Merchant Magazine - August 1995

It's reallythat simple with PAC TRIMTM pre-primed mouldings from Pacifrc MDF Products, Inc.

Manufactured from the finest medium density fiberboard available and treated with PAC PRIME, a unique material that accepts any construction-grade paint, PAC TRIMTM mouldings are easy to install and are amazingly affordable!

I Saves money! Tlpically ISVo to 50Vo lower in cost than comparable nonprimed finger joint products.

I Needs little or no surface preparation before a finish coat is applied.

I Does not warp, split, or have raised grain. PAC TRIMTM cuts cleaner than pine.

I Environmentally correct. PAC TRIMTM is made from wood waste that would have been burned and polluted our air, and replaces traditional pine cut from our depleting forests. P6EfrE!M'"

If your business depends on consistent pricing, quality, auailability and shorter lead times, then you should insist on PAC TRIIuIM. Call your Pacific MDF Products representatiue, or our office at 1-800-4-PACTRIM (1-800-472-2874) to discuss your needs.

Chino to Great Falls, Salt Lake to Seattle, DMS+ Business Management Software is Your Profit Building Partner.

Wood Window Distributors,Inc. Portland .:

Jewett-Cameron Lumber Corp..' Portland

California Builders Suoplv Sacrdrheinto Western Door & Sash Oakland -

SoCal Manufacturino Co. lrwindald...--.-.-

Allied Veneer Co. Los Angeles -

Landmark Foresl Products San Bernardino

f veryday these 19 Western wholesale distributors of Lbuilding materials, lumber and millwork, and 121 others throlghout North America, reap the benefits of the most advanced, best supported business management software available. DMSI's DMS+ system.

Since 1976, DMS+ has been helping wholesale distributors of building materials reduce costs, improve customer service and simplify their business. In short, DMSI can make you leaner, more profitable and more competitive.

Reduce Overhead

d Truck routing and loading system that reduces travel time in warehouse, gets trucks loaded faster and more accurately and bills the route in a fraction of the normal invoicing time.

d Production Scheduling by department with the ability to see future workloads based on open shop orders. Reduces overtime and missed deliveries.

For a free demonstration, please contact us. For a faster response, you can fax us a copy of this ad.

Your Name

Company Name

Address City, St, zip

Phone

lmprove Profitability

d Interactive margin control lets sales staff know when they're selling an item at too low a gross margin, and puts the order on Price Hold.

d Suggested Purchase Orders will reduce stock-outs and resulting lost sales, lower carrying costs, and save buyer's time.

Better Customer Service

d Fully integrated EDI capabilities for your customers and vendors who use, and want you to use, EDl.

d Automatic backorder filling -- oldest orders first.

d Fax priced acknowledgements from your terminal while on the ohone with the customer.

These are just a few of the capabilities the DMS+ system offers wholesale building material distributors. Our exclusive commitment to wholesale building material distribution lets us focus on making distributors leaner, more profitable and more competitive.

We'd appreciate the opportunity to show you how we can help your business. To learn more about the DMS+ system and how it will improve your bottom line, please call KC Carroll at402/330-6620.

seruing the lumber and home center markets in 13 western states - since lg22

sUBsc^R|PT|oNsU.S.:$ll-oneyear;$17.twoyears;$22-threeyears.Foreijn:oneyea|yab|e !^lu-E:l1.:5:0-'!]neIav.ai|ab|e'p|usshippingandhand|ing.cHANGE0FADDRESSSendaddress|abe|fromrecentissuei|po6sig'newad POSTMASTER Send address changes to The Merchant Magazine, 4500 Campus Dr., Ste 480, Newport Beach, Ca. 92660 THEMERcHAN-TMAGAz|NEpse-szsasoooo1ispub|ish6dmonthlyacobcaniuJor.''stl.hii,ttirr,portBeach,Ca.9660'r'14}s52.l990.FAx714.852-023 Magaz|ne'|nc..second-dassp0stag9rat9spaidatNewponBeach,ca.,andadditiona|p|of|@s. thelumberandh0mgcenlermarketsjn13weslemstales..copyright1.9p5rTheMerchantMagazine,|nc.Coilerandentitelentsale|u manner without wrinen permission. All Rights Reseryed. The Milrchant Magaiine asumes no liability for matedals fumished to it.

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No need to buy three truckloads from three different sug pliers to get what you want. Buy one truck from Bean and get it all... untreated, treated, pattern stock, fencing, etc. We offer mixed trucK with dozens of items.

One call gets it all.

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4B,.F,#[!ff'?f,'!'HH',?'l'f;'!;,6D

DAVID CUTLER editor-publisher

Preach and publish. Or perish

It was a classic scene as the old man picked through the retailer's bin of studs.

"Why, when I was your age," he told the clerk, "we never had lumber as poor as this...you could hardly have sold it."

The clerk's response was something less than excellence in selling: "If you think this is poor, wait till you see our economy."

The exchange demonstrates a troubling industry problem: a public perception of low quality products and high prices. Whether right or wrong, the negative image seems to be firmly stuck in many minds. What needs to be done is obvious; how to do it is the tough part.

Historically, our industry has lagged in communicating a positive industry image while convincing the public that our products are well worth the money. The resulting damage inflicted upon us by the environmental movement is ample proof, if any were needed, that our communication skills need help. While companies and industry

associations have intermittently tackled the job, it remains a task uncompleted. If any reader doubts that, please refer to the first paragraph.

Wood product prices rise and fall, but the public seems to remember only the high prices. Certainly, substantial price drops in the first half of this year have made our products more affordable than they've been for years.

The question of lumber quality is more involved. As the resource has changed, the products made from it have reflected a new reality. Within and without the industry, these differences have induced a sense that quality is declining. Whatever the arguments, our industry faces a major challenge to correct any misconceptions.

On price, quality and product questions, we have many positive points to communicate. But the industry also needs to do a more effective job in customer education and employee training. The need to tell our message and sell our message to various audiences has never been sreater.

Seruing the lumber & home center markets in 13 Western states - since 1922

A Computer Industry First...

Point-of-sale - Reprints for 2 years

General ledger 6utty integrated to all systems)

Inventory maintenance

Payroll

Accounts payable - On-line history

Accounts receivable - 7 vr. historv

Purchasing

Sales analysis

Word processing

Mailing list management

Kit sales (houses, decks, etc.)

Mill production

Takeoffs

Manufacturing (doors, windows, etc.)

Job costing (contract project mgmt.)

Custom programming @ $45lhr. Vendor communications with:

8

card Maxstation

4-8.0 gigabyte DAT tape drive $1495

Dual floppy drive

--t9:p::"-!-cili:tl'91"

sample

6 Wyse terminals 2 Okidata 320 printers

1 Okidata 321 printer - SCO Unix & software

1 Cash slip printer & drawer

1 Baltery backup & modem

1 Pentium 133 MHZ Intel system-SUPERFAST with:

2.0 gig hard drive color console

4 - 8.0 GB

Handy Orgill Bros. 'Ace 'Allied Building Stores Coast to Coast'HWI

.

'

19

You simply can't beat the beauty and warmth of wood. Wood siding actually helps sell homes. But can it take the heat, rain and cold?

We're so sure Stimson Duratemp will stand up to the worst Mother Nature can throw at it. we guarantee it for 25 years.

DURABITITY

It's even dent resistant, with a finish that won't crack or peel. And it requires no special care. Normal care of painted surfaces will provide years of just-built beauty.

BTAUTY

Stimson Duratemp matches the textured appearance and warmth of rough sawn wood.

VTR$ATII.ITY

All this beauty and durability, but at a price comparable to ordinary siding. And it's easy to install. It comes in standard thickness and panels come in 4'x 8', 4' x9'or 4'x 10'. Put Stimson Duratemp on the side of your homes, apartment or commercial buildings. Your buildings will be attractive and durable for years to come.

It fiOULDING is relaIYltively easy to install, doesn't require a great investrnent in time, materials, equipment or training. And the results are immediately apparent. As a result, nearly 75Vo of all moulding remodeling is done by doit-yourselfers.

Dealers who can organize a customer-friendly moulding department and guide the d-i-yer through it can maximize the customer's satisfaction - and sale.

Chapter 1.: "Welcome to our moulding department.tt

Unlike contractors who know exactly what they're looking for, homeowners want to know their choices. So it's important to organize your moulding department to help them make their selections easily and conveniently.

Sales representatives from manY moulding producers will be happy to help you determine which profiles to stock and how to plan-o-gram those profiles to maximize sales. Product offerings should be tailored to the specific needs of your marketplace.

o What lengths to stock - Since installers want to make as few cuts as possible, stock convenient 7', 8' and 10'lengths.

o Which profiles to stockAlthough the majority of your Program should be solid, also carrY crown, casing, base and chair rail in fingerjoint for customers who plan to paint. In addition, offer a selection of hardwood mouldings.

o How to organize your moulding by end-use - Grouping your moulding by application makes it easy for customers to find what theY need. The chart on page 10 suggests major sections, which profiles to stock in each section, and the approximate percentage of space to allocate to each section.

o How much to stock - Sales history of each profile is key to ordering moulding and assigning bin space. In

general, allow 6" for small profiles since they are usually packaged in 6"-wide bundles. Racks can then be loaded bundle bY bundle rather than piece bY Piece. Increase the bin size for faster moving profiles.

For wider profiles, determine the number of faces you want in the bin and add the width of the Profile Plus

Story at a Glance

Organizing your moulding department and prePPing your staff for maximum sales ... questions to ask d-i-Yers.

l/4" for each face. This keePs the profile neat and upright.

o How to merchandise mouldingA wide variety of merchandising aids are available from manufacturers to make a moulding department customer friendly and attractive. Aids include section signs, bin cards that illustrate each profile and its primary uses. how-to instructions and videos, idea booklets, displays and posters.

Chapter 2: "Tell me about your plans."

Ask customers about their projects. Most people like to talk about them and get ideas and help. When customers talk about their plans, listen carefully to what they are saying to gather valuable information to enhance the sale. You'll find out what the customer wants to do and better understand their budget and materials they will need.

Chapter 3: "What type of mouldings do you want?"

There are literally hundreds of different moulding profiles available, grouped under a variety of classifications. Although most types of

moulding were created for specific purposes, they can be used in manY different applications. Following are typical moulding applications and the common types of moulding that can be used for each:

o Ceiling treatrnents (crown, cove, bed mould, picture moulding)

o Base treatments (base, base shoe, quarter round, base cap)

e Door and window trim (casing, flat astragal, T-astragal, stop, mullion casing, stool)

o Exterior trim (brick mould, driP cap, bed mould, quarter round, shingle mould, panel mould)

o Wall treatments (chair rail, flat astragal, mullion casing or batten, wainscot, ply cap)

o Corner seam treatments (cove, quarter round, inside corner, corner guard)

o Decorative treatments (Picture moulding, flat astragal, half round, base cap, panel moulding, mullion casing, lattice, S4S stock)

o General purpose (screen moulding or half round, shelf edge or half round, glass bead, square, full round, hand rail, S4S stock)

Many profiles can be combined to create custom, "built-up" moulding designs that add depth, detail and beauty. Although combination mouldings have the expensive aPpear(Continued on next page)

Moulding Sales Handbook

( Continue d from previous pag e ) ance of master craftsmanship, they actually are easy, affordable and creative remodeling projects.

Chapter 4: "What style mouldings do you need?"

The two main styles of moulding are ranch (simple, contemporary) and colonial (more detailed with classic curves and arcs). The two don't match and should not be applied in the same or adjacent rooms. If the moulding will be installed to meet existing trim, help the customer match or replace the existing profile. If a sample isn't available, ask the customer to measure the width and thickness of moulding and sketch its profile.

Chapter 5: "How will you finish the moulding?"

Customers who want to stain the moulding need to purchase solid lineal moulding. If the customer wants to paint the moulding, fingerjointed material is usually appropriate.

If the moulding will be installed with authentic or simulated wood paneling, recommend clear moulding with a matching stained finish. Stained moulding complements paneling better than paint does.

Chapter 6: "How much moulding do you need?"

To determine how much moulding customers will need, have them list the rooms where the moulding is going to be installed, then list all profiles needed for each room.

r Horizontal running mouldingsFor profiles such as base, crown, chair rail or shoe moulding, measure the length of each wall and round up to the next full foot. Add l0% to the total to determine how much to buy. If base or crown moulding will be used on a wall with outside corners at each end, add the width of the moulding to the length.

o Doors & windows - Measure the height and width of each door and window. For doors, add l/8" to the width of the casing to compensate for outside corner miters and the reveal. On windows. also take the width of the moulding into consideration. Add lOVo to the total.

o Picture frames - To make picture frames or other special moulding projects, measure the perimeter of each area to get a lineal footage total. Include the additional footaee for outside corners.

Chapter 7: "What length moulding do you need?"

Moulding comes in various lengths from 6'to 16'. Urge customers to use pieces that fit each length of each wall or run, rather than buy long lengths and have to cut them. Shorter lengths are easier to transport and handle, less prone to damage, easier to work with, require less cutting, and save money due to less waste. Selling shorts also improves inventory management.

Chapter 8: "Handle with care."

Since most wood moulding is made from softwoods such as pine and fir, it should be handled with care to keep it from getting dirty or dam-

aged. Customers should store moulding in a clean, dry place. Because moulding will expand and contract according to changes in temperature and humidity, it should be acclimated in the room where it will be installed for 24 to 48 hours before installation. During this period, adjust the room temperature to the level at which it will be maintained once the room is finished.

Chapter 9: "Have you ever installed moulding before?"

Retailers who know the products they sell are far more effective in selling them. Be prepared to answer your customers' installation questions and you will sell a lot more than moulding. The basic installation steps are:

o Cutting - Recommend customers practice cutting with scrap material before beginning their projects. If they are building up profiles, recommend using scrap pieces to decide how to stack and space the moulding. To position the moulding, hold it up to the ceiling or against the wall or floor, and mark the position with a pencil. When making a cut, mark the moulding at the longest point of the 45'angle.

Miter cuts include angle cuts (made through the width of a piece of moulding), bevel cuts (made through the thickness of the moulding), square cuts (made perpendicular to the face of the moulding), coped cuts (to join two perpendicular pieces of moulding at an inside corner), and splices (to join two pieces of moulding together on a long wall by overlapping).

Plan-O-Gramming The Moulding Department

Colonial Base (8',& 10)

Streamline Base (8'& 10)

Base Shoe (8',& 10)

Base Cap (8'& 10')

Colonial Casing (7'& 10)

ColonialStop (7' & 10')

Slreamline Casing (7'& 10)

Streamline Stop (7'& 10)

Back Band (7'& 10')

Window Stool (8')

Drip Cap (8')

Brick Mould (7')

14Yo

Chair Rail (8'& 10')

Ply Cap (8' & 10')

Comer Guard (8')

Quarter Round (8)

SmallCove (8')

Panel Mould (8')

Mullion Casing (8)

S4S Stock (8')

Screen Mould (8')

Lattice (8')

Half Round (8')

Chamfer Strip (8')

Shingle Mould (8)

Full Round (8')

21Yo

24o/o

Crown (8')

Bed Mould (8')

ColonialBase (8')

Base Shoe (8')

Colonial Casing (7)

ColonialStop (7')

Chair Rail(8')

Comer Guard (8')

Quarter Round (8)

SmallCove (8')

S4S Stock (8')

Chart by GeorgiaPucific Corp.

FinishingWhether finish is applied before or after the moulding is installed depends on the type of finish desired, whether nail holes can be filled before staining or after painting, how accessible the moulding is to finishing after installation, how difficult masking will be, and the type of wall, floor and ceiling finish that surrounds the mouldine.

Generally, it's easier and faster to finish moulding after it has been measured and cut, but before it is installed. Stain. in particular, is much harder to control and repair after the moulding has been installed.

After the moulding pieces have been cut, lay them horizontallY and sand smooth any rough edges. Sand with the grain using 150- to 220-grit sandpaper. Wipe the sawdust off with a slightly damp cloth.

To stain the moulding, aPPIY the coats according to the stain manufacturer's instructions. To paint, apply a primer coat and perhaps one coat of paint before the moulding is installed. Use a nail set to completely drive in the nails and putty the holes. Sand after the putty dries and apply another coat of paint.

If painting or staining after the moulding has been installed, first mask around the edges of the moulding with tape or a paint shield. Remove the mask before the finish has completely dried.

o Installing - Measure each dimension of the room and add the necessary amounts for outside corners, windows and doors. Cut and install one piece of moulding at a time, working your way around the room.

Nail the moulding into Place. If using finishing nails, blunt the tips with a hammer to prevent splitting the wood. You can also pre-drill Pilot holes into the moulding. Drive the nail into the wood, but leave the head of the nail exposed. Use a nail set to drive the head of the nail below the surface of the wood. A nail set can also be used to drive staples below the

surface of the wood.

Chapter L0: "Would you like fries with that?"

Go over all the necessary tools and materials, especially if this is a new project for the customer. Asking about additional items not onlY increases sales, but provides a valuable service to the customer. People prefer to purchase all their materials at one time to avoid unnecessary return trips for items forgotten.

The higher quality the tools, the easier the job will be and the more professional the project will look. Make sure customers have:

o Miter box - helps make precise angled cuts. An economy miter box is manufactured from wood or plastic and usually permits three or four angled cuts. Though usually sufficient for most small do-it-yourself projects, most contractors and trim crews use power miter boxes.

o Back saw - cuts the moulding in the miter box. A back saw has a flat, approximately 3-112" -wide blade topped with a brass or steel strip to keep the blade straight when making angled cuts.

. Coping saw - uses a thin blade to sculpt the ends of pieces of moulding to fit against each other when joining them at an inside corner. A 6" or 8" saw is sufficient for most projects.

o Hammer

Nails - 3d (l-1l4") or 4d (l-112") finishing nails are suggested, depending on the width of the moulding and the thickness of the wallcovering. Nails must be long enough to go completely through the moulding, wallcovering and penetrate the stud.

o Nail set - drives the heads of finishing nails below the surface of the wood without damaging the moulding.

r Pneumatic nailer - can be used in place of a hammer and nails. Should be electric; do not suggest sPringaction staplers.

o Tape measure

o Chalk line - marks the wall to help produce straight, level lines when installing chair rail, wainscoting or other decorative treatments.

o CaulVadhesive - a water-based wood adhesive glues the joints of two pieces at splices and corners. If the trim will be painted, caulk will conceal gaps at outside corners and along the wall.

o Color-matched wood puttyconceals nail heads if the moulding is stained.

Stain/paint

r Sandpaper/steel wool

o Goggles - protects eyes when sawing, nailing or using power tools.

- This article is based on information provided by Georgia-Pacific Corp' and the Wood Moulding & Millwork Produc' ers Association.

Cyben ya ?d Should your business be on the lnternet?

EIVERYONE'S heard of the I/Internet. a.k.a. the Information Superhighway, but are any lumber and building products companies traveling it? Computer experts claim it will completely transform the way businesses do business, right down to the buying and selling of products.

While tens of thousands of new individuals go on line each week, building products firms are entering cyberspace more cautiously, still wondering how it can help them now and what it will offer in years to come.

The Internet is a vast. worldwide collection of interconnected computer systems. Once users gain access to the Internet through special software and an Internet provider, they are linked to millions of other computers as well as a wealth of information, from educational materials to stock reports to sports scores. Using a "Web browser," they can enter a key word, like "lumber," and call up a list of individuals or companies that match.

By the end of the year, more than 25 million people will have access to the Internet, representing a tenfold increase since 1990. And the meteoric growth is expected to continue for years.

"Computers are doubling in power every two to three years.

The so-called 'super computer' of 10 to 15 years ago is the equivalent of today's $2,000 Pentium (computer). There are a lot of powerful and cheap computers out there," says Martin Desmond, president of Eugene, Or.based ForestNet, an on-line service for the wood products industry.

But what exactly can the Internet do for a retail or wholesale lumber yard? "Right now the Internet is going in l0 million directions all at once, and nobody knows where it's going to end up," he says.

Currently, companies are using the Internet for:

(L\ Internal communications While an in-house local-area network (LAN) allows workers to communicate within the office, the Internet makes E-mail international, providing communications with distant locations.

(2) External communications. Businesses can communicate with

their suppliers and contractors, whether to track inventory, project schedules. etc.

(3) Advertising. Firms are creating graphics-based "Web Pages" so customers can access key information about their company, including where, how and why to buy their products. While many are not much more than electronic ads, some companies are building interest by providing other useful information to the potential customer. Masterlock, for example, has its own Home Page from which users can pull up information on "Home Security Tips," "Commercial Security Tips," "News and Views" or a "Security Contest." Similarly, Duck Tape producer Manco is developing its own Web Page.

(4) Selling products. Using their home personal computer, consumers with a credit account or card number can check into the availabilitv of products and place orders.

Little lumber business is currently conducted on the Internet due to two problems: data compression and security. So many users are - and will be - trying to transmit so much text, pictures, audio and video that accessing the Internet can make for a lot of wait-

lng.

"And (speed of transmission) will get worse in the near future," says Desmond. "The issue could be solved quite easily by laying T- 1 lines into everyone's offices, but that would cost billions of dollars. So the problem will eventually be solved with software."

Welcome to ForestNet

lffilr Nerps, Finaneand Repcts

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tion's publications and membership directory, product locator and international matchmaker databases, information on membership services, the International Housewares Show, conferences and other special events.

To cut down on users' hunting and waiting time, networks have been formed to provide "one-stop shopping" for particular topics or industries. ForestNet, for example, provides general Internet access, plus a personal E-mail account, news and finance reports (including publications such as Crow's), a marketplace (where companies can post or investigate notices about offerings or needs), discussion groups, and shareware (software offered for sale or swap).

A typical user might log on to keeP track of lumber and panel prices; advertise products, services, even job openings; find new vendors; peruse their catalogs, or simply to converse with others in the industry.

But with the Internet craze in full frenzy, year-old ForestNet is no longer alone. Random Lengths expects to start up an electronic bulletin board service for its weekly price guide this month. VantagePoint, Amarillo, Tx., is introducing an online directory for building products retailers and wholesalers to post and peruse company profiles and listings of products and services. Another wood products industrY bulletin board. based in California, is in the formative stages.

McGraw Hill/F.W. Dodge now has Dodge Dataline, linking subscribers to daily reports on new building projects and changes in ongoing projects' Reports can be called uP bY Project type, location, size, stage of development, valuation, owner, etc.

The Building IndustrY Exchange Foundation's new on-line service pro-

lliii.ij-i.l ETTTJ Softv.re filei

mv

vides a vast source of building industry resources, references and communication. Features include a publications directory, Career & Employment Center, Health & Safety Center, Education & Training Center, Environmental Protection Center, Advertising & Marketing Center, Government & Legislation Center, a TalentBank of industry professionals, and a

Story at a Glance

What the Internet holds for the lumber industry what it can do now and in the future for your business.

Virtual Industrial Park of businesses, people and products in 47 classifications, including architecture, engineering, construction, real estate, manufacturin g and associations.

HYGNet is a new network for the Home, Yard and Garden industrY. The service also custom designs Web Pages, with graphics and audio clips.

The second current problem with conducting financial transactions over the Internet is security. Methods of encrypting transaction messages are still in development, with experts predicting it will take 12 to l8 months for any to begin to catch on.

For ForestNet and other industryspecific networks to become forces in the industry, they need a huge base of buyers and sellers. Subscribers have been entering cautiously. Predictably, says Desmond, the lumber industry is very traditional and slow to change. "The biggest hurdle is people who stopped purchasing computers with a 286," he explains.

Desmond looks five years into the future: The local lumber retailer begins his morning by sitting at his computer and bringing up a list of his current inventory. At the push of a button he receives a list of every product that has fallen below preset stocking limits. By clicking another icon, he initiates a nationwide search for the best deals on the products needed, with his computer working out the details with the suppliers' computers.

"It's coming and I think people are going to be surprised (at how much business will be done over the computer)," Desmond muses. "But people who are used to writing things down on a yellow pad of paper are going to be completely left out of these technological breakthroughs and it's going to be pretty difficult for them to compete."

Beginning in September, the National Housewares Manufacturers Association will open NHMA Online. The electronic bulletin board includes E-mail and access to the Internet as well as to industry news, the associaE mall The Merchant Mdgazir,e on he I nlemet. at alwick@beachnef

INDUSTRY online service ForestNel ean be accessed via the Internet.

fTREDIT losses are inevitable in lU"u"* business. Even if you do business in what ordinarily is thought of as cash (cash, credit cards and checks received at the time of sale), losses are possible through counterfeit currency, fraudulent use of credit cards and bad checks.

The extent of granting credit by a business can be put in three broad categories: "cash and carry," limited credit and expanded credit.

ttCash and Carrvt'

Credit card losses can be minimized by following the rules of the credit card company for preauthorization, verifying that the user of the card is the person named on the card, etc. Bad checks can be minimized by recording information on the check from the customer's bank

Story at a Glance

Safeguards vs. credit losses ... tips on qualification, verification and authorization.

guarantee card or picture identification, such as a driver's license; comparing the picture to the person presenting it, and refusing to take thirdparty checks, counter checks and checks without the customer's name and address being imprinted. Check verification or guarantee services could be used on some or all checks.

A check verification system, such as Checkrite, uses a credit card terminal on which data from the check is input to a remote computer. Information from the system will advise whether the writer of the check has a history of bad checks. The monthly cost varies, but usually is up to $20 per month plus the costs for the terminal and telephone.

One check guarantee service is Telecheck. The MICR data encoded on the check is electronically submitted by an authorization terminal to Tele-Check's computer. The service promptly responds, approving or declining to guarantee the check. The cost varies depending on volume. You could also obtain information on local lenders eager to loan money to your customer. You could then pass on the information to your customer, who could borrow money to buy your goods. For example, ifyour customer has a do-iryourself home improvement project under way, local

Reducing your credit losses

By William K. Strong Attomey at law Strong & Pugh, P.A. Phoenix, Az.

Expanded Credit

lenders may be happy to make a home improvement loan to the customer. Commercial factoring companies can also provide funds for financing work-in-progress for your customer. Your role in facilitating such transactions should be limited to introducing your customer to the lender. You should not guarantee your customer's debt to the lender or agree that the lender would have recourse against you if the customer does not pay.

Limited Credit

If you find the "cash and carry" policy too restrictive, the next step would be to extend limited credit. Such limitations may be to open accounts only for those who give you a written credit application agreeing to your terms (when payment is due, a finance charge and an attorney's fees provision, among others), providing financial statements (updated at least annually), and a personal guarantee if the customer is a corporation.

A modest credit limit also should be set on the account and enforced. With computerized bookkeeping and billing in widespread use, your software may have a builrin function to warn one posting invoices that the account will go over the limit when a current sale is posted so that prompt measures can be taken to extend no further credit.

Joining TRW, Dun & Bradstreet or another credit reporting agency might be a good source of information to supplement customers' financial data in their credit applications. Data from a credit reporting agency can be helpful in deciding whether to open an account for the customer and what credit limit to place on the account.

If expanded credit is to be provided, additional steps should be taken. You could obtain accounts receivable insurance on some of your customers. Your insurance agent can put you in touch with an insurance company offering such a policy. The primary purpose of this insurance is to protect receivables against excessive credit losses. View it as a method of safely increasing sales by extending credit to customers you were not previously selling on credit or by increasing the account limit on existing customers.

A common arrangement would be that for a premium of l%o of the accounts to be insured, the insurance company would take the risk of noncollection on the account of a named customer up to a set dollar limit. If the insurance company refused to provide coverage for a customer, you may take that as a sign you should not advance credit either.

Materialmen in the construction industry often advance credit to customers, not on the basis of the customer's inherent net worth, but on the basis of the customer's cash flow from it providing labor and materials for performing a construction contract. In this setting, it is essential to take steps to protect and perfect mechanics'/materialmen's lien rights and rights against payment bonds which may apply.

These steps vary considerably from state to state and the rules applicable to claims on payment bonds on federal public works projects (required by the Miller Act) may differ from the law of your state.

Advancing credit relying on lien and bond rights for collection is administratively time-consuming. One providing credit to this extent should have at least a part-time credit manager to look after the manv details.

lnsulation or housewtap? Sell builders both

fS HOUSEWRAP necessary? Can Ibuilders construct energy efficient homes with just standard insulation? Can housewrap be used instead of typical insulation?

According to tests conducted for DuPont Tyvek by an independent laboratory, an energy-efficient wall system must have both insulation and housewrap to protect and maintain installed R-values.

Air moving inside and through walls reportedly can reduce the installed R-value tp to 63Vo. During tests with an average wind pressure of 9 mph, the installed R-value of the wall system plummeted from R-14 to R-5 without housewrap. Under the same conditions, wall systems with housewrap maintained 94Vo of the installed R-value at R-13.

Air or wind that moves through seams or cracks into a wall cavity (windwashing) or through the wall

Story at a Glance

Tests show true energy efficiency requires both insulation and a housewrap.

itself (air infiltration) are two main causes of energy loss. Air flowing through seams and cracks to the inside of a home can contribute up to 40Vo of a home's energy loss.

Windwashing raises or lowers the inside temperature of walls, even if the wind never enters the home. When wall temperatures are low, occupants feel less comfortable and use more energy for heating. The reverse is true in cooling climates - more energy is used to keep walls cooler when warm air moves inside a wall cavity.

Help builders to see housewrap as an extension of the insulation. Housewrap helps keep out wind, preserving both the heating and cooling performance of a wall's insulation. In a

lost 48Vo of its installed R-value. At 9 mph wind pressure, the installed Rvalue dropped from R-18 to R-9. Under the same conditions with housewrap, the installed R-value remained at R-15.4.

An unwrapped 314" tongue-andgroove extruded polystyrene sheathing configuration lost 777o of its installed R-value, plunging from R-18 to R-4. With housewrap, the installed R-value was maintained at R-16.

Housewrap even improved the performance of an airtight drywall installation. An unwrapped wall assembly with l/2" extruded polystyrene sheathing sealed with an airtight drywall approach lost 187o ofits installed R-value at a 10-mph wind pressure from windwashing. An unwrapped wall assembly with ll2" oriented strand board sheathing and airtight drywall lost 22Vo at 15-mph wind pressure. Under the same conditions, wrapping the home viitually eliminated any measurable loss of installed Rvalue from windwashing.

All tests were conducted with standard 2x4 or 2x6 walls, 16" o.c., representing standard construction practices. The warm side was covered with ll2" gypsum board containing an electrical receptacle and light switch. The wall cavities were insulated with R-13 or R-19 inset stapled, Kraftfaced fiberglass batts.

The housewrap also showed a significant improvement in preventing loss of installed R-value compared to caulking. When the sole plate/subfloor interface was caulked. the wall still lost SlVo of the installed R-value falling from R-18 to R-9 with a 9 mph wind pressure. With housewrap, the wall system lost only 9Vo of its installed R-value, slipping from R-18 to R-16 under the same conditions.

l4-home field study for Tyvek, the housewrap reduced air infiltration an average of29Vo.

Other results of the laboratory tests showed that housewrap improves wall system performance, regardless of sheathing type or the use of air-tight drywall.

An unwrapped wall system with a 1/4" extruded polystyrene fanfold leveling board

"Even caulking the most commonly recognized leakage areas did little to prevent air from getting through," said DuPont research associate Dave Jones. "It is virtually impossible to seal every crack, crevice or seam with caulk. The air will always follow a path of least resistance and find a way to penetrate."

The impact of stopping air flow into a wall by using a housewrap could outweigh the advantage of adding more insulation to improve a wall's performance. And, with nearly a half mile of exterior seams on a typical 2,000-sq. ft. home, housewrap could eliminate excessive caulking during construction."

XPS

3/4',XPS

Wall R-Value at 0 wind pressure With Tyvek Housewrap at I mph

Without

'ACOU Preserve was theEnswerl It's the wood with no arsenic orchromium."

Ualiiornia health authorities were at odds over whether treated wood would be permitted in rebuilding the Gladstone Reservoir cover.

They chose ACQ' Preserve; America's new environmentally advanced pressure-treated wood. It effectively deters rot, decay and termite attack without using arsenic, chromium, or any other EPA listed hazardous compounds.

ACQ Preserve is the cost-effective alternative to redwood, cedar and plastic alternatives. It weathers naturally to a warm brown color or it can be stained or painted. ACQ is available in a variety of species, and has been approved by the California Department of Water Resources.

CallJ H. Baxter and learn why new ACQ Preserve is the right choice for environmentally sensitive applications.

"Choosing the ri.Qht wood to rebuild the Gladstone Reservoir cover was arEal issue," savs Tonv Zampiello, Glendora, California Water Superintendent.

NEWS BRIEFS

rt{ammoth Lakes' Building Materials /nc., Mammoth Lakes, Ca., has been purchased by Boh and Cindi Lyle from Bob and Emily Ross

Lumbermen's Building Center, Lincoln City, Or., was granted a zone change on an adjacent l/4acre parcel to expand onto

SO FAST Conffactors Suppty has moved its Applegate, Or., distribution center to a new retail outlet in Granfs Pass, Or.; Clay Rossman, owner ...

Bronson Lumber Co,, Island City and La Crande, Or., has opened a new store in Enterprise, Or.; Mace Cadwell, owner, and Trev McCuaig, mgr. ...

Parr Lumber, Beaverton, Or., is considering Redmond, Or., for its l2th retail store ...

Standard Lumber Co., Pullman, Wa., held a grand reopening to celebrate its new affili*tian with Servistar Corp.

Dunn Lumber Co., Seattle, Wa., will open its largest store (#10) this month at the former site of Henry Bacon Building Materials, Bellewe, Wa., with four acres of covered storage and 60,000 sq. ft. ofdisplay space...

Irrigators Lumber Co., Caldwell, Id., recently held a three-day grand reopening to unveil its new store layout and remodeling and celebrate its 75th annlversary...

Stone Lumber Co, Nampa, Id., held an open house ts unveil its new facility, 11 months after a devastating fire

Home Depot has opened a new store in Aurora, Co., its fiist in the state {see story, p.28},:is set to begin construction in East Palo Altb, Ca., and opened its fiist Ca. in-store McDonald's in' San

Bcrnardino; McDonald's will soon be added at four other Southern California locations ...

Orchard Supply Hardware was given the go-ahead to build a 42,000-sq. ft. store with 10,000sq. ft. yard and 6,800-sq. ft. nursery in Thousand Oaks, Ca.

HomeBase has relocated its Kent, Wb., store to Renton, Wa.

Anniversaries: Fisher Lumber Ca., Santa Monica, 62nd ... Beck's Lumber, Rainier, Or., 5Oth Meyer Moulding & Millwork, Modesto, Ca., 5th ...

Woodward & Dickerson, Portland, Or., added a Salem, Or., office headed by Terrl'Hancock

P ro gressive Wholesqle Wood Products, Corona, Ca., has been opened by Jim Ferreira ...

.Great Western Floor Supply is now representing Colmar Industries in No. Ca. and No. Nv.

Cal-State Lumber Scles, San Ysidro, Ca., has closed and filed Chapter 7 bankruptcy (see story p. 3l)...

Aloha Lumber Co. closed its Kona, Hi., office June 28 due to a poor local economy; the ]Iilo, Hi,, office closed in April ...

Louisiana-P ac ific has moved its Reno, Nv., WeatherSeal window plant to Sacramento, Ca. .,.

C&D Lumber Co., Riddle, Or., has installed new timber deck equipment at its cedar rnill to enhance grading ...

Siskiyou Forest Products, Woodland, Ca., installed a new S/einig 8" moulder for specialty pettenrs and lineal mouldings

Sanise Industrial Lnmber Inc., Eugene, Or., has been formed by Ronald G. Adkins, former'mktg. director,f,sr PeciJic Rim Manufac-

turing; the new remanufacturing and wholesaling firm will work closely with Pacific Rim's plants in Eugene and Jasper

Arcata Redwood Co., Arcata, Ca., is adding a new prograrnmable edging system this fall at its Orick, Ca., sawmill

Erazier Ferest Products, Molalla, Or., has closed due to a shortage of logs, despite retooling the mill two years ago to accommodate smaller timber ...

Inkevi*v lxnber Froducts Co., Lakeview, Or., has permanently shut down after 43 years due to an absence of federal timber sales

Elk Corp., Dallas, Tx., has begun production at its 150,000sq. ft. asphnlt roofing products manufacturing facility on an 87acre site in $hafter, Ca.

Rayonier Inc. has agreed to sell a 75Vo stake in 9Vo (23,N0 acres) of its New 7*aland timber base for $46 million to a pension investment fund ...

3-C Trucking, Long Beach, Ca, received a safety award from the State Comp. Insurance Fund for having the lowest loss ratio in its division

C asella Transportation has msved from San Leandro, Ca., after 35 years to temporary quarters in Petaluma, Ca. ...

Penofin-P e tformance Co atings Inc., Vkiah. Ca., won a National Paint & Coatings Association Safety Award ...

Earnings: Boise Cascadz posted record 2nd quarter eamings of $105.9 million, up from a $19.2 million loss in 2nd quarter 1994 ... Georgia-Pacffic's 2nd quarter profits hit a record $265 million ... Potlatch Carp.'s net income nearly quadrupled to $23.9 milliono as did Wllamette Industries' profits to $134.3 million

Louisiana-Pacific 2nd quarter earnings plunged 68Vo to $26.3 million...

Housing starts in June (latest aveilable figs.) slipped O,lVo to a 10263,000 annual rate; single-family starts jumped3.9% to the highest level in four months, while multifamily construction fell 0.3%.

Merlo Out At Louisiana-Pacific

Harry A. Merlo, chairman and president, along with exec. v.p./Northern Division gen. mgr. James Eisses and v.p.-operations/Southern Division gen. mgr. Ronald L. Paul have resigned from Louisiana-Pacific, Portland, Or.

The three officers elected to take early retirement at a board meeting Aug. 25 when the outside directors of the board expressed a lack of confidence in the executive management team. All directors agreed that, given the company's current litigation problems (see The Merchant, July, p. 25), a new management team was needed.

On an interim basis, Donald R. Kayser, L-P board member and c.f.o/c.a.o. from 1973 to 1982, was appointed chairman and ceo, and Lee Simpson, former director and v.p.-operations from 1972to 1991, is now pres., c.o.o. and director. A search firm is seeking permanent successors.

Georgia-Pacific Begi ns Overhauling Building Product Sales, Distribution

Georgia-Pacific is beginning a national rollout of its reconfigured Building Products Distribution Division's sales and logistics operations.

Patterned after a prototype concept now operating in the South, the new format relocates the division's sales functions to two state-of-the-art sales centers, in Atlanta, Ga., for the East and Denver, Co., for the West.

The two sales centers will be supported by a network of strategically located warehousing and delivery operations, to be rolled out in 1996 andearly 1997.

Among the division's 133 current distribution facilities, 60 will eventually be closed, 55 will serve as new logistics points and 18 are under evaluation. The network will feature larger facilities, extended hours of operation, and broader, deeper inventory.

The 63,000-sq. ft. prototype sales center at Wildwood' Ga., opened Feb. 6 with 150 employees. The new, larger Eastern sales center will open in metro Atlanta in early 1996 and be fully staffed by the end of 1996 with 700 employees (907o sales, marketing, product management; l0% support).

The Western sales center will be located in the metropolitan Denver area and be fully operational by Feb. I' 1996. The 71,000-sq. ft. facility will house 325 employees (90% sales, marketing, product management; l0% support). Both sales centers will be staffed by G-P employees transferred from other distribution division locations.

o 9-car SP spur for flats, boxcars or Aframes .IJP & Santa Fe . Truck & trailer

. Vans or pigslbacks ' Dock-high

. Fully fenced, paved lo-acre yard

o Ttvo 2O.OOO+ sq. ft. covered sheds . Computerized inventory control

. Toyard orjob site

.lnbound { or out- : bound quotes

o Full service facilitv: 3 resatvs, lO cutsaws, gang rip saws at your disposal . C/LTimbers

o Header packages

. Built-up loads/pull to length

. Trim & fascia loads

o Details & corbels . Custom mfg.

HONORED: Golden State Flooring, San Francisco, Ca', was named

Products'wood products Distributor ol the Year' (L'r) Leslie Faulkner, Rick Coates, Chris'Coates, Hugh Pugsley, Jack Coates'

WE DELIVER:

MqIImNES, MILLWnB|| CW SmE$, FJ. BLANI+S & BLqCX| SoId ltneelr ftnger Jointed and spedalty mouldtngs tn Ponderosa, Sugar, Badtata, Elliotus and Patula pine, Whtte and nouglas ftr. Bandom and specllted lengtlu.

IN0USTnIAL S0FTWIInD LUMBEV IJnMESmC ANn IMpqnEI) Berdex lrnports plantaflon-Eown lumber hom around t]re world. We are tre exdusive U.S. sales agents {or Forestry Corporailon of New Zealand Ltd., one of the lugest plantatlon forest owners ln New Zealand.

4/4 #2 &Bb Shop 5/ 4 &61 4 #3 & Bh Shop

/W\ 5/4 & 6/4 Janb&Head Stock 514-B/4SlicingBlar*s #t

\Y'i 4/4-Bl4 [ &BbHoush S2S & s4s. 4/4-8/4Mds &Bt H{JIE v\l slq a s7+ +J a -ni. cutting connons s/+ *Tl"q cui H

StoclaSpecial cub available 0n

BERDEX FOREST PRODUCTS, INC.

CALBNYDAR

Listings are often submitted months in advance. Always verify dates and locations with sponsor before making plans to attend.

AUGUST

National Wood Window & Door Association - Aug. 12-16, summer meeting, La Costa Resort, Carlsbad, Ca.; (jO8) 2995200.

National Building Products Exposition & Conference - Aug. 12-15, Navy Pier, Chicago, Il.; (708) 605-1025.

National Hardware Shodllardware Industry Week - Aug. 13-16, McCormick Place, Chicago,Il.; (708) 605-1025.

Green Building Conference & Exposition - Aug. 13-15, Big Sky, Mt.; (30r) 657-3469.

Porfland Wholesale Lumber Association - Aug. 18, golf tourney, Portland, Or.; (800) 444-4030.

Wood Moulding & Millwork Producers Association - Aug. 23-26, summer meeting, Asheville, N.C.; (503) 292-9288.

San Diego IIoo-Hoo Club - Aug. 26, golf, Mission Trails Golf Course, San Diego, Ca.

Spokane Hoo-Hoo Club - Aug. 30, horse racing, playfair Race Course, Spokane, Wa.; (509) 624-4551.

SEPTEMBER

Interprise Woodland - Sept. 3-6, forestry convention, Sundsvall, Sweden; (914) 687-4082.

Building & Construction Indonesia 95 - Sept. 5-9, Jakarta, Indonesia; (301) 65 6-2942.

Recycled Products Conference & Trade Show - Sept. 6-7, Oakland Convention Center, Oakland, Ca.; (510) 618-2150.

Cedar Shake and Shingle Bureau - Sept. 8-9, arurual meeting, Port Ludlow Resort, Port Ludlow, Wa.; (206) 453-1323.

San Joaquin Valley Hoo-Hoo Ctub - Sept. 9, football outing, Frank Homan School, Fresno, Ca.; (209) 237-7134.

To our many fine distributors, we extend a sincere word of appreciation for your patronage and continued support of Meyer Moulding & Millwork We look forward to your ongoing success, and we pledge to remain competitive while combining outstanding service with superior qualily ,tvood moulding products.

Multiple species including Oak, Poplaa Ash, Birch, Maple and Mahogany (to nante a fev). Stock items or custo,tt profles to ,neet your speciJications. UPC and SKU product ntarking. LTL or truckload quantities. As manufacturers of fine quality wood moulding, we welcome your inquiries and look forward to faithfully meeting your wood ntoulding needs.

518 El Roya Avenue . Modesto, CA 95354

Phone (209)522-2288 Fax (209)522-4 I 60

Jensen Distribution Services - Sept.9-11, market, Convention Center, Spokane, Wa.; (509) 624-1321.

Western Wood Products Association - Sept. 9-12, tall meeting, Portland Marriott, Portland, Or.; (503) 224-3930.

IHF - Sept. 10-12, National Exhibition Centre, Birmingham, UK.; (800) 783-0828.

Hoo-Hoo International - Sept. 10-14, international convention, The Pfister Hotel, Milwaukee, Wi.; (501) 353-4151.

Woodworking Eire '95 - Sept. 14-16, show, County Meath, Ireland.

Phoenix Hoo-Hoo Club - SepL 15-16, golf, Green Valley, Az., (602)974-3729.

Pan Pacilic Forest Products - Sept. 16, triathlon, Bend, Or.

American Wood Preservers Institute - Sept. 17-19, annual meeting, San Antonio, Tx.; (410) 465-3169.

North American Building Material Distribution AssociationSept. 17-19, annual conference, Hyatt Regency, New Orleans, La.; (312) 321-6845.

Jarditec/Simaver/Jardiflor'95 - Sept. 17-20, lawn and garden show, Paris, France; (301) 460-9751.

Hardwood Plywood Veneer Association - Sept. 20-23, fall conference, Waterfront Centre Hotel, Vancouver, B.C., Canada; (7 03) 43 5 -2900.

American Plywood Association - Sept. 24-26, annual meeting, Mission Hills Resort, Rancho Mirage, Ca.; (206) 565-6600

National Lumber & Building Material Dealers Assn. - Sept. 28-30, annual convention, Minneapolis, Mn.; (800) 634-8645.

PIffiIffiHTKNAIY

RADIUS EDGE DEGKING FEATURES / BENEFITS

. SOURCED FROM WELL-MAI{AGED PERMANEI{T FORESTS

. I|ATURAL & l{01{-T0XlC-Does not require pressure treating.

r L0NG LENGTHS-Maximum 10% 6' andT' developing, balance B - 20

o EXGELLEI{T STRENGTH TO WEIGHT RATIOUse 5/4 vs. 8/4 in other species.

. RUGGED PRODUCT-More durable than softwoods in transit and on the job site.

e LEGEI{DARY DURABILITY-Resistant to rot, decay, insect attack and splitting; "The boat builder's woodl'

c EXGELLETIT PAINT & STAIN HOLDII{G CHARACTERISTICS.

e WEATHEBS WELL-Properly sealed lumber remains smooth; no raised grain; Raw lumber ages to lustrous silver color.

e GOT{TAINS NO SOTUBLE TAI{NII{S THAT CAUSE BLACK STAII{

r G0iISTANT SUPPLY- Stateside inventories.

'Refer to "Reliance" brochure

Lumber Merchants Association has booked marketing wizard Jerry Wilson to speak at its annual convention Nov. 9-1 I at the Hyatt at Fisherman's Wharf, San Francisco. Ca. He will deliver his famous presentation "Customer Driven Leadership: How to Motivate Yourself and Others."

Also scheduled: the annual golf outing, a group trip to Alcatraz, roundtable discussions, a tabletop product display by associate members, and a'n''optional group trip to see the production "Beach Blanket Babylon."

Over 100 golfers participated in LMA's first annual Associates/Dealers Golf Toumament at the Chardonnay Golf Club, Napa, Ca. The winning foursome was Steve Hoffman and Herb Eaton, Minton's Lumber and Supply, and Ray Christman and Steve Rafael, Quikrete of Northern California. Durins the tourna-

LMA president Kathleen Patterson (dght) congratulates golfer Roger Fenderson, Rossi's Building Materials, who won closest to the pin.

ment, planned and put together by the LMA associate members, the association raised $2,000 for the Bob Patterson Memorial Scholarship Fund.

Western Building Material Association awarded its third annual WBMA Link Fund Scholarships. Thirty candidates applied. Jacob Thomas Brennan, Federal Way, Wa., whose father has been in the industry for 15 years and for the last nine with C. Blackstock Lumber, Seattle, Wa., was presented a $750 scholarship. He will attend Central Washington State University.

A $750 scholarship also went to Sarah Kermgard, Issaquah, Wa., whose father has been employed in the industry for 16 years and since 1991 with Container Home Supply. She will attend University of California at Berkeley.

Kim Sizemore, Maple Falls, Wa., who has been employed by CB Wholesale, Burlington, Wa., since 1989, received a $500 vocational award. She will attend Edmonds Community College, enrolling in the National Association of Credit Management-sponsored program for certified credit manager accreditation while she continues herjob at CB Wholesale. Results are in from a recent industrywide Business Trends Survey. Common trends throughout the six-state Northwest WBMA reeion include:

(1) Volumes rose only at companies with a predominantly retail (507o or more) customer mix, except where acquisition of locations raised the volume.

(2) 23Vo of respondents reported increased margins, 28Vo said margins remained about the same as last year, and 49Vohad lower margins than last year.

(3) The most common ratio of sales employees to total employees for predominantly contractor yards was one salesperson for every three employees. At predominantly retail yards, typically 60-75Vo of employees are salespersons, with many companies indicating "all employees are salespersons" and "sales employees have other duties, too." Yards with fewer than 15 employees have higher ratios of salespersons, regardless of customer mix.

(4) The number of firms reporting commercial sales as a part of their customer mix increased significantly, with only a small increase in percent of commercial sales volume.

Lumber Association of Southern California retums to the La Quinta Hotel (now called the La Quinta Resort and Club) Nov. 2-4 for its annual fall management conference. Members are encouraged to register early so rooms can be reserved in the same area of the "rather large piece of property."

Forty-six "40" and under members of 2nd Growth were treated to an excellent presentation by Dr. James Melton on

"Cltlote" Yof tne lll[ggff1

"Fortune is like the market, where many times, if you can stay a little, the price will fall."

- Sir Francis Bacon ( rs61-1626)

"How to Sell, Serve and Keep Your Customer" at their recent retreat.

Another highlight of the two-day meeting was Dave Wulbrecht, president, Universal Far West, Huntington Beach, Ca., discussing his company's concept of adding value to the product and their approach to the mills selling direct.

Mountain States Lumber & Building Material Dealers Association's recent Utah golf toumament attracted 44 dealers and suppliers to the Homestead Resort, Midway, Ut. National Wood Products' team of Gayle Coskey, Dave Walker, Kurt Micek and Doug Ohlsen took first place. The Western Slope Golf Tournament will be held at the Rifle Creek Golf Course, Rifle, Co., Sept. 8, with the ldaho Golf Toumament date to be announced.

FOR DOMESTIC SALES CALL: Jerry Long, Michael Parrella, LYnn Bethurum. Janet Parrella, Pete Ulloa. Bruce Keith, Matt Petersen, Jim Lawson.

FOR INTERNATIONAL SALES CALL: Nestor Pimentel. Abel Flores.

[n'S

1T.... The Lumber ond your operoting costs to di$inguish yourself from the competition, Success iodoy relies on mointoining ond exponding your customer bose by selling the right inventory, of the right time, ot the right price,

FncE

Building Moteriols mqrket is o service oriented business, You must exceed your customefs expectotions while wotching

Io top ii off, the lumber morkei is volotile, ond prices chonge every doy. You con't be cought with too much inventory when the morket price drops.

Or too little; your customer moy drop you for the competition,

At the end of the doy, you woni to hove more in the bonk thon vou $orted with,

We solute those of you with these issues under control ond wish you continued success, But;

WHEil... You wont to monoge events thot seem to be out of your control,

WHEil... Some of your business is with controctors,

WHEil... You do window ond door fobricotion, Talk to us about Woodstock Plus 1-800-377-0391

Software Tftat Knorrs Lumber And Buildinq Materials. like You.

That's How lt Goes!

Hoo-Hoo Coloring Book

Hoo-Hoo International has delivered 47,000 copies of Tommy Tree coloring book to chapters around the country to use for community projects.

The book lets third grade students know that with proper forest resource management everyone can enjoy the benefits of our forests. Hoo-Hoo International research revealed that at this age children begin to form their opinions.

Hoo-Hoo's next publishing venture will be a hardcover storybook, Tfte Great Forest Adventure.

You Got An Attitude?

"Still say advertising is a waste of money, Mr. Tibbs?"

Depot Goes Multimedia

This fall Home Depot is looking to increase its presence among d-i-yers through a variety of media.

In September, Home Depot's HouseSmart tv program will begin airing daily on the Discovery Channel.

It will also publish a 100-pg. quarterly magazine, Home Depot Weekend; a 480-pg. book, Home Improvement 1-2-3. and a CD-ROM version of the book, all produced by the publishers of Better Homes & Gardens.

SISKIYOU FO

Box 2000, Woodlard, CA 9526. (800) 695.{12

Work attitude - not aptitude - is the top deficiency of job applicants, according to a study by HRStrategies. More than 5O7o of the 900+ respondents were concerned more about candidates' attitude toward work than their skills. Decreasing satisfaction with new hires was attributed to concerns about employee motivation and attention to customer needs.

Other findings:

. Only 36Vo said their workers' skill levels were keeping pace with the demands of their positions.

More companies are implementing innovative compensation programs, including team awards, skillbased pay and gain-sharing programs.

. Drug and alcohol abuse testing is the most common method used to screen applicants.

. Greg Hudson Rick Houk. Jeff Squires. Dennis Ih

. Doug Gendron . Mike Benton Duane Charter. Bhir weed, cA.(s0;0) 374-0210.(916) 938-2771 .Frx grses#i7.1

Redding, CA (91 6) 221.4040 ' frx 916-221-{004 Fred Duchi

SPECIES Pine. Hem-Fir. Douglas Fir PRODIIGTS Selsc

PBRS@EYAI,S

Bob Rupp has retired from TreeSource, Portland, Or., after 37 years in the business. He also worked for Crown Zellerbach and Union Lumber Co., which was later absorbed by GeorgiaPacific.

Mark Brothers is new to sales at KellyWright Hardwoods, Placentia, Ca.

John Spencer, product development mgr., Idaho Timber Corp., Boise, Id., has been promoted to gen. mgr. of mktg. Gary Sutton is now gen. mgr. of manufacturing div. Idaho Timber Manufacturers of Boise, Id., and Mike Jacobs is gen. mgr. of Idaho Cedar Sales, Troy, Id.

Phil Freebern has joined outside sales at Chemco, Ferndale, Wa., covering Westem Wa.

Dan Colborn is new to sales at Redwood Empire, Temecula, Ca., according to Gary Bowen.

Will Mathwig is mgr. at the new Home Depot in Encinitas, Ca.

Jerry Morey, CPA, is the new c.f.o. ot' Sure-Wood Forest Products, Orange, Ca., according to Robin Thomas.

Jim Sparks is new to sales at All-Coast Forest Products, Cloverdale, Ca., according to Kent Bond.

Wayne Oulette has joined the sales team at Penofin-Performance Coatings Inc., Ukiah. Ca.

Bob Denman is new to hardwood sales at Landmark Forest Products, San Bemardino, Ca., reports Lance Duke.

Rich Stratton is new to sales at Herbert Lumber Co., Riddle, Or.

Monte Mickel has been named plant mgr. for Pacific Rim Manufacturing, Jasper, Or. Mike Perkins has been promoted to marketing/sales.

Bobby Cranford has been named mgr. of 84 Lumber Co., Rock Springs, Wy.

Alec Beck is now v.p. operations-South for BMC West Corp., covering Tx., Az., N.M., Ca. and Nv.

Al Gedroez, formerly with Pope & Talbot, has opened a sales office in Portland, Or., for Skana Forest Products.

R.J. DeArmond. chairman. and R.L. DeArmond, senior v.p., have retired from Idaho Forest Industries, Coeur D'Alene, Id. They founded DeArmond Joyner Lumber Co. in 1958, which merged with Atlas Tie Co. in 1969 to form IFL

Kyle Morrison is now owner of Cascade Pine Specialties, Redmond, Or., replacing Richard Andyke, who has retired.

Jerry Grimes, formerly of Fremont Forest Products, is the new lumber purchasing mgr. for Ondo & Co., Kirkland, Wa.

Dennis Wolfe, ex-Trus Joist MacMillan, has been named district mgr. of engineered lumber products for GeorgiaPacific, Boise, Id., covering the Western region, except Southern Ca., Az., and Las Vegas, Nv.

Al Eby is the new membership director for the Lumber Merchants Association, Sacramento. Ca.

Woody Toal, Toal Lumber Co., Whittier, Ca., is recovering in Newport Beach, Ca., after being struck by a car while crossing a street.

Patrick Malloy, pres., Ceda-Pine Veneer, Inc., Samuel, Id., has been elected pres. of the Timber Products Manufacturers Association, replacing John Cheney, v.p., SDS Lumber Co., Bingen, Wa. Other officers: Glen Kartheiser, pres., Ureco, Inc., Columbia Falls, Mt., lst v.p.; Wayne King, pres. of Filler King Co., Homedale, Id., 2nd v.p., and Peter Ellingson, Ellingson Lumber Co., Baker, Or.; treas.

Larry Tonks, Sales Northwest, Inc., West Linn, Or., is now handling Mill-Rose' product line in the Northwest.

Steve Compton, Compton Lumber & Hardware, Seattle, Wa.; Jeff Swan, Evergreen Lumber, Port Orchard, Wa.; John Western, Valley Building Materials, El Toro, Ca., and Jill Fischer, H&F Windows, Lafayette, Co., are serving on the newly formed CSD User Advisory Council.

Gary Island, I&E Lath, Philo, Ca., and his wife, Virginia, vacationed in Hawaii in late June.

Jack Porbeck, Masonite Corp., was elected pres. of the American Fiberboard Association.

Bob Robert, Sunnyvale Lumber Co., Sunnyvale, Ca., and his wife, Bess, vacationed in Hawaii for two weeks.

Catherine Pantaleo is the new ecologist for the Western Hardwood Association, Camas, Wa.

Darren Harris. former editor of Construction Data, has joined APA-The Engineered Wood Association, Tacoma, Wa., as their senior writer. Paul Frank, Jr., pallet industry executive, has been retained as a consultant on the APA-sponsored Pallet Action Team.

Tom Williams, Foster Lumber, Lodi, Ca., vacationed recently in Tuckerman, Ar.

Jack Taylor, Weyerhaeuser Co., Coos Bay, Or., has been elected president of the Pacific Lumber Inspection Bureau, Bellevue, Wa.

Mike Hull, v.p., Bridger Forest Products, Belgrade, Mt., has returned from a three-day fishing trip at Fort Peck Lake, Mt. Other fishermen: Brad Partyka, mgr., Cody Lumber, Cody, Wy.; Brad Tucker, co-owner, Grand Lumber, Billings, Mt.; Keith Winkler, sales at Johnson-Madison Lumber. Great Falls, Mt., and Steve Kunnary, sales at Intermountain Lumber, Helena, Mt. The fish caught ranged from 4-lb. small mouth bass to 9-ll4 lb. walleye.

John Bishop, Young & Morgan, will represent District Three for the West Coast Lumber Inspection Bureau and Dan Winkle, Taylor Lumber & Treating, will represent District Five. Duane Charter, Siskiyou Forest Products, Woodland, Ca., went on a camping trip with his family in Carmel, Ca.

Mark Huff, Huff Lumber Co., Santa Fe Springs, Ca.; and Dan Green, Red Hill Forest Products, Coeur d' Alene, Id.; George Davis, Davis Brothers Construction Co., Rancho Cucamonga, Ca., and Gene Jacobs have returned from a Canadian fishing trip near the Alaska border.

Dennis Snow, Hardwoods Unlimited, Corona, Ca., is back from a Far East business trip.

June Snowden and Gary Malfatti, Morgan Creek Forest Products, Santa Rosa, Ca., returned from a business/ vacation trip to London, England, where they attended the Voodoo Lounge concert at Wembley Stadium as special V.I.P. guests of the Rolling Stones. Concert attendance: 100,000.

Curt Wood, Eel River Sawmills, Fortuna, Ca.. was in Southem California visiting business accounts during July.

Haskel Causey, Sacramento Pacific Corp., West Sacramento, Ca., is on a l0-day family vacation to Trinity Lake, Ca.

Del Cole, Bowman Lumber Sales, Cloverdale, Ca., recently vacationed in Washington State.

Hap E. Myles is a new truck driver at Mungus-Fungus Forest Products, Climax, Nv., according to owners Hugh Mungus and Freddy Fungus.

(Continued on next page)

Home Depot Enters Golorado

Home Depot has opened a new store in Aurora, Co., its first in the state.

Locations will be opened in Colorado Springs, Co., Aug. 24 andin Thornton, Co., Sept. 14.

Other upcoming Western Division openings:

Aug. 17, Tucson, Az.; Aug. 3l Bitterlake, Wa.; Sept. 28, Lakewood, Ca., and its second in Colma, Ca.

Personals

( C ontinue d from prev ious p ag e ) Mark Lofland, Capital Lumber Co., Chino, Ca., is back at work after a mild heart attack.

Frank Velez, Hampton Lumber Sales, Newport Beach, Ca., is back from a Northem California trip.

J. Duncan "Jack" Brock, J. Duncan Brock Builder, Inc., Phoenix, Az., has been named president of the National Association of the Remodeling Industry. Dick Ilallberg, Hallberg Remodeling Co., Portland, Or., and Mike Trafton, Trafton Builders, Fresno, Ca., have been appointed regional v.p.s.

David Bullard is the new v.p.-merchandising for Amerock Corp.

Bobby O'Neal has been promoted to gen. mgr. and Tom Tarango to store operations mgr. at Foxworth-Galbraith Lumber Co., Yuma, Az. Dean Alexander is a new management trainee at the Arizona district office.

Terry Griffith, Contact International, is back in Portland, Or., after a business trip to Florida.

Duthie Welsford, Welco Lumber Corp., Vancouver, B.C., Canada, and a North American Wholesale Lumber Association director, was named Lumberman of the Year by the British Columbia Wholesale Lumber Association.

Stu Heath, California Cascade Industries, Sacramento, Ca., vacationed recently in Lake Tahoe, Ca.

Dan Bohannon, Bohannon Lumber Co., Orange, Ca., recently teamed with his brother, Dave Bohannon, to win the National Hardcourt Tennis Championships in the 45 and over division in Westlake, Ca.

Dominic Truniger is now Crestline brand sales & mktg. mgr. and Karl Beese, Vetter brand sales & mktg. mgr. for SNE Enterprises, a div. of Ply Gem Industries. Ilans J. Vetter is director of sales & mktg. Additional sales and management responsibilities were also given to F. John Long.

Til Johnson has joined Westem Woods, Inc., Chico, Ca., buying white woods and coordinating the firm's new reman activities.

Since 1 956

Pacific Rim Purchases Site

Pacific Rim Manufacturing, Eugene, Or., has expanded its operations with the purchase of a Z3-acre lot in Jasper, Or.

Ken Bronson, v.p. and general mgr., said the purchase of the land, which has been leased to Pacific Rim since 1982, enables the company to combine its Eugene and Jasper plants into one facility.

He added that the majority of the company's employees will transfer to the Jasper site, but did not say what operations would remain in Eugene.

Eagle Revamps Signage

Eagle Hardware & Garden has launched a remerchandising and signage program designed to give customers quick access to merchandise.

In the program, which debuted in Orem, Ut., and Issaquah and Lynnwood, Wa., customers are directed by color-coded signs toward the various departments.

The new format will be rolled out to all stores by the end of the year.

WWPA Celebrates Remodeling

Western Wood Products Association, in conjunction with the Home Builders Association of Metro Portland and Home magazine, have launched a project to demonstrate the advantages of remodeling versus new construction.

The project, dubbed Heritage House, includes remodeling a ranchstyle home constructed in the 1950s, retaining SOVo of the existing structure. The remodel will encompass western lumber and environmentally sensitive building materials.

Heritage House is modeled after

WWPA's 1994 Harmony House project.

Distributors' Profits Drop

Building material distributors earned a 7.4Vo return on assets in 1994, according to the North American Building Material Distribution Association operational performance report,

Based upon a total sales volume of more than $4.7 billion, the average return on assets was slightly below the cost of capital for the year.

A typical retail firm generated $16.1 million in sales and produced a pre-tax profit of $338,295 by committing $4.02 million in assets to the business. In contrast, high profit firms produced a profit of $676,590 and a return on assets of 19.1Vo.

Laminate Association Merger

Effective Jan. l, 1996, the Decorative Laminate Products Association will dissolve and merge into the

Kitchen Cabinet Manufacturers Association as the KCMA Laminate Council.

Composed of fabricator and supplier manufacturers of decorative laminate, solid surface and related products. DLPA was founded in 1956 as the National Association of Plastic Fabricators and renamed in 1984.

WWPA Estimates On Target

Final western lumber figures for 1994 showed that the Western Wood Products Association estimates for orders, shipments and production were less than lVo shy of actual totals.

According to WWPA's annual western mill survey, orders totaled 17.15 billion bd. ft. and shipments 17.32 billion bd. ft. for the year, just .85% below WWPA reports. Lumber production totaled 17.47 billion bd. ft.. 24 million bd. ft. more than WWPA estimates.

The survey concluded inventories ended the year at 2.12 billion bd. ft., instead of the preliminary estimate of 1.95 billion bd. ft.

I PINE finger joint & solid moldings

I PINE shop lumber, commons, finger joint jambs & frames

I OAK picture frame moldings, selected furniture details

I CUST0M milling & molding: We can run pine & oak patterns to your specifications

Structural Rounds On

Today's homeowners are looking for structural alternatives, and many buyers are turning to a more natural approach: solid structural rounds.

Made of raw tree trunks. SSRs are usually debarked, kiln dried and treated with stains or water repellents for interior use, or pressure treated for exterior use.

The species used for SSRs vary from southern and lodge pole pine to juniper, cedar and fir.

"We are seeing an increase in excitement about the product...and a resurgence in the 'new' use of a very old product," said William Plant, pres., American Pole & Timber Co., Houston. Tx.

The Rise

Loyalty Programs Decline

Customer loyalty programs are on the decline due to growing customer resentment of the programs, according to business consulting firm Service Dimensions Inc.

"There's a new breed of customer out there...who is beginning to resent being held captive by loyalty programs that expect them to jump through hoops for one free enticement," said spokeswoman Joan A. Pujunen.

She explained that the decline is due to inaccurate program results, lack of program staff accountability, and customer unwillingness to participate.

Pujunen predicts successful customer loyalty programs will not require customers to participate to receive benefits.

"The programs that survive will be those where the customer isn't required to carry a card, remember a number or show identification." concluded Pujunen.

HOMEOWNERS are abandoning traditional designs tor the increasingly popular SSRs.

OFIEN lefl in its natural state, SSRs provide an environmentally sound alternative.

Cal-State Lumber Liquidating

Cal-State Lumber Sales Inc., San Ysidro, Ca., has permanently closed and filed for Chapter 7 bankruptcy protection.

In the filing, Cal-State listed assets of $62 million and liabilities of $65.1 million. Of the $62 million in assets, $56.5 million are described as accounts receivable in Mexico.

The firm is not affiliated with Cal State Forest Products, Santa Ana, Ca. Cal-State Lumber, which once had sales of more than $150 million annually and nearly 100 employees, quietly closed its doors several months ago. Just last year, it was rated the

Fibreform ToBuy G-P Mexican Moulding Plants

Fibreform Wood Products, Inc. is negotiating to buy Georgia-Pacific's two recently closed Juarez, Mexico, moulding plants.

"We are now in discussions with Fibreform on possibly leasing the property and facilities to them," said William D. Rose, v.p., Georgia-Pacific. "We can't say for sure how long they will run in the location if purchased."

'

The two facilities, which have been up for sale since June, annually produce approximately 16 million bd. ft. of solid wood and fingerjoint moulding.

In March, Fibreform's pine division started operations at the IMASA moulding plant in Tijuana, Mexico.

largest minority-owned firm in San Diego County and one of the top Hispanic-owned businesses in the U.S.

The firm opened in 1984 as a small lumber brokerage in National City, Ca., selling to picture frame and furniture manufacturers in Mexico. As it grew, Cal-State would buy lumber from the Northwest, ship it to its plant in Tijuana, Mexico, and then resell the finished wood products to home centers in the U.S. and Mexico.

Despite Cal-State's closure, creditor Banca Promex will continue to pursue repayment of a $5 million debt owed by Industrializadora Madera de las Americas. a Mexican affiliate of Cal-State.

Banca Promex's 1994 lawsuit alleges that Cal-State may have transferred assets from its accounts to Smartrim, a Reno, Nv.-based firm with corporate offices in San Diego, established several years ago by former Cal-State executives.

The suit said the bank could only find $63,000 in Cal-State's account, despite annual sales over $150 million. It did find $613,000 in Smartrim account balances, despite insignificant sales at the time. Smartrim denies assets were transferred.

Others creditors have given up. Last year, Goldenberg Group, Lynwood, Ca., filed suit saying Cal-State owed the firm $73,000 in unsecured debt for shipments of wood products. "There are no assets to speak of," said Goldenberg credit manager HarveY Rosen. "They're going off the face of the earth, unfortunately."

REDUCED

WFP FINGEU0INT sluds reduce stud replccemenl by 50 to 75%.

STRATGHTER WALLS

FlilGEUOlNTlllG mixes grcin potlems & knot strucfures minimiring the chonce of bow ond crook

CUSrOMER SATISFACrION

Fewer ccllbacks moke o hoppier builder and strcigh wolk moke o sofislied homeowner.

TIIIPROVED RESOURCE

FlllcEU0lNTING ollows ony lenglh of stud grcde lumber lo be used to its lullesl. Enviromentolly respomible. lgFinger Joinl Blocks lgBox Shook sFinger Joinl Studs lg(ul Slock neEdge Glued

Certifier Now Favors Steel

Dr. Stanley Rhodes, president of Scientific Certification Systems, once a timber industry proponent, now claims that steel is a more sustainable resource than wood.

He contends that "timber comes off second best to iron ore extraction because vastly greater areas of operation are involved in the former."

"For a given amount of iron ore extracted and used," Rhodes continues, "the steel produced can be continuously reclaimed and recycled without significant loss. This, of course, stands in clear contrast to wood."

In response, Con Schallau, chief economist, American Forest & Paper Association, noted that:

. By the time significant amounts

of steel are eventually recycled from demolished or modified homes, the rate for recycling framing lumber will likely be the same.

Although forests are regenerated, an exhausted deposit of iron ore cannot be replaced.

. Although considerable steel framing does come from recycled steel, ore-derived, virgin steel is still needed.

Extraction and processing of iron ore requires significantly more energy than lumber production.

Yet, Rhodes claims, "as long as the debate centers around whether a given resource is renewable or not. it will be

LUMtsER D@@RS

impossible to assess the relative sustainability of other materials performing the same function as wood."

HomeBase In Scottsdale,

Az. HomeBase, Irvine, Ca., has announced plans to open a fifth Arizona location in Scottsdale.

The new 109,505-sq. ft. warehouse, slated to open next spring, will be adjoined by a23,032-sq. ft. exterior nursery.

A remodel of the four existing warehouses in Glendale, Mesa, Phoenix and Tempe will be completed this month.

Armor All Sues Thompson

Aliso Viejo, Ca.-based Armor All Products Corp. has filed suit against Thompson Minwax Co. for nationally airing two tv comrnercials that claim Armor All's new sealer failed to meet "industry waterproofi ng standards."

The suit says Thompson, which has long enjoyed TOVo of the $210 million exterior waterproofing and preserving market, mentions an outdated water repellency standard in its ads and that Armor All Deck Protector Water-proofing Sealer actually repels water twice as long as Thompson's Water Seal.

Bay Area Home Profile

In the San Francisco-Oakland, Ca., metropolitan area, l4%o of homeowners spend $100 or more per month on routine maintenance, according to the Census Bureau.

Other findings for the area:

There were 1,544,600 housing units in 1993, of which 1,439,400 were occupied (54Vo by owners, 46Vo by renters).

59Vo were single-family homes.

The average home in San Francisco was 58 years old, compared with 31 years for the remaining area.

Homes in the area had a median of 2.2 persons per unit and a median of 5.2 rooms per unit, including 2.4 bedrooms.

. During l99l-92, 16%o of the owner-occupied units had some or all of the roof replaced and lOVo had kitchens remodeled or added.

Median value of homeowners' residences in 1993 was $256,258 down l5Vo from a 1993 constant dollar figure of$300,927 for 1989.

THE MOST IMPORTANT TOOL liLH"gystem'*

In the building moteriols industry, it's your business to know lumber ond hordwore, But, whot obout softwore?

The Gemini Softwore Solution developed exclusively for ihe building moieriols morketploce is everything you need to keep poce in o ropidly chonging environment, Our LHSystem will leod you from point of sole to your profit ond loss sfotement, And, Gemini hos built o relotionship wiih Digitol Equipment Corporotron io provide you wiih o cost-effective fomily of high performonce products thot con help you monoge your business And build it, os well, Don't you think it's time you picked up your most importont tool? Coll us todoy to see how we con moke your business more profitoble When it comes to cutomotion, Think Gemini... Softwore for your Hordwore.

Yes, I 'Tess than did say $1 an issue"!

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It's no secret. The successful people in our business share one common characteristic. All of them are eager seekers of news, information, factsand even tid-bits that can help them do a betterjob every day.

That's why they subscribe to The Merchant Magazine. They know it contains ideas that can make them money as well as save them money. Each issue contains the latest in industry news, news of people and companies, plus New Products, NewLiterature, and articlesand tips on how to manage, market and merchandise.

A small investment of $11 brings you 12 monthly issues. Just fill out theform below and join the successful people in our business.

OVER THE next year, Buena Park Lumber, Buena Park, Ca., is teaming up with Ace Hardware to complelely remodel and redesign its store. As part oi the upgrade, banners announcing prolect-oriented departments, such as fencing, decking and doors, will better direct shoppers to merchandise.

Huge Northwest Wood Show

Designed to reestablish the Northwest as an important global source of high quality value-added wood products, the Pacific Northwest Wood Products Showcase is being touted as the most comprehensive such show the region has ever seen.

Planned for two days next JanuarY in the Tacoma Dome, Tacoma, Wa., the show will feature more than 100 exhibits and attract hundreds of com-

mercial buyers from around the world.

It will be administered bY the Northwest Forest Products Consortium, and APA is among the co-sponSOTS.

Wee Tree Farmers Recruited

Penofin-Performance Coatings Inc., Ukiah, Ca., has again sponsored the Trees for School Children Pro-

Palm tailer

gram, providing 24,000 rare and endangered species of conifers to dealers across the country who delivered them to local schools.

The seedlings were selected for each school's specific location. Teachers received the trees in clear plastic tubes identified by the name of the tree, as well as information on its discovery, geographic location, current state of its habitat, growing habits and planting instructions.

o No Staining

o No Streaking

Highesl qualily nails for cedar, redwood and other llne wood materials.

o Slender shank and blunt diamond point

Diamond pattern head blends with wood texture. Small head diameter permits face nailing and blind nailing o Annular ring threads oreclude nail head popping and cupping of siding boards. AlSl Grade 304 nickel/chromium alloy.

r Self-counter sinking bugle and trim heads

o Square drive recess eliminates driver bit cam-out Sharp point for quick penetration with minimal oressure

Self-tapping coarse threads Coated with non-stick, dry lubricating film o Solid nickel/ chrome stainless steel for superior corrosaon resistance .6 lengths: l" through 3"

For additional data and dealer information:

How To Hone Your Phone Skills

The image you project over the phone tells the listener what to think of your company. Polish your phone etiquette using the following tips provided by Meeting News Magazine:

(1) Be Ready to Talk - Paper and a pen or pencil should always be at hand. Focus your attention on callers, just as if they were important people entering the store.

(2) Image Is Everything - Your voice will create the caller's first impression of your company. Take a deep breath. Shrug your shoulders to relax. Put a smile in your voice.

(3) Use an Appropriate GreetingIf your business is large, say, "XYZ Lumber, how may I direct your call?" Smaller stores can use a more personal

Home lmprovement Sales Up

Horne improvement salcs climbed 9ok over 1993 to $ l2-5.8 hillion rn 1994, accorcling to rcvised t: stimates by thc Honrc Improvemcnt Rcscarch Institutc.

Sales in 199-5 are projected to rcach $l3l billion, up 1.21/r,. Consurner markct activity is forccast to climb

"XYZ Lumber, this is Joe, how may I help you?"

(4) Get Personal - Write down the caller's name at the start of the conversation to use during the call.

(5) It's You-Know-Who - Introduce the caller and the subject of the call when transferring. It is very professional when the client does not have to repeat the inquiry.

(6) Beware of Subtle DistractionsIt's easy to be distracted by co-workers, paperwork or other tasks. Don't attempt other work or communications until the call is complete.

(7) Don't Smoke in Their Ears - To really blow your image, smoke, type or chew while talking. Give the call your complete attention.

4.4o/o to $9 I .5 billion with renrodeling sales up 3.91/t, lo $39.5 billion. Honre improvemcnt product sales are anticipatccl to climb 3.9o/c wilh existing home sales slipping 6.t)%' to $3.7 billion. In 1996, existing home sales should rcbound by 10.6olc, stimulating a l.l% increase in the prof'essional market to $i42.6 billion.

(8) Don't Put Them "On lgnore"On hold is acceptable for 25 to 45 seconds. If the wait will be longer, be specific (two minutes?) and give the caller the option of holding or leaving a message.

(9) The Angry Caller - Apologize... regardlessl Let them vent their anger without intemrption. Don't blame anyone or expect them listen to logic. Listen. Empathize. Keep your cool.

(10) Develop Your Own Phone Procedures - Few businesses have a written list of phone procedures, but it is important for new employees and as a review for old-timers. Send key call handlers to a phone skills seminar. Use the seminar information to structure your policy.

Total market salcs are expcctcd to reach $161.3 billion hy 1999, outpacing total retiiil sales grorvth.

Projcctions through l999 show growth in all areas of thc horne improvcment ntarket, with total consumer sales reaching $112.3 billion and professional renrodcler sales climbing to $49 billion.

HYgroscoPicfi ' Conosion Cutting'BiPPing

In business since 1955, HooverTreated Wood Products, Inc., is the premier full-line pressure treater in North America. In addition, Hoover's fire retardant formulations are licensed to a select group of licensee treating plants.

Hoover has had the same American ownership since 1983 and the same executive team for over 20 years. Stability and experience assure the industry's most effective products and support.

CallUs At

Easy Joist Hanger Setup

A new joist hanger positioning tool from Tor Tool Works reportedly speeds hanger installation by SOVo. Designed to hold the hanger in place using high-energy, shock-proof magnets, Joister enables the carpenter to nail the hanger in place.

DYBW PR@DITCTPS alnd selected sales aid"s

Sales Info At Your Fingertips

Two sales automation products from DataSolutions, Inc., provide sales rep automation and vendor/customer connectivity.

PerfectRep connects current host systems to provide immediate information and important data to sales reps.

PerfectVendor allows customers to connect to key components of a business' order entry and inventory system, so customers can place their own orders.

The two systems provide messaging and fax capabilities, item and account status, pricing information, on-line product catalogs complete with color photographs and access to third-party databases. The systems run on Microsoft Windows for Pen software.

Circle No. 801 on p. 54

All-For-One Driver Set

A cordless screwdriver accessory set that enables the user to drive screws, tighten nuts and bolts, and drill holes and countersink has been introduced by Wolfcraft, Inc.

Designed to fit all major brands of cordless screwdrivers and other l/4" hex tools, including pistol grip screwdrivers, the 32-piece All-In-One set includes 13 hex shank screwdriver bits, a bit extender, eight sockets and adapter, keyless chuck, three drill bits, one Allen wrench, two countersinks, case and sub-base.

Circle No. 802 on o. 54

Triple-Sealed Vinyl Windows

A new series of vinyl windows and patio doors has been introduced by Gerkin Window & Doors.

Featuring a triple-seal casement, the Comfort Series windows are manufactured with multi-chambered UPVC extrusions with a fully welded sash and mainframe. The 3-1l4"framed windows come in white and sandstone.

Circle No. 803 on p. 54

Pound For Pound

A hammer accessory that prevents damage to trim and aluminum nails is now offered by Alum-A-Pole Corporation.

Made from flexible vinyl coil and tape, Protect-A-Nail is firmly pressed onto the hammer head.

Adjustable up and down, it reportedly provides consistent joist height, accommodates various heights, and ensures higher accuracy of parallel and square joist hanger positioning. The tool works with all sizes of 2x metal joist hangers.

Circle No. 805 on p. 54

Mathematical Wheel

A digital measuring wheel designed to replace tape measures and mechanical wheels is new from Calculated Industries. Inc.

The DigiRoller can store up to nine dimensional areas and can be used at night. It is available with 2- or 4-ft. circumference interchangeable wheels, an adjustable aluminum shaft with a range of 13" to 31" and an automatic shut-off device.

Circle No. 806 on p. 54

Painting Made A Snap

An extension brush holder by Allway Tools eases difficult paint jobs.

The holder locks in five different positions with a slight wrist movement to reach hieh stairwells, cathedral ceilings, eav6s, gutters and overhead pipes. Brushes are held bY a special clamp designed for easY removal. The brush holder has a standard Acme thread that fits any mopstick, broom handle or telescoPing pole.

Circle No. 807 on P. 54

Multipurpose Outdoor Fabric

A lightweight, knitted fabric from The Gale Group blocks uP to 70Vo of the sun's ultraviolet rays while allowing air and light to penetrate.

Desisned for outdoor use, Solartex;s three-way lock stitch construction reportedly won't fray or tear when cut, ii easily shaped, rolled and stretched and resists mold, mildew and fading.

King-Sized Cartons

A line of one-piece, hexagonal, corrugated drums has been introduced by Technology Container CorP. TCC Hex Drums are made of 275lb. double-wall corrugated cardboard with a 1,728-lb. compression strength. Available in 5-, 10-, l5-,20-,3O-, 40-, and 55-gallon sizes, the drums can be stacked vertically, nested and stored flat.

Circle No. 809 on P. 54

Color-Coded Taping Knives

Taping knives by Stanley Goldblatt are equipped with high-visibility, color-coded handles that make finding the correct size knife fast and EASV.

ilach knife features a flexible blue steel blade and a solid, textured plastic handle bonded to a rust-proof aluminum mounting. The 6", 8", 10" and 12" blades are also labeled with a color and size chart of all available knives.

A 13-3l4"-wide by l4-5l8"-long by 9-518"-high countertop display includins.24 tanine knives (six each of the foirr sizei).-and 35 free booklets is available. Case-cut boxes that hold 16 of the same size knives for all four sizes are also available. The knives come in six box/six carton quantities.

Circle No. 810 on P. 54

Helpful Estimating Software

Estimating software designed for virtually all construction projects is new from Go Figure.

Designed for speed and flexibility, Go Figure Estimating offers an unlimited number of labor areas, labor types, equipment, tools, material, crews, take-off types and assemblies for setting up rates.

It has more than 30 standard reports with custom reporting capabilities built in.

Circle No. 811 on p. 54

Floor Coating No More

A floor coating removal system is available from General Equipment Co.

Designed with 12 replaceable tungsten carbide inserts, the ScrapeR-Tach system removes urethanes, epoxies, paints and material buildups.

It is available in two grades; Premium 70 comes in five colors and economY 50 comes in black. Both srades ire sold in 6'xl2' or 6'x25' irepacked rolls with a point-of-purchase display.

Circle No. 808 on P. 54

Internal rubber mounts allow the inserts to closely follow minor variances in floor contours. Using wood wedges, it mounts to popular models of multi-head surface grinders.

Circle No.812 on p. 54

About Face Water Meters

A new line of water meters from E. Clark & Associates provides simple metering of water temperature.

Designed to be installed vertically or horizontally, the SaMeCo model WFU10 and WFU20 meters have a meter face that rotates 360" for easy reading.

Circle No. 813 on P. 54

F.REE ADDITIONAL INFORITIATION on any product in this secfion is available by circling the corresponding Reader Service number on the form on page 54 and sending the form to The Merchant Magazine, either by FAX 7L4-852-O23L, by mail to 4500 Campus Dr., Ste. 48O, Newport Beach, Ca. 92660, or just call (714) 852-1990.

Weathered Wood Cleaner

A wood cleaner that removes gray and black residue caused by weathering is available from Peno-fin-Performance Coatings Inc.

Weatherblaster is desisned to remove oxidized tannins on rEdwood. cedar decking, siding and hot tubs. Available in four colors, it is prepackaged in cases of three quarts, three pints and three 1/2 pints.

Circle No. 814 on p. 54

Cedar Siding Look Alike

A wood composite siding with the look ofcedar bevel lap siding is available from Masonite Buildins pro-

ducts.

The 6"-profiled Colorlok siding is available in 8'xl6' laps in ll prefinished colors, and in i nominaf 7/16" thickness with a varietv of colormatched accessories.

Circle No. 815 on o. 54

Hear No Evil, See No Evil

A new combination pack of safety wear from North Safbtv Products includes one ear muff hearing protec-

PRIMEDECK pressure treated deckino bv Allweather Wdod Treaters saves time'anl money by eliminating the need to apply an initial coat of water repellent to ouldoor projects.

Circle No. 816 on o. 54

tor and one pair of protective eyewear.

Packaged in a colorful merchandising bag, Saf-T-Pak contains a lighr weight hearing protector with a noise reduction of22as well as polycarbonate protective earwear, which is said to comply with the industry standard for industrial eyewear.

Circle No. 817 on p, 54

Ve*sn-rnM: LAMTNATED DoucLAS FIR VENEERS FOR ADDED STRENGTH. WORKABILITY AND UNIFORMITY, 1 -314' THICK.

V=tso-aAM PLUS: LVL wrrH UNIQUE HORIZONTAL GRAIN PATTERN FOR EXPOSED AND SINGLE PIECE APPLICATIONS. 3-112',OR 5-112" THICK. BOTH LVL PRODUCTS 9.112' TO 20" DEEP WITH LENGTHS UP TO 66 FT.!

Stoc^ eurET. oALL BA.K FREE ENGINEERED LUMBER PRODUCTS THAT ELIMINATE SQUEAKS. WARP, WANE AND WASTE.

BCI

Jorsr r-BEAMS.wHrcH MAKE RESIDENTIAL FRAMING FAST AND COST EFFECTIVE, THEY ARE LIGHTER. STIFFER AND QUIETER THAN DIMENSION LUMBER. FLANGES 1-314" & 2-5/16"; DEPTHS 9-112'to 20".

ALL ITEMS IN STOCK FOR IMMEDIATE PICK TJP AND DELIVERY!

Industrial Equipment Manufacturing Inc.

The 6-Series forklifts have a lifting

Optional equipment includes lighting packages, side-shifter and bottler's tilt attachrnents and a keyless ignition switch.

Circle No. 820 on p. 54

Beam Me Up, Scotty

A construction tool that simulates a giant carpenter's square or level by using laser beams is now offered by L.P. Industries.

The Laser Square projects two 90" lines on a horizontal surface using laser lights that are visible up to l0O'.

A Paint Brush For All Jobs

A paint brush that can reach virtually any angle is new from DQB Industries.

The Groove Brush's short and stiff split-end bristles enable the painter to pick up large amounts of paint and place it in hard-to-reach areas. The handle is equipped with pivot points to keep all the bristles in contact with the surface and accepts all threaded handles and poles.

Circle No. 818 on P. 54

Virtually Stain-Free Vinyl

A mid-priced line of sheet vinyl flooring is new from Colmar, Inc.

Featuring a stain-resistant, wetlook wear layer, Accents comes in 12ft. rolls, with a choice of five designs and l8 colors.

The line has a five-year limited warranty.

Circle No. 819 on p. 54

Forklift Frenzy

A new line of engine-powered, cushion and pneumatic tire forklifts has been introduced by ToYota

capacity of 3,000 to 6,000 lbs. and feature a four-way adjustable seat, additional foot space and hydrostatic power steering.

It comes with a padded carrying case, overnight charger for the nicad portable battery, clamp for making running measures and a target for precise alignment.

Circle N0.821 on p.54

! roucannow us via the Internet. Send your news, comments, questions, ad responses or thoughts to:

e will respond at warp speed!

The West's {1 Betail & Wholesale Lumber & Building Products llagazine

All Natural Firestarter

An all natural firestarter is new from Wood Products International. Made of sticks hand split from

pine trees containing a dense concentration of flammable resin, Fatwood Firestarter sticks come in a two-piece bag in a displayer, a 3-ll2 lb. bundle in a carrier, a 4-l/2 lb. copper container, a l-ll2lb. and 10-lb. box, 41/2 lb. brass container. 4lb. and 8-lb. round bundle, and an 8-lb. burlap bag.

Speedy Siding Installation

A new 16"-wide lap hardboard siding that reportedly can be installed twice as fast as traditional 8'1 lap is

Building Materials Software For IBIfr @mputerc

Designed for building materials retailers and wholesalers, this complete-system includeE point of sale, order processing, billing, sophisUcatecl pricing (markup, markdown, contract, quantity breaks, etc.) accounts receivable and credit, inventory control, purchase order control, sales analysis, accounts payable, general ledger. pasy to use, cohpletely integrhteda"single tran-sactlon updates all relevant data. Call or write:

Mass Systens Co., Inc.

363 Mass. Ave., Lexinglton, MA O2L73-4OI8

6L7 674-1055-

Lrcal Support Auailable

available from Temple-Inland. Featuring a soft, woodgrain texture and distinctive shadow lines. l/2"thick Mountain Pine siding is uniform in composition and thickness and is factory primed to hold paint bener. Circle No. 823 on p. 54

Tanks A Lot

A twin-tank, wheelbarrow-type compressor is now available from Polyquip International. Featuring an electric engine, the Twin Tank Compressor has a special overload protected 2-hp motor and an output of 125 psi, with a displacement of 14.2 cfm.

It includes dual controls to allow constant run or auto stop/start, a safety valve, full gauges and a regulator to provide proper operating information.

Brick Blues Be Gone

A durable siding from Nailite International offers the look of brick with ieportedly three times the thickness of conventional siding.

Designed for inierior and exterior use, Hand-Laid Brick panels can be applied over nearly every construction suriace and featuro a panel interlocking system, said to make installation quick and easy.

Availabl6 in several colors, the UV-resistant panels come with matching iorner pieces and J-channels'

Circle No. 825 on P. 54

Weed Heater

A weed control tool from Primus-Sievert kills weeds bY heating but not burning them. By applying direct flame, Primus Gardener Weed Destroyer causes plant cell walls to burst, dry out and die. Designed for single-hand use, it weighs 26.5 oz., features a built-in lighting device, and has an optional disposable propane cylinder and tank with hose assembly.

Circle No, 826 on P. 54

User-Friendly Mortar System

A bulk mortar iystem that enlbles contractors to handle large masonry jobs more easily is.new from Quikrete.

bomposed 61 1,000-lb. prd-mixed mortar-bag^s.-and the Spec Mix Silo Dispensing system, it eliminates the need for specifically measured units of sand and cement, and reduces the space needed to store bulk products. Materials are delivered dry in weatherproof sacks.

Circle No. 827 on P.54

Gomnflmg IssuGs

'..',osB,,.Fanels e' Fllnvood

r Trusses

Unique Redwood Markets

lnland Mills On The Decline

While mills in the coastal and California redwood regions held their own in the first half of 1995, Inland production, shipments, orders and inventories continued to decline, according to preliminary statistics released by the Western Wood Products Association.

Production at Inland mills declined 16.7%o to 3.44 billion bd. ft. over last year's totals. Shipments fell 14.6%o compared to last year while orders were Il.lVo lower for the half.

ed at volumes representin g 95Vo of the five-year average while Inland mills operated at767o.

Western lumber production fell 9.9Vo to 7.96 billion bd. ft. under lgg4 totals. Shipments decreased 7.IVo to 7.98 billion bd. ft. while orders in the region dropped 5.2Vo to 8.04 billion bd. ft.

Stack Up

0Glober

. How Lumber Substitutes . Hardwoods

,&:HarOwood Products

, Flooring

' UPscale

Architectural Millwork

. Fasteners & Connectors

r,$66s5 Distribution:

National,Sash & :Door Jobbers Association annual meetinq

llouember

. Sellihg Western Woods Marketing Cedar

r Tr,eated Wood

. Decktng, Fencihg & Ldnice

Bonus Distribution: Western Buitding Material Association and Lumber Merchants Associatlon annual meetings

In the coastal and California redwood regions, mills had production of 4Vo less lumber than last year. Coast shipments declined 20 million bd. ft. to 4.54 billion bd. ft.. while orders remained fairly stable at 6.6 million bd. ft.

In the first half of 1995, coastal and California redwood mills operat-

Inventories at Western mills ended the half at 1.93 billion bd. ft., the lowest of the year and 294 billion bd. ft. under last year's volume at this time. Western mills began 1995 with 1.97 billion bd. ft. in inventory.

For the week ended July 1, production slipped 19 million bd. ft. to 273 million bd. ft. Shipments totaled 353 million bd. ft., down 3 million, while orders fell 19 million bd. ft. to 374 million bd. ft.

...while inventories remained below last year, while continuing to move

lower in June.

WESTERN shipments centered at Inland mills declined in the first half of

1 995.,.

Landmark Forest Products fhe Olher @uyst

lonceDuke.CopSlrono.SfeveKing.RickHovick.BobHqlberf.JonWolfe.BobDenmon.CullyHowlond

0SB&PlyivoodSheothings . BorricodeHousewrop . Il-ll Sidings . ClodwoodMDOsidings

Moxi-Plonk Fiber Cement Siding . Thermo-Ply Insulotive Sheothings . PLY-C0R Utility Ponels

Structurol I Roted Sheothing . Plywood & 0SB 8'-9'-.|0' . Tuftex PVC Building Ponels

Shutterboord . Heortlond Vinyl Sidings . Cfl P&TS . 0SB & Plywood Sturdifloor T&G

GAF Roofing . Studs . Lumber . Sonded Plywood . Hordwood Lumber . Hordwood Plywood TIl . IRUCKI.OADS . CAR]OADS So. Cqlifornia (909) 888-6747 tAX 909-885-5778

lfo. Cqlif. - Arizono - llevadq (S00) 647-5747

Di$ribution Worehouses

NYtrW LITBRAtrURE

Door Collection Poster

An exterior and interior door poster is free from Bend Door Co., Box 5248, Bend, Or. 97708; (800) 346-5252.

Insulating The Basement

An 8-p. basement insulation brochure is free from Dow Chemical Co.. Box 1206, Midland, M| 48674; (800) 4414369.

Lighting Control

An 8-p. lighting control catalog is free from Superior Electric, 383 Middle St., Bristol, Ct. 06010; (203) 585-4500.

Putting A Stop To lt

An overhead stops and holders brochure is free from Dorma Door Controls Inc., Dorma Dr., Reamstown, Pa. 17567; (800) 523-8483.

Cantilever Rack Systems

A 4-p. cantilever rack brochure is free from Modern Equipment Co., Inc., 2000 Cuming St., Omaha, Ne. 68102; (402) 34r-4939. r'i*'",,"*",***

Shower Power

A video explaining a shower product merchandising program for wholesalers is free from Speakman Co., Box 191, Wilmington, De. I 9899; (302) 7 64-9100.

HVAC Equipment

A 4-p. HVAC equipment brochure is free from Airfan Engineered Products, 260 N. Elm St., Westfield, Ma. 01085; (413) 568-9571.

Bathroom Reading

A bath hardware and accessories brochure is free from Amerock, 4000 Auburn St., Rockford, Il. 61125; (800) 618-9214.

of any New Literature items bv contacting each company direcfly, Please mention you saw it in

Foam Roofing System

A silicone/polyurethane foam roof system brochure is free from Polycoat Systems, Inc., 5 Depot St., Hudson Falls, N.Y. 12839; (800) 547-4004.

Set ln Stone

A 6-p. precast/prestressed concrete product brochure is free from Master Builders, lnc., 237 0O Chagrin Blvd., Cleveland, Oh. 44122; (216) 831-5500.

In The Balance

A 32-p. ruler and scale catalog is free from GEI International, Box 6849, Syracuse, N.Y. 13217; (315) 463-9261.

Housewrap lt Up

A 6-p. Typar housewrap brochure is free from Reemay, Inc., Box 5ll, Old Hickory, Tn. 37138; (800) 321-6271.

Window Wonders

The 24-p. "Making Great Window Decisions" is free from Pella Corp., Pella, la. 50219; (800) 847-3552.

Portable Rack System

A portable steel stacking rack brochure is free from Dura Products, Box 1008, Neenah, Wi. 54957 ; (8m) 7 65 -387 2.

Brake Cleaner Update

A brochure explaining OSHA's ruling on aerosol brake cleaners is free from CRC Industries, Inc., (610) 293-l3l0.

Energy Conservation

"Residential Energy: Cost Savings and Comfort for Existing Buildings," a 272-p. energy reference book, is $30 from Satum Resource Management, 324 Fuller Ave., S-8, Helena, Mt. 59601; (800) 735-0577.

OPEN HOUSE for Cascade Empire's new Rialto, Ca., DC June 29. (1) company pres. Ray Haroldson, Susie Page, Chuck Weaver. (2)'Dan Croker, Bill lrvine, Rick Hormuth. (3) Dan Deacy, Dan Bell, Gary Webb, Mike Thorson. (4) Mike Nunnenkamp, Terry Rasmussen, Chris Bushhorn. (5) Ed Lozano, Doug

TIMBER SIZER

McBride, Tom Nielsen, Gary Martin. (6) Gil Amezcua. (7) Richard Thompson, Scolt Vasquez. (8) Chef Charlie Nunez, Larry Stainbrook. (9) Craig Reeves, Jim Julian. (10) Joe Shook, (11) Doug Graves, Craig Lynxwiler. (12) Mike Lemaire, Neil Wierenga. The property is adjacent to Strata Forest Products.

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.

Drawer 4779, Arcata, Ca. 95518-4779 707 -E26-9850

Joins eosily to stondord full round roils: 1 112" , 1314" , 2"

Red Ook, Poplor & Doug Fir:

Other wood species on request

High Quolity, Monufoctured in the USA

Very Compeiitively Priced

Low Minimum Order Requirements

OBITUARIBS

Douglas Warren Grant, 63, former owner of Doug Grant Trucking, Arcata, Ca., died July 1 in Hydesville, Ca.

Born in Ukiah, Ca., he operated a lumber and log hauling company before founding the fucking company in the 1960s. He was also a partner in Gran-Star, a redwood fence manufacturer in nearby Eureka.

A.D. Adkins, 78, retired sales mgr. for Wetsel-Oviatt Lumber Co.. Folsom, Ca., died July l3 in Sacramento, Ca.

Born in Glen Mora, La., he was a lumber inspector for the Western Wood Products Association, Portland, Or., before joining Wetsel-Oviatt in 1953. He retired in 1990.

Wood Panels Deemed Safe

Structural wood panels do not release dangerous levels of formaldehyde gas, according to a report by APA-The Engineered Wood Association.

During chamber tests, the panels, which are made with waterproof phenol formaldehyde adhesives, remained extremely stable with emissions approaching zero levels.

The results of the chamber tests agree with those conducted by other laboratories.

Outlawed Door In Redesign

Peachtree Doors is redesigning its Newport fiberglass entry door following a U.S. District Court ruling that existing design elements infringed on a patent of competitor Therma-Tru.

Peachhee has been enjoined from marketing doors incorporating certain

design elements after Oct. 26, 1995, after which the company will introduce a redesigned fiberglass door.

"We are disappointed with the legal outcome, having thought we had won the case in 1991. However, our ongoing product development has carried us beyond the designs in question. We can now focus our resources on serving our loyal customers and on marketing the redesigned product rather than disputing seven-year-old designs," said Ken Waldron, president of Caradon Doors & Windows Group, manufacturer of Peachtree products.

Ace Elects Peterson Director

Roger E. Peterson, retired president and ceo of Ace Hardware Corp., has been elected to the board, becoming the group's first non-dealer, nonemployee director.

He was elected a month after his retirement to capitalize on his experience as president and in running the $2.5 billion corporation.

Wholesaler Becomes Retailer

After six years of having its business split into two cramped locations across the street from each other, Random Pacific Building Materials, Albany, Or., has moved to a new I 6,000-sq. ft. facility.

But co-owners Rick Haatvedt and Jim Runkle have changed more than the location since taking over the business in 1993.

It had been a lumber and plywood wholesaler called Random Pacific Wholesale Lumber & Plywood. Now the business is a construction materials contractor and retailer. They added a mini hardware store at the front of the new office for caulking, nails, insulation and wood products.

We welcome your letter to thz editor. Just FAXyour conments about the magazine or articles to 714-852-0231 or mail ttt Editor, The Merchant Magazine, 4500 Campus lDr., \te.480, Newport Beach, Ctt. 92660.

I roP 8 LIST

2X4 S4S STD and BTRMajority is CONST and SEL STR

2X6 and wider S4S #2 and BTRLargely #1 and SELSTR

Seneu Studs S4S STD and BTROver 7570 CONST and SEL STR

8) Excellent contents page models.*

I 'Top 8 Things AboutThe Merchant" -l

7) Better new product coverage than other trade magazines.

I

6) Personals - "anybody here I know?"

5) Ads - informative, and great places to crib ideas.

4) I leam something new every issue (honestly).

3) More coverage of Califomia than of Florida.

2) Well put together - our copies survive l0 or more readers.

l) The continuing saga of Hugh Mungus and Freddy Fungus.

Seriously, though, each issue of Ifte Merchant gives me context for the specific stuff that we all do day to day. All trade publications do this, but none do it as well for me as The Merchant.

iDerek C. Logan

Richert Lumber Co., Inc.

i 5505 Sunol Blvd.

Pleasanton, Ca.94566

* A photo of Ingan himself aPPeared on the contents page of our May issue.Editor

AGAINST TIIE GRAIN

Thanks for the years of great reading. I have left the insurance businessreally goes against the grain of an old 'lumberman. I am now with Circuit City I and hope to have my own store after train, ing in late September.

, Thanks again from all of us from I Independent Lumber.

Rich Giles

Hawthome, Ca.

Playgrounds Swing To Wood

A big shift from metal to wood swingsets is under waY in the $250 million-a-year playground equipment market, according to Swing-N-Slide.

Of the one million swingsets sold in 1986. 8Vo were wood, whlle 22Vo of the 1.4 million sets sold in 1993 were wood. As well, 200,000 climbing units were sold in 1993, all of wood.

Straight:

Seneca's patented systems cannot saw crooked lumber.

Seneca's yards are all blachopped for clean loading and clean lumhr. We use non-conosive banding. We paper wrap on request. Seneca pmvides lumber you're proud to inventory.

FrcSh:

Seneca's goal is to sell lumber the same day of manufacture, and to ship within l-3 days after an order.

FaSt: uort Artveries are made within 5-6 days of manufacture, Mixed loads of dimension and studs ue one of our specialties.

Call now for information and quotes:

1.503{89-7950 Seneca...there

ESTABLISHED Northem California foothills

lumber manufacturer, door shop and pre-stain facility seeks experienced outside salesperson. Ability to step in and close sales in all of the above areas a plus. Send resume, work history and references to P.O. Box 3081, El Macero, Ca.95618.

SPECIALTY BROKER: Expanding Southern Oregon lumber wholesale company has immediate opening for an independent specialty wood products commission broker with strong clientele base. Superior financial split; professional office support; private office provided. Renowned fishing/skiingihunting/golf area. Neeley-Nelson Lumber Co. Phone (503) 7'137368 or (800) 547-5988.

OUTSIDE SALES: Landmark Forest Products is looking for experienced outside salespersons. Be a part of our growing San Bernardino, Ca., company. Excellent compensation & benefits plan. Five warehouse locations in 3 states - All rail lines. Lance Duke, (909) 888-67 47 ; FAX 909-885-5778.

Twenty-five (25) words for $2 | . Each addirional word 700. Phone number counrs as one word. Address counts as six words. Headlines and centered copy ea. line: s6. Box numbers and special borders: $6 ea. Col. inch rate: $45 camera ready, $5J ifwe set the type. Names ofadvertisers usrng a box number cannor be released- Address replies to box number shown in ad in care of rhc Merchent Mr3ezlnc, f500 Crmpus Dr., Suite lt0, Nerpori Bcrch, Cr. 92f60. Make checks payable to The Merchent Megezlne. Mail copy to above address or call (714) 852-1990. Deadhne for copy is the 22nd of the month. PAYMf,NT MUST ACCOMPANY COpy unless you have established credit with us.

HARDWOOD LUMBER & PLYWOOD

Salesman: Landmark Forrest Products is looking for an experienced hardwood lumber & plywood salesman. Be a part of our growing San Bernardino, Ca., company. Excellent compensation & benefits plan. 5 warehouse locations in 3 states - All rail lines. Lance Duke, (909) 888-6747; FAX 909-885-5778.

DIABLO TIMBER, an established Northern California wholesale distributor with remanufacturing facilities, is looking for experienced traders with strong customer bases to work independently in the Southern California/Arizona market and also the Oregon/Washington market. Excellent opportunities for the right individuals. All inquiries kept confidential. Contact John Souza at P.O. Box 3690, Napa, Ca. 94558.

NORTHERN CALIFORNIA lumber remanufacturing facility has immediate opening for take-charge manager familiar with redwood and cedar. Send resume to P.O. Box 3081. El Macero, Ca. 95618.

WEATHERED, TWISTED OR USED

LUMBER. Plywood blows, used or trims. Carl Hanson, (619) 661-2510, FAX 619-6615547, San Diego, Ca.

VINTAGE DOUGLAS FIR DECKING.

3"x4" 3'to 20'T&G DFfloor deck. Grade is equivalent to D Clear. Stock is over 100 years old and is in excellent condition. Manufactured to lay up as 4" thick floor. Price is $375lm F.O.B. Bend, Or. Deschutes Pine Sales, Inc., (800) 547-5660.

ffi 60'x100'xl0' $ 13,981

CEDARMAN'S LUMBER. $I74,OOO. Mineral, Wa., (360) 492-3941.

CALIFORNIA BUSINESS FOR SALE: Profitable lumber & building materials supplier. Modern facility in Central California, with diversified customer base. 1994 sales, $8.0 MM. Contact Box 656, c/o The Merchant Masazine.

LOCAL LUMBER hauling Southem California roller bed truck and trailers and bobtails radio dispatched. Rail car unloading at our spur in Long Beach, Ca. 3-C Trucking, (310) 422' 0426.

(Column inch rate: $45 for camera ready copy; $55 if we set type)

-SOUTHERN CALIFORNIA

LOS ANGELES AREA

Canoll Moulding C,0......................................

Crown Planing Mill..

FibreForm Wood Products...........................

Forntain Lumber Co., Ed............................

Fremont Foresl Products...............................

Gemini Forest Produc1s,.......,........................

Georgia-Pacific Corp. (lndustry)........

oioidii-piiiiii co'F. iba;F;ft nd;i.:::.::

Haden Metal Products, Inc. .(800) 821-9262

Hutl Lumber Co..................(800) 347-HUFF

lnland Tlmber Co....

Jamerc0..................

GREATER SAN FRANCISCO BAY AREA

Calilomia Forest

Califomia Lumber Inspection

Califomia Redwood 4ssociation.................. Chemonite Council.......

Dalaline Corp...,....................(91 6) 63m564

DMK Pacific Corp. (Fremont)........................

Georgia-Pacific Corp. (oakland)...................

Geooa-Pacific Corp. (San Jose).,......,.,....... Greens Products. Co.................-.......,.........

Kelleher Corp. (Novato).................................

NORTHERN & CENTRAL CALIFORNIA

ARCATA/

EUREKA / FORTU}IA

Arcata Redwood Co

Bracul Intemational

Britt Lumber Co.

Louisiana-Pacific Com.

Miller Redwood Co..

Norlhcoast Hardwoods.................................

Pacific Lumber Co.

Redwood Forest Pr0ducts.............................

Redwood InsD€ction Service.......

ORANGE, RIVERSIDE & SAN BERNARDINO

All-coast Forest Products ..............................(909) 627-8551

Allgeier Computer Corp..................................(71 4) 544-9040

M&M Builders Supp|y.................................... Mi$Pacific Trading Co

Lane Stanton Vance Lumber C0....................(909) 38e7040

Louisiana-Pacific Distribution Center.............(9091 628-2825

Mesa Forest Products..........(800) 410-6372 (7141 241-7W1

0regon-Canadian Forest Products ..........(7 1 4J 637 -2121

0rePac Millwod( Products..............................(909) 627-4043

Product Sales C0.................(800) 660-8680 (714) 998-8680

Reel Lumber Service (OC) ..(8m) 675-7335 (714) 632-1988

Reel Lumber Sewice (Riverside) ...................(909) 781-0564

Reqal Custom Millwork........(714) 776-1673 (714) 632-2488 (714)

Rssinan Corp. .......(800) 258-8820

264-4888

MODESTO Meyer Moulding & Millwork ............................(nq 522-2288

Thundebolt Wood Treating.(800) 826-8709 (209) 869-4561

REDDING AREA

Gemini Forest Products..................................(91 6) 22$7440

Louisiana-Pacific (Red Blutf)..........................(91 6) 5274343

RFP Lumber Co. ......(916) 898-9900

Siskiyou Forest Products ....(800)374{210 (916) 938-221

Trinity River Lumber Co. ................................(916) 62$5561

Tumac Lumber Co.. .......(916) 221-0491

SACRAMENTO / STOCKTOI{ AREA

Berdex Intemational.............(800) 627-5319 (916) 921-9866

Builden Pre-Stain, Inc....................................(800) 26S8130 BMD ......(209) 74$3001 Bowman Lumber Sa|es..................................(91 6) 873$24i1

SOUTHWEST

Capital Lumber Co. . ......15051877-7n2

Georgia-Pacific Corp ......(505) 242-2791 NEVADA

RENO / CARSON CITY AREA

Co..............,.(800) 283-5678

PACIFIC NORTHWEST OREGON

PGL Buildini Products iMarysville)............. .(360) 653-4873

Simpson Tiniber C0...,........-.......,,...,..........,..(206) 292-5000

Western Wood Preserving C0........................(800) 472'77 14

weyerhaeuser (seanle) :.,.(s00) 562-0908 (206) 854-3550

Welerhaeuser {Tacoma)....(800) 562'3960 (206) 924-2345

SPOKANE

Colville Indian Precision Pine Co

ROCKY

A HIGHLY VERSATILE WOOD WITH EXCEPTIONAL DECAY RESISTANCENATURE'S ANSWER TO FUNGUS AND INSECTS

AYG Glulam Beams Available on Speclal Order.

SOME COMMON USES:

. STRUCTURAL DECKING

. PANELING

. OUTDOOR USE

O PLAYGROUND EQUIPMENT

.

STADIUM SEATS

. MILLWORK & JOINERY

. BOAT BUILDING

. FRAMING & CONSTRUCTION

.INDUSTRIAL APPLICATIONS

C&E Lumbcr Co. t1351.......,..........,......................,30

3-C Trucking [158]..,...........,..........,..............,..........4E

Clearfi eld Conveyor [l29].................. ------........27

Coastal Lumber Co. [2fl .......................,....,....,,...26

Colville Indian Precision Pine Co. [150].....,.,........43

Contact Internationel [11fl .................,,...,,-........-21

Crown Planing Mill tl14..............,...-.......-...........22

Danair Inc. [141] ..,...........,.,,....,35

Dimensioru [66] ............Cover IV

Distribution Management Systems If 04],,...-.........3

Dixieline Lumber Co. [l011..........,,.,...,..........Cover I

'D" Saake Mill Inc. [f 321.............,..........................29

El & Ef Wmd Products Group [271....................26

Evergreen Lumber & Moulding [34]..................30

Fontana Wholesale Lumber, Inc. [1331.......,..........29

Gemini Systems Soft ware [140] ......,..............,.......33

Golding Sullivan Lumber Sales [120] ..........,.....,...23

Haase Industries (Magnetic Broom) Il/1t1...,.....,...42

Hanpton Lumber Sales Co. [111]....,..,.....,,.,.........14

Hardwoods Unlimitd If 6q.................,....,,Cover III

Holmes Lumbor Co., Fred C. t154................,....,..4t

Hmver Treated Wood Products [143]...,...,.....,,...36

Hulf Lumber Co. t1451....,.,.....,,..........,,...,.....,........40

Inland Timber Co. I1521.....,..-................,...............53

Kcller Lumber Co. [35] ....-...........................-.....31

Landmmk Forest Products [162] ....,....................,.45

Lumbemens Credit Assn., Inc. If 61]...................,50

Lumber Tag Specialties Co. [154] ....-....................46

MacBeath Hardwood Co. If 53],.,.............,.........,...45

Mallco Lumber & Building Materials [138]..,......32

M&M Builders Supply [151]..................,.....,...........14

Mass Systerns Co., Inc. [61,.......-........,.....,.....,...,42

Meycr Moulding & Millwork Uf 41.,........,....,.......,20

Mouldings & Millwork [30].........................,-.....2E

Northcoast Hardwoods [147].,......................,,....,...42

Oregon Canadian Forest Products If (}7].....,,....,.....6

Pacific MDF Products Inc. [103]...,.,............Cover II

Parr Lumber Co. tl 191..........,................................23

PGL Building Products [144].......-........................37

CC,A PI,AI{S INTHE G TIR LIIRGE

PE: (2O9) 869-456r

rAx 209-869-4663

ElizabethHutselt

TFIE GROUND & IN THE WATER. GSTTHE RIGHTTREATMENT CAN GTVE YOU PROMPT TREAUNG SERVI

Thunderbolt llrood Treatlng Co., Inc. 3400 Patterson Road

Rtverbank, CA 95367 for quotes ongour treating needs

lf you're serious about a future in the fence industry, the American Fence Association's FENCETECH'96 is for you. Four days of educational seminars, exciting exhibits and product demonstrations in the heart of Las Vegas will give you the competitive edge you need to turn your future into a sure bet!

(fi"tEllcEE===H'0$

The 34th Annual AFA Convention & Trade Exhibit

January 31 - February 3, 1996

Bally's Casino Resort' Las Vegas

The World's Largest Fence Show!

FENCEIECH is the largest and most extensive fence show in the world featuring almost 300 manufacturers and distributors serving the fence industry. The in-depth conference Program includes sessions on sales training, time managment, cost of doing business, and employee relations. And it all happens in the heart of Las Vegas at Bally's Casino Resort!

Exhibitors, call the American Fence Association today at 1-800-822 -4342 or 404-299-5413 for an Exhibitor Prospectus, Advertising Kit and scheduling for your ad in the show issue of Frncrposr!

SUPPORT

Support is an area whereDimensions excels! With the highest ratio of support people to customers in the industry, Dimensions isavailable 24 hours a day,7 days a week! IBM on-site support is always included and is the most cost effective on the market.

TRAINING

We want to see you get the most out of your Dimensions system and the best way to do that is through training. We provide local advanced training classes throughout the United States, classroom training monthly and a national Ljsers'Conferenceevery year.

DIMENSIONS= COMPUTER ADVISORS

Nancy Zimmerman

SAPPORT MANAGER

Member of a familyowned lumber business

. System Manager of a lumber yard

. Dimensions' employee for 9 years

Bruce Hiller TRAINING MANAGER

. Lumber yard Controller for 17 years

Dimensions' employee for 5 years

. MBA