Merchant Magazine - August 1996

W.S. Cowling Sn Company Founder

Pubfished Pricing - NOT- What the Market Will Bear

rffifth That is Neiic

Xra in those days, behold, there came \ -n throughthegatesof thecity,a \g salesman from afar ofr, and it came to pass, as the day went by, he sold plenty. They that were the grouches smiled on him and gave him the hand that is glad. The tightwads opened their purses to him.

And in that city were they that were the order takers, and they that spent their days in adding to the alibi sheet. Mightily were they astonished. They said one to another: "What the Hell; how doth he get away with it?" And it came to pass that many were gathered in the back office, and a soothsayer came among them. And he was one wise guy. And they spoke and questioned him saying, "How is it that this stranger accomplisheth the impossible?"

Whereupon the soothsayer made answer: "He of whom you speak is one hustler. He ariseth very early in the morning and goeth forth full of pep. He complaineth not, neither doth he knock. He is anayed in purple and fine linen, while ye go forth with face unshaven and pants not pressed."

\ "While ye gather here and say one to the other, 'Verily. This is a terrible day to work,'he is already abroad. And when the eleventh hour cometh, he needeth no alibis. He saith not to the mass, 'Behold, they that are in this town are a bunch of boneheads.'Nor doth he report that they cannot be sold.

"He knoweth his line and they that would stave him off, they gave him orders. Men say unto him, 'Nay, Nay' when he cometh in, yet when he goeth forth he hath their names on the line that is dotted.

"He taketh with him two angels-Aspira' tinn and Perspirati.on He knoweth whereof he speaketh and he worketh to beat Hell. Verily, I say unto Aou, go and' dn lilcewise." a*r'*

BD[T@RTAL

Get them off our backs

"We spend so much time, money and effort trying to cope with government regulations, we hardly have anything left for running the company," a disgusted businessman told us recently.

Government interference has always been an irritation. But today, its suffocating grasp has reach unprecedented levels. Never before have city, county, state and federal regulators so tenaciously sought to hobble business operations through a papertrap of thousands, if not millions, of rules and regulations.

The bureaucrats' sticky web includes rules ranging from the much-needed (health, safety) through the questionable, unnecessary, weird, useless and unachievable. Too many today fall into the latter part of that list.

Many reek of the arrogance of authority, apparently designed to punish rather than produce a positive result. As tax-burdened citizens have cut funding to government agencies, the "public servants" have cynically used regulatory fines as revenue devices to maintain their bloated status. Is it a coincidence that a day's inspection results in a fine that approximates the inspector's salary, plus

a little something for the agency?

DAYID CUTLER editor.publisher

Among the negative effects created has been an attitude of us-versus-them, an adversarial condition that has had a corrosive effect upon the relationship between the governed and their representatives. Respect for laws and those who enforce them has been noticeably weakened.

Some business people are reluctant to expand beyond a certain number of employees because they know at 10,25,50 or 100 employees a whole new shelf of government paperwork falls upon them. The overhead costs rise dramatically, while productivity declines likewise. Is this what our society really needs?

It is a disgrace that companies have to have workers who do nothing but fill out government forms and try to cope with the never-ending, always-growing avalanche of rules and regulations. The fact that regulations are so poorly written that it is difficult, if not impossible, to understand what is required doesn't help the problem.

If we all don't use industry groups to seek relief, and keep after elected officials, is there any reason to believe the mess will cure itself?

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

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REDI-FIT' Flandcrafted

Since 1950

Vent Vue window products are handcrafted and custom made with the finest raw mat-erials available. Our knowledgeable staff works closelv with lumber vards, sash and door dealers as "well as designers ' and archiiects to achieve the exact look desired.

Reevaluating moulding inve

A LTHOUGH mouldings have trala.ditionally offered dealers big margins, what happens when you start spending more time dusting than replenishing certain bins? How do you know when and how much to cut back?

A retailer plagued with slow-moving mouldings usually didn't order too many mouldings-he ordered the wrong mouldings. "What happens historically is a dealer will take a line that sells somewhere else, thinking it sells everywhere. It doesn'1," explains Art Ramey, executive vice president, Marley Mouldings, Marion, Va. "With mouldings, sometimes the turns aren't as high as with other products, but the profits are greater. So the answer is not to cut back on mouldings; they offer some of the highest profit margins in the store."

If that's true, the answer isn't scaling back, but rather backtracking. "I think dealers need to do a lot of research first," Ramey says. "They can look to their suppliers for help or they can do it on their own. They

should find out what products are used by the builders and homeowners in their area. There are a range of core products that are indigenous to each area. They should take those in different profiles and make them the core 80Vo of their business. The other 20Vo should be specialty mouldings, cabinet trim parts, furniture trim parts, picture framing, exterior mouldings, such as cap mouldings and fascia items."

Profiles and species are key. Is yours a paint or a stain market? Paint markets allow you to mix species and offer more fingerjointed products. What income brackets are you trying to reach? If you're appealing to a high-end clientele, stock more expensive hardwood mouldings.

Story at a Glance

Slow-moving profiles: is your answer addition or subtraction? ... remerchandise, then gauge results.

Once you're stocking what your area should buy, you can gauge improvements in:

* Stock to sales ratio

* GMROI (gross margin return on investment)

* Inventory turnover

x Average inventory levels

* Cost of carrying inventory

* Markdown rates

* Effective promotional and advertising results

* Mark-up objectives

* Smooth receipt flows

* "Full" fixtures and "empty" stockrooms

* Perpetual planning capabilities

For mouldings, says Ramey, "the worst case is four turns. Good is six turns. Any more than that and you're really burning the doors off."

Unproductive SKUs that aren't achieving the minimal four turns should be considered for replacement. "Keep things fresh by changing your product lines around in the specialty 20Vo of your business," Ramey says. "Try more items like plastic, MDF. This is an age where people are trying out more new products. Don't be afraid to calry non-wood mouldings.

Composite products are rapidly growing, especially in the window and door markets. In the next few years, we'll see the same major changes in the moulding industry. And it's not just because (wood substitute products) are cheap, but because of the benefits they offer: low maintenance, easy installation, prefinishing. Don't get caught behind the technology gap."

VAST SELECTION is orovided within this accessible moulding merchandising display at All American Home Center, Downey, Ca.

High profits for high profile millwork dealers

By Laddie F. Hutar, MBA, CMC Certified Management Consultant Hutar Growth Management Institute Glenview, Il.

nO YOU know who your customers are? Do you know l-f who you want your customers to be? A niche in "Decorative High Profit" millwork products may provide the answers you want.

The '90s has been a transitional decade. The baby boomers are again turning towards traditional values. As the boomers age, they will spend less on luxury items such as travel, entertainment and dining out, and become more of a generation of "homebodies." As they mature, mobility slows, careers level off, they spend more time at home with their children and utilize the home more for enrertaining. If they are not in a position to purchase their dream home, they are more willing to make sizeable investments for remodeling their current home in order to be able to enjoy amenities that add "class, luxury, and status" to it.

These consumers are 'shopper smart' and are demanding these amenities and upscale, architectural features to distinguish their homes from their neighbors. For homeowners, the ability to customize their homes makes it more comfortable for them to entertain there. Makins amenities

available to these buyers either in display, sample or setting form will be important in aiding them in the selection and purchase process. As much as building a new home is a business decision, buying one is, for the most part, an emotional decision.

New approaches and new mindsets in both manufacturing and marketing need to be applied. At a time when remodeling dollars are nearly equal to new housing dollars, demand for products is becoming more consumer driven. The latter '90s is focusing more on the buyer's mindset. This is difficult since suppliers or the "makers" traditionally held the position of strength in the marketplace. However, as the surplus of production capacity continues to grow, along with competition and products crowding the market, sellers will need to position themselves better in terms of successfully moving product through the channels of distributi This is a shifting of effort and energy toward the talent of marketing. The focus now will be on differentiating the product. When combined with improved marketing skills, outlets and products, market share and prof-

share and profitability will be strengthened.

As this process unfolds, we must become more sensitized and attuned to these needs and demands. In order to survive the environmental changes of an increasingly competitive marketplace, we must adapt and develop a new attitude and mindset.

A renewed demand for aesthetic appeal in home construction and remodeling has generated a vast variety of Decorative High Profit (DHP) millwork products allowing any basic house to be "owner customized."

Products such as leaded glass entry door systems with sidelites and transoms, beveled glass French doors, decorative windows, ornamental mouldings, or other architectural embellishments such as fluted door frames, pediments, cupolas, decorative exterior window mouldings, etc., can really dress up a house, create endless options and have a dramatic effect on the curb appeal of the house.

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These highly visible architectural embellishments produce warm, positive desires and responses in the buyer. Displaying upscale amenities in room settings actually lets the buyer see how these unusual and unique treatments add warmth, beauty and status to a home to make it one-of-akind.

The importance of qualified and knowledgeable salespeople in selling upscale products cannot be stressed

enough. They must be available to inform and present the buyer with the option to select from a variety of designs and products. Sound information, specialized knowledge, and an extensive upscale vocabulary can justify any purchase price. It reassures buyers, who may often feel vulnerable and apprehensive because of their lack of experience with building products. Specialized information will also reinforce the buyer's purchase-making decision and will contribute toward securing the buyer's confidence in the purchasing process.

Utilizing these upscale amenities increases the potential to attract the sophisticated buyer by enhancing his perception of the home. Selling these upscale amenities also allows the seller to increase gross margins. Currently two of every three homes built are being bought by the larger population of baby boomers in the "move up" category, increasing the demand for more homes with upscale amenities.

Making these amenities available for both new construction and the remodeling sector provides opportunities for additional business and increased profit margins. The remodeling market is a particularly profitable sector for areas in which existing homes were built primarily with utilitarian function and design in mind. These homeowners too are looking towards upscaling as a way to distinguish and customize their homes.

Story at a Glance

How selling Decorative High Profit millwork can benefit dealers, professionals and endusers ... adding an upscale showroom.

A number of dealers have set up DHP Millwork Showcase Showrooms as companion extensions of their existing businesses to meet the demand of the expanding upscale housing market. Custom home builders who don't have model homes featuring decorative millwork and upscale amenities, take their clients to such showrooms to show them and demonstrate the many upscale options.

Showcase Showrooms also provide dealers, manufacturers and builders with a way of diversifying from the volatile new construction market. In this way they can have additional revenues coming in from the remodeling market when the primary market (new homes) for their products slows down.

Although many forward-looking, progressive dealers have upgraded their display rooms, research shows that nationally there are very few that have become involved as they should in utilizing this marketing technique. The majority are doing nothing other than continuing to do business the way they always have; by doing so they are limiting their potential for additional future growth.

Dealers interested in pursuing this new market should search out qualified sources ofunbiased information focusing on DHP millwork, upscale amenities and establishing a Showcase Showroom. Most important is that the information acquired is accurate, and provides the latest successful techniques and strategies. Using a specialized consultant is one way to get started for a trial and success approach. Many times the trial-and-error, "we'll do it on our own" approach can be more expensive, since valuable time and money may be lost during the learning period.

ll/[ORE with less. It's difficult to IYIpick up a business publication these days and not see some article or snippet on the "business reality of the '90s": having to do more with less. More sales, less margin. More service, less margin. More work, less time. Why does it seem the ledgers are weighted with more, more, more expected from small business? Is all the "less" doomed to come from the bottom line?

Virtually all these "more with less" scenarios can be addressed with gains in productivity, and the good news is that the explosion in technology is putting the possibility of benefitting from these gains within the grasp of almost everyone. When we think technology, we generally think computers, and when we think computers, we most likely think accounting. But for the same reasons computers have found their way into automobiles (for example, to provide better fuel economy, i.e., more miles with less fuel), they're also finding their way into niche jobs within today's building material sales organization.

Many lumber dealers do material take-offs as a service to their customers. If the dealer's customer base is growing, then they can be expected to do more take-offs as time goes on. If the dealer's customers are beins

How to compute more with less

By Randy Faris President Dimensions Computer Advisors Salt Lake City, Ut.

successful and they're growing too, that will also spawn additional demand for this valuable service.

The question is how to keep up with the requests without hiring more people? The answer is to computerize that function. There are over a dozen good packages out there right now, and they'll do everything from a simple garage to a multi-level commercial office building. Quite a few of those packages will tie in with major point-of-sale software products, providing a path from plans to picking tickets for the dealer and customer. More sales, without more people.

Major hardware vendors have joined the technology push, with elec-

Story at a Glance

Dealers must keep up with technology to do more with less ... new computer innovations on the horizon.

tronic catalogs spinning on 5" disks inside an inexpensive PC. Special orders, which is where the independent dealer still thrives against the big box, are fast and easy with CD-ROM to the rescue. Soon-to-be-released CD jukeboxes will stack 100 of your favorite "tunes," and you'll have instant access to hundreds of thousands of products that are quickly ordered and tracked for your customers. More orders, on typically

higher margin products, less time, less hassle, less cost.

These electronic catalogs will also talk to your accounting system in many cases, saving dozens of hours every month on price/cost updates and other time-consuming file update chores you're currently doing, or supposed to be doing. Since it must be one of Murphy's laws that states if a price or cost is wrong it's never in the dealer's favor, more frequent and accurate updates of critical price and cost information is sure to result in firming up the bottom line.

As the workforce becomes more mobile, notebook computers in the hands of remote employees can keep them in sync with the home office, ensuring accurate quotes in the face of volatile commodity markets and rapidly changing product mixes. Plus, in today's "I need it NOW!" pace of business, the ability to provide it now can often equate to more sales, again without adding more people. We've simply tapped technology to increase the productivity of the resources we have.

All this more with less is really nothing new; it's the cornerstone of a free market economy and the basis for competition. What is new are the numbers: lVo here and l%o there on 507o margins was no big deal. Those same 'one-percenters' are the difference between profit and loss when the high-tech competitor moves in across the street. We can expect this pressure to continue, which is good, because we can profit from the challenge of finding ways to get the "more with less."

THE MOULDING industry has I gone through many changes in the last few years. Like everyone in the forest products industry, moulding manufacturers have had to adapt quickly to ever-changing events, or die. Our segment of this industry has probably been the most affected by what has become a global wood market, rather than a North American wood market.

In recent years, the Wood Moulding & Millwork Producers Association organized trips to various countries. like Chile. New Zealand and Russia, to investigate buying and using foreign lumber in our plants. Little did we know then that the amount of imported pine available from these countries could one day exceed our own domestic ponderosa and southern yellow pine supply. During those early days, several

Story at a Glance

Changes ahead in type and origin of raw materials for wood moulding.

moulding producers refused to try this product, and even positioned themselves in the market as the alternative to those using imported lumber with some short-tenn success, only to have to reverse themselves later when necessity prevailed.

It is forecast that within the next few years, one large forest products company based in Chile will be producing as much moulding & better grade lumber per year as is currently being consumed in the U.S. today. How much of that will be shipped into this country as raw lumber and finished product is subject to debate. However, the amount of wood fiber they intend to produce is not being disputed by many experienced lumber people. Combine the anticipated volume from Chile with the raw lumber produced in New Zealand and fingerjoint blocks from Brazil, and it makes one wonder if the price difference between solid pine mouldings and fingerjoint moulding will eventually disappear.

Ponderosa pine from Mexico is becoming much more of a factor in the millwork industry. With the last round of price increases and the devaluation of the peso, more and more moulding & better and shop

Adapting to a global wood moulding industry

By Jim Gonsalves

grade is being shipped into this country. not only by Mexican companies. but many large U.S. concerns that have invested millions of dollars in Mexico. Will prices eventually equal that of radiata and domestic ponderosa? Most likely.

Medium density fiberboard (MDF), once considered as a substrate for furniture, cabinets, etc., has become another source of supply. This product is gaining acceptance as a substitute for wood mouldings, displacing fingerjoint in paint grade applications, and as a stability factor in controlling prices for a number of new homebuilders and remodelers across the country. If it hasn't been a factor in your market, it soon will be.

Do we have a shortage of wood? Not hardly. Will we have market fluctuations in the future? Definitely. But, in my opinion, if we have a stable economy in the world, we will not have fluctuations as dramatic as we saw just a few years ago when moulding & better peaked around $2,600/M and #2 shop around $ I,200.

What we are experiencing today is

the result of environmentalists in this country speeding up a process that was inevitable. Globally, we have vast amounts of wood. While there's no question that North American forest products companies were the undisputed leaders in forest management, there are many global companies who have become just as smart as we are, and their government leaders are willing to provide them with the tools they need to compete internationally.

In a free market economy, change is inevitable. In a free world market, these changes can be frightening. Global wood supplies and engineered wood products (such as MDF, OSB, etc.) are having an impact on more than just pricing. Global competition is altering the way we will do business in the future. How we adapt will determine if we are a part of that future.

Jim Gonsalves is c.e.o. of Western Moulding Co., Inc. and Pueblo Millwork Co., manufacturers of softwood and MDF mouldings, and president of the Wood Moulding & M I lw or k P roducers As sociation.

The case for cedat shakes

IX/ITH SO many different types Y V of products in the roofing and siding market, helping your customers make an informed choice among them becomes critical. Cedar shakes and shingles have been around for hundreds of years, but the quality and performance achieved through continual improvements in production and treatment might surprise you-and your customers.

Wood is a favorite among a highend clientele who values its combination of traditional look and modern performance. These include remodelers who want to maintain the visual integrity of historic homes, homeowners in new developments that increasingly impose appearance standards, and builders and architects serving increasingly environmentally conscious customers.

Here are some key points that will help you inform your customers and capture a quality-oriented clientele:

Performance Cedar shakes and shingles are built to stand up to the elements-both through short-term extremes in weather and through long-term existence. Wind tunnel research shows that properly applied cedar roofing will withstand winds

CERTI labels provide everything you need to know lo sell cedar shakes and shingles.

exceeding 130 mph. The Haag Engineering test shows that wood roofing is also more resilient to hail than other materials. Long-term protection against the elements is available through Cenrr-Last shakes and shingles which have been pressureimpregnated with wood preservatives to give 30 years of warranted protection against moss and fungal growth.

Story at a Glance

Selling cedar for roofing and siding making sense of Cenn labels.

Fire Retardant Fire protection can be a priority with consumers who are building or remodeling a home, especially in fire-prone regions like California and Texas. With proper treatment, cedar shakes and shingles fulfill even the most stringent building and fire codes.

CBnu-Guard shakes and shingles provide excellent fire protection and meet the rigorous testing standards for Class C, B or A fire resistance and weathering set by the Uniform Building Code and National Fire Protection Association. Cem-Guard products are pressure impregnated with fire retardants and thermally cured for years of protection, and are the only fue-treated shakes and shingles to successfully pass 1O-year weathering tests. They carry the FTX lifetime warranty and are the only ones to have received approval from the California State Fire Marshal.

Envirosmart Wood roofing has a number of environmental qualities which make it a good choice for "green" consumers. According to the USDA Forest Service, wood roofing and siding have higher insulation values than equivalent products, reducing the amount of energy required to heat or cool homes and offrces, saving homeowners money on their energy

bills. Wood roofing also is made from a renewable resource and uses much less energy to produce than comparable products. Old wood roofing, moreover, is biodegradable and can be safely disposed of without fear of environmental harm.

Quality The blue Cenrl labels (Cenu-Guard, Cenrt-Last, CenrrSawn, etc.) are a mark of quality awarded by the Cedar Shake and Shingle Bureau to several hundred mills in the U.S. and Canada who participate in a stringent quality control program. In order to use the Cenrr label, mills must meet quality standards established by the Bureau and undergo regular inspections and audits by independent ICBOapproved quality control agencies. The Bureau offers a 20125-year Czxrt label warranty on qualifying member materials applied by approved installers.

How to Read a Cpnrr Label

Cenrt labels show the key information that consumers need to be confident that they are purchasing a quality product. They tell how the product was made, how it was inspected, and who made it. Knowing how to read a Cenr label will help you to understand the differences in products, and to provide your clients with the best product for their need.

Here are some things to look for on your Cenn labels:

co Identification of the quality auditing company (the independent quality control auditing firm which has inspected the product) located in the left of three small boxes running horizontally across the label;

"e An ICBO ES Evaluation Report number, showing that the mill produces under a total quality program, located in the right of the three small boxes:

ce Manufacturing mill name, address and phone number on the center left;

co Product grade, found at the top of the label;

ce Product size, at the bottom of the label:

"s The Cnnn product registration mark, the assurance of a quality product, at the upper right ofthe label.

Knowing the qualities of wood roofing and siding and understanding what a CBnn label means will enable you to help your customers select a product that meets their needs and provides the quality they expect.

A FTER seven at-times-difficult Ayea.s, the employees of County Lumber Co., Santa Barbara, Ca., have mailed in their last check and now own the company. The challenges have been relentless, but in turn have made the company-and its new owners-stronger.

Using an ESOP (Employee Stock Ownership Plan) due to its tax advantages for both buyer and seller and the company's concern for its work force, County Lumber was sold to its employees in 1989. But the new company, under the direction of Jack Gibson and Bob Blanchard, has been forced to change to meet a new set of demands. New target markets were needed to generate additional revenue. Despite a decline in the national economy and the subsequent poor building industry, the company continued to show a profit. Locally, overcoming "no growth" politics, water moratoriums and even two devastating floods in 1995 would prove to be the real test of survival.

Established in 1972 with a single yard, the company has grown to three locations with about 65 employees. The departments include hardware, plumbing, electrical, cabinets, countertops, hardwoods, moulding, framing lumber, finish lumber and milling capabilities. County Lumber also has a sash and door department, a redwood division and. among its most competitive assets, a rail spur.

More than 25Vo of the employees have been with the firm for over 12 years, some with more than 20 years of service. Employees include Teamster Union and Carpenters Union members, high school students

Employees make independent grow

working summer jobs, Work Inc. personnel and other dedicated Santa Barbarans. All tull-time non-union employees are offered an excellent retirement program, yearly bonuses, medical benefits, vacation and potential for advancement since County Lumber promotes from within.

With over 3,200 active charge accounts and an ever increasing cash customer trade, County Lumber serves professional contractors, do-ityourselfers, landscapers, even craftsmen who make toys and wind chimes.

The company hosts an annual Product Knowledge Day inviting homeowners, contractors and architects to network among themselves and suppliers. The giant barbecue and the carnival atmosphere attract the families of the local contractors whom the employees seldom get to meet.

Redwood sales manager Larry Clark attributes the company's success and survival to that level of sincere, personal service. "With 20 years in the industrv. I have seen the shock on the

face of a contractor after quoting his materials list, and the concerned look on the face of those building their first home. They both demand the same attention," he says. "Our job as local independent lumberyard personnel

Story at a Glance

With employee buyout complete, County Lumber hopes to step up growth ... keys to their success, survival.

requires that we understand what we sell and how to sell it. Although the Big Boxes have their place in the changing scene, the local lumberyard is the backbone of our industry and must continue to meet the contractor and homeowner with a smile, knowledge, advice and, above all, reasonable pricing."

COUNTY LUMBER pres. Jack Gibson (left) with v.o. Bob Blanchard.

RAIL SPUR and dedicated workers are among County Lumber's most valuable assets.

rock.

What's up

on

wHAT'S up with elm are three kinds of species: white, red and

Some of its major uses are decorative veneers in boxes, baskets, crates, and slack barrels; furniture; wall paneling; novelties, and specialties.

Two species can be found in the Southern, Central and Lake states of the United States: white elm (Ulmus

Story at a Glance

Elm is prized for beauty and water resistance... stains and polishes well ... is nondurable.

americane, also known as "Southern soft elm," American elm, gray elm, soft elm, water elm, and swamp elm) and rock elm (Ulmus thomasi, also known as Canadian rock elm, cork bark elm, and hickory elm). Other important species are the European English, Dutch and wych elm and the

Japanese nire.

In general, elm has an interlocking grain pattern and a strong, swirling figure when polished. The heartwood is light brown, often with a red tinge. The wide sapwood is nearly white. The growth ring figure is prominent with coarse texture and an often irregular grain.

Specifically, rock elm has a light brown heartwood, with no distinction between sapwood and heartwood.

White elm has a light grayishbrown to occasionally pinkish-tobrown heartwood, with grayishwhite to light-brown, wide sapwood. Similar to ash. the wood found in old-growth stands in the Great Lakes region tends to be a uniform gray.

Found in Canada down through the Midwest of the United States to the Gulf of Mexico, brown elm has a dark brown to reddish-brown heartwood with a thin lighter-colored sapwood.

Red elm has a reddish-brown to dark brown heartwood with grayish-

white to light brown, narrow sapwood.

The trees are classified as hard elms and soft elms, based on the wood's strength and weight. Rock elm, winged elm, cedar elm and September elm are classed as hard elms, while slippery elm and American elm are the soft elms. Hard elm species are somewhat heavier than soft elm, while soft elms are highly shock resistant, hard and stiff, and moderately heavv.

White elm has a specific gravity of .50, identical to rhat of tupelo, sweet gum and magnolia, and a weight of 35 lb./ft3. The wood has medium bending and crushing sfrengths, medium density, very good steam bending classification, low stiffness and very high shock resistance.

Rock elm is denser (about 49 lbs. per ft. in the seasoned condition) and more difficult to machine than other elms. It tends to burn with all saws, and char in mortising, boring, and cross cutting.

The wood can be nailed. screwed or glued satisfactorily, and stained and polished nicely. Its toughness and resistance to shock is superior to ash and nearly as good as hickory.

All elm is non-durable, does not take preservatives readily, and tends to distort if irregular grain is present.

It is not particularly strong or stable, with a tendency to warp and crack, making it difficult to machine or work with hand tools.

However, elm fares well in waterlogged conditions, making it useful for underwater parts in dock and wharf construction.

DOUGLAS FIR DELIVERS COASTER CUSTOMER TO GHEMONITE@

J.H. Baxter provided 550,000 board feet of Chemonite treated Douglas fir for the Twister II roller coaster. The large volume tested the performance of everyone involved, but the schedule was met with J.H. Baxter integrating

components into the treating schedule for more than two months until the job was complete.

Put in service on Memorial Day of 1995, the Twister II is now providing riders 3,400 feet of fast-paced thrills.

t one time or another, everyone has experienced the excitement of a scream-filled roller coaster ride. For over a century, Elitch Garden's Twister I, rated as one of the top ten coasters in the world, has delivered riders thrill after thrill, without fail. When Elitch moved to a new location near Denver's Mile High Stadium, they decided to build a new roller coaster.

From the beginning, Twister II was a challenge to vendors. Twenty tons of nuts and bolts, five tons of nails and 3,250 gallons of paint were required. After considering the possibility of steel construction, Elitch Gardens chose to stay with the beauty, flexibility and proven reliability of wood. They also decided to stay with their original supplier, Denver's Kellogg Lumber. Chemonite was named the preservative of choice. Laboratory comparisons show Chemonite is the superior wood preservative for treating Douglas fir. It's the only waterborne preservative that penetrates deep enough to assure compliance with AWPA and state and local standards.

Performance on Schedule

Since the roller coaster is a centerpiece in the park's new construction, it had to be completed on schedule without complications or timely setbacks.

For over half a century, Chemonite has provided unparalleled protection of Douglas fir, and other hard-to-treat wood, against

decay and wood-destroying insects.

NEWS BRIEFS

rybf.8

',,.:'.,,. Emst Hoii Centers has filed for Chapter 11 bankruprcy protection and closed 25 stores (see story p.u)...

,

service, according to a recent zurvey of 100 senior managers of U.S. conryanies...

Tum-A-Lim Lumbei Co. has acquired ta Grande Lumber Co., LaCrrande, Or. ...

I &8,' Iat&b*r Co,, Lon$ Beash, Ca., has closed

Copeland Lumber Yards has closed its Kennewick, Wa., yard due to space limitations, coniolidating operations at its Pasco and Richland, Wa., locations, and has begun construction on a replacement yard on 3.5 acres in Grants Pass, Or., featnring a 4,400-sq. ft."".: retail center.and 8,000-sq. ft. warehouse ...

. Bacon P?or;.Qrulge, Ca., has closed and tiquidated ... , t ',.,t.'

Hamc Depat opened a ne,w,unit July 25 is Jantzen Beach, Or., and is working to fix traffic problems at its ,Colma, Ca., stofe after renewed threats by the city council to revoke its use permit ...

Eagle Hardware & Garden plans to add stores in Maui, Hi.; Medford, Or.; Salt lake City, Ut.; Denver, Co., and Yakima, Wenatchee, Seattle, Tacoma and Redmond or Woodinville, V/a. ...

Orchard Supply Hatdw:rile;,:,; (http://www.oshcom) and Wickc s Lumber C o. (httpJ lwww.wickes. com) have new Web sites ...

Cotter'&'Co.'t Trwe Value Hardware|Starcs were voted,the h omelhardw are- related tetCitilr with the most improved customer

Anniversaries: Tum-A-'hum Lumber Co., Walla rilalla; Wa., 90th ... HPM Building CCnters, Hilo, Hi.,75th ... M&M Buildcrs Supply, Tracy, Ca,, 50th Squires Lumber Co., Golton, Ca., 50th .. International Forest Products,Chino, Ca., 25th

.tt,,, : :

Wholesalers & Manufacturers

Georgia-Pacffic has closed its 1ll-year-old Mill 1 in Fort Bragg, Ca., the last sawmill in Mendocino County large enough to handle old growth tre?s, shifting all lumber production to Mill 2, which recently underwent a $6 million renovatron

Crown Pacific, Portland, 0r., will close its Redmond, Or., plywood plant Sept. l0 ...

Plurn C"eek 7;v11fiar',,:Ci., Seattle, Wa., has agreed to follow special cutting practices so it can log on 170,000 "environmentally sensitive" acres and s*ap 30,000 acres of roadless wildemess to the U.S. Forest Service for other federally owned land ...

Weyerhaeuser Co. is selling its hardboard, particleboard and plywood plants, nursery and seed orchard in Klarnath Falls, Or., and 600,000 acres of predominantly pine forestland in eastern Oregon io U.S. Timberlands, Bandon, Or., for $309 miltion; U.S. Timberlands will then resell the three plants to Collins Products LLC, a subsidiary of Collins Holdings, Portland, Or.

F ibreboard Corp.' s proposed settlement of a class action asbestos suit was approved by a

Arnerican Lock & Supply, Anaheim, Ca., has fornred a par€at company; Armerican Security Distriburton'to oversee it and sister divisions American Aecess Supply, American Alarm. Sap,"pty and Multi Security Pro&rcts

Triangle Pacific Corp. has completed its purchase of Hartco Flooiing Co. from Premark Intemational, Inc. ..,

Arnerican Forest & Paper Association was awarded the Certificate of Appreciation by the U.S. Bureau of land Managetnent for the industrv'C continuous efforts to "maintiin'the health of our nation's public lands while meeting the resource needs of all ' Americans" during ceremonies commemorafing BLM's 50th anniversary...

HousinS sterts in June ffnt"rt figs.) climbed 137% to a seasonally adjussed annual rate of- 1"48 million units; single-family starts jumped 7.4Vo to their higb€st level since April 1994, multi-family plunged120.3%, and building permits slipped 1.2%; regionally, starts rose 4.6Vo in the -Wesr

MONAY'S WORTH WHNNBUNNO WOOD MOIil,NINOS &MIIIWORK

Buy from the manufacturers listed below whbsg stock in trade is quality, service and dependability.

All are members of Wood Mouldins & Millwork P.roducers Assn. (WMMPA). You kn-ow you're getting the best when yo'u buy froin the best. For a liit of these quality pioduce'rs and the products they manufdctur6, i.end for the WMMPA 1996 Diredtory of Members, Products & Servrces.

for your coDy, send $6.00 to Wood l.lririldins & Itlillwork Produceis Assn.

507 tirst St., Woodland, CA 95695

Aluandcr l,loulding llill Co., Inc.

Ahxandu l{ldg. tlill Co., Inc./ il. }lcx.

Amcricrn llillwork Corpontion

Arncrican Pine Productr

Bcd l'lillwork [omprny

8ot l'loulding Corpontion

Eordcr Iimben/ D llac Intcrpriro

Roland Boulangcr & [0. ltd.

Brown lloulding Company

Burnl, l,lorril & Shwart, lm.

[rrcadc Wood Productl, Inc.

(lift on lloulding (orpontion

Colonial (nft

Colonial Cnft l'loulding Divirion

(olumbia Hardwood & lloulding (0.

Conlolidatcd Pinr. Inc.

Contrct lumbcr [ompany

Corning lloulding Corpontion

Dallar Planing llill

Dtwcr lloulding Corpontion

Thc Donis tbr. & l'lldg. Co.

Dorril tumber Company

[ndun Produts, Inc.

Imo Iimbcr OYAcandanavian Iimbcr

fibrcform Wood Productr. lnc.

Jdd-Wen, Inc.

Jcld-Wcn ol lenncscc

Ihc [dhhr Corpontion

tianga Prcific, Inc.

littlr Rivcr llillwork. Inc.

CALDNVDAR

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

AUGUST

National Building Products Exposition & Conference - Aug. 10-13, Navy Pier, Chicago, Il.; (847) 605-1025.

National llardware Shodllardware Industry Week - Aug. 11-14, McCormick Place, Chicago, Il.; (847) 605-1025.

American Wood Preservers Institute - Aug. 14-15, regional forum, Portland, Or.; (703) 893-4005.

Blasen & Blasen Lumber Corp. - Aug. 16, golf, Langdon Farms Golf Club, Aurora, Or.; (503) 283-0500.

National Wood Window & Door Association - Aug, 17-21, summer meeting, Minneapolis, Mn.; (708) 299-5200.

W.O.O.D., Inc. - Aug. 19, golf, Lakewood Country Club, Denver, Co.; (303) 779 -8839.

Spokane Hoo-Ifoo CIub - Aug.22, golf, Dewey's East Restaurant, Spokane, Wa.; (509) 62+4551.

International Woodworking Fair - Aug. 22-25, Georgia World Congress Center, Atlanta, Ga.; (404) 246-0608.

Los Angeles Ilardwood Lumberman's Club - Aug. 25, summer picnic, Doheny State Park, San Clemente, Ca.

Hardware Wholesalers Inc. - Aug. 26, locksmithing workshops, Salt Lake City, Ut.; Aug. 28, Denver, Co.; Aug.30, Boise, Id.; (2r9)748-53W

l'hdallion l'lillwork, Inc.

lledford iloulding Company

lftlhonmcntol dc lao Prulo Arbor

llt.Iaylor l'lillwork, Inc.

l{tw louth Inc./Carolina Pinr

llor-Cal lloulding Company

llort Crcrk lorrst Productr [td.

0rtgon fir l'lillwork, Inc.

lnnk Paxton [umbrr Company

Pondrrora l'louldingl

Port-0-[itr Corpontion

Prccision Wood Products/ Tumac tbr.

Pucblo l'lillworl. lnc.

locky l'lountrin forelt Productl

Setzcr forgt Productl, Inc.

lheridan Wood llouldingr, Inc.

Siern Pacific Indurtricl, llillwork Div.

Smith l'lillwork, Inc.

Southwoodl Iumbrr & l'lillwork, Inc.

lunrtt l'loulding Comprny, lm.

ftwa lloulding (orpontion

Thundsbird l'loulding Company

Irimcnft, Inc.

Vernon l(iln & l'lillwork

Walter l|. Wcabcr 5onl. Inc.

Weltern lloulding Company, Inc.

Wholuah Door Company

Woodlandr l'lillwork, ltd.

lakima l'lanufacturing Company

Iuba River l'loulding & llillwork, Inc.

SEPTEMBER

Railway Tie Association - Sept. 4-6, annual convention, Nemacolin Woodlands Resort, Farmington, Pa.; (770) 460-5553.

International Home Improvement Fair - Sept. 7-11, National Exhibition Centre, Birmingham, U.K.; (203) 454-0090

Western Wood Products Association - Sept. 8-11, fall meeting, Coeur d'Alene Resort, Coeur d'Alene, Id.; (503) 224-3930.

Hoo-Hoo International - Sept. 9-13, annual convention, Kingfisher Bay Resort, Fraser Island, Australia; (501) 353-4997.

Los Angeles lfardwood Lumberman's Club - Sept. 12, goLf outing, Mt. Meadows, Pomona, Ca.

APA-The Engineered Wood Association - Sept. 15-17, annual meeting, Hyatt Regency Grand Cypress, Orlando, Fl.; (206) 565-6600.

Hardware Wholesalers Inc. - Sept. 17, locksmithing workshop, Retail Service Center, Woodbum, Or.; (219) 748-5300.

Lumber Association of Southern California - Sept. 18, management training seminar, Glendale, Ca.; (800) 266-43M.

Used Building Materials Association - Sept. 18-21, conference, Hotel Fort Garry, Winnipeg, Manitoba; (204) 489-2739.

T. A. Auctioneers, Inc. - Sept. 19, mill auction, Santa Barbara Mill & Lumber Co., Santa Barbara, Ca.; (213) 851-2008.

Cedar Shake & Shingle Bureau - Sept. 20-21, annual meeting, Victoria, B.C.; (206) 453-1323.

Quojem - Sept. 22-25,hardware/home improvement show, Porte de Versailles & Villepinte, Paris, France; (708) 605-1025.

American Wood Preservers Assn. - Sept. 22-27 , technical committee meeting, Holiday Inn, Missoula, Mt.; (410) 465-3169.

Buifding & Construction Indonesia 96 - Sept. ?A-28, lntemational Exhibition Centre, Jakarta, Indonesia; (301) 656-2942.

National Lumber & Building Material Dealers AssociationSept.26-29, annual convention, Tucson, Az.; (800) 634-8645.

National Particleboard Association - Sept. 29-Oct. 1, fall meeting, Red Lion Inn, Salt Lake city, Ut.; (301) 670-0604.

WESlIERN ASS0elATf[0N NEWS

Lumber Association of Southern California's board of directors appointed a committee of wholesalers and retailers to meet with Lumber Merchants Association representatives, study the possibility of merging with the Sacramento. Ca.-based association, and determine if the two groups have sufficient common interests to wi[rant a merger.

Benefits could include a stronger legislative voice at the state and national levels and a larger number of better attended educational programs.

Western Building Material

Association is hosting its annual Western Round Up of "education, golf, food and down home, barn raisin' fun" Aug. 23-25 at the Yogo Inn, Lewistown, Mt. The main event

is the "Round-Up Open" golf tournament Aug. 24 at the Elks Club Golf Course. Lewistown.

Lumber Merchants Association has enlisted John Ascuaga as its welcome speaker at its Nov. 7-9 annual convention at John Ascuaga's Nugget, Sparks (Reno), Nv. Ascuaga is sole owner and operator of the 1,000room hotel, which he opened 35 years ago as a coffee shop.

Themed "Deal Yourself a Winning Hand." the convention also will feature a state update by Juli Broyles, California Chamber of Commerce: national update by Allynn Howe, National Lumber & Building Material Dealers Association lobbyist; consultant Paul Wagner on "Beat the Odds in Business;" table-top displays; enter-

tainment by comedian Rich Little, and roundtable discussions on "Deal Yourself a Winning Team," "Don't Gamble with Your Pricing," "Are You Playing Roulette with Your Computer Estimating Packages?" and "The Odds Are You Have Shrinkage."

Western Wood Products Association has set its fall meeting for Sept. 8-11 at the Coeur d'Alene Resort: Coeur d'Alene. Id.

Injunction Bans Tile Sales

Vinyl flooring manufacturer Halstead International has received an injunction against HomeBase, Irvine, Ca., from manufacturing, selling, marketing or otherwise distributing its trademarked tile patterns.

According to Halstead president Harlan Stone, HomeBase had purchased its top-selling Magic Marble line since its introduction in 1989 until last year, when it began stocking another manufacturer's vinyl tile with a seemingly identical pattern.

The appellate court refused HomeBase's request to stay the Central District of California's preliminary injunction, but is weighing their appeal to reverse the decision.

It's really that simple with PAC TRIMTM pre.primed mouldings from Pacific MDF Products,Inc.

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

I Saves money! Tlpically lower in cost than comparable nonprimed finger joint products.

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

I Pacific MDF Products stands committed to provide high quality products that are "environmentally friendly." PAC TRIMTM is manufactured from mill bvproducts. It replaces traditional fingei joint pine enabling us to better manage and sustain our foreign and domestic timberlands.

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

Palco May Trade Headwaters

Pacific Lumber Co. is considering a swap of its 3,000-acre Headwaters Forest and a 1,500-acre buffer zone near Eureka, Ca., to the federal government in exchange for public land.

As part of the proposal, Elk River Timber Co. would trade 3,300 neighboring acres for federal or state timberland in the Sierra Nevada.

In the deal, Palco parent Maxxam Inc. could also receive housing development rights to 400 acres on San Francisco's Treasure Island.

Palco trading the Headwaters Forest deed to the U.S. Department of Interior could end a decade-old struggle over the largest privately owned tract of old growth redwoods in California.

Software Providers Merge

Sirvys Systems Group's Round Rock Technologies division, producers of Lumbercore software. has acquired and merged with Voelker, Thompson and Associates, providers of Woodstock and Inventrac systems.

Winnipeg, Canada-based Sirvys now supports nearly 1,000 sites using Lumbercore, ProfitMaster Canada, Woodstock and Inventrac systems in the U.S., Canada, Caribbean and Pacific Rim.

Bruce Voelker, past president of Voelker, Thompson and Associates, is now vice president ofresearch and development for the AS/400 Division. Woodstock and Inventrac users will continue to be served from its Metairie, La., offices.

Yard Moving To Larger Site

Northern Building Supply, Arcata, Ca., is moving this summer to McKinleyville, Ca.'s central business district to anchor a hub of new building supply and services businesses.

Developer Denis Cosby is purchasing the new l-acre site from Ted Mosier Sales, which sells a variety of construction supplies from a 12,000sq. ft. metal building and will relocate to the former Thomas Trusses plant in Arcata.

Cosby will remodel the building, providing Northern with a 2,000-sq. ft. store and a large covered area for lumber storage. The expanded quarters should allow Northern to grow from l0 to about 20 employees, he said.

On the backside of the building, Cosby will add six 800-sq. ft. shops to rent to contractors, plumbers, electricians and other building professionals.

To request a free risk appraisal or supervisor seminar, call Lenelle Duecker at

Mark Lofland, Vice President, Operations, Capital Lumber President, Lumber Association of Southern California

"T.

response to the training programs they've offered has been excellent. Our people at CapitalLumber have come back very positive, enthusiastic and appreciative of their efforts.

Anderson and Anderson is a company that is very professional and knowledgeable. They try to bring their customers a totalpackage at a minimalcost."

Ernst Declares Bankruptcy, Closes 25 Stores

With losses mounting and unpaid vendors refusing to ship them products, Ernst Home Centers has filed for Chapter 1 1 bankruptcy reorganization.

Listing assets of $252.2 million and liabilities of $257.6 million, the 103-year-old Seattle, Wa., chain said increased competition, large debts and bad weather made it impossible to continue normal business operations without seeking shelter from its creditors.

A day after the filing, Ernst closed 14 of its 86 stores in nine states. The company closed 11 more after receiving approval from the U.S. Bankruptcy Court.

Ernst is now selling the leases to 82,000 sq. ft. of adminshative office space in Seattle, Wa., and the shuttered stores in Indio and Oroville, Ca.; Boise, Id.; Billings and Great Falls, Mt.; Reno, Nv.; Grants Pass. Medford and Salem, Or.; Layton and Sandy, Ut.; Cheyenne, Wy., and Auburn, Bellingham, Bonney Lake, South Everett, Federal Way, Issaquah, Kent, Milton, Mount Vernon, Puyallup, Seattle (Aurora Square), Spokane, Tacoma (Green Firs Village), and

Union Gap, Wa.

The shuttered stores' inventories were sold or transfered to other locations, and, when possible, affected employees reassigned.

"The restructuring will allow us to concentrate on the core group of stores that have historically been among our most profitable," said pres. and ceo Hal Smith.

"Our focus right now is on the operation of the remaining 61 stores, to become a leaner, more aggressive company," added Jim Fox, v.p.-marketing.

An immediate concem was replenishing its empty shelves after many suppliers stopped shipments to the stores. Fox explained, "Comparable store sales declined in part because of the restricted flow of merchandise due to our short-term cash challenge."

Ernst, which has lost money in six of the last eight quarters including $116 million in the past three quarters, said it obtained $80 million in interim financing from Congress Financial Inc. and expected it would take two to three weeks to fullv restock inventories.

Ernst's main supplier in its home state and its largest creditor, Jensen Distribution Services Inc., Spokane, was among those to resume shipments to the chain after the move.

"We feel comfortable that they're going to pay so we're going to support them and get the stores back in stock," said Mike Jensen.

Analysts say Ernst has shown in the past months, even weeks "warning signs" that a bankruptcy might be imminent. Stock that a year and a half ago sold for $16 a share plunged as low as 759 a share. Ernst quashed an aggressive expansion plan, abandoning expensive superstore locations weeks before their grand openings. Rumors circulated of slow payment or non-payment to vendors.

Just before the filing, at least four vendors sued Ernst for more than $1 million total for failing to pay for merchandise shipped to its stores. Plaintiffs include Julius Rosso Nursery, Seattle; seed and fertilizer company Chas. H. Lily, Portland, Or.; candy cane supplier Spangler Candy, and GE Lighting.

The retailer's subsidiary, EDC Inc., also filed a voluntary petition for protection under Chapter 11.

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ALL ITEMS IN STOCK FOR IMMEDIATE PICK UP AND DELIVERY!

The Rich Get Richer In Growing Home lmprovement Market

Since 1984, home center and building material retail sales in the U.S. have grown an average 7.5Vo each year, according to a recent National Lumber & Building Material Dealers Association survey. Only sporting goods and home electronics retailing have fared better.

In 1994, the global home improvement market generated $300 billion in sales. The U.S., Canada and Mexico accounted for $141 billion (42Vo), including $126 billion in the U.S. The 12 countries of Europe had combined sales of $108 billion (36Vo); Japan, Australia and New Zealand, $44 billion, and South and Central America, $5 billion.

The home improvement universe consists of 26,000 home center/lumber & building material stores ($86 billion in sales); 19,000 hardware stores ($14 billion); 10,000 paint and wallpaper supply stores ($6.5 billion); 10,000 lawn and garden stores ($7 billion), and 10,000 discount and department stores ($11 billion).

The top l0 stores in the U.S. possess 397o of the market, including l5%o for Home Depot ($12.5 billion). The top 100 have 587o and the top

500 TlVo of the market. Independents hadjust a29Vo share ($25+ billion in sales) in 1994.

Home Depot is forecast to sell more hardware in 1996 than all hardware stores combined and, by the year 2000, to sell 3OVo of all lumber and building materials.

The top 10 stores in the U.S. now do 40Vo of LBM sales and expect to reach SOVo by 2000. Home Depot stores average about $l million in sales per week, with their better stores ringing in $3 million a week. The average store in the top 100 sells about $1 million monthly, the average NLBMDA member about $450,000 per month.

Depot stores serve about 900,000 customers annually. The average lumber and building material yard draws 25,000, although its average sale is larger.

Among NLBMDA independents, 55Vo do under $5 million in annual sales:22Vo, $5-$10 million; 9Vo, $lO$15 million, and l4%o, over $15 million. More than 6OVo of members serve markets of under 100,000 people.

On average, members employ 35 full-time and six part-time employees.

Ten of the full-timers and three of the part-timers are in sales. Sixty percent of their sales are to contractors.

Lumber and plywood accounts for 49Vo of their sales; windows and doors, 167o; hardware and tools, 107o; trusses, 5Vo; punt, 167o; sundries and plumbing, 8Vo, and other,l2Vo.

Ads Promote Wood Benefits

"You'll never run out of ideas, We'll never run out of trees" is the message of a new ad campaign launched by a coalition of major North American trade associations to underscore the renewability of wood products.

Appearing in summer and fall issues of various trade magazines, each ad targets a specific audience: builders/remodelers, architects/en gineers and furniture retailers/manufacturers.

Campaign sponsors are: American Forest & Paper Association, APAThe Engineered Wood Association, Canadian Wood Council, National Particleboard Association, Southern Forest Products Association. West Coast Lumber Inspection Bureau and Western Wood Products Association.

ln business since 1955, HooverTreatedWood Products, lnc., is the prcmier full-line prcssurc trcabr in North Amedca. In addition, Hoover's firc retadant formulations arc licensed to a select gloup of licensee trcating plants.

Hoover has had the same American ownership since 198i1 and the same executive team for over An years. Stability and experience assurcthe indu$rfs most e{fuctive product and support.

Washington Independents Prepare For Batile

Independent dealers in Whatcom County, Wa., have selected various weapons to combat the encroaching Big Boxes, but they all agree the best ammunition is service.

"The main things we have here are service, delivery service and knowledgeable people," notes Rich George, one of a family of owners at Hardware Sales, Bellingham. "Three people working in plumbing here are actual plumbers. Three people in electric are actual electricians."

His grandmother, Alta McClellan, who opened the store in 1962, still works days, joining other family members and 62 other employees.

The atmosphere is casual, homey, even messy, with shelves and bins stuffed with nails, tools and piping seemingly about to overflow into the crowded aisles. "People like coming in and digging," George explained. "They like rummaging through things to find what they want."

The company, now covering two city blocks, continues to grow. The owners periodically buy another nearby house and add a warehouse or a stock yard. Last year, they replaced an old restaurant with an office furni-

ture sales building. This year they tore down a house to create a back parking lot.

"We're on the positive side," George said. "Even during the slow winter months, our sales were up onehalf of lVo, We've always been on the positive side."

Fred Bovenkamp, co-owner and operations manager at Westside Building Supply, Lynden, Wa., said a small business owner will typically strive to provide a higher level of service because his livelihood depends on the store doing well.

His 30 employees have a combined 300 years of experience in the industry. "We've got people who've been in the business 30 years; even our younger employees have been with us for five years," he said. "It's more than just taking orders, it's giving assistance, knowing what you're talking about. That's something you just can't underestimate."

But the influx of superstores has also forced independents to change their business. Contractors account for 75Vo of their business. Still, in

(Continued on next page)

Retailers Yank Lead-Based Vinyl Mini-blinds

New findings that vinyl miniblinds may cause lead poisoning have prompted home centers across the country to pull the products from their shelves.

The U.S. Consumer Product Safety Commission recommended homes with children under 6 should not have non-glossy vinyl mini-blinds, since lead dust may form on their surface when exposed to sun and heat.

A test by the commission illustrated that a child would have to ingest the lead contaminant each day for several weeks to develop elevated blood levels oflead.

So far, all the mini-blinds in ques-

( C ontinued from pre c e ding p a g e ) early May Westside opened a fully remodeled main retail store. The HWI Do-it Center more than doubled its retail space and provided a cleaner, more modern look.

Bellingham Sash & Door also refocused on contractors, who now account for 70Vo of its customers. Chains' buying power often gives them a price advantage while their huge advertising budgets provide a promotional edge, making it harder for locals to compete strictly for consumer business, said owner Joe Orem.

"When (the big chains) move in, they have immediate familiarity for retail customers," he explained. "The locals have to find a little different strategy, a little different niche."

For Bellingham Sash & Door, it's the personal touch. "It's not just a business with families, it's an emotional thing," Orem said. "'We are part of the community. The people we deal with, our customers, are also our friends and neighbors."

tion have been imports. While leadbased paint has been restricted in the U.S. since 1978, other countries have far more lax requirements. Each year, about 25 million blinds are imported from Taiwan, China, Mexico and Indonesia.

Some stores have stopped selling the blinds and are offering refunds to purchasers. Others are posting warning signs, until they can determine the seriousness of the threat. Consumers are clamoring for lead testing kits,

I Pll{E finger joint & solid moldings

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

I OAK picture frame moldings, selected furniture details

I CUSTOM milling & molding: We can run pine & oak patterns to your srycifications

while some retailers will test the blinds for those who bring them in.

California state attorney general Dan Lungren filed a lawsuit accusing 12 manufacturers and retailers of failing to include warnings with the leadbased products, as required by Proposition 65. The defendants are: HomeBase, Wal-Mart Stores, Bethel Group, Kmart Corp., J.C. Penney Co., Jencraft Corp., Kirsch Co., Lotus and Windoware Inc., Montgomery Ward & Co., Newell Window Furnishings, Richfield Window Coverings and Window Concepts Inc.

I FIBREBOARD products

T PARTICLEBOARD shelving

FOR.EST PRODTrcTS

C&E Lumber Gompany

BVC DOWELED LODGEPOLE PINE POSTS, POLES & RAILS

to 12" Diameter in Stock

. Doweled Rail Fencing Tree Stakes

. Tree Posts

Bollards, Light Posts Special Milling: Split, Quartered, Slabbed, Sanded, Smooth Peeled & Hand Peeled Natural (No Bark)

Barky (call

L&S Stakes, Inc.

BVC DoWELED LoDGEPoLE ptNE B0STS, PoLES & RATLS

BVC Tree Stakes 3' BVC Tree Posts . 2" to 8" Diameter in Stock

. Doweled Rail Fencing

South Bay Plant Sold

Diablo Timber Co., Napa, Ca., has purchased the plant and milling equipment of South Bay Forest Products, Orange, Ca.

Diablo did not buy the South Bay company or name. In a separate deal, a long term lease was negotiated with Baywood Business Park for the buildings and property of about five and one-half acres that South Bav had occupied.

The new Southern California division of Diablo will operate as a manufacturing and distribution facility serving dealer and industrial customers. Overseeing the operation is John Cligny, Diablo vice president and general manager. Barry Stagner is industrial sales and production manager, Mike Irish mill operations manager and Susan Muller office manager.

Diablo will do custom milling for Evergreen Lumber & Molding, also situated on the property, as well as for other customers.

Western Lumber Picks Up

After a slow first quarter, western lumber mills have increased production to push inventories past 1995 totals.

Mills ended the first half of the year with the best shipment week of 1996 and the second highest weekly order volume. During the final week of June, shipments reached 394 million bd. ft., the highest weekly volume since Oct. 1994. Orders rose 73 million ft. to 384 million bd. ft.. while production slipped l0 million ft. to 328 million bd. ft.

At 1996's halfway point, western lumber production of 7 .996 billion bd. ft. trails last year's pace by just 55 million bd. ft. Orders (8.256 billion bd. ft.) are 2,3Vo higher, shipments (8.077 billion bd. ft.) up LVo.

First quarter production lagged 1995 volumes by 7.6Vo, but second quarter figures outpaced last year's by 6.97o. Shipments fell 57o in the fust quarter and climbed 7.2Vo in the second; orders were down 2.6Vo in the first, up 7.4Vo in the second.

Inventories continued to shrink through most of the second quarter, widening the difference between 1995 and 1996. At the end of the first half. mill stocks trrt 1.947 billion bd. ft.. 66 million ft. below the middle of last year. Since June, inventories have remained under 2 billion ft.

Candidates Urged To Make Housing A Priority

Five major trade associations representing nearly a million businesses, banks and entrepreneurs that build, sell and finance housing have called on President Clinton and Republican contender Robert Dole to re-establish housing as a top national priority, expanding homeownership opportunities and reducing the number of Americans living in substandard shelter by the turn of the century.

Adopted by the National Association of Home Builders, National Association of Realtors. American Bankers Association. America's Community Bankers and Mortgage Bankers Association of America. the joint policy statement, "Toward a National Housing Policy," will be presented to the platform committees of both the Democrat and Republican national parties.

The task of meeting the nation's housing needs is more difficult today, according to the report, "because there are fewer government resources and more complicated and burdensome regulations administered by various layers of government. This

report presents a housing policy that endeavors to fulfill the promises enunciated in the 1949 Housing Act-the goal of a decent home and suitable living environment for every

American

The report includes a wide range of federal policy recommendations in the areas of housing finance and FHA-insured and VA-guaranteed loans, tax policy, regulatory reform and federal housing programs.

PERS@EVAI,S

Jerry Pugmire is new to sales at hoduct Sales Co., Orange, Ca., according to Ted Gilberl

Bill Ford has retired as general sales mgr. of Crown Pacific, Portland, Or., after 39 years in the industry. Dave Fuhr. man succeeds him in Portland, assisted by Mike Luza, with Rick Steers handling sales for their Gilchrist and Prineville, Or., mills.

Sal Segura has joined the sales team at Anfinson Lumber Sales, Fontana, Ca., reports Rick Anfinson.

James Reilly has joined The CIT Group, Denver, Co., as district sales mgr.

John LeFors is now v.p.-building materials sales & mktg. at Willamette Industries, Portland, Or.

Josh Hanson, son of Doug Hanson, Sierra Forest Products, Terra Bella, Ca., has joined Pan Pacific Forest Products, Bend, Or., as a lumber trading trainee, working under his uncle, Ron llanson.

George Boring has joined the sales force at Piedmont Lumber Co.. Walnut Creek, Ca., specializing in doors and windows.

Mark Long, ex-Heppner Hardwoods, is now in sales at Peterman Lumber Co.. Fontana, Ca.

Warren Easley, Louisiana-Pacific Corp., Portland, Or., has been named to APAThe Engineered Wood Association's board of trustees, Tacoma, Wa. Ruben Ayrapetyan is now a So. Ca. glulam consultant for APA.

William C. Brooks, General Motors v.p.corporte affairs and GM Foundation chairman, was elected to LouisianaPacific's board of directors.

Jay Gregg, ex-Universal Forest Products, is new to Hampton Lumber, Portland, Or. Michael McShane, formerly of Universal Forest Products, has joined Hampton Lumber Sales Co., Newport Beach, Ca., handling So. Ca. industrial sales.

Bob Dole, Republican presidential hopeful, made a July 29 campaign stump speech at Sierra Pacific Industries, Anderson. Ca.

Dennis Moroz has been named v.p.-manufactured housing national accounts at Universal Forest Products.

David Olson is a new contractor sales rep at 84 Lumber Co., Gilroy, Ca.

Lee Whetzel is now yard supervisor at Lumbermen's Building Centers, Vancouver, Wa.

Pat Damon, previously with Crown Pacific, has been named mktg. and industrial sales mgr. for Mouldings and Millwork, Inc., Fair Oaks, Ca.

Timm Locke has left the Westem Wood Products Association, Portland, Or., to join Knoll and Co.,Inc., Portland.

Bud Cligny, Economy Lumber Co., Campbell, Ca., and his wife spent a month vacationing in Europe during June and July.

Dan Bohannon, Bohannon Lumber Co., Orange, Ca., teamed up with his brother, Dave, to win the 45 and over division at the National Hardcourt Tennis Championship in Westlake, Ca., for the second consecutive year.

Candelaria Barajas has joined WeslockNational, Inc., Los Angeles, Ca., as mktg. services mgr.

Bernie B. Barber, Jr., Bemie Barber and Associates, Fresno, Ca., has sold his building in Fresno and is semi-retired.

Mike Mische is new to sales at Gemini Forest Products, Los Alamitos, Ca.

George Thompson, Westem Lumber Co., Medford, Or., and Rick Blakemore and Ken Smith, Agate Lumber Sales, Grass Valley, Ca., visited the Eureka, Ca., area on business during June.

Alan Bohnhoff, Bohnhoff Lumber Co., has been elected president of the Los Angeles Hardwood Lumberman's Club succeeding Randy Lambert, Columbia Forest Products. Nathan Osbourne. American Hardwood Co., is v.p. and Bruce Jauman, Hardwood Services, Unlimited, sec,/treas. Directors are: Walter Ralston. Coastal Lumber Co.; Bill Fitzgerald, Weyerhaeuser Corp.; Fred and Dan Jones, Custom Mills, Inc.; Kenneth Tinckler, Tinckler-Squires Lumber Co.: Charles Bohnhoff. Bohnhoff Lumber Co.. and Dick Lambert, retired.

Jim Ramsey, Windsor Mill, Fort Bragg, Ca., plans an England/Ireland vacation in September.

Sally Waters, Wilson-Heirgood Associates, Eugene, Or., was presented the Federated Marketing Leadership Council Award by Federated Insurance Co.

Mike Walsh, Redwood Empire, Inc., Temecula, Ca., with his wife and daughter vacationed by driving old "Route 66 from Chicago to L.A.more than 3,000 miles, all the way."

Herb Eaton and Steve Hoffman, Minton's Lumber & Supply, Mountain View, Ca., and Ray Christman and Steve Rafael, Quikrete of Northern California, Fremont, Ca., again won the Lumber Merchants Association's 2nd annual Associates/Dealers Golf Tournament.

Colin Mosely has been named chairman of Simpson Investment Co., parent of Simpson Paper Co. and Simpson Timber Co., succeeding William G. ,.Gary" Reed, Jr., who has retired.

Jeff Soldan is a new account rep covering Wa. and Ak. forThe Astrup Co.

Bob Roberts, owner, Sunnyvale Lumber, Sunnyvale, Ca., donated $545 for Fremont High School junior Andrew Monarch to travel to Orlando, Fl., where he won first prize in marketing in the Distributive Fducation Clubs of America's 50th Annual Career Development Conference.

Al Diamantine, owner of Hayward Building Supply, Hayward, Ca., won a $2,400 exacta at the Alameda County Fair horse races in Pleasanton, Ca., according to Kevin Fogarty.

Barb Dwyer, security chief at MungusFungus Forest Products, Climax, Nv., recently apprehended an East German burglary suspect, Ilans Zupp, according to owners lIugh Mungus and Freddy Fungus.

(Please tum to next page)

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.

pres,

Show soles

Personals

( Continue d {rom prev ious p ag e )

Craig Kincaid, Kincaid Hardwood Co., Fair Oaks, Ca., surfed in Ireland during a recent trip to England with his wife, Toni.

Mary Joy Jameson, former director of public affairs at the U.S. Department of Energy, was named v.p.-communications for the American Forest & Paper Association, reports pres. and ceo W. Henson Moore. John II. Dressendorfer is AFPA's new v.p.governmental & external affairs.

Thomas Luthy was reelected as regional trustee of APA-The Engineered Wood Association. Other reelected trustees: Floyd Yike, John Galloway and Horst Sturmlinger. Appointed atlarge trustees: Allen Ainsworth, Steven Clark, Donald Deardorff, Charles Grenier, Gene Meyers, Davis Mortensen, Dennis Spencer, James Sterrett and Jack Sweeny.

Doug Princehouse, Cascade Hardwood, Chehalis, Wa., was elected pres. of the Western Hardwood Association, succeeding Jerry llaney, Whitter Wood Products. Man of the Year and v.p. is

John Gottwald, Inland Wood Specialties; treas. Jerry Nizich, T\rmac Lumber Co., and directors Matt Galt, Northcoast Hardwoods; Bill Redman. North Pacific Lumber Co.; Sonny Powell, Ross-Simmons Hardwood Lumber Co., and Jack Schut, Alayan Intemational Exporters.

Shannon Bard, pres. and ceo, Aquapore Moisture Systems, Phoenix, Az., was elected treasurer of the American Hardware Manufacturers Association.

Jim Ben Edens has been appointed chairman of Huttig Sash & Door Co. Pat O'Keefe is now president and ceo.

Hlghest quality nails for cedar, redwood and other line 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 r Annular ring threads oreclude nail head popping and cupping of siding boards. AlSl Grade 304 nickel/chromium

e Self-counter sinking bugle and trim heads r Square drive recess eliminates driver bit cam-out o Sharp point for quick penetration with minimal pressure . Self-tapping coarse threads Coated with non-stick, dry lubricating film Solid nickel/ chrome stainless steel for suoerior corrosion resistance . 6 lengths: l" through 3" alloy.

For additional data and dealer intormation:

Union Ploning Mill ot the turn of the century

ooGlu@tc,

vof ffieffiqgftfu

"If we talk about reasonable logging in a rational way so families and small communities can continue and so Americans can buy a house, somehow that gets translated to: kill every endangered species by Thursday morning."

- Newt Gingrich (R-Ga.) Speaker of the House

Treater Aims For #1 Ranking

With the addition of its fifth and largest plant now under construction near Tuscumbia, Al., Great Southern Wood Preserving expects to eventually overtake Universal Forest Products on The Merchant Magazine's annual ranking of the Top 25 Treaters.

Having long held the number two slot behind Universal. whose 16 plants treated 564 million bd. ft. of lumber in 1995, Great Southern contends technology and efficiency advantages should allow it to become the nation's largest pressure treater with onlv five facilities.

New Laminating Division

Landmark Forest Products, San Bernardino, Ca., has added a new division, Tri-State Laminating Co., Chino, Ca., to produce custom and specialty laminated panels, according to Lance Duke, v.p./gen. mgr.

Serving California, Arizona and Nevada, the new plant is headed by sales mgr. Kevin Letson and operations mgr. Randy Nelson, both formerly with Quality Laminating, Pacoima, Ca.

Gilroy Preparing To Close

Family-owned Gilroy Lumber Co., Gilroy, Ca., is closing after 51 years.

Company president Mike Kennedy, whose father and grandfather founded the company in 1945, attributes the closure to a combination of factors, including a shrinking customer base of small local builders and land purchased for an expansion that never materialized.

The yard began an expected threemonth liquidation sale this month, discounting everything from lumber to hardware to forklifts. "We're not

going to shrivel away," Kennedy says. "It will be an aggressive sale."

Door Opener Patent Suit

The Chamberlain Group, Inc. has filed a claim of patent infringement against Overhead Door Corp. and subsidiary GMI Holdings, Inc.

In 1988, Chamberlain patented its "learning code" technology that permits push-button reprogramming of garage door openers to a new remote control. Earlier, operators had to manually set numerous switches within the control in order to create their own code.

Plastic Film Packs Big Growth

U.S. plastic film demand should rise 3.3Vo annually to 14.4 billion lbs. worth nearly $16 billion in the year 2000, reports The Freedonia Group.

Over the next five years, the largest growth for the versatile packaging material will be in high density polyethylene, increasing 5.9V0 a year, followed by polypropylene film (4.l%o), low density polyethylene (2.9Vo), polyester (2.7Vo), and other resins (1.77o). Still, low density polyethylene will continue to dominate due to its low cost and diverse, large volume applications.

AVEW PR@DUCTS a;nd selected sales o;id"s

Trigger-Happy Brad Nailer

A brad nailer from Duo-Fast has a dual trigger safety mechanism that reportedly doesn't mar surfaces nor require users to push down on a workpiece to activate the safety mechanlsm.

Made with a l-114" plywood head, seat and sideboards plus 3/4" and l" insulated glass and silicone caulking throughout, the Fiberlux Garden Window has fully welded vinyl frames and sash with extruded caps, covers and trim.

It has double weatherstripping, multiJocking, easily accessible operating hardware and sloped/stepped sills.

The window comes with adjustable shelves and either a front-awning vent or side-mounted casements for controlled ventilation. Glazing options include low-E and gas-filled, and the frames come in three colors.

Circle No. 402 on p.46

Designed to prevent accidental discharging of nails, DBN-4052S nailers are actuated by pulling the upper trigger, enabling users to pull the lower trigger, thereby releasing a nail.

Weighing 2 lbs., it has a compact design for tight corners, see-through nail magazine and drives 18-gauge brad nails from 15 mm (5/8") to 40 mm (1-9l16").

Circle No. 401 on 0.46

Heat-Wise Garden Window

A garden window with a sloped, insulated glass top light is available from Fiberlux. Inc.

Mighty Reciprocating Saw

A reciprocating saw from Bosch Power Tools reportedly has a more powerful motor than any other such saw on the market.

Designed with a two-speed orbital and l-ll4" stroke length, the 10.5amp reciprocating saw has a wrenchless blade clamp, enabling blades to be changed without the use of a hex kev.

obsolete rooftop units.

The self-contained Retro-Mate is designed to mount on top of the existing curb and ductwork, with the new rooftop unit installed on top of the retro-fit curb svstem.

A pivoting shoe facilitates plunge and pocket cuts and increases surface control.

The saw has all ball bearing construction, a molded rubber boot to protect operators from harmful conductive surfaces and a durable metal case.

Circle N0.403 on p.46

Rooftop Retrofitting

A ready-to-use retro-fit curb system from Thycurb replaces old and

Constructed of heavy duty AZ-55 galvalume material, it comes complete with l-112" 3-lb. insulation, transitions, baffles and structural supports that coordinate the new rooftop unit with the existing curb and ductwork.

Circle No, 404 on p. 46

Insulation ln A Gan

A permanently-sealing, minimal expanding polyurethane foam has been introduced bv Insta-Foam Products. Inc.

Designed to minimize condensation, reduce noise. control excess dust and pollen, and seal out

pests, Great Stuff adheres to most surfaces including wood, metal, masonry, glass and most plastics and is compatiblewith poly- styrene and l'polyurethane

I foam insulation board. Its 360" dispensing feature makes foaming overhead or in hard-to-reach areas

will not shrink and will retain its sealing properties permanently and provide an insulation value of R5.

One l2-oz. can yields about four gallons of cured foam.

Circle No. 405 on p. 46

.u'$#'So;!;

cured, it reportedly

Double-Locking Deadbolt

A double-locking deadbolt is available from Master Lock.

TwinBolt has a standard lock and deadbolt on the inside with a device to open both latches together with a single key from the outside.

Anti-Lime Shower Heads

An anti-lime system has been incorporated into Grohe's line of shower heads, hand showers and body sprays.

The Relexa Plus line uses a conical nozzle made of silimer that flexes when lightly wiped with a cloth or sponge, forcing lime scale to crumble away.

Made with rugged frame hooks that support the material handler's weight, fork pockets for lifting and lowering, tire pads that act as shock absorbers, and a heavy duty chain for securing the Piggy Back to a trailer, the Easy Hitch Mounting System is designed to minimize stress on the vehicle.

The hand showers have double wall construction to protect against hot water temperatures. The shower also has a streamlined, snap coupling that swivels 360" to eliminate twisting and kinking of the hose, and for interchangeability between hand showers.

It is designed with a fully adjustable chassis design that fits distances from 2-7/8" to 6" between the standard lock and deadbolt.

Circle N0.406 on p.46

Lofty Ladder Leveler

A ladder leveler from Level-ett, Inc. provides a level platform on slopes or steps.

Designed to attach to each ladder leg with four bolts, Level-ett has a recessed trigger to adust the height.

Circle No.408 on p.46

1-2-3, You're Out!

A line of insulated cutting, screwing and tightening tools from Facom have a special three-color alert system against electric shock.

The shower line has two new shower head styles: a ll2" threaded, screw-on type and a shower head and arm combination unit.

Heads and hand showers are available in four configurations that offer multiple spray options.

Circle No. 410 on p. 46

lmproved Waterproofer

An improved solvent-based waterproofer has been introduced by Thompson's.

When the tools' orange external covering is damaged, a green intermediary covering shows through. If the yellow internal covering shows, the tools must be replaced immediately.

The VSE 1000 volts line includes 280 different tools.

Circle No. 409 on p. 46

Piggy Back Mounting System

A mounting system designed to mount and dismount the Piggy Back Material Handler from a vehicle is new from Teledyne Specialty Equipment.

Thompson's Water Seal provides multi-surface waterproofing while enabling wood to gray naturally. It reportedly prevents warping, cracking, pitting and chipping caused by water damage and can be applied with a brush, roller or sprayer.

Circle No. 411 on p. 46

on any product in this section is avallable by circling the corresponding Reader Service number on page 46 and sending the form to The Merchant Magazine, either by FAX 714-8520231, by mail to 45OO Campus Dr., Ste. 48O, Newport Beach, Ca. 9266O, or just call us at(714) 852-1990.

Circle No. 407 on p. 46

Tough lnsulating Sheathing

A redesigned 3/8" insulating sheathing product is available from Amoco Foam Products Co.

Designed with a protective plastic coating over an extruded polystyrene composition, Amocor Plygood is resistant to moisture and can handle rough on-the-jobsite handling.

It comes in 4'x8' and 4'x9' sizes.

Circle No. 412 on p. 46

Enhanced Siding Colors

Three colors-shale gray, adobe clay and parchment-have been added to Nailite International's Perfection-Plus Cedar siding line.

Reportedly three times the thickness of conventional siding, Perfection-Plus Cedar can be applied over most construction surfaces. It comes with matching panels, starter strips, corner pieces, comer posts and J-channels.

Circle No. 413 on p. 46

Power Tool Accessories

A line of 22 box display assortments of power tool accessories is available from Arco Products Corp. Included are: wire wheels, cup brushes, grinding wheels, mounted

points, flexible sanders, nylon wheels, masonry and metal cut-off wheels, rotary files for metal and wood, drywall bits and magnetic nut setters.

Circle No. 414 on p. 46

Portable Bench Tool Stand

A portable bench tool stand/work center from Iowa Manufacturing, Inc. supports any bench top power tool.

, Featuring two tool mounting clamps and two adjustable 12" steel riser supports, StableMate portable bench tool stand has locking legs for upright and folded positions. Made of 16-gauge weather-resistant galvanized steel, the 36" stand has non-skid, mar-resistant nylon feet.

Circle N0.415 on p.46

Airhead

A power tool and air mover is available from Tuthill Corp.

Capable of moving 300 cu. ft. of air per minute up to 30' away, the Coppus Power Plus provides powerful

Quolity Western Cedor Products

lx4 B()ARDS in 4, 5 ond 6'lengths

2x4 MllS in 8-]0'both rough ond surfoced

Cedor 4x4 P0STS in 4,5,6,7,8,9 ond l0'lengths

cooling air, helps dry wet paint and carpeting and eliminates impurities in the air.

The 1l5-volt model weighs 8 lbs., stands ll-I12" high and is 8-3/4" wide. It is equipped with a 20', 14gauge, three-wire grounded cord; two l5-amp grounded receptacles; adjustable air direction; a built-in carrying handle; no-scratch rubber contact pads, and a 3"x1" stainless steel plate for engraving the owner's name.

Circle No. 416 on p. 46

On The Cutting Edge

A spiral saw from Rotozip Tool Corp. enables users to cut into a workpiece freehand.

TIMBER SIZER PRE-FABRICATION

TIMBERS

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

Bracrrt International

Drawer 4779, Arcata, Ca. 95518-4779

707-826-9850

Circle No. 140 on p.46

Green & dry dimension lumber, timbers, glulams, panel products,

Fir entrance doors, slab doors, door hardware, locksets, fiberglass doors

Designed to cut through virtually any building material, the Spiracut has a removable base and depth guide, 3.6 amp electric motor that powers the saw at 30,000 rpm, convenient storage compartment, no fail bump off switch, shaft lock button for quick bit and collet changes, 10' rubber cord, radial fan to keep dust off the operator, and round base plate that provides a cutting guide and high-bit visibility.

Circle No.417 on p. 46

Basement Insulating Panels

An insulating panel for basement interiors is available from The Dow Chemical Co.

The 2"-thick, 2'x8' Styrofoam Wallmate panels, with an iirsulating R-value of 10, have slotted edges at 2' intervals. A l-112"-thick panel with an R-value of 7.5 is also available.

Wood nailing is placed in the slots and fasteners are used to secure the insulation and nailing strips to the basement wall.

The insulation can be applied over virtually any masonry substrate and no vapor retarder is required.

Circle No. 418 on p. 46

Slip-Resistant Vinyl Flooring

A 12" square, self-draining pvc vinyl floor tile from Tepromark International is designed as a safety and anti-fatigue matting for use in both wet and dry areas.

Featuring a unique surface tread with a special safety pattern, Gridlock has closely spaced ribs and T-shaped tabs.

Its pvc vinyl reportedly resists mildew and most acids, alkalis, greases and oils.

It comes in five colors.

Circle No. 419 on p.46

Variable Speed Jig Saw

A powerful variable speed jig saw from DeWalt Industrial Tools has a unique, tool-free blade clamp and shoe bevel.

Designed for use without wrenches or screwdrivers, the 5.8 amp model DW321K jig saw uses both T and universal shank blades, while the keyless shoe bevel pivots to 45' in ea6h

direction and slides front to back.

It features 500-3,100 opm and ball & roller bearing construction.

It uses DeWalt's cobalt steel jig saw blades.

Circle No, 420 on p.46

Covering AllThe Angles

An angle iron from ADA vinyl division enables builders to brick across the tops of windows, doors and other brick openings.

Made of vinyl, Angle Iron Cover reportedly resists the effects ofweather and aging that cause painted or untreated angle irons to peel, flake and rust.

It comes in three colors with a brushed finish.

Circle N0.421 on o. 46

THE TREATED ANSWER

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

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

NEW OFFICERS elected at the 34th annual National Hoo-Hoo-Ette convenlion: (left to right, lront row) 1st v.p. Eileen Anedondo, J.H. Baxter, Long Beach, Ca.; pres. Rita Jedrzynski, J.E. Higgins Lumber Co., Sacramento, Ca.; 2nd v.p. and director Linda McGinnis, Keller Lumber Co., Roseburg, Or.; sec. Carlene Pratt, Neely Nelson Lumber Co., Medlord, Or.; (back) director Bettie Tones, Roseburg, Or.; statislical sec. Cindy Josephson, Weaver Forest Products, White City, Or.; director Maroaret Bailev. Glendora, Ca.: treas. Lovev McCarthv, Mullin Lumber Co.,-Los Angelei, Ca. Also during the recenfconventioh in Folsom, Ca., hosted bv [he Sacramento chlpter, Dixie Tibbets, Medite Corp., Medlord, 0r., was honored as 1996 Lumberwoman of the Year,

Sin;8} distributors are manufactured

On lmpact

An impact traffic door brochure is free from W.B. McGuire Co., Inc., I Hudson Ave., Hudson, N.Y. 12534; (518) 8287652.

Seamless Silicone Roofing

A seamless silicone roofing system video is available from Polycoat Systems, Inc., 5 Depot St., Hudson Falls, N.Y. 12839; (518) 747-0654.

Hardwood Geiling Grids

An 8-panel hardwood ceiling grid system brochure is free from Chicago Metallic, 4849 S. Austin Ave., Chicago, Il. 60638; (708) 563-4596.

Window And Door Markets

"1995 Industry Statistical Review and Forecast" is $100 from the National Wood Window and Door Association. 1400 East Touhy Ave., Des Plaines, Il. 60018; (847) 299-5200.

Entry Door Line Art

A CD-ROM featuring line art of standard entry door systems is available from Stanley Door Systems, 1225 E. Maple Ave., Troy, Mi. 48084; (516) 678-3196.

Interior & Exterior Doors

An 8-p. interior and exterior door brochure is free from Simpson Door Co., 33650 6th Ave. S., Ste. 102, Federal Way, Wa.98003.

Walk Through Steel

A brochure on a new 8'+all entry door is free from Therma-Tru Corp., Box 8780, Maumee, Oh.43537; (800) 843-7628.

THURSDAY, SEPTEMBER 19 . 11:00 A.M.

By Order of Owner

LUMBER MILL

SANTA BARBARA MILL & LUMBER C(). 521 E. Haley St., Santa Barbara, GA

FEATURING

MOULDERS - Woods Mod. 701 ,12",4-Head; Woods Mod. 132M, 6", 4-Head; PLANERS -

Orton Mod. 395, 20 H.P., 30" Wide x 16" Thick:

Powermatic 24" Finish; Yates Mod. 177 Timber/ Beam Top & Bottom, 30 H.P., 24" Wide x 12"

Thick; RIP & RESAftyS - Hermance Mod. 300

Gang Rip, 16" x 6"; McDonough Mod. RAsg, 59" Resaw; American Mod. 4, 42" Resaw; West

Side 36" Band; MISC. EQUIP. - Newman 16" Jointer; Production 11' Trimsaw/Stud Cutter; Murray 25 HP Blower/Dust Extraction Sys.; (1981) Int'l Roller Bed; (1979) Hyster 13000 Lb

Forklift; (1985) Hyster 8000 Lb Forktift. 10% Buyers'Premium.

Draperies On The Move

A 4-p. drapery motor catalog is free from Somfy Systems, lnc., 47 Commerce Dr., Cranbury, N.J. 08512; (609) 3951776.

Fiber-Reinforced Gl ulams

An 8-p. brochure on fiber-reinforced glue-laminated beams is available from Fiber Technologies, Inc., Box 858, Drain, Or. 97 43 5 ; (541) 836-2026.

Gearing Up For Winter

A 24-p. 1996 winter tools catalog is available from Ames Lawn & Garden Tools, Box 1774, Parkersburg, W.V. 26101; (800) 624-2654.

Create A Backyard Haven

"The Family Handyman Decks, Patios, and Porches: Plans, Projects and Instructions for Expanding Your Outdoor Living Space" is $19.95 from The Reader's Digest Association, Inc., Reader's Digest Rd., Pleasantville, N.Y. 10570; (800) 788-6262.

OBITUARItsS

Donald'T)onnie" Tennis, 61, yard man for 3-C Trucking, Long Beach, Ca., died of cancer July 3 in Apple Valley, Ca.

He started working at Alliance Lumber at age 12 alongside his father, later driving trucks for Sweet Trucking, Chozen Trucking, Bill Lee, Triple R Wholesale, Reliable Lumber and CQ Trucking. He joined 3-C Trucking as a driver and in 1980 became the full-time yard man.

Larry Quinlan, 84, former director of purchasing for Sun Lumber Co., Los Angeles, Ca., died June 14 in Sallisaw, Ok.

Born in Canada, he started in 1936 with Sun Lumber, rejoining the company in 1945 after serving in the Navy during WWIL He continued with Sun Lumber through its purchase by Lone Star Industries' National Building Centers, then joined Burnaby Lumber Co. in the mid 70s until his retirement.

John C. Zabha,79, former executive of Hampton Affiliates, Portland,

Or., died June 21 in Port Ludlow, Wa.

Born in Flagstaff, Az., his 35-year career with Hampton Affiliates included serving on the board of directors and 20 years at Hampton Lumber Sales. He was a former director of the Western Wood Products Association.

Jerrold "Jerry" Wilcox, 73, retired lumber salesman, died of a heart attack April l8 in Shingle Springs, Ca.

He began his career as a driver in 1945, moving into sales in 1948. He continued in sales, most recently selling lumber to True Value yards. He retired in 1993.

Eleanor Elma Rau. former coowner of Madera Lumber and Hardware Co., Madera, Ca., died June 26 in Fresne, Ca.

Born in Salem, In., she and her late husband, Elmer N. Rau, past president of the Lumber Merchants Association, operated Madera Lumber for 40 years.

Louis F. Huettl, 77, Winton Sales Co., Prince George, British Columbia, Canada, died June 29.

Employed with Winton for 30 years, he received the North American Wholesale Lumber Association's Mulrooney Memorial Award in 1983.

We welcorne your letter to the editor. Just FAXyour comments about the magazine or particular articles to 7 14-852-023 I or mail to Edilor, The Merchant Magazine, 4500 Campus Dr., Ste. 480, Newport Beach, Ca.92660.

MOREJUNKYARDS

I was very pleased to see your story "Junk Yards" ("Junk Yards: The Rise of Used Building Material Yards," July, p. r4)..

We have been in the used/discount building material business since 1977 and we operate on eight acres of indoor and outdoor retail space. We sell new (discounted, shop grade, closeouts, surplus and on grade lumber & building supplies) as well as used (lumber, trusses, windows, doors, sinks, tubs, toilets, etc.).

In addition. we have a used/thrift store with everything from "A to 2." We buy from the public, auctions, donations, etc.

Jim Konicke

Products

LEADING SOUTIIERN California lumber wholesaler seeking a salesperson experienced in redwood,cedar, whitewoods sales. Industrial account base experience a big plus. This is an excellent opportunity to join a very well estab. lished company. Your inquiries will be held in confidence. Send resume to Box 663, c/o The Merchant Magazine.

HEREWEGROWAGAIN!

Phillips Plywood is expanding its sales force in Southern California. If you are a team player and know how to sell, we want you. Positions available in both outside and inside sales. Excellent working environment/compensation package. Send resume to: Corporate Headquarters, P.O. Box 10256, Van Nuys, Ca.91410.

WHOLESALE DISTRIBUTOR/reman plant located in Arcata, Ca., looking for lumber buyer. Must be familiar with westem red cedar and redwood. White wood experience helpful. Send resume to Reid and Wright, Inc., P.O. Box 1173, Arcata. Ca.95521.

Twenty-five (25) words for $23. Each additional word 701. phone number counts as one word. Address counts as six words. Headlines and centered copy ea. line, $6. Box numbers and special borders, $6 ea. Col. inch rate: $45 camera-ready, $55 ifwe set the type. Names of advertisers using a box number cannot be released. Addrcss replies to box number shown in ad in care of The Merchant Magazine, 4500 Carnpus Dr., Suite 480, Newport Beach, ca.9260. Make checks payable to The Merchant Magazine. Mail copy to above addrcss, FAX to 714-852-0231 or call (714) 852-1990. Deadline for copy is the 20th of the month.

PAYMENT MUST ACCOMPANY COPY unless you have established credit with us.

WORKING PLANING MILL foreman and two experienced operators needed for MercenJohnson rip saw. Excellent company benefits. Contact Indian Hill Hardwood Milling, Inc., 10330 Elm Ave., Fontana. Ca.92337. Phone (909) 357-7730; FAX 909-357-7743. Contact Darlene Peterman.

600-MONTH OLD company seeks experienced sales persons. Good company, goodbenefits, good oppoftunity. Our employees know of this ad. All inquiries kept strictly confidential. Contact Rick Anfinson. Anfinson Lumber Sales, 13041 Union Ave., Fontana, Ca.92337. (909) 68r-4707.

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., (8oo) 547-5660.

LUMBER COMPANY, niche oriented, redwood, cedar and clear DF uppers. Established 13 years, profitable, low stress, high integrity. Great facility and lease. Northern Califomia. Call Steve, (800) 262-5430.

YARDMAN R .llohola

,f,l0cefii.etit..Filmi$[0eioluc$i.irt.i$ii'lding. ;i1i;.;i rmderiol$ i&;ifiriillworki1.::illfi ifi eiiiWulned' ...............ffin0$ers,..$l n6n..bi.PlooUUiUn,............ , Supervisors, vlrorve got,them or m'!l.find th€rr: You don't pui ifwe:donit iuaceed.

"fhU .millworft Neturorldi. ii the' best , woytor emefbisr' ond proipuatt..i. emploteer to muke o,peinnnent tunnuiridui,:,:luir: tnlli:ittool::tm"0ilmi

Sacramento $10 122:25ffi Portland. Or. (503) 223-6105 P.O. Box

WEATIIERED, TWISTED OR USED

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

LOCAL LUMBER hauling Southern California roller bed truck and trailers and bobtails radio dispatched. Rail car unloading at our spur in Long Beach, Ca. 3-C Trucking, (3lO) 4220426.

SELL DECORATIVE HIGH PROFILE MILLWORK AND MAKE BIG PROFITS

We are the leading specialists in helping companies like yours expand their sales in this area. Our services include Showcase Showroom development, upscale sales training, workshops, books, and onpremise audits focusing on how your decorative high profile millwork sales can be dramatically increased. Contact us today.

Hutar Growth Management Institute

1701 E. Lake Ave., Dept. BPD896, Glenview, IL 60025

Since 1957.

Ask for Laddie Hutar

(847)724-19t0

or FAX U7-72+1911

::::::::.,...'.'61:7:t0l0tina...ur..,.t','.wdto;.ul.I*7ltt:.....:..:,.:,:.:l West toast 0fficg::::::: ::: SheP:$[tPoord'': {800} 73GSBI,....,

CHARGES:

-SOUTHERN CALIFORNIA

GREATER SAN FRANCISCO BAY AREA

Baxter & Co., J.H.... ........(41 5) 349-0201

Big Creek Lumber Co ,....(408) 42$4898

Califomia Forssl Products..............................(408) 842-1 673

Califomia Lumber.lnspection SeMce.............(408) 241 -2960

Califomia Redrvmd Association.....................(415) 382-0662

Chemonite Council. .......(415) 57&3311

Dataline Corp........................(916) 635.0564 (415) 435.t 1 18

Diablo Timb€r......... .......(408) 32$1102

DMK Pacific Corp. (Fremont)...............-.......(510) 79S3670

Georgia-Pacific Corp. (Fromont)....................(800) 297.3739

Gr€ens Producb, Co ......(510)23S9667

Horizon Forest Products.................................(510) 23$2014

KelleherCo.p. (Norato) .(415) 898-1270

NORTHERN & CENTRAL CALIFORNIA

ARCATA/ EUREKA / FORTUNA

Inc.........................(8m) $8-84s3 (3.|0) 217-0316

Penberthy Lumb€r Co..........(800) 229-2580 (31 0) 835-6222

Precisim Mill & Lumber Co. (21 3) 849-3,229 (81 8) 842-8139

Product Sales Co. ..........(800) 6608680

South Coast Lumber Mi||................................(818) 765-1 17

Southwest PlywmdAumber(213) 636.9891 (800) 982.9891

Station 1 Anti-Flame ......(310) 815-1200

T.A. Auctione€rs, Inc. .....................................(21 3) 851-2008

Toal Lumberco...... ........(310) 945-3889

vent vus wndow Products............................(213l, 225-2288

Weyefi aeuser (Long Beadl) .........................(31 0) €2-3373

Weyefi aeuser (Santa Clarita)........................(805) 2503500

OMNGE, RIVERSIDE & SAN BERNARDINO

All{oast Forest Producls ..............................(9Og) 627-8551

Afcata Redwoodco .......(704 44&5031

Bf ue Laks Foresl Products............................00n 822-2W5

Bracut Intematimal. ......(7071 82&9850

Brin LumberCo...... ........1701U2-1ng

Louisiana-Pacific Cn.p. ..................................(701 g3-751 1

Miller Redwood Co.. ......(701 464-3144

Northcoast Hardwoods...................................(704 82$7690

Pacific Lumber Co. (Scotia)............................(707) 78ffi888

Redwood nspeclion Sewice..........................00n 44+3924

Beid & Wright, Inc. . ........(800) 221-6983

Simpson Timber Co ......1701822-0371

CLOVERDALE

All Coast For€sl Produc|s...............................(704 89+4281

Bowrnan Lumber Sa|es........-....-.-.-..-.,......(707) 894-2575

Precision Redwood Manufacturing.................(704 894-5263

Rodwood Empire.................(800) 862.4657 l70l 8944241

Russian River......... ........(800) 675-2501

FORT BRAGG

Holmes Lumb€r Co., Fred C. .........................(704 90+€377

FRESI{O

Danair, Inc.............. ........(209) 734-1961

Georgia-Pacilic Warehouse ...........................(209) 251 -8471

Intematjonal Forest Products...........,.......,.,...(209) 275-3356

Pacific Foresl Products ......-..-..-..-.--.........(209) 268-6221

Phoenix Enterprises .......(209l.251-7477

Weyerhaeuser Co................(800) 29-0704 (209) 48S6221

milo Brothers........ ........(209)264-4888

iloDESTO

Bums Lumber Co..................(541) 77$6933 (800) 331-0831

Meyer Moulding & Mi||work ............................12cB) 522-2288

Thundebolt Wood Trcating.(8m) 826-8709 (209) 86$4561

Lane Stanton Vanc€ Lumber C0....................(909) 38&7040

Louisiana-Pacific Distdbution Center.............(909)

PanLumberCo...... .......(9Og) 627-0953

Producl Sales C0.................(800) 66S8680 (714) 998-8680

Profil€ Planing Mill.. ........(714) 54&9661

QualityWmd Supply Railway

Reel Lumber Service (OC) ..(800) 675-7335 (714) tr12-1988

Reel Lumbsr SeMcs (Riverside) ...................(9q)) 781{564

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

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

R.E. Trucking.......................(8nl 22,-8782 (909) 9$5871

south Bay Forest Products co.......................(714) 637-5350

Stnta Forest Produc{s ...................................(71 4) 751-0800

Taylor Lumber Services .................................(909) 78$2094

Treat€d Forest Producls.................................(714) 54$5840

Weber Plywood & Lumb€r...(800) 432-7300 (71 4) 25$1 1 00

Weyerhaeuser (Anaheim) ......'(n q n2-5880

Weyeftaeuser (Fontana).....(800) 647-7762 (909) 877S100

SAN DIEGO AREA

CJ Redw00d........... ........(619) 741-5881

Dkieline Lumb€r Co .......(800) 3494354

Lans Stanton Vance............(619) 442-0821 (619) 471-4971

Martin BroheB Wholesale 1umber................(619) 561-5151

REDDING AREA

American ntemational Foresl Producls.........19161 24+2200

Keller Lumber Sales ..,....(916) 24e0405

Gsmini Forest Producis..................................(916\ 2X7 440

Louisiana-Pacilic (Rsd Bluff)..........................(916) 5274343

Siskiyou Forest Producls ....(800) 374{210 (916) 938-2Zl

Tdnity River Lumber Co. ................................{916) m3-5561

Tumac Lumberoo.. .......(916) 221-0491

Westem Woods....Ca.: (800) 822-8157 U.S.: (800)

Cascads......................(800) 889-4306 (505) 877-8150

Introducing the new FrameWorkso Wall System-featuringTimberStrand@ LSL premium studs and plates. Iti almost impossible to find studs that are straight enough for standard walls,let alone long walls. [Jntil now. The FrameWorks' Wall System creates walls that are as true x a chalk line, making remodelers' and builders' lives easier all over the house. Kitchens, bathrooms or my rooms that demand precision go up a great deal faster with the FmeWorko Wall Systern.

lNr"rNo TttutsEn Co.

Fneruars A Frlrr Lrr.rE or Tnus Jorsr MecMrr.r-aN Pnonucrs.

Srr-ENr Fr-oon* svsrrv x MICRoLLAMTLSL x PataI-r-RptoPSL

* TIMBERSTRANDOLSL

AoottroNer SrnvrcEs

TJ-XeEnr* LAyours * ENcTNEERINc SERvIcEs x TAKI-OFF & CoNvrnsloNs

ExcELr-sNr SEnvrcr * FULL INVENToRIES * EoucattoNar SEMINARS

]IUID ?]T1833 GO.

WHOLE'ALE TMEEN

tlaao Mm llnl, OrDc t.m{, CA A

Pcrl Oli.. h ..a, Colbn, CA?2tta I ,?ll'll?.lzL l

(coc) 7$.oa?0

FAX e09'?ll'rol2

EAX to 714-852-0231

The Merchant Magazine - August 1996

use FAX

News or Comments? We welcome vour ideas about particular. articles, thg magazine,. or news bf your compani (promotlons, new nlres, expanslons, acqulsltlons, etc.):

Bowman Lumber Sales If 46] ..,.........,..........39

Bracut International [40] ....,....................,.37

Cal Coast Wholesale Lumber, Inc [110].....19

C&E Lumber Co. [12]................................28

3-C Trucking [150]........................................41

Chemonite Council tf 091........,....,................17

Clearfield Cos. [137].....................................36

Colville Indian Precision Pine Co. [138].....36

Crown Planing MiU [105]..............,.,.,.........,..6

Distribution Management Systems [106],.....7

Dixieline Lumber eo. tf011.................C6ver I

Evergreeq Lunber & Molding 11211..........n

Fontana VYholesale Lumber, Ihc. Il10].......19

Fountain Lumber Co., Ed Ii481....:......:.......40

Golding Sullivan Lumber Sales IU9l .....,...26

Haase Industries (Magnetic Broom) 11261,.29

Hardwoods Unlimited [54].............Cover III

Holrnes Lumber Co., Fred C. 11251.............29

Honolulu Wood Treating t1291....................30

Hoover Treated Wood hoducts Il181....,...25

Hufr Lumber Co. [114 .......-.... ....................U

Inland Timber Co. [152]...............................45

Keller Lumber Co. [139].............,..............,.37

King & Co. (ThermoTile) U,{41...................39

Lumbermens Credit Association [151] .......42

MacBeath lfardwood Co. t1141...................21

Mallco Lumber & Bldg. Materials 11411....37

M&M Buildem Suppty [143]........................38

Product Sales Co. [103]...............................3, 4

QB Corp. 11271..............................................29

Quality l{ood Supply, Inc. [133].................32

Redwood Coast Lumber Co. [128]..............30

Reel Lumber Service [11]..........,................19

Regal Custom Millwork [111]......................19

Siskiyou Forest Products If42]....................3E

South Coast Lumber Mill, Inc. [f53] ..........46

Stockton Wholesale [122] ......,...,.....,.,.,.,..,...n

Strata Forest Products [123]................,.......2E

Swan Secure I1341................,........,...............32

T.A. Auctioneers, Inc. [147]...........,.............40

Thunderbolt Wood Treating Co. [113].......21

Union Planing Miil [l32]..............................32

Vent Vue Window Products [107].....,.,.........E

If04] .........,.....................,........5 Wood Moulding & Millwork Producers Association tl f 2l ..............,....................,.20

We're anatural inthewater,

rom Pearl Harbor to the local boat dock, wood has proven itself to be the most attractive and most durable building material for structures in and around both fresh and salt water. And with over 100 years of experience, J.H. Baxter has proven itself to be the leader in protecting wood in ts from rot, decay, insects and marine-borer attack.

At J.H. Baxter, we offer a complete line of oilborne and waterbome preservatives for every marine application, including ACQ@, ACZA (Chemonite'), pentachlorophenol and clean Creosote. Regardless of your choice, you can count on a treatment that protects above- or below-water structures without impacting the environment.

J.H. Baxter specializes in more than just providing the ideal treated wood for your needs. Thanks to our unparalleled experience, we also give you valuable, customized assis- f tance for practically any marine building prqect. This combination of superb products and unique expertise ensures that your structure will be both attractive and well-protected from rot, decay, insects and marineborer damage. For more information about J.H. Baxter treated wood for marine applications, call us at l-800t80t073, or contact your local representatrve.

Pete

Owner,

Marine Truffic Control ktwer, Port of Oakland,

T\"r" is a lot of J.H. Baxrer wood in my life. We have been working with Baxter for over 35 years. And we've had nothing but positive support and assistance from them the whole time."

Uccelli

Pete's Harbor Redwood Cit,t, CA

Colifornia.