device can work against the program. "Part of the deterrent is a sticker on a door, an attendant at a door, plus tags. If you conceal them completely, the deterrent effect plunges rapidly," said one loss prevention specialist.

Hottest now is electronic article surveillance (EAS). Security tags are attached to merchandise and, if not removed or desensitized at checkout, they sound an alarm when passing through secured exitways. Some tags are applied to or inserted in products by manufacturers; others can be attached by the retailer.

Checkpoint Systems' Impulse sensor, a paper-thin, throwaway circuit, is placed inside a product's packaging. Other companies disguise the security tags as custom labels, price tags or bar codes. Sensormatic's TellTag emits a series of beeps if someone tries to remove the tag from the package.

Products protected by EAS labels canbe openly displayed, ideal forhome centers which usually operate with lean sales staffs and feature extensive, open, self-service display areas. "As home center retailers recognize increased sales from openly displayed, EAS-protected products, manufacturers whose

products are protected with EAS Labels will have a real advantage over competitors whose products are not EAS-protected," said Sensormatic's George E. Curnutte.

Video monitorsystems are also available, allowing one detective to cover an entire store. To combet e:irployee theft, special cameras focus specifically on cash registers. If the register is being opened more often than normal, for example, the camera zeroes in on the employee and the register, and the transaction can be reviewed on a monitor.

The power tool department is the area in home center and lumber yard where shrink is more prevalent. Because of their high value and portability, tools are an easy target for in-store theft. In 1990, an estimated $8.7 million worth of power tools were stolen.

Sealed display cases turn off shoppers who want to lift and inspect the tools without a clerk handy. Se-Kure Controls offers wires and coil plugs which link the tools to a wall, shelf or alarm system.

Tool Guard from R Enterprises includes an alarm box with red and black terminals for connecting two 25-foot cables. Cables are inserted through or crimped around tool handles. If anyone tries to disconnect or cut the cables, a shrill, piercing tone sounds.

The advanced loss prevention systems are a valuable new tool in helping retailers protect their profits.

Story at a Glane

A review of various electronac devices that combat shoplifting and inhibit employee theft ... miniaturization vs. deterence in electronic tags.

Undercover EAS Study

The Home Center hstitute will conduct a nationwide test study to gauge the effectiveness of elechonic surveillance labels indetening shoplifting in home centers.

For two months, inventory and sales of certain products will be monitored to deiemine the level of shrinkage. During the next two months, Sensormatic's UltraMax tags will be placed on the products to compare shrinkage levels.

The test later this year will include 24 leading home centers, including Builders Square, Home Depot, Lowe's, and Emst. Test markets are Seattle and Kent, lVa"; San Antonio, Tx.; North Sy'ilkesboro, N.C., and Lauderdale Lakes, Fl.

Tagged products will be from Stanley Tools, Black & Decker, Makita, Channellock, American Tools, BernzOmatic, Eagle Electric and Honeywell.

TOOL Guard wires power tools to an alarm, which sounds if the wire is cut or disconnected.

CLOSED circuilW monilors keep a constanteye on every corner of the store and parking lot.

SECURED walkways sound an alarm if 'active" tags pass through.

VERSATILE QuadraTag from 3M, providing both pricing informalion and shoplifting protection, can be machine printed in-store.

NEWS BRTEFS

HomeBase,lnc. will open a second location in Albuquerque, N.M., and a Rancho Cordova (Sacramento), Ca., location Aug. 29 ...

Builders Square is seeking sites in Hawaii and Alaska for 1994 oPenings and planning to expand outside the U.S. in Puerto Rico and Mexico.

Western Lumber closed its hardware store and lumber yard in Temecula, Ca., and will open a sales office to serve contractors in the area; the Oceanside location remains open.

Home Depotis considering a site in Canyon Country (Santa Clarita), Ca. Orchard Supply Hardware opened a 47 ,149 sq. ft. store in Newark, Ca. . . . Ernst Home & Nursery opened a Tigard, Or., location and remodeled the Renton, Wa., store; both include florist and framing shops and large nurseries

Eagle Hardware & Garden,Tukwila, Wa., will open an Anchorage, Ak.. store, now under construction, in Jan. plus new locations in Seattle, Federal Way and Bellevue, Wa.; sites have been acquired in Puyallup, Wa., and Honolulu, Hi.

Lumbermen's Buildittg Cetters is providing an estimating sYstem forcontractors through its stores in 'Wa., Or., and Ak. Scarborough Lumber Inc. will close its Morgan Hill, Ca., store this month to concentrate on stores in Scotts Valley, Ben Lomond and Boulder Creek, Ca...

Deer Lick Lumber w|ll open a car wash at its Running SPring, Ca., location . JerY &NinaBatterton bought o\t f,arlY Bird SUPPIY Part' ners Richatd and Charlene SPooner in Clarkston, Id. . .

Sintort Honte Center is consolidating its Concord, Ca., store into

the Walnut Creek, Ca., location True Value Hardware, St. Helens, Or., is having a grand opening this month Mitchell's Building Materials Warehouse, Yuha City, Ca., opened a branch in Gridley, Ca. . .

Eagle Electric, Pluntbing & Building Materials, Pocatello, Id., operated by Pay 'N Pak, which is liquidating, expects to closeby Sept.

Snyder Luntber Mill, Wallace, Ca., has closed Valley Lumber Co. , Grants Pass, Of ., was destroyed in a June 9 fire, the third major fire to hit the operation since 1948

Anniversari es: City Mill Co. Ltd., Honolulu, Hi., 93rd; Reel Lumber Service, Anaheim & Riverside, Ca., 60th; Wa ldron F o re st Products,F ait Oaks. Ca., l4th

Martin F o r e st I ndustrie s, Healdsburg, Ca., was split into two unrelated businesses July 21 bY owners Gordon Martin and Gary Malfatti with Martin forming Martin Forest P r o du cts and Malfatti op ening M o rgan Creek Forest Prodttcts Inc., Sanla Rosa, Ca.

MK Lumber Co. is new in Temecula, Ca., Grant Shaw gen. mgr.. Portland Pacific Forest Products,lnc. moved to 620 N.E. Kelly Ave., Gresham, Or. 97030 Bnilding Materials International Corp., Portland, Or., voluntarily entered Chap. 7 bankruptcy

Continental Hardwood is opening anew distribution center in Boise, Id., this month Huffmart & Wrigltt, .frrc. Canyonville, Or., purchased the former Gregory Forest Products veneer plant in Klamath Falls, Or.. arrd will operate it as KLannth Vertcer Inc. . .

Roscbrrrg l:'orast Products plans to close its ply w'ood plant in Red

Bluff, Ca., and the old Paul Bunyan millinAnderson,Ca. . MaywoodA nd e rs on F o r est P ro du ctswill close its Woodland, Ca., office in Sept., centralizing all sales at Eugene, Ot., Hq....

Pacific Soatheast Forest Prodzcts has added 15,000 sq. ft. ofstorage capacity and plans three additional 5,000 sq. ft. steel buildings on their 12 acre Diamond Springs, Ca., complex Thunderbolt Wood Treating, Riverbank, Ca., added 9 acres increasing their facility to 24 acfes. .

Louisiana-Pacific's OSB sales office in Mission Viejo, Ca., has relocated to northern div. headquarters in Hayden Lake, Id. Berdex International has moved to 1337 Howe Ave., Suite 201, Sacramento, Ca.95825 J. M. Thomas Forest Products has moved from Rocklin, Ca., to larger offices in Auburn.Ca..,.

Vaagen Bros. Lumber Inc.,Colville, Wa., was number 100 in a list of Washington's top.l50 private companies in gross sales compiled by Washington CEO Magazine . . RFP Lumber, Roseville, Ca., has relocated to Lakeport, Ca., Jerry Ensworth mgr. Woodfax, Myrtle Creek, Or., has changed the name of its electronic information service to U.S. Wood Trade List.

Johnstort Hardwood, Long Beach, Ca., has closed; Penn Forest Products has opened a retail division on the Johnston site Masonite Corp.'s Ukiah, Ca., hardboard mill is undergoing a facility review for possible closureby year's end.

Weyerhaeuser Co. has Permanently closed its Klamath Falls, Or., pine sawmill and Cottage Gtove, Or., laminated beam Plant, while investing nearly $16 million in improvements at its Cottage Grove small log mill

Housing starts slid down 3-ZVo to an annualized rate of 1.2 million in June (latest figs.) . new home building fell everywhere except in the west which rePotted an unexpected 7.1% increase . . apt. construction was off 2l% -. Permits fell l.3Vo for the fourth consecutive month.

IMPORTED HARDWOOD LUMBER SPECIALISTS HARD .il{ITED

Office Address: 1801 E. Heim St., Ste. 208 Orange, CA 92665

KATHY BECKMAN JOHN BECKMAN DENNIS SNOW

GEORGE BECKMAN

Yard Address: 19500 S. Alameda St. Rancho Dominguez, CA 90221

WHOLESALE DISTRIBUTION OF ENGINEERED WOOD PRODUCTS THROUGHOUT NORTHERN CALIFORNIA AND NORTHERN NEVADA FROM A I2 ACRE DISTRIBUTION CENTER IN FAIRFIELD, CALIFORNIA.

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AUGUST

Humboldt Hoo-Hoo Club - Aug. 14, annual golf tournament, Baywood Country Club, Arcata, Ca.

Mountain States Lumber & Building Material Dealers AssociationAug. 14, Colorado golf tournament, Rifle, Co'

Spokane IIoo-Hoo ClubAug. 14, installation of officers meeting, Spokane, Wa.

National Building Products Exposition & ConferenceAug. 14-17, Hyatt Regency Chicago Exposition Center, Chicago, Il.

New Zealand Timber Industry - Aug. 14-18, intemational radiata pine conference, Sheraton Mirage, Port Douglas, Queensland, Australia.

National Hardware Show - Aug. 16-19, McCormick Place Complex, Chicago, Il.

W.O.O.D., Inc.Lug.24, golf tournament, Lakewood Country Club, Lakewood, Co.

Hardware Distributing Co.Aug. 30, show, La Quinta, Tacoma, Wa.

SEPTEMBER

Japan DIY-Home Center ShowSept.4-6, Nippon Convention Center, Japan.

Hoo-Hoo InternstionalSept. 9-12, centennial convention, Arlington Hotel, Hot Springs, Ar.

Performance Coatings lnc. - Sept. 11, annual Penofin invitational golf tournament, Ukiah Municipal Golf Course' Ukiah, Ca.

Yakima Hardware Co.Sept. 12-13, market, Yakima Convention Center, Yakima, Wa.

California Redwood AssociationSept. 15, annual meeting, Eureka Inn, Eureka, Ca.

American Ilardware Menufacturers AssociationSept. 1617, Hardlines Technology Forum, Marriott Hotel, New Orleans, La.

Inland Empire Hoo-Hoo ClubSept. 18, election meeting & golf, San Dimas Golf Club, San Dimas, Ca.

San Diego Hoo-Hoo ClubSept.l9, golf tournament, Rancho San Diego Golf Coune, El Cajon, Ca.

QuojemSept. 20-23, international hardware & d-i-y show, Paris-Nord Exhibition Grounds, Paris, France.

Buifding & Construction Indonesia 92Sept. 22'26,Jalarta, Indonesia.

Cedar Shake & Shingle BureauSept.23-26, annual meeting, Red Lion Inn, Bellevue, Wa.

Morse llardware Co.Sept 27 -28. annual buying show, Seatac Red Lion [nn, Seattle, Wa.

IVesternWood Products AssociationSept. 27-30, fallmeeting, Coeur d'Alene Resort, Coeur d'Alene, Id.

Cotter & Co.Sept. 30-Oct. 2, fall market, Cotter Hq., Chicago, n.

OCTOBER

National Lumber & Building Material Dealers AssociationOct. 1-4, annual convention, The Pointe on South Mountain Resort, Phoenix, Az.

American Plywood AssociationOct. 10-13, annual meeting, Opryland Hotel, Nashville, Tn'

WESTIERN ASS0elATr[0N NEWS

Lumber Association of Northern California executive vice president Les Sanders reports two dealers received visits from their county district attorney advising them they are engaging in false advertising and unfair business practices by selling 19/32" plywood siding advertised or tagged as s18".

He feels it prudent to change the description of various sheet goods until this controversy is resolved: l/4" sanded fir should be called ll4";318", lll32"; 112", 15| 32" ; 5 |8", 19 |32" ; 3 | 4", 23|32" ; | -| | 8,,, l-118"; ll4" oak or birch, 5mm. This includes all AC, AB, BB and P&TS, whether on grade or shop. Plywood siding: 3/8,,, lll32"; 112", 15132";5/8", l9l32". OSB desoiptions remainthe same with the addition of OSB.

at the Marriott Mark Resort, Vail, Co., Oct. 9-10.

Lee Jordan, Jordan's Building Center, Wheat Ridge, Co., convention task force chairman, is planning the meeting to promote member to membr interaction with a focus on contemporary business issues.

Joseph B. Harley, J. D. Baldridge Lumber Co., Albuquerque, N.M., was recently elected to the MSLBMDA's Honorary Life Member Hall of Fame. In making the announcement, president Kent Brosh, Crissey Fowler Lumber Co., Colorado Springs, Co., commended him for "a lifetime of commitment to his industry, his community and his association."

Some 37 menand womenfrombuilding material centers in five states attended the yard foreman seminars conducted in Denver, Co., and Salt Lake City, Ut., by Norville Spearman. All attending received official MSLBMDA certificates of attendance.

The investigative report indicated a consumer and a competitorfiled the complaints. "While LMA assesses the seriousness of the issue, we wantyou tobe aware of what's happening. If you receive such a visit or hear ofone, please advise the office," Sanders said.

The nomenclature extends to all advertisements, signs, bin labels, estimates and tickets. Sales people must quit using nominal sizes and use only actual sizes. Ifsomeone asks for 5/8" siding, say, "We have 19132" , which is the standard size for this product." Change all bin labels to the actual sizes, Sanders recommends.

Mountain States Lumber & Building Material Dealers Association has scheduled a convention and management retreat

National Lumber & Building Material Dealers Associationts convention, Oct. l-4, Phoenix, Az., will follow the theme "Dealers Helping Dealers To Win."

In addition to business sessions, a series of panels and seminars will cover subjects ranging from profiting from store promotions to just in time deliveries.

A mix of tours, programs, sightseeing and sports plus a post convention tour to Northern California and Nevada also have been planned by convention chairman Ray Nunn and his committee.

Plenty Of Western Lumber

That flurry of legal decisions by West Coast courts making constant headlines about shutting downharvests on western federal forests appears also to be scaring away some traditional customers for westem lumber across the U.S., reports Robert H. Hunt, president of the Western Wood Products Association.

And that is in spite of the fact there has been plenty of lumber available in the West. Enough logs are coming to most mills to meet more demand than they have been experiencing, Hunt reported.

"So far this year, western lumber producers have easily kept pace with demand," he said. "But obviously business is better for mills in Canada and the southern U.S. simply because the media plays heavily on environmental issues, and judgments on westem forestseven if temporaryare made big news everywhere."

Statistics compiled by WWPA through the first four months of 1992 (the latest period for which all data is available) show shipments of lumber from the l2-state Western Wood Region are upby .5Vo compared with the same 1991 period.

But imports from Canada are uP bY more than 227o for the same Period, Hunt said. Shipments from Southern mills are upby 15%

Hunt believes the constant furor over spotted owls and a spate of other environmental issueshassomebuyers looking to altemative producing regions for their supplies when it is not necessary to do so.

"They can't be blamed," he said. "All they hear is the negative side' Unfortunately, the result is an overreaction that is harmful to western operators. That is especially true since the mills had geared up to service traditional customers in meeting improved demand for 1992."

Hunt pointed out that there is still federal timber "in the pipeline," mostly from sales completed prior to the more recent waves of extremist-environmentalist interference. There is also a heavy contribution of logs from non-public landsboth industrial and other privatelv held forests.

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Mills: we can fax out your offerings to over 4O0 TNT customers.

Ernst Sues Eagle Over Ads

Ernst Home Center Inc. has filed suit against Eagle Hardware & Garden Inc., Tukwila, Wa., charging misleading and deceptive advertising claims and asking for financial damages as well as an order to stop such practices.

Filed in King County Superior Court, the suit says Eagle made unfair price comparisons, inaccurately claimed certain services were available only at its stores and misrepresented the selection of products available at competitors.

Eagle replied to the suit by running an ad expressing its concems in Seattle, Bremerton and Spokane, Wa., papers. CEO David Heerensperger, who is traveling to promote Eagle's upcoming initial public stock offerinS, w?s unavailable for comment.

G-P's Hogan Takes Retirement

Ronald P. Hogan will take early retirement at Georgia-Pacific Corp., Atlanta, Ga., clearing the way for A. D. Correll to succeed T. Marshall Hahn Jr., who plans to retire as chairman and ceo next year.

The company said there are no plans to fill the vice chairman vacancy. Hogan, who joined G-P in 1965, had

CBS Folds, Servistar Moves ln

Faced with seemingly insurmountable credit and collection problems, buying group Central Builders Supply has decided to liquidate.

Competitor Servistar has signed a letter of intent to purchase certain operational assets of CBS and launched a new program, Servistar/CBS, to keep intact as much of the organization as possible. AboutT5%o of former CBS members have been signed up for the new program thus far, said Servistar ex-

held the position since 1991. He was unavailable for comment.

Correll, who is president and c.o.o., served in the paper division prior to this appointment and is thought to have a better grasp of the paper industry than other top officers at G-P, an industry source said.

Gal-State In Business Week

Cal-State Lumber Sales, Inc., San Ysidro, Ca., zind owners Benjamin and

ecutive vice president and chief op erating officer Paul Pentz.

Founded in1937 in Sturgis, Mi., the buying group grew to include more than 5(X) members with over $325 million in annual sales. Its houbles began to surface eadier this year as unpaid bills began mounting and members began leaving, forcing an overhaul of credit policies and senior management. Bret Pobanz, who became president when his father. Phil. died in late 1988. left CBS in June.

Victor Acevedo were recognized as immigrant entrepreneurs making big contributions to the U.S. export boom in a July 13 cover story of Business Week

The brothers, who moved with their parents to the San Diego area from Tijuana, Mexico, in 1960, employ 110 employees and had $147 million in sales last year. Their company has lOVo of the architectural mouldingmarket in the U S . and a booming export business to Mexico.

Whether your lumber or ours, hardwood or softwood, Preclslon specializes in hard{o-run orders in large orsmallquantities. Next time your milltellsyou itcan'tbe done when youwant it(oratall)... Call Precision We can cut it!

Union Planing Mill Fire

Damage in excess of $l million was suffered by Union Planing Mill when a fire of suspicious origin destroyed half a block of their Stockton, Ca., facility. By dint of long hours and hard working crews, the company was back in full operation Monday morning following the early Saturday a.m. fire July 11.

Arson is suspected and an investigation is in progress, according to Union Planing Mill's George Little. Two flat bed trucks and a forklift were destroyed and two diesel delivery trucks were damaged. The paint shop was damaged and about $1O0,OOO of lumber lost. In the main warehouse, completed store fixtures for three Mervyn's stores were totally burned by the intense fire. No records or paperwork were lost as the fire was in the insulation of the roof structure allowing time for tarping of the office and lobby.

Yaeger & Kirk Glosures

Yaeger & Kirk, Santa Rosa, Ca., will permanently close its Healdsburg, Ca., truss plant and lumber sales facility September 30 due to poor market conditions. Only a handful of the 59 employees will be retained to facilitate the actual plant closure and sale of the property.

Profitable stores in Ukiah and Sonoma, Ca., rnay also be put up for sale over the next two years "to preserve the company during these recessionary times and to insure the future of Yeager & Kirk," said president D. S. Yaeger.

"First Diesel Poroered Passenger Sedan," 7935, the year Eonnington Lumber Co. roas founded.

HomeBase Goes Drive Thru

In remodeling its San Bernardino, Ca., location, HomeBaseaddeda 36,50O sq. ft. drive thru lumberyard, the first in the 80-store chain.

The service allows contractors and other customers to load lumber in the yard directly onto their vehicles, with close by employees to help pick and load and lumberyard cash registers for fast checkout. Eliminated are putting the lumber on a cart and pushing it through the store to a cashier and then through the parking lot.

Drive thru may be added at other locations. "The response (in San Bernardino) has been terrific," said president Jim Halpin. "On a typical day we're getting more than 200 trucks through it."

PACIFIC FOREST PKODUCTS, INC.

- QUALITY DISTRIBUTION OF WEST COAST LUMBERMILL DIRECT LCL

SINCE 1948

WOMAN of the year for the 14th California Assembly District Patricia Larsen with Assemblyman Johan Klehs, who nominated her. Ms. Larsen owns 1 1 0 year old Larsen Brothers Lumber Co., San Leandro, Ca. She received the award from Willie Brown during ceremonies on the Assembly floor.

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PERSONALS

Ted Mathews, Pacific Forest Products, Fresno, Ca.; Paul Ward, Ward Forest Products, Morgan Hill, Ca.; Jerry Foster, Foster Lumber, Medford, Or., and Pete Kepon, retired, Arcata Redwood, Arcata, Ca., were recently on a Victoria Island, B.C., fishing trip.

Dan Bohannon. Bohannon Lumber Co.. Orange, Ca., and his brother, Dave, recently won the U.S. Grasscourt Tennis Championship in the 40 and over div., their second national championship in 1992.

Carl Poyner has joined San Diego Wholesale Building Materials, San Diego, Ca., as a lumber trader, according to sales mgr. Gary Bowen.

Walt Shriver, Orepac Building Products, Wilsonville, Or., is back from a vacation in the Alaskan wilderness.

Scott Swanson is now handling all lumber sales inquiries at Friesen Lumber, St. Helens. Or.

Holton Quinn, pres., QB Corp., Salmon, Id., has been elected pres. of the American Institute of Timber Construction. Mike St. John has been promoted to senior v.p. of operations for all of Norco Windows, Boise, Id. Penny Goodpaster is now mgr.-customer service in Twin Falls. Id.

Mike Clemente is the new sales rep for Simpson Strong-Tie fot Az., N.M. and El Paso, Tx., based out ofPhoenix, Az., reports Bill Walker.

Ken Hoffman, pres., Coast to Coast, Denver, Co., plans to retire July l, 1993, after 45 years in the industry, the last 33 with Coast to Coast. Ray Griffith, now exec. v.p. and c.o.o., will succeed him. Myron Kirkpatrick has joined Eagle Hardware & Garden, Tukwila, Wa., as v.p.- finance and cfo.

Charles Nagely, Forestex Co., Forest Grove, Ot., has been elected v.p. of the American Hardboard Association.

Len Cavall has joined Bruce Hardwood Floors as district sales mgr. for So. Ca., Az., and Las Vegas, Nv. New divisional sales mgrs.: Chris Thompson, Pacific Northwest and Mid Central, and Melvin Burkhardt, Southwest and West Coast.

Gaylon Bean, owner, Western Wholesale, Idaho Falls, Id., wasrecently honored as theDowntownldahoFallsRotary Club's 1992 Outstanding Person with a Disability.

Tom Williamson has joined the American Plywood Association's technical services div. as gen. mgr. of American Wood Systems.

Don Hendrickson, pres. and gen. mgr., BMC West Corp., Boise, Id., was named to the board oftrustees ofJoe Albertson College, Caldwell, Id.

Norm Kruckenberg, pres. and gen. mgr., O. K. Lumber, Inc., Fairbanks, Ak., was one of six Alaska businessmen invited to Russia as a consultant.

Bill Hoel is now mgr.-sales & mktg. for CraftMaster Door Products at Masonite.

Shawn Sinclair, Dellen Wood Products, Spokane, Wa., and his wife, Jamie, have a new daughter, Shelby Lynn. Sinclair was also elected pres. of the Spokane Hoo-Hoo Club. Elzya Jordan is lst v.p.; Mike Sheehan, 2nd v.p.; Ernie Wales, sec., and Walt Adams, John Greeley, Randy and Rick Lentes, Norm Mikalson, Gene Zanck, Kris Wales, Jack Eskeberg and Bill Wales, directors.

Sumwood, Inc. 500 Silver Spur Rd., Suite 109 Palos Verdes Peninsula, Ca.90274

Direct lmport Sales: (310) 541 -0179

FAX 310-541-7297

Sales From lnventory: $00)242-8447

FAX 310 605-0243

Beveled Siding Patterns T&G Patterns

ROUGH CONSTRUCTION HEART TIMBERS

4x4 through 6x12

54S CONSTRUCTION HEART TIMBERS

4x4 through 6x6

ROUGH CTEAR TIMBERS

3x3 through '12x19

ROUGH CTEAR & CAH REDWOOD

1x2 through 9x19

C.J. Wholesale Redwood Lumber Co. 1179 W. Washington Ave., Escondido, GA 92025

(619) 741-5881

O(rcu^rop*

20940 S. Alameda St. Long Beach, Ca. 90810

(310)774-2046

(818) 330-3991

(714)758-0423

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West Coast representative of Holmes & Co. of lndiana

Harry A. Merlo, chairman and pres., Louisiana-Pacific Corp., Portland, Or., recently joined a work crew to help build a Habitat for Humanity house in Washington, D.C.

John Thorlakson, Tolko Industries Ltd., has been elected pres. ofPacific Lumber lnspection Bureau. lst v.p. is James Manke, Manke Lumber Co.; 2nd v.p. Phil Dobson, MacMillan Bloedel; sec.mgr./treas. George Thompson. New directors: J. Barrie Shineton, International Forest Products Ltd., and Clare Stoney, Fletcher Challenge Canada. Reelectedtotheboard: PhilipDavidson, Davidson Industries; James Davis, Canadian Pacific; Jim Hallstrom, Zip-O Lumber; J. W. Latimer, Willamette Industries; J. F. Newman, Weldwood of Canada; Robert Spence, Packwood Lumber; Jack Taylor, Weyerhaeuser; R. R. Waltz Jr., Seattle-Snohomish Mill Co.. and Jake Whitehead, Canadian Forest Products.

Mike Murray is new at Hood River Supply, Hood River, Or.

Mark Sabre, formerly of Learned Lumber, Hermosa Beach, Ca., has joined Santa Barbara Mill & Lumber, Santa Barbara, Ca., as gen. mgr.

Jean Hamburghas joined Capital Lumber Co., Healdsburg, Ca.

Dave Seegar, River City Moulding, Sacramento, Ca., recently returned from a Caribbean sailing vacation.

Mike Hessler is the new operations mgr. for Canfor USA, Meridian, Id.

Joe Stolzoffand Elia Sallas are new international traders at Wood International, Portland. Or.

Daniel J. Jansing is now western regional sales mgr. for The Flood Co.

Don Meucci has been promoted to media relations & mktg. director at the Cedar Shake & Shingle Bureau, replacing Mark Rutledge, who has left the bureau to join the Clarke Group.

Richard "Dick'Poppe has been named plywood salesman for the western regional sales office of Willamette Industries, Albany, Or.

Dan Henningerhasbeen promoted to sales mgr. at Louisiana-Pacific's Chino, Ca., DC. Steve Black is new to the co., purchasing all plywood products.

Dayton L. VanSlyke has formed Search By Design, Vancouver, Wa., a building products industry executive search firm.

Jeff Piercy is new to Wesco Cedar, Eugene, Or.

Don Reel, Reel Lumber Service, Anaheim, Ca., andhis wife, Dorothy, trekkedfrom San lose, Ca., to Salt Lake City, Ut., on a restored steam train.

Tracy Torres is new to sales at Burns Lumber Co., Van Nuys, Ca., according to Bill Perkins.

Jim George is now with IntermountainOrient, Albuquerque, N.M.

Linda Weber, Waldron Forest Products, FairOaks, Ca., married Eric Steele May 16. 1992. El Louise Waldron is back from a trip to Kauai, Hi.

Bob Barnes is now gen. mgr. of Fort Vancouver Plywood, Fort Vancouver, Wa., succeeding Jim White, who has retired after 4l years in the business.

John E.'Jack" Rowan, Lake Oswego, Or., has been promoted to senior v.p.product management at Furman Lumber.

Rich Fahrner has been transferred to Kelleher Corp.'s new Auburn, Wa., DC as mgr. Glen Dutton replaces him as mgr. in Sacramento, Ca. Pat Wheeler was moved from Mira Loma, Ca., to Seattle, Wa., in sales.

Dave Lentes, Dellen Wood Products, Spokane, Wa., and KrisWales, WalesLumber Co., Spokane, are representing the Spokane Hoo-Hoo Club as voting delegates at the national fraternity's centennial convention next month. Bill Lenles and Tony Perry are alternates.

Gunner Brink hasbeen named sales mgr. of the Lock-Deck products line for Potlatch Corp., Lewiston, Id.

Kurt Enkoll is now stage mgr. for all upcoming shows at Mungus-Fungus Forest Products, Climax, Nv., report owners Hugh Mungus and Freddy Fungus.

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Pay'N Pak Ghain Liquidates

Pay 'N Pak's stores in 12 states are nearing the end of what is being called "the West's biggest-ever home improvement store liquidation sale."

"I don't know anything that was ever bigger," said John Markley, company ceo. "The biggest liquidation sale onthe West Coast that I know of (among home improvement outlets) was 20 stores. We have something like $130 million of retail goods in 68 stores."

Prices will be lowered as stocks drop. The sale whichbegan June 1 is slated to last 12 weeks.

Four of the stores have been purchased by Thurman Industries, an electrical, plumbing, kitchen, bath and lighting supplier.

Located in Kennewick, Moses Lake and Billings, Mt., and Bend, Or., the stores will retain the Pay 'N Pak name, according to Ken Thurman, president and ceo, and be operated as a separate division of Thurman Industries. Kirkland, Wa.

L-PTo Build Nevada EWP Plant

Louisiana-Pacific Corp. will build a laminated veneer lumber and engineered wood I-joist plant in Fernley, Nv.

Construction will begin immediately with operations due to start in eady 1993.

"The development of affordable building products that don't rely on

large trees has become a hallmark of Louisiana-Pacific," said Harry A. Medo, L-P chairman and president. "The best part is that these new products perform better than the traditional ones they replace."

Pope & Talbot Gloses Reload

The reload center that Pope & Talbot, the large Portland, Or.-based lumber manufacturer, maintained for five years at the Port of Redwood City, Ca., has closed.

Lower sales volumes in the South San Francisco to San Jose, Ca., market served by the center as well as logistical problems in that market were cited as reasons for the closure by Robert Courtney, vice president, lumber sales.

Pope & Talbot is not abandoning the market, Courtney stressed, saying that possible locations for future reloads were Pittsburg,C?., and Stockton, Ca.

Building Supply Gonference

Wood products and building supply manufacturers, wholesalers and retailers will be the focus of a two day conference and exposition on bar coding, electronic data interchange, justin-time and quick response inventory management, whole systems design, buyer/supplier alliances and marketing, Dec. 8-9 at the Hyatt Regency Hotel, Bellevue, Wa.

Additional information and registration forms are available from the Forest Industries Exposition Group, 600 Harrison St., San Francisco,Ca. 94107, telephone (415) 905 -2323.

O'Malley Lumber Blown Away

Arizona's venerable O'Malley Lumber Co. and itschainof O'Malley Building Material Centers ended its slide into oblivion with the implosion of the company's headquarters building in Phoenix July 5.

Crowds gathered to watch the demolition of the nine story building built in the early 1960s as one of the first highrises on Central Avenue. It took only about three seconds for 75 pounds of dynamite distributed in 194 charges to reduce the building to rubble.

Hard hit by warehouse operations such as HomeBase and Home Depot, the O'Malley Co. fought desperately, but was unable to maintain its momentum as a thriving lumber and home center operation. Implosion of the outmoded building cost $40,000.

AFRA Merges With NFPA

The American Forest Resource Alliance has merged with the National Forest Products Association as planned when it was formed in 1989.

Alliance programs will continue with the exception of "National Update," which will be replaced by a new NFPA "Forest Resource Newsletter."

Fratemity's Gentennial Meeting

More than 500 delegates from around the world will attend the International Order of Hoo-Hoo centennial convention, Sept. 9-I2,atthe Ailington Hotel, Hot Springs, Ar.

Business sessions and seminars are scheduled for the first and second days. Buses will take the group to lntemational Headquarters in Gurdon on the third day to visit the Hoo-Hoo Museum and monument where deceased presidents will be eulogized. Lunch will be served with local residents providing

entertainmmt and arts and crafts booths. Harry Medo, president, LouisianaPacific, will speak at lunch on the final day. lnstallation of officers and the presentation of the 1993 convention committee will follow, concluded by a Gay '90s Gala banquet.

The lumbermen's fraternity was founded in Gurdon 100 years ago.

NBMDA Under New Management

National Building Material Distributors Association has relocated to 401 N. MichiganAve., Chicago, Il., wherethey will be under the management of Smith,

Bucklin & Associates, the nation's largest trade association management firm.

James M. Weir of SBA has been named NBMDA executive vice president. Other staff members transferred from the Deerfield, Il., office.

"With Smith, Bucklin I feel we have a framework that guarantees efficiency and, by joining our staff with theirs, we will gain effectiveness needed for success inthe 1990s," NBMDApresident Gary McKillican said. "Finally Jim Weir's leadership will be the element to bring everything together to satisfy our objectives."

HQher Residential Siding Use In The'90s

Residential siding use will increase during the decade along with the number and sizes of single family homes built and all-time high repair and remodeling expenditures.

SIDING USAGE

ALL CONSTRUCTION

(Percent Market Share)

HARDBOARo @ 659 E vrlvr-

George Carter & Affiliates n a 1992 update to a 1978 residential siding survey predicts every year between 1992 and 2001, except 1994 and 1998, will exceed the 3.58 billion sq. ft. benchmark of high use in 1986. Siding demand for room additions, full residings, garage additions and other R&R uses will range between 2.5 BSF and 2.8 BSF. Wood sidings will decline in new construction. Hardboard will los e 5 %, f allingto about I 4 /o ; c edar and plywood,

2Vo-3Vo by 2001. OSB siding, on the other hand, will likely double its market share by 2001, rising as high as 19%,the study reveals.

Vinyl sidings volume use will double, but its share of the new construction will increase only 4%. For repair and remodeling, vinyl use will grow to 57%. Hardboard, cedar and plywood will each lose R&R market shareinthe3%-4% range. Aluminum will have lessthan2% of the market by the end of the decade. OSB siding will have the fastest growth rate among repair and remodeling products, probably quadrupling.

COMPANYAppreciation Nightfor Nalional Hoo-Hoo-Etle Club#2, Eugene, Or.:Cathy Miller, past nationalpresident; Elyse Benson & Linda Bryant, scholarship recipients from Oregon State School of Forestry; Sondra Jameson, president, Club #2, Hoo-Hoo-Ette is an organization ol women in timber and associated industries.

LA Subway Gives Treated Lumber a Second Try

HEN a fire ripped through the subway tunnel under construction in Los Angeles two years ago, the LA Metro banned the use of treated lumber as lagging throughout the subway structure. According to the Los Angeles City Fire Marshal, hot slag from a cutting torch stafied the treated pine lagging, used to support the tunnel, to smolder. Then, without noticing, workers installed a plastic vapor liner overthe smoldering wood. The lagging may have smoldered for eight hours or more before breaking into open flame and igniting the liner.

LA Metro's decision against treated lumber alarmed members of the wood preservers industry - treated wood has long been the material of choice used as support lagging. Not only did the subway project represent millions of board feet of lumber, but the decision against treated wood could have affected its future use in similar applications.

John Culp, senior engineer at the Western Wood Preservers Institute (WWPI), had been following the subway project because, as he puts it, "At WWPI, a project that size doesn't go unnoticed. " Culp immediately contacted Tim Smirnoff, chief tunnel engineer on the project, and urged him to reconsider the decision against using lumber.'

Research has shown that the chrome used in the pressure-treated pine lagging was the real problem-when heated, chrome glows. So the goal was to provide LA Metro with a wood treatment that would meet Smirnoff s preservative requirements and mitigate his concerns about fire.

Smirnoff consented to hear Culp out. Smirnoff explains, "Pressure-treated wood has traditionally been used by contractors to build tunnels. Its low cost and high strength in comparison to other materials make it the best for the job. And it's important that we let our contractors compete."

It was suggestedthatthey (LA Metro) do some tests of their own. They discovered that a 100-watt light bulb will cause chrome in treated pine to glow. In contrast, ignited Chemonite@ (ACZA)-treated Douglas fir extinguished itself. Utility companies have known this for years. Brush fires go

right around Chemonite-treated poles. With the assistance of J.H. Baxter Company, Smirnoff was presented with tests on the flame-resistant properties of Chemonite conducted by United States Testing Company, Los Angeles. From these tests and the reputation of Chemonite as a preservative, LA Metro

reversed its decision, permitting Chemonite-treated Douglas fir to be used in the construction ofthe station houses.

Culp is pleased with the decision. He credits their success to good detective work and one-on-one communication, adding that woodhas acompetitive edge over other products.

Building in the tlodne Enuitonnent?

The marine environmentboth salt and fresh waterrequires building materials that will withstand tough times. The right wood, pressure treated with the right preservative to the proper penetration and retention has been proven

to resist the stress ofthis environment best. For complete details on Chemonite treated Douglas fir, including AWPB Quality Control Inspection, contact your authorized Chemonite dealer.

Moulder: friend or foe?

By David Miller Michael Weinig, Inc.

I F YOU are a wholesaler or custom I mill using a moulder to produce wood mouldings, youknowthatyougetpaidby the minute. 45 lineal feet per minute x 60 minutes x 8 cents per foot has the potential of eaming $216 perhow. Most of us could live on that.

But what if your moulder only runs 20minutes perhour? Now we're down to $72 per hour. Does this amount justify the space, cost of the moulder and salary of the operator?

Why does a moulder operate at one third of its capabilities? Some do because oftheir age relative to state ofthe

art technology, but most perform poorly due to a lack of proper training. This training deficiency does not always begin with the operator who is accustomed to taking an hour or longer to make a set-up, but with the owner or manager who doesn't know what his machines are capable of producing.

If the set-up man is accustomed to taking an hour or longer to make a setup and running the machine at 20 to 30 feet per minute then why should he do it any differently? Most people produce what is expected of them. If our expectations are low, our results will probably reflect that attitude. On the other hand, operating a machine at its design capabilities is basic good business sense.

for a machine so important to a successful business.

Story at a Glance

How to determine if your moulder is operating at top etficiency . suggestionsfor increasing output... a formula for determining capability.

Miller, who grew up inthe lumber business, workedfor some 15 years in Oregon and Northern California as a millwright and was later a production manager for Peternan Lumber and Saroyan Lumber in S outhe rn C alifu rnia.e dito r

Does this mean that owners are going to have to learn how to operate a moulder? No. However, a quickcourse on its capabilities is a small price to pay

Do you,as an owner, know that by using the technology now being built into a modern moulder, set-up times of 20 minutes or less should be the norm? Your operator or mill foreman may not either.

These set-up aids are notexotic com-

puters that require an on site programmer, but rather simple procedures and measurements that add no more than five minutes to tooling preparation in the grinding room.

Using a procedure called "axial constant" an operator only need make one adjustment per cutterhead and that adjustment is determined inthe tool room

so that the first piece of moulding out of the machine should be the correct size and shape.

What is your moulder capable of producing per day? A simple formula might read as follows:

Non-jointed or single knife production:

7 hours production per day = 420

MOULDING ffOBlLE, better known as the Weinig Unimobile, a truck mounted demonstration vehicle, is touring the country demonstrat ing the $74,000 (base price) Unimat 23 moulder. The rig, valued at about $250,000, costs $1,fi)0 a day !o operate, Weinig representatives (top right)Jim Ginley, John Manusharow, Jason Lincoln and Mark Houston display a project completed during a mid-May visit at Custom Mills, City of lndustry, Ga, A select company of wholesalers and custom milling people attended including (lower photos, left to right) Bob Cole, John Hodge, Glenn McNary, Jerry Lapin, Brian Reynolds, John Manusharow, Fred Jones.

45 L.F. per minute x 420 minutes = 18,900 L.F. per day

Less 1000 L.F. per set-up

Jointed or multi-knife production: 7 hours production pet day = 42O minutes production time.

100 L.F. per minute x 420 minutes = 42,000L.F.

Less 3500 L.F. per set-up

Moulder operation in the past was considered a necessary evil to help sell lumber. In these days of thinner profit margins, the economical operation of your moulder is imperative. Is your moulder as productive and profitable as it should be?

Are you ready for Metric?

Bid quotes in metric will be required from all suppliers to federal agencies as ofOct. l,1992.

Hoping to make U.S. producers more aware of the metric

system which is standard in most industrial nations, President Bush charged the Commerce Department to lead the federal government in the switch.

In some cases adopting metric standards will require retooling, but it could increase exports significantly, in the opinion of many economic experts.

NATIONAL Forest Products Association officers were among industry volunteers working with former President and Mrs. Jimmy Carter to build housing for Habitat for Humanity in Washington, D,C. Mrs, Carter holds a Tree Farm t-shirt presented to her by Dana Fitzpatrick, Filzpatrick and Weller, who stands to her right, Others, lett to right David Hancock, Hancock Lumber Co.; Dan Dutton, Stimson Lumber Co.; Carter; Dave Leland, Plum CreekTimber Co., and Barry Cullen, NFPA president. NFPA members donated cash and building materials valued at more than $77,000 to the Jimmy Carter Work Project.

BUSINESSTO business: Stephen M. Littlefield (left), presidentof Dimensions, Salt Lake City, Ut., accepts an Outstanding IBM Industry Remarketer award lrom IBM's Steve Johnson. Dimensions, a supplier of turnkey computer solutions for the lumber, hardware and building materials industries, received the honor for the second year in a row.

Blades Of Time

A saw blade clock that looks real enough to cut wood is new from Universal Products Co.

NEW PRODUCTIS and selected sales aids

TallTriple Hung

The new Magnum Triple Hung windowfromMarvin Windowscombines the stylish designs of Thomas Jefferson's era with the latest high performance features.

Car Top Garriers

Disposable car top carriers from H&J Sales are easily assembled and secured to tote loads ofup to 400 lbs. per set.

The Load Protectors' wax coating prevents possible damage to car tops. The sheets are folded along scored lines, secured into shape by inserting lock tabs into two slots and placed across the car roof.

They can be customized with a company name.

Spring-Free Subflooring

Comply, reportedly the strongest and stiffest of manufactured wood subflooring products, has been especially engineered by Oregon Strand Board for l-beam floor systems to overcome flex and springiness, the potential drawbacks of I-beam flooring.

Made of two layers of wood fiber sandwiched between three layers of Douglas fr veneer, Comply subflooring is manufactured under intense heat and pressure using exterior grade resins and is guaranteed not to delaminate. It has a solid core and is moisture resistant.

The tall, elegant window has three vertical sashes, with a counterbalance system to allow the top and the bottom sash to operate simultaneously for excellent circulation. Each sash counterbalances the other, elirninating the need for springs or balances.

Counterbalance hardware for the

Made from lightweightstyrene plastic, the clock weighs just l0 oz. The silver clock face is manufactured using a computerized router to ensure exact replication of each blade.

The dial features large 11/16" numbers, silkscreened in black ink for high visibility. The superior accur acy quartz movement operates on one AA battery.

Exemplary Entry

The Gladiator, a reliable construction grade metal door at a reasonable price, is now available from Challenge.

Armed with 26 gauge galvanized steel over kiln-dried wood stiles and rails, it has an environmentally safe polystyrene core, which maintains its R-value over time. The solid wood stiles and rails provide a complete thermal break between interior and exterior surfaces, and a durable thermoplastic rubber bottom sweep ensures an efficient weather seal.

A coat of epoxy primer on the interior surface adds a quality bonding base and two coats of baked-on enamel primer give the exterior strong rust and corrosion resistance.

Available in a six-panel or flush design, the door comes in widths of 3l-314" or 35-314" and a length of 79".

upper and lower sash is concealed in attractive vinyl tracks along the edges of the jambs. Both upper and lo*er sashes glide smoothly in the tracks, tilt into the room for cleaning or can be completely removed from the tracks. The stationary center sash is removable by disengaging two throw bolts. Constructed of ponderosa pine, the windows feature energy effrcient 314" insulating glass and weatherstripping at the header, both checkrails and along the bottom sash.

Long Lasting Lighting

Economy adapter units for converting existing incandescent fixtures to energy efficient compact fluorescent lighting are new from Prolight.

FREE ADDITIONAL INFORMATION

on any product in this section is available by writing 4500 Campus Dr., Suite 480, Newport Beach, Ca.92660. Or call (7 1 4) 852-7990 or FAX 7 L4-852-023 L Requests will be forwarded to the manufacturer. Please list product(s), issue and page number:

Fiveto22 watt adapters can replace 25 to 75 watt incandescents for up to 80% energy savings. lncandescents last an average of 750 to 1,000 hours, while compact fluorescents last 10,(M) hours.

The easy-to-install adapters come in varying sizes to accommodate almost any incandescent socket and fixture in the house.

Faster Fluxer

A fast, efficient way to precisely apply silver brazir'g flux is now available from Superior Flux & Manufacturing Co.

The applicator bottle contains flux in slurry form After the bottle is shaken, the flux can be squeezed onto the parts to be brazed, eliminating the use of flux brushes. A tight seal prevents the flux slurry from drying out.

Gas Detective

A residential, trailer home and RV gas detector and alarm system for use with gas-operated appliances is new from Anchor Scientific.

Gas Alert sounds an 85 decibel alarm when propane, butane or natural gas is ' detected at 25 % of the lowest explosive level, reducing the risk of fires, explosions or injuries due to gas leakage and accumulation ofgas in enclosed areas.

space for drying equipment, the line features smooth, vinyl-coated steel construction that will not snag clothes or nlst.

The general purpose fluxer is applicable for 90% of all silver brazing jobs, on all ferrous and nonfenous base metals except aluminum.

Dry & Fold

A line of three Dri-It indoor metal laundry dryers has been introduced by Seymour Housewares.

Designed for those with limited

The top model offers 79 ft. of drying space and folds flat for easy storage. Anotherhas 57 ft. of drying space, and a thirdmodel works as an over-the-tubdryer for sweaters, socks, towels, hose and delicate laundry.

Hang Ups

Hook-Ups ! adjustable picture hangers from Stuart Industries level pictures with a touch of a finger.

For use with wood and metal frames, the hangers work with standard wall fasteners and hold up to 100 lbs.

The device plugs into any standard AC wall socket or can be wired directly into the RV DC system. A green light confirms that the alarm is powered.

Truck Loading Restraint

An advanced truck restraining system designed to economically meet safety requirements in new or retrofit loading docks is now available from Poweramp.

Firmly anchored into a loading dock pit, the PowerHook II KS7 truck restraint seeks, finds and locks onto a truck's ICC bar during loading and unloading. The safety device is said to prevent "trailer creep" and dock lev-

give docks a clean, finished look. Its hook remains protected behind the pit wall until activated, allowing easy driveway clearance when not in use.

Locking Shelf Brackets

Locking shelf brackets that eliminate hammering by sliding fully into slots and locking inplace withouttools are new fromEZ Shelf Co.

EZ Loc brackets are designed to eliminate damage such as chipping, scratching and strain on the mounting screws caused by hammering brackets into position.

A bracket drops into a standard slot and is tightened by rotating a disc on its side with a coin. Brackets are available in manv sizes and finishes.

eler operation until the hook is engaged.

Able to withstand a pulling force of 35,000 lbs., it is programmed to operate within a 10" to 30" vertical range and a 1" to 15" horizontal range using solid btate electronic control,

Thp stand-mounted model features recessed front legs so concrete or block walls can be constructed in front to

V=rso-toM : LAMTNATED DoucLAS FIR VENEERS FOR ADDED STRENGTH. WORKABILITY AND UNIFORMITY . 1 -314' THICK.

Venso-tAM PLUS: LVL wrrH UNIQUE HORIZONTAL GRAIN PATTERN FOR EXPOSED AND SINGLE PIECE APPLICATIONS, 3-1/2" OR 5-112', THICK. BOTH LVL PRODUCTS 9-112' TO 20" DEEP WITH LENGTHS UP TO 66 FT.!

Head Of Lattice

Dura-Bull Lattice from Creative Building Products is molded from polyethylene to outlast conventional wood lattice and not chip, split, warp, splinter, dent or scratch.

Easy to install, saw, screw, nail and paint, the lattice comes in standard 4' x 8'sheets with border, comer and sheet to sheet accessories.

Router Space

New router bit display cases from Vermont American both display and explain the products.

Available in three sizes, the cases incorporate graduated size displays of

S-oc^ eurET. oALL BAoK FREE ENGINEERED LUMBER PRODUCTS THAT ELIMINATE SQUEAKS, WARP, WANE AND WASTE.

BGI Jorsr r-BEAMS.wHrcH MAKE RESIDENTIAT FRAMING FAST AND COST EFFECTIVE, THEY ARE LIGHTER. STIFFER AND QUIETER THAN DIMENSION LUMBER. FLANGES 1-3/4" & 2-5116"i DEPTHS 9-112'to 20".

August 1992

the bits, wood blocks that show both the type and size of cut made by each bit, color coding and flip chart drawings explaining the applications for which each bit can be used.

In Le,ca Than 2O Dflnutec The ..BAND.ADE"

Thtnc Thic. , .to. . .This

SAVER

Seueml fuys acanmubtlon of bonding, normally rqulra a sry:,fuI Hp to the bndffIl.

All cases have a Plexiglass display section and a lockable inventory storage section. They can be placed on a counter or hung on a wall.

Wire Installer

Wire Wrench, a tool for installation of wire in suspended systems, is new from Swanson Tool Co, Constructed of thick alloy, the tool eliminates the need for scaffolds when installing wire, permitting the installer to reach up and wrap wires around beams or bar joists in seconds.

Directions and how-to-use diagrams are provided.

Employealnte the danga ond work to tttrlr,fer to dumpter or truck. Atett minutes whenunp,cklng units, results in thls @mryi, aslly stored uahnble soap, olrady stard ln a steel drum tor dtspsr,l and sle. The "Band-Adc"-EtalU Jo Bay-Cotly to bc vlCboat.

THE "BAND.ADE''

lndlan Country, lnc., Altport Road Depoclt, NY 13754 607-467-gt0f

Fred l{olmes 347O lowa City Rd., Marysville, Ca.959O1 (916) 743-3269

P.O. Box 8OO, Fort Bragg, Ca.95437 (707) 964-5377

Steve Holmes, Steve Hautala, Tod Holmes,

' '-i,..,,-,,t.,,.r.rt1

Phyllis Hautala, Toni Jardstrom

Exclusive Seles Agent tot Fonlqna Wood Ptesenring, Inc.

In-Wall Speaker Salesman

A compact, fully wired shelf display for in-wall speakers has been designed by B.I.C. America for home centers and other space restricted environments.

wired for sound to allow customers to experience the sonic performance of the Muro line.

Wood Preserves

Preserva-Wood from Preserva-Products provides oil-based penetrating protection for decking, siding and roofing. Available in natural wood tones and clear for preservation and restoration ofall exterior wood surfaces, the product is said to be safe enough to be used indoors as well.

EPA approved, it contains ultraviolet ray screens and other protective ingredients.

P.O.P. Siding Showcases

Point-of-purchase displays for four different vinyl siding lines are now available from Ashland-Davis.

Displays showcase double 4" and 5" traditional sidings, Classic 106 4l/2" Dutchlap siding, triple 3" siding or EasyCare double 4" siding.

Measuring 24" wide by 39" high, the display is engineered to fit on standard gondola-style shelving. It is fully

2284

pH# 7L41637-2121

Each features a sample of the product in assorted colors, a piece of vinyl soffit, product features and benefits copy and a literature rack to hold consumer brochures and installation booklets.

Units may be displayed together or individually and may be customized to position on a wall or countertop.

FLX 7141637-0244

SPECIALIZING IN UPPER GRADES of OLD GROWTH WESTERN SOFTWOODS

.WHOLNSALE ONLYDennis Richordson feff Lynn

NORTH GLASSELL STREET, SUITE.#B. ORANGE, CALIFORNIA 92665

{...'' THE CLEAR CHOICB''

August 1992

Painter's Pole Glamp

A new extension paint brush holder from Allway Tools eases jobs involving overhead and hard to reach areas.

Edge Savers

Big Silver strap corner guards from Bray Enterprises are designed to reduce edge damage from straps and chains during flatbed truck shipping.

Made from 14 gauge steel and zinc plated to resist rusting, they distribute strap pressure over a greater area to eliminate costly retums and credits due to damaged edges. Smooth surfaces prolong strap life, raised guides minimize "walking" and rounded corners increase safety.

Sleek Wall Switch

An attractive new wall switch from Watt Stopper uses Advanced Passive lnfrared technology to automatically tum lights on only when a room is occupied.

A unique "finger screw" clamp holds brushes securely, yet allows for quick, simple removal. The extension brush holder has a standard Acme thread that fits any mopstick, broom handle or telescoping pole.

Push Mower Maintenance

A new sharpening kit from American Lawn Mower Co. makes mower maintenance easy.

Designed for reel push-type mowers, the kit includes simple instructions, diagrams, reel crank, sharpening compound and brush.

Adjustable settings include unit sensitivity, time delay and light level. Featuring a new low profile design in a choice of four colors, it replaces existing wall switches and can be easily installed in minutes.

Revolving Cabinet Doors

A revolving, spacesaving cabinet door and hardware display has been developed by Bruce Cabinets.

The Carousel Displayer stands about 6 ft. high but revblves in a 2-ft.

diameter. The two-tiered, square unit has eight surfaces on which any combination of wall cabinet door fronts, base cabinet door fronts or decorative hardware board may be mounted. It is topped by an eye catching header.

The easy-to-assemble unit is shipped in three pieces.

Mobile Work Surface

Aportable, adjustable tool stand has been introduced by Waterloo Industries.

Legs withsturdy casters aid in moving the stand by carrying half the load. A broad 32" x 35-L12" foot pattern provides a stable base which holds 150 lbs. Rubber feet keep the stand from sliding or scratching the floor.

The22lb., charcoal gray stand has a 24" x 16" x 1/2" work surface for mounting tools and a built-in power cord wrap for convenience in bringing elec-

trical power to work sites. Height can be adjusted from27" to 31-1/2". Tools and supplies are stored ona2l-112" x 18" storage shelf.

Water Conservation Collection

The Water Saving Center, a 3-ft. display highlighting 15 water and energy saving products for the shower, faucet and toilet, is now available from Chicago Specialty.

The pegboard display features carded and clamshell packaged products, such as pulsating and water saving showerheads, aerators, toilet repair kits, toilet water-saver walls and antisiphon ballcocks.

Crisp Gabinetry

Featuring a graceful cathedral arch, Hampton Cathedral cabinetry from Mid Continent combines traditional styling with the crisp, clean look of popular white cabinetry. Hampton Court offers the same styling with the first single-piece square-routed door on the market.

The full European overlay style, with a one-piece door, solid maple frame for easy installation, and adjustable wraparound hinges for quick alignment without remounting, comes in both base and wall cabinets. Hampton Court differs only with the clean, sharp angles possible with square routing.

Both styles are white inside and out. The doors and drawers' finish is said not to crack or chip and offer superior stain resistance and easy clean-up. Solid box construction includes a 60 gram white melamine-coated liner.

THE TREATED ANSWER

Lumber, plywood, round stock stokes, poles, & pilings

Agency stomped, ground contoct fire retordont oressure-treoted wood oroducts

Broker: Louie Buschbacher, Jock Voelzke, Jr., Ken Zyvoloski, Dick Warren Office Manager: Carla Renick

CAPACITY CROWD of 150 Los Angeles HooHoo Club members and guests converged in the press box at Anaheim Stadium, Anaheim, Ca., June 16. (1)Art Aviles, Rick Ponce, Don Gregson. (2) Mike Kemp, Pat Ross. (3) Steve

Black, Bodger Monis. (4) Larry Stainbrook, Pat Ross, Gerald Jones. (5) Steve Henry, Jack Butler, John Hollstein, Doug Willis. (6) Steve Sandlin, Bob Golding. (fl Bill Sullivan, Sam Witzet, (8) Alex Delgado, Denis Stack. (9) Michael

Mackin, Denis Stack, John Snead. (10) John Neel, Louie Escobedo. (11) Pete Nevins, John Holstein, Ralph Cardwell, Jim Frodsham. The Angels beat the Texas Rangers.

Decking Know How

"Decking Projects," a 16-p. booklet of plans and construction tips, is available from Cox Wood Presetving, Orangeburg, S.C. 291 15; (8OO) 476-4401.

Moulding Pay Scales

Two millwork industry compensation surveys, an Executive Compensation and a Wage & Fringe Benefit survey, are $350 ea. from Wood Moulding & Millwork Producers Association, Box 25278, Portland, Ot. 97 225; (503) 292-9288.

LITIERATIURE

Door Mail

The National Wood Window & Door Association's 1992 directory of manufacturer and supplier members is free from NWWDA, 1400 E. Touhy Ave., Ste. G-54, Des Plaines, Il. 60018; (708) 299-5200.

Energy Efficient Opening

Information on the new technologically advanced I.Q. window is free from Reynolds Metals Co., Box 27003, Richmond, Va. 2326r; (804) 28 l-3955.

Step By Step

A 4-p. brochure on aluminum and steel Classic Spiral Stairways is free from Columns, [nc., Pearland, Tx. 7758 I ; (7 I 3) 4583261.

Door Prizes

A Challenge Door metal door and sidelight booklet is free from Jeld-Wen, 335 Commerce Dr., Mt. Vernon, Oh' 43050.

Merchandising Mouldings

"Your Guide to an Effective D-I-Y Moulding Program" is free to G-P stocking dealers from Georgia-Pacific, 133 Peachtree St. NE, Atlanta, Ga. 30303, (4O4) 521-4708.

GETYOUR COPY of anv New Literature items by contacting each company directly. Please mention you saw lt nerel

Wood Marketing

Marketing Forest Products: Gaining the C ompetitive Edge, a290-p.hardcover guide to expanding sales by producing customerdriven wood products, is $59 from Miller Freeman, Box 7339, San Francisco, Ca. 94120; (408) 848-5296.

(916) 873-6243

ELASSIFNED ADVERTNSEMENTIS

EXPERIENCED individual with over 16 years in the Lumber Industry. Extensive knowledge of Radiata Pine, Cedar, Redwood, Mouldings, Panel Products and general hardware, Conversant with imperial/metric conversion. K.D. and treatment of Timbers. Seeking position in Sales/Management, Canrelocate. Resume andreferencesavailable. Phone or wdte to: Mr. Peter Watt, 341 L Stteet, Fremont, Ca. 94536; (5 lO) 792-3666.

Twenty-five (25) words for $21. Each additional word 700. Phone number counts as one word. Address counts as six words. Headlines and centered copy ea. line: $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 released. Address replies to box number shown in ad in care of The Merchant Magezine, 4500 Campus Dr., Suite 4E0, Newport Beech, Ca. 92660. Make checks payable to The Merchrnt Magazine. Mail copy to above address or call (?14) 852-1990. Deadline for copy is the 22nd of the month. PAYMENT MUST ACCOMPANY COPY unless you have established credit with us.

MOVE UP TO THE MOUNTAINS

Redwood and Cedat remanufacturing company seeking experienced Sales Managef familiar with Contractor / Builder, Outside Sales and Marketing. Excellent opportunity for goal oriented person. Send resume with salary history to A.S.L, P.O. Box 987, Grass Valley, Ca, 95945.

LUMBERYARD RADIOS

MAIL ORDER FREE DEMO

OPERATIONS MANAGER: Major northern San Fernando Valley, Ca., wholesale building materials distribution company has an opening for an operations manager. A candidate must have proven ability to manage and head employees in a unionized environment. Applicant must have proven skills in delvery scheduling and operating erpense management. An understanding of DOT policy and regulations is required. Send resume to: The Merchant Magazine, c/o Box 637.

LUMBER SALES: Major Northem California wholesale lumbet disttibution company has an opening for an experienced lumbet ttadet, A position is also open for an experienced sales representative for the Centtal Valley and the Cenhal Coast area. Excellent compensation package. Send resume to: The Merchant Magazine, clo Box 636.

RMRSIDE, Ca., based wholesale lumber company/custom mill is looking for an experienced salesperson with following in either softwood and/or hardwood sales. Top pay available to proven performers. Various compensation plans offered. Send resume or call for appointment. 014) 360-1090. Santa Fe Forest Industries, 9040 Jurupa Rd., Riverside, Ca. 90640. Attention: Robert T. Gaylord. AII inquiries strictly confi dential.

LUMBER TRADER: Mesa Forest Products, Inc. is seeking an experienced lumber trader with sttong customer following, We are expanding our So. Ca. sales office. Top commission plan and full benefits to proven performers. Call (7 l4) 24I-7001 for appointment or send resume to: MesaForestProducts,Inc.,P.O. Box40l l, Costa Mesa. Ca.92628.

LUMBER SALES: Robbins Lumber Sales,Inc., is looking fot an expetienced lumbetsalesperson with main emphasis on Industriafl.ow Grade sales. Gteater Southem California area. Reply in confidence. Send tesume to: Robbins Lumbet Sales, Inc., P.O. Box 757, Fontana. Ca.92334.

C & Btr. Radiata Pine, 16'koq natural birch, 7" clear pine crown moulding plus other hard to find items. Clint Bower Forest Products. phone/FAX Q 14)640- 44OO.

FOR SALE: Used steel banding equipment. lO -314" Fromm sealless auto. bander. Works fine, $250.00 ea, obo. 3/4" crimpers, 20 pairs, $25.00 obo. FOR SALE: Treated landscape timber, 6" x 6" x4'. Lifetime guarantee, $2.99 ea. Bob Simmons, (714)953-6630.

800-523-0625

POCKET SIZE gogS Srate Cotumbus. tN WAREHOUSE RADIO

DOWNFALL LUMBER and plywood, DF, HF, SPF, shorts, plywood blows, plywood scraps. Catl Hanson, (619) 661-2510, FAX 619-6615547, San Diego, Ca.

TWISTED AND WEATHERED

Douglas Fir S4S and rough, 3x4 and wider and 4x4 and wider. Twisted and weathered 2x4 and wider, 4x6 and wider, economy green or dry, mixed species. Call Bill Hunter or Bruce Benton, Hunter Woodworks, Q|, 775-2544; (213) 835-s67 I

FOR LEASE: Rancho Dominguez, Ca., area. Thfee actes paved. 24,000 sq. ft. covered. Rail served. Dust collection system on property. Alameda St. ftontage south of 9l freeway. $ll,000 per month gtoss. Contact George at Hardwoods Unlimited. (7 14) 282-8 t90.

Hoover Treated Wood Products announces that a NATIONAL EVALUATION REPORT (NER-4571 has been issued by the National Evaluation Seruice of the Gouncil of American Building Officials to confirm that PYRO-GUARD Fire Retardant Treated Lumber and Plywood meets requirements of the BOCA, UBC, and SBCCI model building codes.

PYRO-GUARD has a degradation-free track record, a So-year projected useful life, and is the FIBSI Fire Retardant Treated Wood with:

A fhrrd Party Klln Monllorlng ln addltlon to U.L. follow-up service

a FRf labor and materlals replacement cost warranty

I Code Compllanca Report wllh evaluallon of elevaled temperature strength testing for roof appllcallons

I HIgh t.emperature strength test resuhs

I New York State Smoke loxlclty test results

* NER repons are subject to re-examination, revisions and possible closing of file. For fechnlcol lnformorlon Goll r-800-rEc-wooD

HOOVER

247-3511 (8041 633-5021

FIRE RETARDANT TREATED LUMBER AND PLYWOOD

BUILDING MATERIALS _ HARDWARE

Retailer for sale. Coastal Notthern California. Ovet $4 million sales. Profitable. Pticed for quick sale. Rich Stewatt, (206) 581-0500.

r-4..

NEED CASH?

Refinance or buying, Lowest mortgage rates available. Starting at 4.750Vo ADJ, 7.OOO7o FIXED. Fast, confidential service. Call ex-lumberman Ken Vise. R.E. mmgage broker, Ql4Y2l-3114.

SOUTHERN CALIFORNIA LOs A]IGELES AREA

SAN FRANCISCO BAY AREA

CoD. Godgio.Prcific Corp. (Oaklend) Gaoqia-Pacilic Corp. (San Joso) K6ll6h6r Corp. (Novalo) Kolloh€r Corp. (San Rala6l) Lans Stilton Vanco

_NORTHERN AND CENTRAL CALIFORNIA-

ARCATA/EUREKA/FORIUNA

0r4) 5a.9008 (818) 96&9322

GREATER SAN DIEGOAREA

PACIFIC NORTHWEST STATES wasHll{GTol{

Gsroia-Pmilic CdD (503) 6/44611

xmdtm Lumuer sirles co. (503) a7'7691

Hill Lumber co. (Hood Rivd)

ROCKY MOUNTAINS-

Toil-Free Galls

Henderson, Black & Greene has introduced a new lead generation program designed to link end users of columns, entrance features and mantels directly with the dealer. Sort of a call-em for columns.

Normally, homeowners or building professionals notice a product in a newspaper ormagazine article or advertisement and call the manufacturer. The manufacturer will say he can't sell it to them and may pass on the number of the nearest wholesaler. The wholesaler in turn says they have to go to a retailer.

"We try to shorten the loop," said HB&G's Ted Carlson. "We don't want two people telling them 'no."' Now collsumers can call HB&G's Column Connection, give their zip code and, through its database, immediately receive the names, addresses and sales contacts at the nearest stocking dealers. The retailers and wholesalers are also alerted of the lead.

WnsrnRrN I[AsHrNcroN Rnn Cnnen

L-P Active In Tree Planting

Louisiana-Pacific Corp. has contributed more than 650,000 seedling trees to Hometown Trees, a grassroots tree planting campaign, during the first year of a l0 year program.

"Our future as a company and a nation depends on the care we give our resources today," notes Harry Merlo, chairman and president of L-P. "At Louisiana-pacific, we're proud of our commitment to Hornetown Trees, one of the most ambitious tree planting endeavors woddwide."

Working with state foresters, arborists and soil conservationists, who plant and care for the trees, the program will generate millions of new trees during the decade. Independent Grocer's Alliance and Coca-Cola USA are co-sponsors withL-P, which also donates trees to the National Tree Trust and many other planting programs.

SUBSCRIBE TODAY mu E.REST E*ooucrs

P.O. Box 727,Healdsburg, Ca. 95448 707-433-3313 Fpx,707-431-2913

Nu Forest Products is a full line lumber distribution yar.d that, unlike many, has a wide range of milling equipment that enables us to handle all your specialized needs. We take particular pride in the fact that our highly skilled millmen can grind the knives and run any pattern your customer requires.

Doug Fir Timbers lOO% FOHC

8 to 34 RGH, S4S Resawn

C-BTR DF KD S4S Vertical and Flat Grain Pine

Doug Fir Dimension 22' to 32',2x14

S€l Struct DF KD S4S 2x4 - Zxl2to 24'

Hem-Fir and SPF Fascia

Selects. Commons. Sel Dex 1x4 to 2xl2 Western Red Cedar Redwood KD Clears, Stk, Timbers Clr Hrt, Clr, B & Rustic Grades Redwood Green

Clr Hrt, Con Hrt, Fencing, Decking, Lath, Pickets

Help the customert help yourself

(Continued liom page l5) mum sales effectiveness. Albert Einstein maintained, "Imagination is more powerful than knowledge." The most successful sales people use imagination and appeal to the imagination and emotions of the buyer. There are three elements involved in selling a product: features (facts, data, dimensions, colorqpackaging), ftrnctions (how it works, why it works, how it is used), and benefits (how it adds, contributes, helps over and above other products).

Features and functions may be obvious or may need tobe demonstratedbut benefits require imagination, creativity, imaginative skill. In selling insulation the non-creative sells R-value, thickness, reflectivity; the creative sells, in addition, winter and summer comfort and energy savings. Nobody buys a product. They buy what it does for them. People do not want the drill (or drill bits); they want the hole it gives them.

Nothing is more annoying to the d-iyer in the midst of a project than finding

Owl Popularity Diving

Public sentiment concerning old growth timber and spotted owls appears to be shifting, according to three recent public opinion surveys.

According to the American Forest Resource Alliance, an Oregonian newspaper poll revealed 84Vo were against standing firm in protecting the owl and its habitat, and 82% agreed that forest products jobs must be protected, evenatthe costof losing spotted owl habitat.

A survey by Portland, Or., tv station KATU showed 54% favorcd protecting jobs vs. 37 Vo for protecting the owl

he has to stop everything, hop in the car and return to the store or yard to get an item he would have bought gladly had the sales person suggested it. By diplomatically explaining and exposing the customer to these necessities, you are doing him a favor and building his confidence in you and your judgment.

Smart merchandisers lay out each department properly cross-merchandised. Smart salespeople cross-sell not only related and associated items but tools, accessories, fasteners, fixtures and completing materials which make the main product easier to install, safer, better able to function, better looking and longer lasting. They make the d-iyers lookbetter, smarter and more professional

When the customer looks for you to wait on him, you'll know you have succeeded. You've not only made a sale, you've made a customer.

Attridge frequently gives sales seminars for lumber and building material dealer associations. He is basedin Morrison, Co.editor

over jobs and the economy. An exit poll after Oregon's primary election revealedTT % ofRepublicans and 587o of Democrats supported saving timber industry jobs over saving the spotted owl from extinction.

Gotter Members Get $12 Million

Cotter & Co. recently sent out interest checks totaling $ 12 million to holders of the company's promissory notes. The buying group has paid more than $ 1 1 I million in interest to its members in the last five years. Payments increased each vear.

TIMBER SIZER PRE-FABRICATION

TIMBERS

From cutting a wedge to pre-fab'd crane pads or mine shafts. Angle cut, cross cut, drilling, dapping-We'll do them all to customer specification.

BLUE I.AKE FOREST PRODUCTS

OBITIUARIES

Albert Litzenberger, 78, veteran Pacific Northwest lumberman. died June 19, 1992,in Spokane, Wa.

Reel Lumber's 60 Year Catalog

Reel Lumber Service, Anaheim and Riverside, Ca., has produced a product catalog that does more than offer a laundry list of products available.

Observing the 60th anniversary of the company, the brochure includes photos of the facilities and employees. A cover photo of the company's Model A Ford delivery truck sets the tone for a brief company history beginning with the founding by E. G. Reel in 1932 in Los Angeles. Don and Gil Reel assumed management in the 1960s and the company moved to Anaheim in 1976. Regal Custom Millwork was founded in 1982 and the Riverside branch opened in 1986.

The catalog also emphasizes ihe renewability of wood. Direct quotes from the Forest Resource Fact Book published by the National Hardwood Lumber Association are used throughout the pages to reinforce the concept of reforestation and stewardship in the hardwood industry.

A species reference chart and profiles of mouldings available complete the 33 page publication.

Bom in Coeur d'Alene, Id., hejoined Baird-Naundorf Lumber Co., Spokane, in the mid-1930s, working his way up to sales manager. After serving in the U.S. Navy Seabees during World War II, he joined his wife at Bockmier Lumber Sales, Spokane, then worked at Western Pacific Lumber Co.. Nelson Lumber Co. and Louisiana-Pacific. Coeur d'Alene, until retiring in 1981.

VINYL WINDOWS produced at LouisianaPacific's 30,000 sq. tt. plant in Reno, Nv., were installed in the Search lor Work Residential facility nearing completion in that city as a gift from the company. Jerry Bragg, plant mgr., said it was good to be able to relurn the favor of the warm welcome L-P received when it decided to build the facility in Reno.

While most patio doors start out as a stack of lumber and parts, this one began with a clean sheet of paper: Because our goal wasn't to merely make a better patio door; but to make the very best Introduc ing the Marvin Sliding French Door:

With its 16'wide view and custom-designed, solid brass handles, the Marvin Sliding French Door is built like a piece of f ine furniture But make no mistake, this beauty is also a beast. Just ask the testing engineers who were so impressed, they pronounced it worthy of Grade 60 Heavy Commercial status. Design. Beauty. Performance In every respect, the N/arvin Sliding French Door is the f inest door of its kind made today In fact, for those uncompromising customers who demand the best, nothing else even comes close

For more rnformation or a catalog featuring the entire line of Marvin Windows and Doors, call 1-800-3 46-5128 (in Canada, 1-800-263-6161) or write N/arvin Windows Warroad Minnesota 56763.