Merchant Magazine - September 1982

Redwood rustic siding makes more sense than ever, And we've got all you need.

More and more people are using redwood rustic siding. Because rustic siding is more economical than premium redwood grades. Yet it still has the warm, rich look that only comes from redwood.It resists insects and decay. And it ages well, with or without a finish.

Redwood rustic siding is a practical, aesthetic addition to almost any exterior. And we've got plenty of it.

Our Ft. Bragg mill is one of the largest redwood and fir suppliers in the country. And with hundreds of distribution centers nationwide, you can order the *"dtJ"%L.H#01:i't::f,X;

to us. we,re Georgia-pacinc. And we,ve got all the rustic siding vou need $Hrrc got uilrat it takes.

f,ept promises, deserve. as . Foraliftora

Publisher Emeritus A.D. Bell, Jr.

Editor-Publisher David Cutler

Associate Editor

Juanita Lovret

Contributing Editon

Dwight Curran

Gage McKinney

Richard Medugno

Al Kerper

Art Director Martha Emery

Staff Artist Nicola O'Fallon

Circulation

Kelly Kendziorski

lhe Merchant Magazine (USPS 796-5@) is published monthly at 4500 Campus Dr., Suite 4t0, Newporl Beach, Ca. 92.6610, phone (7141 il9-E393, by The Merchanr magazine, Inc. Second-class postage rates paid at Newport Beach, Ca., and additional offices. Advertising rates upon request.

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FROM SOUTHf,RN CALIFORNIA: con. tact Carl Vann, 205 Oceano Dr., Los Angeles. Ca. 90049. Phone (213) 4723l l3 or (714) 549-8393.

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THE MERCHANT MAGAZINE is an independently-owned publicalion .fbt' lhe retail, x;holesale and dis' tribtttion levels el the lumber, buildinE malerials and home improvement business in the I3 Weslern slates.

ls Available In TWo Beautiful Natural Colors.

Selecting Osmose K-33 pressure treated wood for The only difference between Osmose K-33 and your building project is a snap. The tough decision is SUNWOOD@|s the color: One's a soft green, one's a choosing one color over anothet. tich reddish-brown. They both look io great, you

.Afterall,bothproductsarepermanentlypreserved. may have a tough time making up your mind. But They're both clean, dry and odor free. They both whichever you choose, you'll get one tough, longresist rot, decay and termite attack. lasting wood for your building projectl

CONIACT THE OSMOSE California IRTAT'NG PI.ANT 'N YOUR AREA FOR INFORMAT'ON ON PR'CESAND DELIVERY.

Western Wood Treating, Inc. Woodland 95695 1916\666-1261

Colorado Westridge Forest Products, Inc. Bellvue 80512 a (103)482-3)27

ldaho TimberCraft Products Hayden Lake 83835 o (2081772-5918

New Mexico Shollenbarger Wood Treating Co. Bernalillo B7OO4 a (5O5J867-5492 Oregon Conrad Wood Pre5erving Corrrpany Coos Bay 9742O . (503)269-5988

joseph Forest Products, Inc. ioseph 97846 (5Ol)412,211 1

Permapost Products Company Hillsboro 97123 (503)648-41 56 Utah Kilfoyle Kratts, Inc. Price 84501 (801)637-351r Washington Spokane Tribal Wood Products Wellpinit 99040 o (509)258-7737

editor-publ

Can You Dig lt?

I AST month, miracle of miracles, we actual- hly had some good news on the business and financial fronts. The interest rates declined an encouraging few points and Wall Street responded with some record setting sessions as people and institutions placed their bets for better times.

Yet, soon after, the pessimists began to get plenty of press as to why the good news wasn't so good. Why the lower interest rates were temporary, why a decline in business activity was practically inevitable and why, generally, things were just going to hell.

It was enough to make you wonder if we are all so shell shocked that we have lost our capacity to recognize good news.

We may also be passing up opportunities to act upon good news.

Given what business has passed through these many months, it is not surprising that a few rays

of hope produced no magic transformations. Too many recal the times last year when they bet heavily that lower rates would be permanent, The result was catastrophic losses for some, severe damage for others.

Yet there does come a point in time when we must ask ourselves if we are being too cautious in analyzing good news. Business people have long been accused of believing during good times that business will always be good. The converse is what we may now be observing: that because we are in a bad period these conditions will last for years.

It is important to realize that we must stay alert for the inevitable turnaround. We must retain the realization that these bad times are temporary, that all good news should not be unduly discounted and that the responsive among us will prosper mightily during the turnaround.

SeNing the lunbeL bulldlng matdilals and home lmprovement ma*ets ln 13 Wdstem States-S/nce 1922

DAVID CUTLER

isher

IN TRUCK & TRAILERSHIPMENTS... WHOLBSALE LUMBER

DIY market survey

ESPITE SOME recent problems, building supply retailers "agressively seeking DIY business" will continue to achieve "significant growth" in the years ahead, a study by Frost & Sullivan, Inc. predicts.

"The long term trend will be for the DIY market to be more and more dominated by those dedicated to dealing with consumers on their own terms, " the marketing research firm continues in its new study, DIY Merchandisinp And Product Trends, "A

few companies that have in the past been geared primarily towards contractors will be able to do well with both types of customers, but most contractor firms will continue to have trouble adopting to the consumer market."

Analyzing the home center field, the 461-page report sees the market continuing to be segmented into three distinct camps. Convenience operations-the format for most major chains-are characterized by low

The Merchant Magazine service levels, medium-sized SKUcounts and sales floors, and a large number of stores per market. Service operations-which, in some cases, include an aggressive contractor business-place their merchandising emphasis on commodities and provide higher levels of customer assistance and services. Super home center operations are large, 50,000 sq. ft.-plus locations, offering the widest possible assortment of merchandise, along with strong customer assistance and services.

"While the super stores' first inroads are made against the convenience-type units, familiarity with their assortments and services breeds the same customer loyalty commanded by service home centers," Frost & Sullivan comments. "Nevertheless, it is unlikely that any of the three types will either completely dominate the other or disappear in the near future.

At the same time, the outlook for DIY sections in discount department and general merchandise stores appears to have dimmed following a flurry of expansion in the late 1970s. "Besides small assortments and low quality, the DI Y shopper (in discount department stores) must also put up with a much lower service level than even the lowest-service convenience home center," the study observes. It adds, however, that such retailers as K mart and Sears, "still account for significant shares of certain hardlines categories and can in no way be dismissed by DIY specialists."

Specialty DIY operations are expected to maintain a niche, with traditional hardware and paint stores joined by new concepts developed by entrepreneurs seeking a "quick, relatively cheap means to participate in the DIY boom," the survey notes.

On the wholesaling end, the study points out that "heightened competitive pressures (exacerbated by the explosive increase in inventory carrying costs in the 1979-81 period) have forced wholesalers to re-examine traditional business methods. Wholesalers who can make it through this period of adjustment can look forward to a long-term expansion of their role."

Figuring behind this expansion is the tendency among some retailers to move away from distribution, "finding their hands sufficiently filled by

Bevel Siding

Handsome Saw Texture /Thick Butt Pattern / Air Seasoned

Here's Pacific Lumber's new exceptionally thick-butted bevel siding with the advantageous combination of redwood's natural rustic beauty and redwood's superior performance characteristics.

Redwood has been a glamorous and superior siding for years. This new product further ac-

cents the glamour with its exceptionally thick butt and the resulting distinctive shadow linesmakes the siding walls look additionally strong with a deeper third dimension.

Product of

SPECIFIC ADVANTAGES OF PALCO RUSTIC REDWOOD BEVEL SIDING

ls air seasoned:

Air seasoning effects are: lumber seasoned in the rough allows seasoning defects to be removed when surfaced; more dimensionally stable than unseasoned; helps sustain the beauty of redwood's natural color; the reduced weight provides easy handling and significantly reduces shipping costs.

Has redwood's inherent characteristics:

1. Unique natural beauty with attractive grain and knots. Sapwood and heartwood together produce a pleasing color contrast.

2. Dimensional stability with minimum warping, cupping, or checking.

3. Superior finish-holding of stains and paints. Also it can be left with no finish.

4. Decay and insect resistance of redwood heartwood make it very durable.

5. Resistance to damaging weathering effects.

6. Excellent insulator-1" redwood has the same thermal insulation as 5.8" thickness ol brick, g" concrete block, 13.7" concrete, 1,706.0" aluminum.

7. Has a low flame spread rating, meaning more resistance to flame spreading than most any other species.

Has top quality saw-textured surface: Not just roughed up, the surface will hold stains and paints up to twice as long as many smooth surfaces.

Has exceptional thickness:

Manufactured with a hefty butt thickness ol 13lsz". Knots remain in place better than in thinner sidings.

APPLICATION INSTRUCTIONS:

For sheathing use fiberboard, plywood, or lumber, etc. Do not use rigid foam plastic sheathing-it can cause misperformance on lumber siding.

Use only corrosion-resistant nails to avoid staining of the wood: top quality hot-dipped or hot-tumbled galvanized, or stainless steef nails. Nails must penetrate lVz" inlo studs or 1V2" combination of wood sheathing and studs.

Product name: Palco Rustic Redwood Bevel Siding

Sizes: 13lsz" x 1O" or 12"-6' | 20' random length. Net sizes: s/ro" tip thickness, 13/gz" butt thickness, 9%" width of 10" nominal,11y8' of 12" nominal.

Grade: A combination of Select and Construction Common. air seasoned.

Units: A unit contains 1,750 FBM. Units are pretallied, are available with protective wrapping.

Information This siding is available in straight or mixed for Dis- truck and railcar shipments. Mixed ship- tributors: ments can include items from a wide range of redwood lumber including uppers, Douglas fir uppers and plywood.

PALCO RUSTIC REDWOOD is aisoavailable in verticalsiding panefing pattems, in 1" x 4"-12n S1S2E, in 2'r 4"-12'S4S, and 4"x 4" S4S. Other pattems available on special order.

FIN ISH ING RECOMMENDATIONS:

Palco's Ruslic Redwood can be finished with a variety of appearances.

Overlap pieces at least 1:'

1. Stains: Oil-base semi-transparent stains, very popular, provide a color but don't hide the grain, knots, or texture. (As shown in above photograph.) Oil-base opaque stains will usually obscure the grain and knots but not the texture.

2. No finish, or Water Repellents: With no finish, the surface will first darken and then in time become driftwood gray. A nonpigmented water-repellent coating will minimize the darkening and make the surface become a buckskin tan. lf reapplied, water repellent can keep the buckskin color; if not, driftwood gray will be reached.

3. Paints: Top coat can be either latex or oil base and must be applied over a compatible prime coat. Primer must be an oil or alkyd-resin base, or a stain-resistant latex base.

4. Do not use shake and shingle paints, low lustre alkyd paints, or varnishes.

Nails must just clear underpiece's tip.

ISLAND'S FIBST complete all-in-one family home center, Timber Town (center) is located in a high density area of Honolulu. The two-level, 50,000 sq. ft. home center shales the King-Kapiolani location with a

Foodland store 0elt), a financial institution and a restaurant. A central main aisle runs through the center of each floor connecting the high traffic areas and displays within the facility. The site has over 200 parking

spaces 0n two ramp-connected levels with easy access from the surrounding streets. The facility has been redesigned and renovated with extensive use of redwood on its exterior.

New Honolulu home center promotes all-in-one concept

Timber Town has opened the first phase of a new King-Kapiolani Home Center in Honolulu, Hi.

Hawaii's first all-in-one complete home center, according to Jonah Murakami, chairman of the board of Industry Development Co., the twolevel store contains 50,000 sq. ft.

Upper-level shops and departments include specialties such as garden tools, hot tubs, barbecue equipment, patio and lanai merchandise, landscaping supplies, solar

Story at a Glance

Hawaiian home center offers total concopt . . . one stop shopping for domestic merchandise appliances, fur. niture, garden, building, lumber, paint and hardware high traffic location.

equipment, lighting, domestics, furniture, electrical appliances, a key shop and fast food restaurant.

Lumber, building materials, paint, hardware, glass, plumbing, flooring, ceramic tile, pesticides, cabinets, framing and equipment leasing are located on the lower levels.

Situated next to a supermarket, the home center has over 200 parking spaces on two levels. TimberTown King-Kapiolani is designed with a distinctive redwood exterior.

How to increase retail productivity and profit

fODAY,more than ever, produc- I tivity improvement is required for survival in the retail business, but the required gains are not likely to happen through a bits and pieces approach of dealing with problems as they arise, according to Alton F. Doody, president of The Doody Co., Columbus, Oh., specialist in store planning and renovation.

"Gains will come only from a comprehensive effort," he says, "which deals with the store as a whole including employees, inventory and the physical plant itself." To be truly successful, sales volume must be improved while operating costs are lowered and a reduced investment is maintained.

He maintains that this can be accomplished almost exclusively through changes in a store's physical plant and equipment, recommending a five step procedure dealing with physical planning and design. Each step is intended to build increased productivity.

First, he recommends adding new selling space at little or no cost to accommodate the merchandise assortments which have exploded in size and space requirements. He calls for reallocation of space in one, two, or three ways:

(l) Turning non-selling space into selling space.

(2) Putting more merchandise on the floor.

(3) Reallocating department sizes to give more selling space to the most important categories.

Often it is possible to decrease the ratio on non-selling backroom space in favor of the sales areas to add new selling space. These reallocations move large portions of merchandise directly onto the sales

floor, eliminating double handling and backroom storage.

"Putting more merchandise on the floor," he explains, "means increased use of the cube which is basically a fixturing decision."

Reallocating department sizes to give more productive departments increased space can be a better solution to a productivity problem than enlarging the store, Doody claims.

Story at a Glance

Comprehensive five step plan deals with store as a whole... most changes are to the phys. ical plant and equipment, some costing little or nothing.

His second step to increased productivity is engineering the store layout for increased traffic flow to high gross margin areas. It is important to have a layout that brings large numbers of shoppers through the high gross margin departments on their way to other parts of the store. This can be done by creating merchandise areas which are wide and shallow with merchandise frontage on major traffic aisles. The reduced distance to the perimeter walls gives dominance in presenting merchandise effectively and drawing people into the departments.

All of this increases the value of space both within the total store and within each department. The consumer who sees more has a tendency to buy more. "The concept of best adjacent departments should be coupled with wide, shallow departments for maximum results," Doody explains. Related merchan-

dise in adjacent departments leads to increased sales.

The third point to be dealt with is the merchandise presentation within the department. Doody Co. plans often specify merchandise sections of a store in 4ft. x 4ft. segments including precise fixture accessories and detailed presentation for each item.

Presentation of merchandise is important because today competing stores have essentially the same merchandise, Doody points out. What makes customers shop at one store vs. another has to do with how easy it is to shop and how comfortable they feel in the store. Creating an easy shopping environment depends on determining the proper classification impact for each area with the proper fixtures and merchandise presentation to excite, educate and motivate the customer to buy.

Fourth step in increasing productivity involves employee utilization. Store layout plans, fixture plans, height plans, traffic flow and positioning of cash/wrap stations should enhance self-service and area-wide security supervision with a minimum of personnel on the sales floor. Well-planned, coordinated systems of informative point-of-sale signing enhance self-selection and self-service substituting for one-onone personal service, Doody stresses.

He cites cases in which with such careful planning they have increased customer service and security surveillance while cutting 5-1090 of actual payroll costs.

Fifth and final step is master planning to assure keeping the store current at lower costs. Well thought out flexibility should adapt store layouts and fixtures to seasonally or trend determined expansions and contractions of key departments. Although flexibility is there, the look must be of stability with an ambiance of cohesion and perman-

ence, all at low, front-end costs, Doody emphasizes.

Under any circumstances, Doody concludes, investment control is a fundamental concern in retailing. The elimination of unnecessary investment costs and savings on subsequent remodeling are two dimen-

sions which can not be overlooked. The greatest opportunity for eliminating unnecessary investment is in determining which items do not generate sales volume and eliminating them altogether. His company follows a l18 point investment review schedule referred to as FAT

(fixed asset trimming) to cut fat from building and interior costs while maintaining all the muscle required for sound merchandising.

Productivity improvement is a matter of careful analysis and planning on a long range scale, concludes Doody.

Money Managing Strategy

"One common view in modern corporate life is that money management is the responsibility of a modern day specialist, the money manager; ours is that every manager is amoney manager."

This is a major point stressed by Dr. William R. Davidson,chairman and chief executive of Management Horizons, Inc., a market research and management consultant firm, Columbus, Oh.

He makes it clear that there are specific strategies each manager can work with to provide grofth capital for the expansion of his company. "The old ideas of money management," he explains, "are no longer effective. In fact, we can no longer predict what our short term capital costs will be-therefore, we need to maximize financial leverage to do more for less."

He proposes:

Inventory Investment Strategies

o The manager must be aware that every purchase order is an investment decision. It is important to maintain a complete stock of fast moving items and always price them competitively.

r Seek information on inventory purchases and mix from your suppliers through ship-to reports, velocity code reports, departmental analyses, gross margin analyses and summaries of area top movers.

Payroll Strategies

o Keep payroll tax accruals in high-yielding investment accounts; and develop employee incentive programs.

Covernment Approved Tax Saving or Deferment Strategies

r Such practices as LIFO accounting, leasing and accelerated depreciation help the manager avoid taxes and free up funds-critical during an inflationary period.

Vendor Financing Strategies

o Negotiate terms of sales; coordinate inventory handling with vendors.

Accounts Payable Strategies

o Develop a cash management system; fully utilize services of financial institutions; and reexamine vendor payment policies.

Accounts Receivable Strategies

o Examine alternative methods of converting sales to cash.

o Analyze your customer mix to determine additional sales opportunities.

Energy Strategies

o Save money by examining energy uses to identify areas of improvement.

Employment Financing Strategies

o Explorethepossibilitiesofborrowing from employees.

Delivery Expense Strategies

r Review needs and cost of alternative delivery strategies.

With the advent of computerized management information systems, managers can "implement many of these new ideas in money management in a manner not possible in a former era," Dr. Davidson concludes.

ITOUR SUPPLIERS are used to

I billing you. They're a lot less used to being billed Dyyou. Yet in co-op it happens all the time, and it frequently causes them to perspire freely.

Why? Because you're the best friend they have in the world. If it weren't for you, in fact, theY wouldn't be able to exist. So, when you bill them for money, their immediate instinct is to put the money in the mail.

Before they do, though, there are two things they must know.

(1) What you did.

(2) What you paid to do it.

There are two reasons they must know both things. The first is the practical reason of needing to get an advertising return for the co-oP dollars they're investing. The second is a matter of law. Your supplier can reimburse you only for advertising he knows was done and only at the actual rate he knows you paid.

How does he know such things? Through third-part documentation. He needs to see the advertising You did and the bill you paid.

You get your co-op moneY faster by filing the claim pronto. And bY making sure it includes what's needed.

How to get your

co-op money faster

By Robert D. Wilcox Mgr., Retail Advertising Services Armstrong World Industries, Inc.

Sometimes knowing what's needed isn't easy. In a newspaper, fortunately, it is. A copy of the invoice shows what you paid. And the full page tear sheet shows what you paid for.

But what about radio? The invoice shows what you paid all right. But there's no tear sheet to show what you paid it for. An "Affidavit of Per-

Story at a Glance

Proper third part documentation needed forco-op Payment . newspaper, radio, t-v "tear sheets" ways to use them. formance" states that the retailer advertised a certain number of times. Sometimes it tells what he spent, the dates and times at which the advertising took place. Almost always it refers to an "attached script" to show what the content of the advertising was.

This satisfied radio stations fine, but it didn't suit a lot of manufacturers. Many of them felt so strongly about it that they dropped radio from their co-op plan entirely.

This shook up the radio industry.

They got together with the Association of National Advertisers to see what could be done. The answer was simple and predictable. Put everything on the same piece of paper using a simple, tightly written set of words that were agreed uPon bY both the ANA and the radio industrY.

Now radio has its own "electronic tear sheet." The Radio Advertising Bureau promoted it strongly to the industry, and stations bY the thousands started using it. They print it on the bottom oftheir script paper, so that when the script runs, all they have to do is fill in the blanks and sign it. The Association of National Advertisers promoted it heavily to manufacturers who offer co-oP, and today some 500 of them include it as a requirement of their co-oP Plans. Television has a similar "electronic tear sheet" created by their Television Bureau of Advertising, also used widely by television stations.

For the first time, you the retailer are able to use radio and television and get a "tear sheet" readilY accepted by manufacturers.

When you order radio and TV time, make sure the stations know uP front that you're going to need the ANA documentation right on the script and that if you don't get it, you're not going to PaY them!

In that way, you'll be able to get your co-op reimbursement for radio and TV advertising just as fast as you do for newspaper.

Retail Survival Tactics

The need for building sales through market share management and for making significant gains in productivity are stressed as survival requirements for retailers by Dr. William R. Davidson, chairman and chief executive officer of Management Horizons, Inc., retailing consumer products consulting firm in Columbus, Oh.

"Many retailing and marketing executives are fantasizing about a return to normal, or a return to the good old days. Unfortunately for them," explains Davidson, "normal is not what it used to be, but what we have been experiencing so far in the 1980s."

Successful retailers will be those who can make an adjustment. The changes which comprise the new normalities in retailing, Davidson feels, are a direct result of the following conditions: (1) continuing slower economic growth; (2) increased market saturation, or "over-storing;" (3) an increasing number of different types of retail outlets selling almost all product types; (4) continued high rates of inflation on a long-term basis; (5) changing consumer markets (post-World War II baby boomers have reached maturity, and increases in the population of senior citizens); (6) scarcity of time available for shopping in stores, especially due to increases in the number of working women and households maintained by employed singles; and (7) increases in the cost of doing business which will exceed the average retailer's opportunity to increase gross margins.

Although many retailers are under severe pressure, Davidson includes home improvement centers with those better positioned for the times.

Conditions have placed most retailing corporations in a serious profit squeeze, creating a large gap between the profitability required for long-run survival and the average profit performance in nearly all retail trade. However, Davidson feels that satisfactory profits are achievable.

He lists the major opportunities available to retailers to improve performance:

(1) Better use of available market information for improved market area selection, stronger clustering strategies, (Please turn to page 44)

Come lo A AmCO for-

THERMAX SHEATHING

Help your customer cut energy cosls ond conserve energy itself by offering him Celofex Thermox sheothing. Combined with fibergloss insulotion with conventionol 2 x 4 froming, your cusfomer will hove on energy-efficient insuloting syslem for new buildings ond odditions fhqt will mqke his product more soleoble ond help increose your profits. @d?r'

cEruNGs

Since Celotex ceilings offer five vorious methods of instollofion they sell themselves to your cusfomer. A reol profit moker for you. Your customer will like rhe choice of pofterns ond remember, the noise obsorption quolifies of ihese ceilings ore o big selling point, foo!

Caution: borrowing can be detrimental to your business health

HESE TROUBLED times spell opportunity for any business owner who wants to grow. When the economy is tight, many customers will shop for better prices and service. Customer-supplier loyalties are weakened and marketing efforts which stress price, service, quality, customized services, better ideas, or greater reliability are more effective than in good times when customers are too complacent to be jarred out of their routine.

A resourceful business owner who carefully analyzes his competitive strengths and weaknesses, creates a real marketing plan, and then mounts an aggressive get-newcustomers campaign, can use this year to grow-faster than in 'good' years.

But part of growth is exPansion-more employees, remodeling, new equipment, more room, PerhaPs even new housing. And now is the time to do it, when many contractors are hurting, suppliers are standing in line, and good employees are available. All it takes is money-money to spend/invest to make more money.

Unfortunately, too few business owners are proficient as money managers; they do not even think of themselves that way. And nothing is as disaster prone as the inept money manager who manages to get a loan. In his hands it becomes like a loaded gun, pointed at himself! Despite all you have heard about how tough it is to raise money, it is easier to raise than it is to manage profitably and then to pay it back.

The wise way to think of other peoples' money is that you do not "borrow" it-you rent it! You get it from them, pay for using it, and then

return it to them. This puts the focus where it belongs: Can you make more money using the money than it costs to rent it-and can you make enough to be able to give it back when the time comes? If borrowed moneY costs 2090, you have to make 3Dv/o-400/o by renting it, and it must go into a self-funding investment, or repayment time will be a disaster.

For instance, a one-Year note for $50,000 for new fixtures, with an interest cost of $10,000. One year later the bank will demand its $60,000, so that improvement has to put at least $50,000 after taxes in your hands, plus $15,000 to $20,000 more so that you can comfortably pay the interest and have something left for your own efforts. Forget the future benefits, in years two, three, and afterward. It may make the future rosy, but if You cannot repay the loan when it is due, you could lose everything.

Story at a Glance

So do not get carried away; do not risk what you have merelY to get more. And do not forget that growth and expansion greatly increase costs in other directions than the obvious. It means more advertising to bring in more business, wages and PaYroll taxes for the added emPloYees, Purchasing in larger quantities' and a higher breakeven. All of it can add up to put a severe strain on cash flow. It is very easy to grow too fast; for most businesses, any growth rate beYond 1090 in real numbers (above inflation) is dangerous; it might be safe in a purely cash business, but if You carry A/R (accounts receivable), you could easily outpace Your capital, growing faster than it does. There are businesses in Your citY, right now, which are going broke because of unrestrained growth. Do not fall into the same trap.

First cost means nothing; it is the long-term which counts, and a very conservative projection of all costs' worst-case income, resultant cash flow, and after-tax profits is vital. You need these numbers to assure yourself that your plan makes dollars sense. Remember that as owner, you are two people: An emPloYee who works for wages, bonus, and fringes; and an investor who should make money from his investment. ManY business owners would be far better off if they cashed in their investment, put the money in mutual funds, and went fishing.

Once you have done all Your homework, develop a prospectus. You are ready to go looking for money' There are three kinds available: equity' debt, and combinations.

Sources of Equity Funds:

Tight economy can offer oP' portunity forgrowth money available for borrowing . . shop sources with care.

partner-employee, friend, relative; merge with another business to share overhead expenses.

. For a corporation: Sell some of your stock or float a new stock issue. Best prospects are successful professional people (doctors, dentists, sales agents, realtors, lawyers, insurance people, accountants, big-money executives, and politicians) and owners of businesses which are not capital intensive.

Sources of Debt Financing:

o Low-Interest Loans: Employees (most of them have savings), friends, relatives, landlord, suppliers, potential suppliers, customers.

. Moderate-Interest Loans: Same as above, just sweeten your offer.

o Current-Interest Loans: Bank unsecured note (but watch your cash flow; if you cannot pay if off on time, your credit becomes zilch); secured loans against buildings, equipment, other fixed assets-slow, expensive, and hard to get (the bankers are worried about how to sell that stuff if it becomes necessary, which is understandable)-AlR loans are better; factoring (selling) A/R; a second mortgage on your personal home (easy to get if you could still sleep nights) ; local finance company (good for a personal loan ofabout $3000, if that is any help, or a second mortgage on your home); seller financing-especially good with equipment, but of little value for a new building, though common with used property; sale and leaseback of equipment and/or real estate.

. Combination Debt/Equity: A lender who wants "a piece of the action;" avoid if at all possible. The money is out there, if you know howto put it to work safely and profitably, and then get out and sell yourself.

tlow Companies

Can Use Tax

Planning

Techniques to Provide Ready Cash Flow

Companies experiencing cash flow and profitability problems can use a number of tax planning techniques and procedures for ready cash.

"In many cases, the Internal Revenue Service itself can provide help in the form of refunds and extension of payment due dates," said Thomas C. Parsons, national director of tax practice, Alexander Grant & Company, Chicago, Il. "Considering current high interest rates, any return of money can represent a critical source of cash for the corporation."

Here are some specific suggestions offered by Parsons for corporations to consider to combat the problems of a sluggish economy:

Quick refund of overpayment of estimated taxes. By filing a Form 466 with the IRS, a corporate taxpayer may receive a refund of overpayments of estimated taxes within 45 days. The application must be filed after year-end, but prior to the earlier of the time for filing the return or the 15th day of the third month after year-end. The refund must be at least l09o of the total expected tax and at least $500.

Extension of time for tax payment by corporations expecting net operating loss carrybacks. A corporation expecting a net operating loss for the current year can file Form ll38 to extend the time for payment of at least part of its income tax for the preceding year. The amount of tax postponed may not exceed the amount of refund expected to result from carrying back the net operating loss.

Quick refund resulting from net operating losses. Filing of a Form ll39 generally will result in refund of tax resulting from a net operating loss, capital loss or investment or jobs credit carryback, to be paid within 90 days. Undue delays in filing Form ll39 should be avoidedso file it as soon as the tax return is filed.

Planning corporote estimated tox payments. If calendar year 1982 profits and taxable income are expected to decrease, adjustment of estimated tax payments can improve cash flow. Estimated tax payments should be based on a carefully prepared estimate of actual expected tax liability. If payments equal at least 8090 of the actual til( liability, an underpayment penalty will be avoided.

Exception 3-tax on annualized income-should also be kept in mind for avoiding an underpayment penalty. This exception provides that no penalty will be imposed if the estimated tax paid is equal to at least 8090 of the tax that would be due if the tax was figured on annualized taxable income at the months preceding installment dates. The rules for annualization are very liberal. Companies should be aware that the new rules effective as of last year for those having taxable income of $l million or more in any of the three preceding years. The Revenue Adjustrnents Act of 1980 provides that any corporation having $l million or more of taxable income in any of the three years prior to taxable years beginning after 1980 must make estimated tax payments totaling 6090 of current year liability to avoid underpayment penalties.

(This information was provided by the Independent Business Institute, Akron, Oh. - ed.)

The extension period ends on the last day of the month in which the return for the loss year is due, or upon the grant or denial of the carryback refund request. A refund grant resulting from the carryback will be used to offset taxes due. Interest on deferred payment is 1290.

Tax planning to avoid minimum tax. The minimum tax on items of tax preference could result in minimum tax liability in years of

Manville Corp. (formerly Johns-Manville), overwhelmed by 16,500 lawsuits from persons exposed to asbestos, has filed Chapter I I bankruptcy despite its strong financial condition the lawsuits will be frozen as a result of the filing, which is expected to pressure Congress to aid injured workers

Ten sawmills and467,ffiO acres of timberlands formerly owned by Masonite Corp. have been transferred to The Timber Realization Co., a new firm, owned by Masonite shareholders on a proportionate basis; it is anticipated that TRC will sell the properties over the next 5 years and distribute the proceeds to the TRC partners. .

Louisiana-Pacific has lost a U.S. District Court suit that accused it of conspiring to hold down the price of Fibreboord Corp. stock prior to L-P's acquisition of Fibreboard in '78; L-P settled the case for $5.3 million before the jury fixed damages . . L-P chairman & pres. Harry Merlo says no one was guilty of fraud, "We got outlawyered."....

The U.S. has rejected the Loukisna-Pacy'lc proposal to settle the Redwood National Park debt to L-P by exchanging gov. timberland in No. Ca. for the money owed; L-P says it is still owed $284 million from the park condemnation more American businesses failed last mo. than at any time since the early 1930s . .

Firestone Tire & Rubber Co. will expand its roofing business with a new multi-million $ plant, site to be announced Potlatch Corp. is coping with declining profits with a volunteer earlY retirement program . . . a U.S. coalition of lumber producers is

expected to petition for a countervailing duty on Canadian lumber imports into the U.S. to the International Trade Administration and the International Trade Commission.

Housing starts nationallY leaped i3Vo in July (latest figs'), the second largest jumP in 23 years . . multifamilY buildings iose 135.690; single family units declined to a seasonally adjusted annual rate of 614,000 Building permitsremain low with 522,700 issued through JulY . . permits issued in the West were uP as builders took out permits before the strict new Ca. residential energy standards became effective.

American Forest Products Co. has merged its Stockton and Newark, Ca., distribution facilities at Stockton . . . Parr Lumber Co., Chino, Ca., is celebrating its 6th anniversary . . St oc k t an Who lesa le Lumbe r Co., Stockton, Ca., has revamPed its sales facilities, added office space and a new dispatching office

C a I ifo rnia C as cade Indust ries has moved to 7701 lTth Ave., Sacramento, Ca., to occuPY the old Black Diamond facility. . Gene Strindield Lumber qnd Building Supply Co., Eugene, Or., had an estimated $300,000 fire of unknown origin . .

Montague L. MeYer PLC and International Timber PLC, both U.K. multi-national wood firms, have agreed to merge as MeYer Internqtional PLC . EmPire Building Moterial, Clackamas, Or., is being sold to Mutual Materials of Bellcvue, Wa., bY its parent co.,Allied Equities CorP.; Lumberjack is building a new unil in Stockton, Ca.

Louisiana-Pacy'rc has phased out operations at Phoenix, Az., with Albuquerque, N.M., continuing operation. . . Wickeshas closed its Midway and Oracle Rd. operations in Tucson, Az., continuing operations at the contractor-rail yard (see related story on p.29)

Pay 'N Pak which is preParing to open a new store in Portland, 0r., has opened a combination drug and home center in Rocklin, Ca. Dismond Internationalis relocating its Broomfield, Co., store in Lafayette, Co. . Angels has closed its oldest unit, Whittier, Ca. Genstar Building Materials has closed facilities in West Sacramento and Concord, Ca....

Willis Cashway Lumber, Montebello, Ca., has celebrated 25 yrs. in business with an oPen house . Spindler Lumber Co., Holyoke, Co., is building an addition . The Miller Lumber Co., Bend, Or., is among firms protesting an overpass which will cut access to their businesses . . ' Harley Lumber Co., Denver, is purchasing land for exPansion and marking the lst anniversarY of its satellite yard in Grand Lake . Southern Colorado Lumber Co. is closing with its Blende store becoming a Santa Fe Trail Home Center . .

Mid-Pqcific Lumber Co. has moved to a distribution Yard operation in Woodland, Ca., from Sacramento, Dan Rue and Bob Reed, owners . . Southern California Prestoin CorP. celebrated moving to South Gate, Ca., from Long Beach with an open house Paramino Lumber Co. has moved to 1537 Webster St., Oakland, Ca., from San Francisco where it had been located since l9l8

Brava Lumber and Hardware is a new firm in Clayton, N.M., Carl Durbin, owner . . Stor Lumber Co., Clayton, has closed . . . Calhon Lumber Co., Simla, Co., is celebrating its lst anniversary . . . Timber Town is a new wholesale and retail lumber and home products center in Honolulu, Hi. (see p. 1l for more details)

Rex

I reckon you shouldn't place total blame for your high electric bills on the Arabs and your utility company. The Sierra Club, the Wilderness Society and other self styled "conservationists" should get a lot of the blame. They have long opposed dams, hydroelectric plants, nuclear power plants and coal f ired generators-all sources of low cost electricity.

Write your congressman.

GALENDAR

SEPTEMBER

Simpson Building SupplySept. 15, Open House,Cerritos,Ca.

Western Wood Products AssociationSept. lE 21' fall meeting, Marriott Hotel, Newport Beach, Ca.

Netiond l(tchen/Brth lVeekSept. 1t-26' industry sponsored promotion.

Arizonr Hsrdware Co.Sept. 19-20' show, Mesa Community Center, Mesa, Az.

Californir Management Conference - Sept. 19'21' Alisal Ranch, Solvang, Ca.

Morce Hardwere Co.Sept. 20, show, Holiday Inn, Bellingham, Wa.

LumberAssociation of Southern CaliforniaSept. 22, Second Growth dinner, Hyatt House, City of Commerce, Ca.

Orange County-Los Angeles Hoo-Hoo ClubsSept.23,grading seminar and planing mill tour, 4 p.m., South Bay Forest Products, Orange, Ca.

Mountain States Lumber & Building Material Dealers Associa' tion - Sept. 23-25, 89th annual convention, Sheraton Denver Tech Center Hotel, Denver, Co.

Red Cedar Shingle & Handsplit Shake BureauSept. 24' annual meeting, Sea-Tac Red Lion Inn, Seattle, Wa.

Townfey Hrrdware Co.Sept. A-X|,market, Currigan Hall, DenveL Co.

Palmer G. Iewis Co.Sept. 26, lfth annual customer buying market, PGL headquarters, Auburn, Wa.

Jensen-Byrd Co. - *pl. X;-n, show, Show Rooms, Spokane, Wa,

American Plywood AssociationSept. 27-2E, annual meeting, Biloxi, Ms.

OCTOBER

San Joaquin Valley Hoo-Hoo ClubOct. 1, Annual Valley Frolic, Tropicana Lodge, Fresno, Ca.

Cdlfornla Retell Herdwrre Assn.Oct. 3'5, fall management conference, San Luis Bay Inn, Avila Beach, Ca.

Northwest Hardwood AssocirrtionOct. 4-5, 27th annual meeting, Hotel Vancouver, Vancouver, B.C.

Nationd Hsrdwood Lumber AssociationOct. 4{, meeting, Hotel Vancouver, Vancouver, B.C.

Bey Cldes Wholesde Hrrdwere Co.Oct. l0' show, Trade Show Center, San Francisco, Ca.

HOME GENTIER MERGHANT

BILL FISHMAN

Pill^fsltql &,Affiliatespatent medicines of the day. cod liver oil, 11650.lberia Pl"9:.^^ Lydia pinkham, Doanl's pills, Dr. San Diego, Ca. 92128 Lions Tooth powder, Ipana, pepsodent,

HEN PEARL Harbor was attacked I was in junior high school. I was also working in Meltzer's Drug Store in the Bronx, after school and on Saturdays. That was my first job. I made two bucks a week plus tips. It's been years since I thought about that drug store. It came to my mind today while I was shopping at a home center.

Meltzer's was the classic pre-war pharmacy. No soda fountain. It smelled hospital clean. It was my job to keep it that way. We used CN in the wash water as a disinfectant and each week I washed glass cases that covered all the perimeter walls within the store. The upper cases were hung from the ceiling. To reach them required a rolling ladder that hung from a railjust like at the library.

I'll bet there weren't 300 SKUs in that drug store. Mostly the cases contained the

Carter's Little Liver Pills, Ex-Lax, mustard plasters, Lifebuoy and Palmolive soaps, Vicks and hot water bottles. Mr. Meltzer and his assistant Joe mixed their prescriptions with a pestle and mortar. They also sold a lot of postage stamps, removed splinters from customer's eyes, and prescribed patent medicines for colds, coughs and backaches.

The newest store in my neighborhood today is a Sav-on. The sign above the door on the outside of this new building reads Sav-on drug store and home center. To the left and right of the entrance are other bold signs that read "Liquor," "Pharmacy," and "Garden Center." The store is beautiful. It's bright, clean, open and has nice wide aisles that make it easy to shop. The signing is simple, bold, easy to see and makes it easy to shop if you're in a rush, Sav-on Drugs is a chain of 165 stores.

Most are large, full line drug stores carrying the typical health and beauty aids and the more common nondrug hard lines and soft lines that you find in the l9E0s California supermarket and super drug store. This new store in my neighborhood, however, is one ofthe l7 Sav-ons that are also home centers.

About 15,000 square feet are devoted to the product lines you'd expect in a home center/building materials store. Of course, they're not totally complete. Don't expect to find enough material to build a garage or even a fence. Their paneling display is limited too. For amajor project I would still have to drive the 8 to l0 minutes to my nearest Handyman, Builder's Emporium, Dixieline or Boise Cascade.

But for the typical, everyday fix-up and maintenance needs this new Sav-on fills the bi[. They stock dimension lumber, moldings, doors, plywoods, a complete paint department, plumbing, electrical, tools, hardware, gardening supplies, outdoor furniture, wet nursery, automotive, pool and spa needs and the fast moving sporting goods and housewares. In most product categories they're more complete than the local Ace storethat used to be the only game in town. Sav-on people are a

(Please turn to page 36)

ARIZONA SGENE

FRANK DAVIS executive vice president

lN MY JOB one hears a lot of philosolphy regarding our industry and who should support a state or regional association.

The answer is simple. Anyone involved in the lumber and building supply industry should be a member. lf they are not, they are gaining the benefits the Arizona Lumber & Building Supply Association provides, without paying the dues.

I continually hear, we are a "home center" and why should we belong?

Yes, I admit today there are many are:rs where a dealer, home center, or whatever you may call them, can receive manY benefits from such organizations as Hardware Institute, Home Center Institute, etc. in selling skills, seminars, home shows, computers, etc., but without Arizona Lumber& Builders Supply Association, they may not have a good lien law, reduced rates on

workmen's compensation, a registration of contractor law, state regulation helps such as OSHA and many other advantages.

For l8 years I have been actively work-

ing with our state legislators on the above mentioned laws. To this day, no organization such as the Hardware Institute or outside owned chain operation has been in attendance giving ALBSA help on any legislative matter.

So "who fits where?" AnYone in the building material business should support ALBSA.

Suddenly take away ALBSA and the industry would soon be in dire circumstances which could cost it millions of dollars.

FrplgpqlNc to Seattle for the first Jltime since 1973, the 7fth annual Western Building Material Association Convention/Building Products Showcase will be headquartered at the newly

expanded and beautiful Westin Olympic Hotel, Nov. 13-16.

The Exhibition Hall at the Seattle Center will be the site of the building products display. An attractive and ideal post-free facility, it will have convenient monorail and shuttle bus service from the hotel. Plans to make this an extra special convention and exhibit show are progressing. You'll hear more about it later. But mark your calendar now for Nov. l3-16 in Seattle.

CHUCK LINK executive director

FRED CARUSO executive secretary

THE 89TH annual convenrion is I shaping up to be one ofthe best ever, with atremendous lineupof speakers, an ample schedule of food functions and parties and one ofthe largest exhibit areas in years virtually sold out. The convention theme is "The Impact of Change.,' Dealers and suppliers are responding to the call for the Denver event, Sept. 23-25, at the Sheraton Tech Center Hotel.

A convention highlight will be guest speaker Bob Mathias, director of the U.S. Olympic Training Center in Colorado Springs. The world's only twotime Olympic Decathlon gold medal winner (1948 and 1952), graduate ofStanford University and former U.S. Congressman representing California for eight years, he will speak on the ,,Impact of Change in the World of Athletics,, discussing innovations in computer technology that have improved the efficiency of athletics, at the Saturday luncheon.

James C. Beardall, pres., will open the convention at breakfast on Sept. 24with a short business session including reports of the nominating committee, pres. and exec. v.p.; Ralph L. Lewis, corporate communication coordinator, GuIf Oil Corp., will follow with "EnergyYesterday, Today and Tomorrow."

Later in the morning Kent Brosh will narrate slides of the yard and store operations of CrisseyFowler LumberCo., Colorado Springs, winner ofa 1982 Independent Dealer of the Year award. "Another Point of View" will present a humorous contrast of a different type of operation.

DouglasE. Ashy, founder and pres. of Doug Ashy Building Materials, Inc., Lafayette, La., and pres. ofthe National Lumber and Building Materials Dealers Association, will discuss "How Industry Trade Associations Can Help the Dealer Cope with Change." W. Calvert Brand, the top ranking retail lumber dealer in the Reagan Administration with a family business in Columbus, In., will speak on "The National Housing Picture, The Federal Government, and the Impact of Change" from a position as deputy assistant secretary for policy and budget at HI.JD.

The building products show will open in the exhibit hall at noon with a buffet lunch. Scnrinars on energy saving and credit manageinent, collections and cash

flow will be offered during the afternoon.

On Saturday Ron Piercy of A-D-E Lumber, Kansas City, Mo., will share his insights as a spokesman for the lumber industry and smaller businessman, James Seccombe, a lawyer with Northcutt and Seccombe, Denver, will review "Con-

struction Lien Laws Face the Challenge of Change." Dealer roundtable discussions will follow the luncheon featuring Mathias.

The annual reception and President's Banquet will conclude the convention. A golf tournament at Arrowhead Golf Course and a number of events for spouses will take place during the threeday convention.

ADMIRING facilities are (top lett) Bill Wachtler, Tom Gardner, Louisiana-Pacific. (too rioht) Joe Wheeler, Louisiana-Paci{ic;

Sales, Sharing & Steak

An open house and steak barbeque was held recently by Redwood Empire, Inc., a wholesale lumber distribution yard in Morgan Hill, Ca. The theme of the event was to bring the mill representatives together with the retailers to share

ideas and product knowledge. The customers were able to tour Redwood Empire's l0 acre facility which carries in excess of 4 million feet of lumber and related products. Also present was a Product

knowledge center with video, lumber and literature displays.

The event was an outstanding success with 225 customers and their spouses attendingsome coming from as far away as Seattle, Wa.

hoger -guicn, owner and pres., Redwood

Empire; Tope KnauJ, Louisiana-Pacific. (lowsr lelt) Warren Lewis, Harwood Proilucts; Crai'g Cookingham, Louisiana-Pacific.

(center; Bob MacFie. retired LouisianaPacilic. (lowsr right) Jack Farnsworth, Tom Ingram, Simpson Timber Co., Roger Burch.

Olhiser, G & R Lumber. Clay Rossmore, Jim Zaslove, Branson & Cross; Paul Meekins, Beaver Lumber; Michael Gerry, Sierra Poinl Lumber (right)

TABLE TALK: (left lo right) Dan Naughton, Redwood Empire; Mr. and Mrs. Marty

THE PERFECT PRODUCT FORAROTTEil MARKET.

There's one bright spot in today's otherwise gloomy lumber market. Pressure-treated lumber. DIYer's and remodeling contractors are eating it up. Primarily because the bugs, mildew and termites won't. Even after 29 years in the ground.

It's become the smart, economicil choice for all kinds of outdoor projects. And now you have a major new source to work with. Louisiana-Pacific. We're taking high quality hem-fir and ponderosa pine from our own forests. Giving it first-rate treatment at our new high capacity facility at Ukiah, California. And making immediate delivery with our own fleet of trucks.

So now you can give customers the treatment they've been asking for: L-P Outdoor@ Wood for decks, patios and fences. You can even give it to them with a Cedartone'" pre-stain. To say nothing of L-P Wolrnanized@ lumber for sill pla And pressure-treated land timbers.

Thke advantage of a rotten situation.

For all the details, call: Louisiana-Pacific Corporation.

Albuquereue, NM (505) 873-0511

Cloverdale, CA (707) 894-3362

Fremont, CA (415) 657-6363

Rocklin, CA (916) 624-4525

Orange, CA (714) 998-6500

Phoenix, AZ (602) 246-1578

Samoa, CA (Z0Z) 443-751I

Galifornia Wholesale

A Division of Coastal Lumben Company presents

rrlllothing But The Besttt in Appalachian,

Northern, and Southern Hardwoods

Sycamore Basswood

Tupelo Gherry

Hackberny Hickory

Gottonwood Herd I Soft Maple

Also lmported Hardwoods Gum and Oak veneers and Oak Plywood cut-to-size Shipments by Direct Carload, Direct from our own Hardwood Mills

Truck & r.Sil" fnom our Los Angeles DisFibution Yard

Our office is located at: 999 N. Sepulveda Blvd., Suite 314 El Segundo, Ca. 90245 . [213] 640-2548

fl Un STATE legislative activiries retTquire much more attention than has been given in the past year.

Each of you is aware of the many initiatives. ballot measures and candidates. Each of you should be aware of the attempts by the legislators to sock-it-to business in an attempt to recover a decrease in state revenues created by Proposition 13.

M EN DEN HALL executive vice president

The legislators, after three years, still cannot understand that the taxpayers told them to reduce the state budset. Their reduction came primarily in those areas where there would be fast and retaliatory impact on the voters. As an example: San Jose requires fire inspections of businesses. You get one whether you ask for it or not.

Usually a couple of fire fighters drive up in a large ladder pumper truck costing several hundred thousand dollars and inspect your electrical circuits, fire extinguishers, etc., as part of their duty while not actively fighting fires. Now, however, a bill for $30 is mailed to the business for two persons and a large pumper truck spending l5 minutes making an inspection.

This is only one of many schemes being devised to keep money flowing to the government horn of plenty so they can conduct business as usual.

Suppose the various governments were forced to exist under the same business codes as the rest of us. If they did not have the income they would be required to close.

On the other hand, suppose we have our state legislators pass a bill to permit us to operate in the same fashion as the government. We can operate anyway we want, fancy, plain, wasteful, etc., and when business gets bad and income drops we will have the authority to send a billing to every person in our marketing area for their fair share of our operating expenses.

It may be better to join the government method of operation than the continual battle to get them to change.

At our convention....

Directors elected include Tom Lampe, Lampe Lumber Co., Tulare, District 5; Chal Cross, Truckee Tahoe Lumber Co., Truckee; Brian Bock, Dixon Hardware & Lumber, Dixon, District 7; David McCulloch, Yosemite Builders Supply, Merced; Bill Blair, Blair Lumber Co., Stockton, District 6; Kay McCann, M & S Building Supply, Monterey, District 2. Elmer Rau, Rau Building Materials, Madera, is insurance trust advisor and Embree Cross, Truckee Tahoe Lumber Co., Truckee; Pat Williams,Southern Lumber Co., San Jose; Gary Long, Long's Building Supply, Fresno, and Don Johnson, Johnson Lumber Co., Kingsburg, insurance trustees.

Russ Swift Donna Hammond Mike Kelly

Bed Oek Whits Oak Aah Poplar

Wickes to Close 80 Units

Approximately 80 lumber and home improvement centers and home supply stores, about a fourth of their stores located in the United States, are due to be sold or closed by the Wickes Cos.

Filing a delayed l0-K annual report for fiscal 1982 with the Securities and Exchange Commission, the company disclosed that they pf an to make cuts among the2T2fullline Wickes Lumber Centers and five smaller Wickes Home Supply Stores operated by Wickes Lumber division in 38 states. Selective closures reportedly are planned for the 100 Howard's mass merchandising units in the South.

Builders Emporium, based in Irvine, Ca., and the Sequoia Supply lumber and building materials wholesaling division, with 40 sales distribution centers in 24 states, are expected to ride out the storm.

The commission, according to the l0-K report, has requested information regarding violation of securities laws by the former Wickes management during the period prior to April l. Investigation is being made in 12 areas. In addition. five class actions suits were filed on behalf of the shareholders between April I and June 4 alleging that investors were misled with false or incomplete information about the company's financial condition.

Wood Residue Energy

Large energy consuming companies in the lumber and wood products industry last year supplied 73 9o of their total energy requirements using bark, wood residues from manufacturing and forest operations and other self-generated fuel sources.

rYe're The One Source ln All The Tforld!

Koa, thought to be the most beautiful wood in the world, is ideal for use in fine furniture, musical instruments, flooring, veneers, plywood,cabinets, wall paneling and novelty items.

dre onty 3ource in the world for Koo. one of ttr* *o*o'i mott beautlful woods,

HAVAIIAN ISLAND5

RETIREMENT REWARDS were rained on Rudy Ramirez by coworkers and his employers at 8el-Air Door Co. At top (lolt to righl) Bayla Fineman, Ramirez, Samuel Fineman, president of the company, and Dela Ramirez pose for a larewell picture, Below, Ramirez inspects f ishing gear gilts with Ross Fineman (right).

Bel-Air Employee Retires

Rudy Ramirez,who has retired after 46 years with BelAir Door Co., Alhambra, Ca., was honored at a luncheon where he was given a set of fishing gear.

Beginning as a spray painter in 1936, Ramirez was foreman of the slab door manufacturing division, and manager of the louver, jalousie, and strip hardware department. He will continue as a consultant; Mel Neavill has been hired to replace him.

How to Sell Uncle Sam

Owners of small businesses in the lumber industry are being encouraged to seek sales to the federal government and large corporations through Pass, a free service offered by the U.S. Small Business Administration.

Short for Procurement Automated Source System, Pass is a computerized listing available to procurement officials. Application for inclusion on the list can be obtained from any SBA office or by sending a postcard to Pass, c/o the U.S. Small Business Administration, Washington , D.C. 20416.

Education by: association, aggravation, assimilatioll . . .

By Ken Thim

THE learning for me began about a half-century ago I in the forests and mills of the Pacific Northwest. First as a young fellow exploring what were then the omnipotent timber stands of Douglas fir, hemlock, spruce, pine and cedar. Subsequently I joined the Weyerhaeuser organization and cut my timber teeth in the sawmill at Enumclaw, Washington. (Where, or What, is an Enumclaw?)

My Dad and I contributed to the denuding of the lush and lavish natural resources (before the era of reforestation and tree-planting) and it never excited me at all to return to the skeletal remains of a once proud and flourishing industry. If none of the foregoing relates to the title, then possibly the following might:

(a) Education by Association

So much of what I have been able to learn about our business has been with the help of my

associates, contemporaries, colleagues and peers who have been willing to share their diverse abilities and infinite talents. Many have been more places and seen more things than I'd be able to in my remaining years.

Rule No. I

Draw on the knowledge of those you know to bolster and fortify your position in whatever field of endeavor you pursue. My father made sure to tell me that listening was a far better learning process than talking, although I confess to having abused that philosophy on a few occasions.

(b) Education by Aggravation

Having been tortured on many occasions by my own shortcomings, and outraged at myself for a hastily-put-together decision, I'm certain that many others must have learned by their own errors of omission or commission. Not having the patience to hear out someone's conversation because of semantical misunderstandings is foolhardy. Alexander Graham Bell neglected to include a course in diplomatic behavior with his invention and some of the great misunderstandings of history have surely taken place on the telephone. Patience is a virtue, but it takes a good bit of cultivating before it flowers to maturity.

Rule No. 2

Author Thim is o frequent contributor to The Merchont Magazine. A longtime industry member, he is employed by Genstar Building Materiols in Los Angeles, Cq. - ed.

Before you start out each day let the mirror reflect judgment, patience, good taste and prudence. We can't expect to aggravate those we encounter in life and not be provoked in return. It isn't necessarily

(Please turn to Page 37)

Oak ls Top Table Wood

Oak continues to dominate the occasional table market with arating of 29.10/o at the Summer Furniture Market in San Francisco, Ca., according to a survey by Dave McCullam, Northwest Hardwoods, Inc., Portland, Or.

Although this figure was l09o lower than last year, it still put oak ahead of ash and elm with 2o/o and pine with 890. Alder dominated in 3 9o of the displays, but was often used as the solid parts with fine burls and veneer combinations. Birch and maple were ranked at 2.7t/o with cherry climbing to 4t/o from 3.390 last year.

Mahogany registered 6.2t/o , walnut 5.790, pecan-hickory, 3.890. Burls including olive ash, mappa, myrtle, walnut, carpatheum elm, maple and redwood reached 8go, slightly down from last year. Other woods were tabulated at 5.290 with teak, yew and prima vera popular.

Tell

f,ll Eearl Lunber Go., Inc.

Wholesale Distributors of Redwood Products lntroduces.

Until All Heart Lumber Company became aware of Penof in, the most diff icult situation we faced as a seller of premium redwood and cedar sidings was the question, "What should we use on the wood to preserve its natural color, grain and beauty."

A simple survey of end users, painting contractors, wood dealers, and architectg today indicates an extremely acute need for a natural wood finish that keepr lto nromiges.

All Heart Lumber is honored to Dresent to the forest products industry a wood finish for the 21st Century.

PENr@E'TN[ A penetrating oil finish and seall

All Heart Corporate ollics. D8sign by John ilayglnnos, Construction by Steve Seamer

We understand if you are skeptlcal, because we were too.

But it is not only the word of All Heart Lumber Company. Field and laboratory testing have shown Penofln to be superior to all other natural wood f inlsh products on the mark€t. Laboratory chemists, prof€ssional woodworkers, lumber dealers, painting contractors, and lay people have found Penofln to be of consistently exc€llent performance based on the following:

1. General appearance. . better transparency and brilliance which allows the grain structure of wood to be clearly visible.

2. A sunscreen it rejects over 90% of the sun's ultraviolet rays which are the cause of checking and discoloration.

r wood

3. Water resistance from bleeding. prevents nalls

4. Mildew resistance , . . Penofin has a mildew resistant ag€nt that provldes the necessary protectlon agalnst mlldew.

5. Longevity . Penof In ls not old enough to tell how long lt lasts before you have to restain, Fleld testlng indicates that lt malntalns the beauty of the wood at least thre€ tlm€B as long as any other product.

Unlque prop€rties in Penof In Include transparent plgments whlch offer the permanency of a plgment as well asthe transparency of a dye, resultlng In bett€r def inition of wood graln whlle rejecting ultraviolet rays whlch are the cause of checking and discoloration.

The primary solid in Penof In ls Brazilian Rosewood oil. Thls and other sollds are activated by a leadless dual catalytlc system. Thls causes wood f lbers to harden and stabilize wlthout becomlng €mbrittled, resultlng In a hard durablE living flnlsh,

Penofin ls easy to apply. lt ls a one step appllcatlon and ls very fast drylng without offenslve odor. Penof In contalns ingredlents not found In any oth€r wood f inish and chemlcally ls Incomparable to them,

In addition to the extsrlor flnlsh€s described above, whlch Includes a Marine product for the boatlng industry, Penof in also offers a natural, a medlum, and a dark stain for interlor finlshes.

oesignBd and built by Runko organ. Rodwood Vallsy, CA.

Design6d by oavid Ealdwin

Seruing the lumber, building materials and home improvement markets in 13 Western States - Since 1922

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HOME CENTER

(Continued lrom page 22)

little younger and greener than the Ace store personnelbut they're also not as rude and patronizing.

Dick England, the president of Hechingers, was a keynote speaker at the 1978 Home Center Show in Dallas. In his closing remarks he held out a warning to the "dabblers" in our industry. He warned that those other retailers who were intrigued by the reported margins and the recession-proof attributes of the home center business could be hurt if they attempted to dabble in building materials. As he spoke I envisioned the mass merchandisers such as K-Mart, Penney's, Safeway, Caldor, Beecee's and the others I knew of that were promoting their "home improvement departments" at the time. Time proved him right. Many ofthe dabblers got hurt andgot out. And, as most operators now know, the industry is far from recession proof,

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The purist will frown at the Sav-on Home Center concept, "After all they're just creaming the traffic items. They have no depth of inventory in their stores. Their selection is limited to only the fast turn items. They stock 2 x 4s only in eight foot lengths. They charge $9.79 for /2" CDX while everyone else's advertised price is around $7.49." All true.

So are all the other cliches you use when you talk about "outsiders" selling your product lines. Yes, youcan smell popcorn in the store. They even have an ice cream counter. And they may never win anybody's Home Center of The Year award. But, they have found a niche in the marketplace. They are drawing customers. And they are selling product categories that five years ago were found only in lumberyards.

What does this mean to you as a retailer? It means you've got to do things better than you've done them before. You've got to buy better, promote better, display better and be "more available" when and where the customer wants to shop, Most of all, you've got to continuously keep an eye on your competition. All your competition. There may be some things we can all leam from these dabblers.

Watchdogs Are Ticked Ofl

Security managers are finding it harder and harder to maintain a healthy, trustful atmosphere for employees to work under. With employee theft at a $10 billion loss a year for American businesses, it's no wonder the watchdogs are overly suspicious.

EDUCATION BY THREE As

(Continued J'rom page -i2)

an "eye for an eye," but it well might be a "barb for an insult."

(c) Education by Assimilation

Learning is a waking, sleeping, conscious, or unconscious, process of assimilating a knowledge of our own private, wondrous world of wood, its products, by-products and, ultimately, recycleable goods for our everyday use. Whenever the opportunity presents itself this writer takes, or makes, the time to visit a facility: manufacturer, wholesaler, retailer, to glean a little more information about the tree and its ultimate part in our society. New products, their composition, and their place in our everyday lives are an exciting insight into the scientific progress of our civilization. Mother Nature has, indeed, left us a heritage of good living and, although we don't (as yet) possess the abilities to recreate the natural resource, we have been blessed to have around us those with the abilities, talents and skills to design and develop a product difficult to distinguish from the original. Memory serves this writer well enough to recall sawmills rejecting the sawdust, shavings, chips and bark that are now processed into a multitude of new and forceful entries in today's commerce. From fingerjoint to fertilizer, knotholes to newsprint, perfume to paneling, the

tree has truly spread its branches to become a vital part of our lives.

Rule No. 3

Make every effort, at every opportunity, to avail yourself of the education that surrounds you on a hundred fronts. Expecting someone to ask you what you want, or need, to know may be somewhat of a waiting game when it is relatively simple to avail yourself of the information. I find it impossible, and unthinkable, for anyone to believe that the time will come when he, or she, will find nothing left to learn in our field of endeavor. Almost four decades have passed since my introduction into the World of Wood. My one regret is that I didn't learn a little more each day by Association, Aggravation or Assimilation......

Be Sure About Insurance Co.

The insurance industry could possibly be heading into a period of turmoil and weaker companies could have some trouble meeting claims, so study an insurance company's financial strength before your company buys from them.

Truck Costs Over 800 Per Mile

A typical tractor-trailer rig cost an average of 82.30 per mile to run last year, reports the Hertz Corp. in a recently completed study.

Out Fox Tag Switchers

As the profit squeeze gets more acute, it becomes increasingly necessary to stop pilferage, " unauthorized markdowns," and price-switching. For maximum security, your pricemaking system should use tags and labels that are not switchable.

These suggestions will help you achieve the security you need:

(1) Never use handwritten tags or labels. This is an open invita-

tion to price-switchers to "write their own tickets."

(2) Don't give a label a "handle" for easy peel-away; always apply labels away from the edge of an item or carton.

(3) Use the right tag or label for the job. Self-adhesive labels are fine for metal, plastic, glass, etc., but they are easy to remove from fabric. For

pffirnia, r nerewe are:

With sheathing and sftrds togo.

If you're a wholesaler or distributor in the Los Angeles basin,Willamette's ready to fill your orders for iop quality sheathing at Berth 190 in Wil' mingion. Located in the Bay Area? You'll also find ut "i2800 Alvarado Street in San Leandro, where we have the finest sheathing as well as studs.

\7e do all the warehousing so you won't have to. From a few units, to a truckload, just call us for a quote, then give us the specs. We'll have the goodi on our dock, / ready for your prompt pick.up. What a way to save tlme ano save some green ln the Golden Statel

Phone us today at 503.926.777r.

The Merchant Magazine

fabric items, attach tags with tough, f lexible plastic fasteners.

Pricemark books on the inside of the cover, not on the paper jacket which can be easilY switched to a higher priced book.

Don't label the carton alone; also label the item inside it, since the item can be switched to a lower-priced carton.

Don't label lids of caps of jars and aerosol cans; they are too easy to switch. Label the side or bottom of the item.

String tags attached by looPing invite easy removal. Put a security seal on the string, or use a strong, plastic fastener.

No adhesive sticks well to a cork surface. Apply label to a metal, glass or plastic part of the item if possible.

Make a small hole in sealed, plastic bags and mark the item inside. Don't label the bag itself, since it's a cinch to slit these open and switch the merchandise.

(10) Never apply a pressuresensitive label on top of another label. Remove the old label first. It's too easy to Peel off a new label and get the "old" price.

(11) For marked-down items, put a special control number on the new tag or label for quick verification.

(12) Expensive items deserve extra precautions. Hide a second verification tag. This tag should be referred to at the cash register.

(13) Train your checkout clerks to look for evidence of tampering, such as a torn break-awaY tag.

Albany, Oregon 97321-9990

503-926-7771

(14) In general, observe common sense security practices, such as keeping your marking room clear of unauthorized personnel and never leaving tags and marking equipment unattended and accessible.

Wil lamette Industries, Lumber and Plywood Sales Division

Nick Elardo, California Builders Supply, Sacramento, Ca., is back from a camping vacation.

Bill Schneider has joined Contact Lumber Co., Portland, Or., in the moulding and millwork area.

Eric C. Dennis has been appointed marketing director for Watco-Dennis Corp., Santa Monica, Ca.

Marty Olhiser, G & R Redwood, Cloverdale, Ca., had a great fishing triP in Alaska.

Dan Naughton, Redwood EmPire, Inc., Morgan Hill, Ca., vacationed with his family on California's Eel River.

Paul C. Jorgensen has joined the lumber sales dept. at Wickes Forest Industries, Dinuba, Ca., according to Linn D. Edlen, general sales mgr.

John H. Powets, co-owner of Seattle Lumber Co., Renton, Wa., has been elected pres. of the Greater Renton Chamber of Commerce for 1982/83.

Jim Adams has been named an account executive at HumphreY Lumber Co., Tacoma, Wa.

John Mayginnes, All Heart Lumber Co', Ukiah. Ca., and his wife, Barbara, have announced the birth of a third son on July 30. He has been named Mardana Montana. Mardana was a l5th Century Persian musician and poet.

John Glover, v.p. of the Sacramento, Ca., Ponderosa Div. of Palmer G. Lewis Corp., Auburn, Wa., has retired after being with PGL since it merged with Lumber Dealers Materials in 1977

Harold S. Olson, pres. of Associated Representatives of Manufacturers, Littleton, Co., has received the Armstrong World Industries President's Award from Harry A. Jensen, Pres., for his marketing achievements.

Robert McNulty is replacing Gary Nelson as exec. v.p. and chief financial officer at Neiman-Reed's Lumber City, Sherman Oaks, Ca., according to Robert Neiman, pres. and c.e.o.

Larry White is the new sales mgr. for Pacific Southeast Forest Products, Diamond Springs, Ca.

Tom Fast has returned to American Plywood Association headquarters, Tacoma, Wa., after 2 years in London. Philip L. Benfield takes over his post in England.

Buck Newson, gen. mgr. of National Forest Products Association,is retiring after 22 yrs.

Don and Vegie Maclean and LYn and Suzie Rabun, Navajo Forest Products lndustries, Navajo, N.M., attended the Wood Moulding and Millwork Producers summer meeting in Santa Barbara, Ca.

Mke Tracy has joined sales at United Wholesale Lumber Co., Montebello, Ca., according to Miles Butterfield.

Frank Stanger, sales mgr. at the Simpson Building Supply Co. distribution center, Cerritos, Ca., has retired after 30 years with the co.

Tony Barone, Mid-Pacific Lumber Co., Woodland, Ca., and his wife, Marie' have a new baby, JosePh AnthonY' born July 27.

Robert Smith and Walt North are new comgrs. of the 84 Lumber store, Woodland, Ca.

Ken Vise is heading up the new Western lnternational office in Laguna Hills, Ca.

Paul Boyle, KopPers Co., Sacramento, Ca., has been in Denver, Co., on business.

C. Thomrs Smith is the new merchandising mgr. at Diamond International's central retail div., Boulder, Co.

Gary and Virginia Moore, Cascade Wood Products, White CitY, Or.' went to Santa Barbara, Ca., for the summer meeting of the wood Moulding and Millwork Producers'

We knovv lumber Let us help

Whether your job is as ornate as the famed Carson Mansion in Eureka, Ci., or is plain as a dog house, we have the experience and facilities to providi you with the unusual and uncommon in lumber, -o,tldittg and millwork items, as well as the ordinary, in anv duantitv you need. If we don't have it, we can make it' i ^ Jusi isk. A In Redwood, Union Forest Products has S4S and pattern lumber, architectural patterns; mouldings, mixed loads and units available LTL, T€pT and rail. A Also please inc[uire on clear Douglas Fir and Hardr,voods.

September,1982

Jim Yates, Rolando Lumber Co,, San Leandro, Ca., married Laura Martin on Aug. 7, in an Episcopal ceremony, according to Helen D. Osborne, office mgr.

Jeff Leaf has resigned from the board of directors of W.O.O.D., Inc., Denver, Co. Dale Doyle is his replacement.

Fred I. Pundsack, pres. and c.o.o. of Manville Corp., Denver, Co. has taken early retirement after 30 years with the co.

Jack Carpenter was elected president of the Woodwork Institute of Calif. at their annual convention. Other officials: Charles Stauffacher, Jr., lst v.p.; Rob Gustafson, 2nd v.p.; Ed Bernhauer, treas.; and Bernard B. Barber, Jr., sec.

Dick Smallridge is the new lumber buyer at Thunderbird Moulding Co., Sacramento, Ca., according to pres. Neil Hagen.

Tom Bonner, Calif. Sugar & Western Pine Agency, Sacramento, Ca., recently got in a business trip to So. Ca. and a vacation in Ensenada, Mexico.

Doug and Kay Caldwell and Dick and Brenda Scheuble, Medallion Millwork, Inc., Marysville, Ca., went to Santa Barbara for the summer meeting of the Wood Moulding and Millwork Producers.

Bruce Kenney has been namedgen. mgr. of Chandler Corp.'s Woodland operation. Tom Armstrong, James E. Crowell, and Philip Dwelly have joined Chandler in Phoenix, Az., as sales reps. Wayne F. Benton is the new sales mgr. and Terry F. Patrick a new sales rep. at the Fontana, Ca. office. Richard H. Martin has joined sales in Albany, Or.

Pete Kepon, Arcata Redwood, Arcata, Ca., has been in So. Ca. on business. Ted Gilbert, Product Sales, Orange, Ca.; Don McNally, Vent-Vue, Los Angeles, Ca.; Bill and Steve Scully, L.A. Freightliner, L.A.; John Howenstine, John Howenstine, Inc., Costa Mesa, Ca. have been albacore fishing out of San Diego, Ca.

Matthew Stretton has joined the Terry Building Center at Simi Valley, Ca.

Harold E. Sand, exec. v.p.-building products and 26 year veteran of the Georgia-Pacific Corp., Portland, Or., will retire later this year, to be replaced by Stanley S. Dennison. senior v.p.-distribution div., on Oct. l; Ronald P. Hogan will become v.p.-distribution division at the same time; both will maintain headquarters at Atlanta, Ga.

Lee Willoughby is the new commercial sales mgr. for ThermaSol Ltd., in Northwest Ca. and Reno, Nv., according to Richard Altman, exec. v.p.

We're distributors for. .

Dirk Voorhees, formerly with J.H. Baxter, Eugene, Or., is a new rep for Hoover Universal Wood Preservation Div., Winston, Or.

Joseph W. Knabel is the new exec. director, world product distribution, Homelite Div., Textron, Inc., Charlotte, N.C., according to C. James Brown, v.p., marketing.

Loren and Sue Forrister and Graham McNary of Forest Products Co.. Albuquerque, N.M., have returned from Santa Barbara, Ca., and the Wood Moulding and Millwork Producers meeting.

Brent Bouslog has been named industrial sales mgr. Ganahl Lumber Co., Anaheim, Ca., according to Jim Taft, gen. mgr.

Earl Croxton, formerly resident mgr. with Southwest Forest Industries, Wood Treating Div., Prescott, Az., is now gen. mgr. at Selma Treating Co., Selma, Ca., according to Gerald D. Petery, former owner who is now sales mgr. and corporate v.p.

T.R. "Ted" and Pat Allen, Mt. Taylor Millwork, Inc., Milan, N.M., visited Ca. for the Wood Moulding and Millwork Producers meeting in Santa Barbara.

(Please turn to page 43)

The only complete DIY line, plus pre-stained mouldings to go with it. A low maintenance product, a true peel & place Dly wood tile. plenty of deater merchandising aids.

PERSONALS

(Continued from page 4 1 )

Bob and Mary, Jim and Tammy, Don and Debbie Gonsalves. Western Moulding Co., Inc.,Snowflake, Az., all attended the Santa Barbara, Ca., meeting of the Wood Moulding and Millwork Producers.

Ray Oien has been appointed national sales mgr. of Long Bell Cabinets, Inc., Longview, Wa., according to Bob Srntella, v.p. marketing.

Larry White is the new sales mgr. at Pacific Southeast Forest Products, Diamond Springs, Ca.

Danny and Glen Butler are back at Whittaker Forest Products, Inc,, Medford, Or., after several months in the Chico, Ca., sales office.

Randy Philips, Philips Lumber Sales, Inc., 10fi) Oaks, Ca., and Jack Bajus, Tyee Timbers, Sutherline, Or., are back from their annual backpacking trip in the Olympic National Forest in Washington State.

Michael G. Mdafferty has been elected v.p. and treas. of Crown Zellerbach, San Francisco, Ca.

John and Charle Kirkpatrick and John Sked, American Forest Products, have returned to Stockton, Ca., from Santa Barbara where they attended the Wood Moulding and Millwork Producers annual meeting.

Grge McXlnney, pres, McKinney Hardwood Co., Mountain View, Ca., and contributing editor to The Merchant Magazine, had an article in a recent issue of the "Iournol of Forest History.

Lrrry Zltelli has been added to the marketing staff of Idaho Timber Corp., Boise, Id., according to Lrrry Wllllrrms, pres.

Harry Quentmeyer, controller for more than 10 years, is retiring after 42 years with Mullin Lumber Co., Los Angeles, Ca., according to John Mullin.

Frank and Helen DeMott and Joe Rise represented Best Moulding Corp., Albuquerque, N.M., at the summer meeting of the Wood Moulding and Millwork Producers in Santa Barbara.

Lloyd Gabbert, Gabbert Lumber Sales, Sacramento, Ca. has been in Chicago, Il.,on business.

Prul C. Mdlonn is now mgr., merchandising services, Rubbermaid, Inc., with Julle K. Beuter added to the staff as supervisor, promotional seryices, both reporting to Hrrry C. Chlpmln, director, advertising and merchandising.

Frank Robson has been promoted to mgr. at the Boise Cascade Building Material Center, Buena Vista, Co.

Kim Buck is now in sales at Fourply Inc., Grants Pass, Or.

Tim and Mary Drury, Stu and Clarice Westlake, Louisiana Pacific Corp., Red Bluff; Richard and Leta Petty, Robert and Nina Plunkett, Rocklin Forest Products, Roseville; John and Karen Wall, Semans Moulding Co., Sacramento; Jeff and Pennelyn Setzer, Mark and Diane Setzer, Setzer Forest Products, Sacramento; Bob and Elke Weiglein, Snider Lumber Products, Turlock, were among those going south to Santa Barbara, Ca., for the Wood Moulding and Millwork Producers meeting.

Greg A. Pomerantz , Pacific Coast salesman for Paragon Wood Products, has been named salesman of the year.

Phil Heim and Bruce Ingram, Product Sales Co. , Orange, Ca., have been on a No. Ca. mill trip.

Kenneth Harris is now heading the millwork div. at Stark Lumber Co., Denver, Co.

John Cameron, 3C Trucking, Long Beach, Ca., is back from a 3000 mile trip on his sidecar-equipped 1926 Harley-Davidson motorcycle. He won 2nd place for it at the Calgary,Canada, motorcycle show. Then home via Sturgis, N.D.

Bob Rergan and Jerry Hahn are now in sales at Progressive International Forest Products Co,, Anderson, Ca. Bill Sieiger is a new account exec at Humphrey Lumber Co., Tacoma, Wa.

Vince Robeson is a new addition to the trading office at Gilbert Forest Products, Inc., Lake Oswego, Or., according to John P. Gilbert, pres. Ed Fountain, Sr., Ed Fountain Lumber Co., Los Angeles, Ca., recently completed an extended business trip starting with No. Ca. through So. Or. and Vancouver, B,C., returning via the coast of Or., visiting sawmills in the area.

Dennis R. Wilkerson is the new regional sales mgr., West, of the Homelite Div. of Textron Inc., Charlotte, N.C., according to William G. Grant, exec. director, sales, replacing RobertJ. Ott who has retired after 32 years with the co.; Loyd W. Larsen, new district mgr., Sacramento, Ca., will report to him.

Gary L. trlack, Paine Lumber Co., Inc., Oshkosh, Wi., is the new pres. of the National Woodwork Manufacturers Association; Dean Collins, Cascade Wood Products, White City, Or., lst v.p.; lVilliam Ruddick, Simpson Building Supply Co., Seattle, Wa., 2nd v.p.; Edwrrd L. Clark, Jr., DRTEC. Inc., Morrow, Ga., Mark Kable, Caradco Corp., Rantoul, Il., Ed Naslund, CalWood Door, Santa Rosa, Ca., directors; Melf Lorenzen, Louisiana-Pacific Corp., Barberton, Oh., retiring pres. Ron Hoppe, Siena Pacific Industries, Redding, Ca., was recently in Japan on co. business.

POTENT SALES AIDS FOR DECK DEALERS

complete sales support

All the selling tools you need from managers manual, sales desk manual, LaBelle tapes, consumer sales and "howto" materials to deck diaqrams. lf you want to sell wood -^O^ deck systems, Erecto- .a('\)r PatS the One to Sell. 4sYFllb

lror^-r*dnd^-"tion-"oille-na,^-p"t-wod

DIY MARKET SURVEY

(Continued from page 8)

the disciplines more specifically related to retailing," the study explains. Concurrently, "the rapidity with which many building material producers built up consumer marketing programs generally far outpaced their selling and support staff levels in the 1970s. Even the relatively sophisticated hardlines manufacturers made a quantum leap in promotion and merchandising activity. Both these groups, therefore, look increasingly to wholesalers as their link with the DIY retailers for diffu-

sion of marketing information and the timing and administration of coop programs, special promotions, etc. tt

Meanwhile, wholesalers offering chainlike advertising and promotional programs for independents "have done such a good job of touting their concept's advantages that their market maY soon be saturated, and the growth of independent DIY retail outlets is slow at best," the report remarks. "Therefore, it would not be surprising in the future to see program wholesalers pursue the chain market more methodically. For co-ops particularly, this might require some fundamental changes, as they have never run para-

llel non-proglam businesses like the wholesaler group programmers. " The study also surveYed retailers on such matters as advertising, displays, special promotions, customer services and merchandise mix.

RETAIL SURVIVAL

(Continued from page l5)

store location techniques for periodic evaluation of existing establishments.

(2) Use of consumer research for market positioning.

REDWOOD . D.F. Timbers Direct and LCL shipments Pine o Douglas Fir

West Goast Cedars o Hem/Fir Experienced wholesale distribution

TED MATHEWS CHUCKWILLS BILL BARR

(3) Sophisticated utilization of instore media, to sell more merchandise to the traffic that is alread.v in the store.

(4) Taking advantage of electronic marketing.

(5) Taking advanrage of a joint effort between suppliers and retailers to increase market impact.

HousewareShow Renamed

The National Housewares Manufacturers Association's semiannual marketing showcase has been renamed the NHMA International Houserrares Exposirion. effective January, 1983.

The international name acknowledges the importance of worldwide trade in the housewares field for both American manufacturers and foreign buyers and merchandising executives from overseas, according to

Ronald A. Fippinger, managing director. Reportedly, more than twothirds of American housewares manufacturers are presently exporting their products, with more planning to enter the overseas market.

and we look forward to many, many

NEW PRODUGTS

and selected sales aids

Cedar Panel Display

A free-standing product display for Giles & Kendall aromatic cedar closet panels requires only 2 feet of floor space. Consisting of two 24" x 80" panels, a panel sign, hanger bar and appropriate molding and hardware, it is easy to assemble and provides a way to bring the products out of the commodity panel area.

Wood Finishing Center

Carver Tripp, manufacturer of stains and wood finishes, is offering home centers and dealers 12 new merchandise displays.

The new centers provide staining and wood finishing information to aid the consumer. In addition, they incorporate the company's new product packaging.

Each display offers a complete catalog of 2l colors and stains as well as matching wood samples.

Lock Installation Kit

An installation kit which provides do-it-yourselfers tools to install a Kwikset lockset and deadlock is available from Emhart Industries, Inc.

The package includes three basic tools, a l" wood bit, a2ll8" hole saw and a mandrel, as well as detailed installation instructions. The kit may be used for other locksets using 2l/8" diameter and l" diameter holes, although it's not recommended to be used on metal doors.

Covering Displays I

Con-Tact Brand Decorative Covering has pre-pack display assortments of clear vinyl and selfadhesive clear covering for generating additional impulse sales this fall. Six new patterns are being introduced.

For more information on New Products write The Merchant Magozine,4500 Campus Dr., Suite 480, Newport Beach, Ca.92660.

Please mention issue date and page number so we can process your request faster! Many thanks!

Cool, Bright Switch

Smart Switch control unit from Emerson allows for independent operation of a fan, light or both from a single wall switch, reportedly, using existing wiring.

The four-step installation process involves lowering the fan canopy, placing the hand-sized component inside, completing the wiring and replacing the canopy. Turn the switch on for light only; turn the switch off and on again for fan only; and give the switch a third flip to turn on both the light and the fan.

Pleasant Piping

The Ultra-Jacket, from Pacor, Inc., is an insulation vapor barrier which offeres improved appearance on exposed piping systems.

It is a lamination of flexible metalized polyester, fiberglass scrim and an outer white vinyl film.

NaturalWeathered Look

A line of pressure treated wood outdoor furniture has a guarantee for 30 years from Wooden Environments, Inc.

Said to be less expensive and more durable than redwood by the manufacturer, the furniture reportedly doesn't need to be stained for it achieves its own natural weathered look.

The line includes a 4 ft. by 4 ft. square table, chairs, lounge chairs, and two sizes of coffee tables that can be used as benches. The chairs come with textilene covered cushions in solids, stripes and checks with dacron hollow fill.

Patio DoorSystem

E.A. Nord's solarium door, a prehung, drop-in, all wood hinged patio door, is sized to fit all standard openings and can directly replace exisling aluminum sliding glass doors.

Constructed of quality western hemlock, it is said to be 3090 more energy efficient than aluminum sliders and highly leak resistant. It features rZ " insulated clear or solar bronze glass, removable grill assemblies, treated and pre-finished oak sill, extra wide applied brick moulding and specially designed frame, sill, header and brick mould gaskets.

The door is available in standard 6 ft. 8 in. heights and widths of 5 ft., 6 ft., 7 ft 6 in., and 9 ft.

Look of Luxury

Decorative Carvings from Bendix Mouldings, Inc. can be applied to furniture, doors and walls for a traditional look of luxury. A special promotional package consists of 4 each of 29 styles plus a free ?A" x 36" display board.

Casual Contemporary Tables

American Forest Products Co. has redesigned three versatile entertainment centers adding three matching occasional tables to its Encore line.

The soft edges and rounded corners give all six items a casual and contemporary look in natural pine. Pre-drilled and pre-grooved they reportedly can be assembled in minutes.

They can be stained, lacquered or painted. Each comes with all necessary assembly materials and instructions.

Clean Sweep in Sales

New packaging, in-store merchandising, dealer and consumer literature, cataloging, national advertising and trade shows are scheduled as sales promotions by the Air-Jet Chimney Systems Div. of General Products Co., Inc.

Designed to help retailers sell chimney systems the new promotional program will utilize a fictitious Cockney chimney sweep, A.J. Sweep, as spokesman on all advertising material.

High Technology Soldering

A soldpring system with variable temperature control has been introduced by the Ungar Division of Eldon Industries, Inc.

A rotary control on the base enables the user to vary the temperature in 50 o increments from 400 to 800 o F. The Electric Soldering system 9l(X), for hobbyists and do-ityourselfers, has features developed for high-technology industrial use.

Seal For Protection

Spellite masonry paint and sealer now for consumer and homeowner markets helps to create dry and attractive basements and walls for homeowners. Reportedly, it will effectively seal and protect a foundation or wall surface with one coat and is odorless, nontoxic and nonflammable.

For more information on New Products write The Merchont Magazine,4500 Campus Dr., Suite 480, Newport Beach, Ca. 92660. Please mention issue date and page number so w€ can process your request faster! Many thanks!

Rack Displays A Dozen Doors

A free-standing display rack from SimpsonTimberCo. has room for 12 doors which can slide in and out for customer examination. Staff time is said to be reduced because customers don't need assistance until after they'vemade a decision by looking at the doors.

Shipped in two corrugated cartons, the rack assembled stands 85V2" high, 42t/2" wide and 36" deep. The end panels are designed to carry promotional materials. Two wall charts with protective covering and a literature rack are included.

That's A Switch

The Wiring Device Dept. of General Electric Co. has a new home lighting electronic programmable switch.

The device replaces a conventional wall switch to control a permanently wired fixture. Within the device is a mini-computer that can be programmed to turn the fixture on or off up to eight different times during a 24-hour period.

The unit will repeat the same sequence of preset control functions, with security intended brief variation, every 24-hour period. Manual override is accomplished by touching the face plate. An additional feature enables the lights to go on at half their normal intensity to reduce energy

The switch is microprocessor based and includes a real time display. The function and program ofthe unit are controlled through a threeposition slide switch that includes automatic operation, manual operation, a time-set button and a command button.

Installation is said to take only a few moments with basic tools.

Old Gronrth Douglas Fir Green,Rough

Dry With Zero Degrade

Vacutherm, Inc. has a wood drying kiln that combines heat and a vacuum that reportedly pulls moisture from wood three to seven times faster than conventional kiln drying.

The company claims the kiln will dry 8/4 red oak from 7090 to 6s/o moisture content in 15 days. This rapid drying with almost zero degradation reduces energy costs, land requirements for inventories and allows the user the ability to supply high-quality, custom dried lumber in days rather than months.

The primary heat source is steam or hot water from any boiler; it is further heated by steam captured from lumber during drying process, a reported recovery of 5090 of normally wasted energy.

Totally insulated, so it can be located outdoors or in an unheated shed, the dryer is a round cylinder shape which ensures efficient internal air movement and accurate control of pressure levels.

The round, pressurized end door opens to an 8' diameter corrosionresistant steel chamber, where wood can be stacked 43" x78",48" x'14" or 60" x 64". The length of the chamber can vary according to need, though the manufacturer

recommends a 37' long chamber to offer the most versatility for 6', 8', 12' and 16' multiples.

Fans and controls built into the chamber walls maintain a constant flow of warm air across the wood, imparting uniform temperature and relative humidity to the lumber.

After heating, the atmospheric pressure is lowered to speed the migration of water to the surface. The moisture is flashed off the wood and removed through a

vacuum pump. The cooling due to evaporation is monitored and the lumber is re-heated and the cycle repeats. The process is controlled automatically and will run continuously for long periods, unattended.

The company says the most efficient operation is a tandem set up where two dryers operate off one vacuum pump. The dryers themselves fit on a tractor trailer for relocation.

Our CCA Salt Treating cylinder is one of tne largest in the West. One phone call can put it to work for you. And you'll want to consider our custom treating, combined with computerized inventory control. Save time, money and space. Call: Steve Ryan, General Manager

In California (800) 582-3950

Outside California (805) 833-0429

POLES PILINGS DIn'IENSION

TIll,|BHRS CROSSARrvl$ GRAPES|]AKgS

Open Hearth

An airtight stove, the Forester 442 by U.S. Stove Co., features a unique bi-baffle system that redirects air and heat flow inside the stove for more efficient heating with less ash and creosote buildup, according to the manufacturer.

The stove's glass doors provide the visual warmth of an open hearth without compromising the airtight heating efficiency. Load-bearing

welded foot pads that carry weight and protect floorcovering are another feature, along with slanted sides which offer more radiant heat surface and increased stability, twolevel top which provides two cooking surfaces with different temperatures and optional two-speed blower that extends heat to other rooms. With a matte black finish and decorative brass knobs, the stove is made of %" plate steel.

Fast Caulking

Power Caulker, a device that turns an ordinary electric or cordless drill into a high-speed, automatic caulking system comes from BridgePort Chemical Corp.

Portable, it can be used without compressors, generators, or electrical power. Reportedly, its quick, precise application is three times faster than hand caulking and eliminates the problem of air bubbles in the bead from pneumatic caulking.

Retailing for around $35, the tool consisting of a cartridge chamber and mechanical power drive, uses any standard caulk tube or silicone sealer.

Cul-de-Sacs

A line of custom vinyl bags and covers has been introduced by Gaylord, Inc.

They are offered on a made-toorder basis and feature extra heavy duty seam strength and a full4 mil. thickness.

Final products can be furnished in double polished clear or multi-color vinyl, with or without handles and with silk screened imprinting, if required.

Stairuayto Heaven

A prefabricated, adjustable stair line by Western Steel Co. provides access to elevated areas. Reportedly,, the stairs can be assembled in an hour. They have a completely galvanized finish to prevent rusting. There are 36 models ranging from 3 ft. to l0 ft.

NaturalKnobs

The Condo line of cabinet knobs and pulls from Ajax Hardware in chrome or polished brass is available with nine different wood, ceramic, metal or marble-like inlays. All, in subtle, natural colors, are finished suitable for natural surfaces and materials.

QUALITY REDWOOD

Manufacturers of fence boards; posts and rails; decking; specialty items. Our sawmill and re-man facilities provide us with versatility in meeting your customer's needs.

From the Forcst to the Fence

P.O. Box 248 Arcata, Ca. 95521 (7071822-1779

Russ & Bob Britt

IMPORTED AND DOMESTIC WOODS

Our ainr is to Iillvour rt'tluirt'nrt'nts, [)rornptlv, rvith compr:titirelr pricetl qualin protlucls.

Jim Summerlin

SUMWOOD, INC.

P.O. Box 7000-216

Palos Verdes Peninsula, Ca.90274

(2r)) 54r.0r79

Telex 181-871 (SUMWOOD RPVS)

"AlI

Jim Forgie

wood is good, but Sumwood is special"

gulnlWlnbralaLurrrbp,t

Hem-Fir Hemlock

Douglas Fir

Decorative Ventilation

Benchmark's full louvered bifold doors add a decorative look while providing free air flow for ventilation for clothing closets and food pantries or concealing furnaces and water heaters.

Shaped from a single sheet of rugged steel and reinforced with special box channels, each panel is a full lVt" thick. Reportedly, they do not warp, swell, split or shrink.

Pre-assembled and pre-finished, the bifolds come as a complete carryhome package, ready to install. With a few home tools, a d-i-yer can place the racks, slip in the doors, adjust and lock them securely for smooth operating.

Painted on both sides in baked enamel pearl white suitable for use as a finish coat or prime coat to match decor, the bifolds are offered in six sizes for openings from 2 to 6 ft. in width.

Shockless Shutters

General Electric Co.'s wiring device department has a safety outlet with built-in, spring-loaded sliding shutters that resist tampering by children.

Two Beamed Fixture

A two-lamp unit, the DualBeamKat lighting fixture from Sylvania, provides twice the coverage of a single unit with up to 300 w. of energy-efficient high pressure sodium lighting.

The fixture has two head units mounted on either side of the prewired ballast housing and provides the user with maximum energy savings through a computer-designed optical system available in three beam patterns.

It is equipped with two 70 w. Lumalux lamps designed to replace a two-socket incandescent Par flood system using 300 w. lamps which is, reportedly, a 70t/o power reduction with only l09o loss of illumination. Based on 4,000 hours per year operation at 6Vza per kilowatt hour electricity cost, it will save the user $l 12 annually.

KILN DRYINU

LUMBER STORAGE

serving the west since 1950. We invite you to utilize our automatic Iumber stacker.

300,000' kiln caPacitY 8i9!00 irylt.fq.

For your additional convenience we are rail served.

ts

DURABLE and economical, these new low-voltage lampholders, acc0rding t0 the Lighting Products Div. of McGraw-Edison. come in a variety of styles and linishes.

Flat Bed Transportation: LL Western States "Service Comes First"

Sward Tru",k!!rg,^"

Sun Seals Shingles

Architectural shingles from Georgia-Pacific combine a textured design similar to wood shingles with the avantages of asphalt roofing. They reportedly have a dense mat that ensures against distortion with age and a layer of tough, kiln hardened ceramic-coated granules to give extra protection against weather. Factory applied adhesive strips use the sun's heat to seal individual shingles into a solid unit.

TIMBERS

We are cutting Douglas fir posts and timbers from 6x8 through l2xl2 to lengths of I' to 40' with dapping, drilling and angle cuts. Utility through #l & Btr. We can offer surfacing as well with our Stetson Ross Timber Sizer (14" x 28" maximum).

Give us a call on your cut-to-length or custom surfacing inquiries.

Bracrrt International

Available in two weights, Valiant 250 lb. and Valiant II 3001b., both are U.L. listed for class C fire protection, with 20year and 25 year limited warranties respectively. They are available in four colors.

Variety Perlormer

Duo-Fast's KDN-50 coil nailer performs a variety of tasks from crating and pallet assembly to furniture and home construction.

It weighs only 4Vz lbs. and drives 25 different types ofnails from l" to 2" long from a magazine that holds 300.

It is balance-engineered with weight concentrated at the nose to minimize recoil and to permit easy one-hand, fatigue-free operation.

According to the company, the nailer features a dual-action safety mechanisrn to prevent misfiring.

Jerry Guin Denny Hess

AboveTheStove

Amana Refrigeratio4, lqc.'s microwave oven, model MVH-9T, combines a full-sized, full-powered Radarange with a ventilation system that has an exhaust capacity of 400 cubic feet per minute, reportedly allowing it to be installed above any cooking appliance.

Installed in place of aconventional 30" range vent hood, the oven's exhaust system has variable control. It also features a Touchmatic microprocessor control for multiple programming options when cooking.

No Mis-Tints

A computer-controlled colorant dispenser designed for use in high volume retail paint outlets and commercial distribution centers features an improved microprocessor control for increased productivity, accurate repeatability and the elimination of human errors resulting in costly mistlnts.

Graco Inc.'s Auto Tint 8000 will tint cans from quarter to five-gallon sizes. Paint formulas are entered into the machine with a push of buttons on the console. Bright red numerals confirm accurate formula entry. There is no need to re-enter the formula on multiple can orders. It is said that employees can be trained in as little as a half-hour.

D-l-YTub Enclosure

Swan Corp. has a new tub enclosure the Tubwal, TF-57. The five piece system reportedly can be installed in an hour or less. It is available in a variety of molded-in colors to match textured tubs.

The kit comes with all the necessary installation materials and no special tools are needed. It can be cut and goes over old tile.

Altvantages Aduertising system

Cut Out Kickbacks

The Townsend Saw Chain Co. has a chain which they claim is three times more effective in reducing chain saw kickback and can still cut and bore with virtuallY the same

speed and effectiveness as a standard chain.

The Tri-Raker reduces the kickback by the design of a ramPed section on iop of the drive link and tie strap in the same configuration as the cutier raker. The increased facial area on the rake reduced the chances it will be buried by taking too big a bite of the wood.

Mallet for Metal

Malco Products, Inc., recently introduced a flat-faced wooden mallet desiened for sheet metal adjustment. It-is made from 10090 hickorY and

has a 2t/2" face size. The handle is cemented into the mallet's head with a steel pin inserted for reinforcement.

Light Sensor Smoke Detector

A llOV. photoelectric smoke detector developed by Gentex Corp. features a light sensor that improves detector reliability while compensating for temperature, humidity' voltage and age.

eroviding a faster resPonse for smoldering-fires than the commonly used ioniZation tYPe alarms, the photoelectric detectors reportedly live eight times fewer false alarms.

Two hardwood imports from Western Australia

TWO POPULAR Wesrern Aus- I tralian hardwoods, jarrah (eucalyptus marginota) and karri (eucalyptus diversicolor), are now being imported into the United States in 20 and 40 foot containers docking in West and East coast ports as well as in New Orleans, La.

Jarrah varies from light to dark reddish brown, darkening with age to a mahogany color. Karri is in the same color family, but is generally paler than jarrah. Both are available as raw lumber, air dried lumber and kiln dried lumber up to 8/4 stock. Both also are imported in a number of panelirtg profiles and floorings such as mosaic parquet, tongue and groove and herringbone. Laminated countertops, beam work, doors and mouldings are available.

Interestingly, the early shipments of jarrah to England were reported on in the Scientific American, Architects and Builders Edition, published in New York City, in Sept. 1886. The article discussed its properties, especially its durability and resistance to time, weather, water, white ants and the sea worm. Its uses, according to the author, were for ships, docks, railway sleepers and telegraph poles with its arrival on the docks of London welcomed as "a prelude to many other and more important consignments to this country where intrinsic merit is the only passport necessary to gain public favor and support where commercial interests are concerned. "

Original sales of both jarrah and karri in North America were concentrated on the tanning industry since both woods have high resistance to acids and alkalies, maintain stability during wide changes in temperature

and have unmatched durability as well as excellent strength and wear characteristics, according to those in the industry. These qualities reportedly revolutionized the tanning process since they could provide equipment with a life expectancy of 25 or more years instead of the customary five to ten years experiencedwith equipment made of fir or cypress.

Untreated jarrah and karri have a B fire rating by the standards of the Hardwood Manufacturing Plywood Association, Arlington, Va., a rating said to be matched only by pressure treated American hardwoods. A favorite example of their fireproof qualities is the story of the major Milwaukee tannery conrpletely destroyed by fire except for the jarrah drums which were only scorched. They were put to use making leather

Story at a Glance

Jarrah, karri similar to maho. gany in color . . . high resis. tance to acids and alkalai . . natural lire retardant... market potential.

with new motors and drives under the open sky within two days after the fire.

Both species reportedly have natural resistance to insect borers and deterioration from the elements. A reported disadvantage is difficulty in working them. Because of their strength, carbide tools must be used.

Jarrah has an air dry density at l29o moisture content of 1090. Other basic properties are basic density, 824; strength, group 53; natural durability, class 2 (durable, suitable for use in the ground and for unprotected exterior use under normal conditions); pressure permeability, class 4. The sapwood is not susceptible to lyctus. Karri has an air dry density at the same moisture content of ll50; basic density, 905; strength, group 53; natural durability, class 2; pressure permeability, class 4; sapwood, not susceptible to lyctus.

Jarrah's shrinkage is tangential .7 and radial .2. The sapwood is red brown; heartwood, red brown to dark red brown. Karri has shrinkage figures of tangential 1.4 and radial .3. Sapwood color ranges from pink to red brown; heartwood, red brown to dark red brown.

Industrial uses of the woods now include underwater scrapers, underwater brush blanks, mine guides, truck beds, outdoor decks and other applications where there needs to be resistance to moisture, acids, alkalies and heat.

A wide variety of residential and commercial applications is possible according to those importing jarrah and karri, including heavy construction, decking, general building, framing, flooring and roof trusses, paneling and furniture.

USING TAX PLANNING

(Continued from Page 17)

unusually low taxable income or unusually large tax credits. Items of preference include accelerated depreciation on real ProPertY and leased property, amortization of certified pollution control facilities, and the portion of long-term capital gains obtaining the preferential rate

under the alternative tax computation. An exclusion from the amount of preference items subject to the minimum tax is allowed in an amount equal to the greater of $10,000 or the amount of tax due'

To the extent tax Preference items exist during a year of low taxable income or large tax credits, a minimum tax liability could result. Plans should be made to minimize recognition of tax preference items,

or where appropriate to delaY acquisition of investment tax credit property.

Tax planning with losses and net operating loss carrybacks. Where a loss or net operating loss carryback situation is involved, comPanies should be mindful that a net operating loss carried back to an earlier year could result in an imposition of the minimum tax in that year. In some instances it maY be better to elect to forego the carryback and to carry the loss forward. Where net operating losses are in danger of expiring, corPorations should plan to accelerate the income and defer deductions. For examPle, forego using the installment method of reporting installment sales. Switch from accelerated to straightline depreciation. This can be done without IRS permission.

If an operating loss is exPected for the current year, recognition of Iong-term capital gains could be deferred to avoid loss of the full tax benefit of the loss.

Get On Schedule

The Expand-A-Plan Modular Scheduling Systems Catalog is free from Methods Research Corp., Asbury Ave., Farmingdale, N.J. 07727.

Milling About

The Where To Buy guide listing 17 Western red cedar manufacturers is free from the Western Red Cedar Lumber Association, Dept. A-6, Yeon Bldg., Portland, Or.972M.

Bridge The Gap Study Plan Book of Bridges ond Cupolas with illustrations and designs is $8.50, including postage, from Sun Designs , P.O. Box 206, Delafield , wi. 53018.

Topping Topic

A polyester roofing membrane booklet is free from Consolidated Protective Coatings Corp., Marketing Div. l, l80l E. Ninth St., Cleveland, Oh.44tl4.

Guiding Light

A brochure of guidelights for use on floors, steps and handrails is free from Tivoli Industries, l5l3 E. St. Gertrude Pl., Santa Ana, Ca. 92705.

Closed Door Policy

For a free brochure on energy saving entry systems write the Columbia Door Div., Simpson Timber Co., P.O. Box 1336, Vancouver, Wa. 98666.

Revolutionary ldeas

Decorbtive ideas for wood mouldings in American Colonial style are 500 from Wood Moulding and Millwork Producers, Dept. AC, P.O. Box 25278, Portland, Or.97225.

Sound Off

Copies of Sound Reduction: Design Considerations for Construction Glass are available for 100 each from the Mer-

chandising Dept., I-OF Glass Co.,P.O. Box 799, Toledo, Oh. 43695.

Weather The Storm

The Weatherstripping Products

Cotalog is free from Mortell Co., 550 N. Hobbie Ave., Kankakee, Il. 60901

FOR PROMPT SERVICE

On all New Literature stories write directly to the name and address shown in each item. Please mention that you saw it in The Merchant Magazine. Many thanks!

Door Decor

A brochure on decorative screen doors is free from Unique Technology, 248 James St., Venice, Fl. 33595.

Panel Handling

A brochure showing application ideas for paneling is free from Ostermann & Scheiwe U.S.A., P.O. Box 668, Spanaway, Wa.98387.

Flooring Facts

Uses of color, pattern and texture in resilient flooring are explained in a free l6-p. brochure from Mannington Mills, Inc., P.O. Box 30, Salem, N.J.08079.

A Book For The Roofless

GAF Corp. has updated literature on its asphalt roofing shingles, free from Building Materials Div., 140 W. 5l St., New York, N.Y. 1m20.

A Proper Installation

A 32-p. guide on the installation of aluminum replacement and storm windows is free from the Aluminum Action Center , 438 W. 37th St., New York, N.Y. lml8.

Pining Away?

A brochure on heart pine wood products is free from Legacy Pine Limited, Inc. , P.O. Box 52614, Atlanta , Ga. 30355.

Hitch A Lift

Practical information on critical lift truck components is in a free booklet from Eaton Corp., Industrial Truck Div. , I 1000 Roosevelt Blvd., Philadelphia, Pa. l9ll5.

Breaking The Code?

Code Conforming Wood Design, a guide to building codes, is $15 from the American Wood Council, 1619 Massachusetts Ave. , NW, Washington , D.C. 2m36.

Weatherstripping Catalog

A catalog describing thresholds and weatherstripping items and a merchandising brochure of p.o.p. display units are free from Pemko, P.O. Box 37&, Ventura, Ca.93fi)6.

Laminate Literature

A brochure on Reposal decorative laminates is free from The Diller Corp., 6210 Madison Ct. , Morton Grove, Il. 6m53.

Get Wired Right

A l0-p. wiring guide for the d-i-yer is available to retailers from the Wiring Device Dept. of General Electric Co., Warwick, R.I. 02886.

Purchasing Guide

The Thomas Regional Directory, a 1,000 page industrial purchasing guide, is free from the Circulation Dept., 330 W. 34th, New York, N.Y. 10fl)1.

Chimney Catalog

A catalog of all-fuel, triple wall chimney systems is free from Air-Jet Products, General Products Co.,P.O. Bor T3ST,Fredericksburg, Ya. 22M.

GIASSIFIED

ADVERTISEMENTS

Large well established wholesale lumber company offers unique opportunity to highly motivated salesman. We offer excellent benefits, unlimited earnings potential, and progressive management. If this sounds like what you have been looking for and are an cxperienced industrial lumber salesman with a record of success in the So. Ca. market, send brief confidential history to Box 461 c/o The Merchant Magazine.

HARDWOOD LUMBER salesman So. Ca. Experience required. Draw commission program. Auto provided. This is a great opportunity for qualified individual. Contact Donn Hollenbeck Ql, 770-3901.

EXPERIENCED pallet salesman. Ask for Carl Boesch, Hunter Woodworks, (213) 775-254'

CURRENT OPENING

Sales/service desk in well established retail/ contractor yard located in No. Az. Excellent opportunities. Confidential. Write Box 457 c/o The Merchant Magazine,

600 a word, min. 25 words (25 words : $15). Phone number counts as one word. Address counts as six words. Headlines and centered copy ea. line; $4' Box numbers and special borders: $4 ea. Col. inch rate: $30. Names of advertisers using a box number cannot be released. Address all replies to box number shown in ad in care ofThe Merchant Magazine, 4500 Campus Dr., Suite 4E0, Newport Berch' Ca. 92660. Make checks payable to The Merchant Magrzlne. Mail copy to above address or call (714) 549-8393. Deadline for copy is the 22nd of the month' PAYMENT MUST ACCOMPANY COPY.

PROMINENT OREGON wholesale lumber firm looking for experienced sales person for Special Products Division. Send resume and experience to Box 459 c/o The Merchant Macazine.

ADMINISTRATM/EXECUTIVE management position sought by industry professional. Fully experienced in a wide range of lumber, building material and home improvement operations, both retail and wholesale. A successful industry track record for more than l7 years. Relocation no problem' Write Box 462 c/o The Merchant Magazine'

CONSISTENT $2 MILLION SALES

Building supply & lumber yard. Fine living in No. Ca. with economic growth. Long established on 31A acre site.40,000 ft. under roof. Rail available. $750,000 for business; let's talk about the real estate price. HAI (707) 546-0 I 65.

Well established retail lumber company in very desirable area of thriving sunny So' Ca. with unlimited potential. Owner will finance at reasonable rate. Write Box 460 c/o The Merchant

Home center-building materials dealer. Sales $ 2 million.Growing San Joaquin Valley (Ca') city. Real estate either for sale or lease. Priced reasonably. Write Box 456 c/o The Merchant Magazine.

SELLING HANDW(X)D?

Get your sales message to a handpicked audience of more than 5,000 lumber and building supply raailas and wholesalers in the 13 Western statcs. Advertise in the Special October Hardwood Isue of The Merchant Magazine' Reasonable rates. Call David Cutler collect at (714) 549-8393 todav to reserve

llhen sendinR tn a <'hange ol address please include :ip code on both old and neu' addresses and etther the old label or the inlormation liom it. Thanks!

CTASSIFIED ADVERTISING Order Blank

OLYMPIC Model 7000 machine stainer complce with 5 drying racks. $16,500. Write Box 458 c/o The Merchant Macazine. 42" TURNER Twin Resaw completely reconditioned. Now in operation part-time. Some financing available, $19,500. Contact Lakeview Lumber (208) 7 65 - | Vll.

FOR SALE: Lumber truck. 1964 CMC 2V, ton, 16 ft. roller bed. Excellent condition. $4,000. Call Bayshore Lumber (714) 998{700.

REPRINTS of hardwood articles from The Merchant Magazine. Excellent for reference or training. Domestic Hardwoods, $10: Southeast Asian Hardwoods. $5: South American Hardwoods, $4; all three, $16. Send your check today including name and address to Hardwood Reprints c/o The Merchant Magazine.

SAVE YOURSELF MONEY

HALF PRICE OFFER for 10 or more subscriptions to The Merchant Magazine, when paid in advance. You and Jour employees can enjoy and benefit from The Merchant Magazine for one year for only $3 per subscription. That's a 500/o seving over our standard $6 per year rate, which is a real bargain in itself.

Use this special bulk rate subscription to make sure rhat rhe key people in your organization are assured of keeping up with industry developments as 'well as gleaning-the merchandising and management lnlormation they need to do a better job.

TWISTED AND WEATHERED

Douglas Fir S4S and rough, 3x4 and wider and 4x4 and wider. Call Wm. Hunter, Hunter Woodworks. (213) 7 7 5-2544"(2 1 3) 835-5671.

LOCAL LUMDER hauling Southern

California roller bed truck and trailers and bobtails radio dispatched, Rail car unloading at our spur in Long beach. 3C Trucking (213) 422426.

BUYERS' GUIDE

Chadey's Ferce Co.

Conmr Lmber Sal€s

Conlempffary Bulding Products, Inc

Cos flead Lunb€t& Hywmd

Ibol€y Forest C0.. Inc.

Essloy &Son.D.C..........

FarweslFirsales.........

Ferri tlistrbutho Co..

Fir& PineLumberco.

FountainLmberco., Ed ....

Fr€montForestProducts

Gallehe. Hardwod Co.......

Gemini Forest Products.

G@rgia-PacificCotp........

HeppnerHardwoods..... ...

HillLumberoo.,Max.......

Eonninoton Lumber Co

Buildhd Material tlislributors.

B€awrlumber Co.

Calilornia Bay Euilding Supdy C0.

CalildniaForeslProducls...

Calitornia SuoaI & lrybsltrn Pine Agency

Ca|ilornia SugFr & weslern Pim Agency

flabloTimberPmduds..

Euoene-Willatnette LumberC0.

Fl6r S€ruice SuoolY (San Jose)

Getroh-Paciliccdri.

ceordh-Pacilic Co.b. (San

Hiooins Lumber Co. {San Jose)

HiidhstumberCo. (UnbnCity) ........

Hi66insLumberCo. (WalnulCieek).......

Ho'ljbswall LumberCo.. Inc.

Kelleher Lumber Sales

batherbaklndustries.lnc.

MacBeath Hardwood

Mission Foresl Poducts .

l{iesen-Ward FoIesl Ptod. (408) 779-2'147

ihYo Timber Producls. Inc.

P.R.0.0.Wholesaleoislribultrs.... ....

Redw@d Emoare. Inc.

Rolando Lumbet Co., Inc..

Simoson Euildina SuDdv Co.

Simbson timberCo.

Triairole Lumber Co.

AI0AT /EUnErA/flr8TUl{A

Andersonia Forest Producls

'diicriiirilerhiiioir'a.t...

Eritl Lumber Co.

Crown Redwmd Co.

Humboldt Redwood Mlo. Co.

Louisiana-PaciticCorD....

Mission Fence Supply

Reil&Wfloh|..........

SimDson Siildino SuDDlyCo.

TUdURX/GNASS YALTCY

All-CGsl Foresl Products. Inc.........

SimpsonBuildingsupply

Sodh BayForestProduds

Southw6tForesl lnduslri€s...

Slahl Lumber Co.

Sumwood, Inc...

Sunrise Foresls Poducls. Co.

T&RLumberCo.

uniledwholesdeLmberC0....

Virginia Hardwood Co.

(?1qlq?4-1916

Ensworlh Foresl Products

R & L Wood Products

EAKEISfIELO

Pacitic Wood Preseruino ol Bakersfield. corp. .l.... (805) 582-3950

clilc0

Norlield Sales & Service........

CLOYEROALE

Bowman Lumber Sales

G&R Lumber Co.

RolandoLumber(KinlonDiv.).

Roundsoisl. Cenler....... (707) 433-4816

c0nuxG

Crane Mills

FONI ORAGG

Georoia.PacificCorD.{Redwood)

HolnEsLumberCo.. FredC.

Niesen-Ward Forest Producis....

FNETOXT

DMK Pacilic CorD.

Louisiana- Pacilic CorD

FRESXO

Amerimn Foresl Products Co.

Easlon Lumber, lnc.

Georoia-Pacilicwarehouse.

Hiooins Lumber Co.

lnleinatidnal Foresl Products lnc..

LewisCo.. Inc.. PalmerG.

Mission Foresl Producls

Pacilic Foresl Producls

SlandardSlruclures,Inc........ ........

IIXGS BEACH

Aowmd Mifl& Lumbe(

LoS E 1{0S

Stewart Hardwood Lumb€r Co.

t00Esr0

Snider Lumber Producls........

Sunrise Foresls Producls Co.

Swald Truckin0 NEDOIXG ANEA

FeatherRiverMouldingCo.

Keller Lumber Sales Lewis Co.. Inc.. Palmer G. Louisiana-Pacific Corp. (Red glulf).

SOUTHERX

Buildino Malerial Dislribulors, Inc..

Cahlornia Sugar & Wesiein Pine Agency CaDitol Plwood, lnc Fldor S€niice Supply. Gabberl-SimmenLumberlnc. Georoia-Pacificwarehous€......

Hiooins Lumber Co Ko-o-oers Co. LeivisCo.. Inc.. PalmerG.

oRlxcE, RIVERSIDE &

BERIIARDIXO COU lITIES

Freeman&C0.. SteDhenG.

FremonlForesl Produc|s .............

c8oroia-Pacilic corD.

Goldi-ng Lumber saies

Hammermill Manufacluring, Inc.

H & M Wholesale

lnland Lumber Co.

lnlernational Foresl koducls, Inc.

KelleherMouldingco., Inc.

Kopp€rs Co., Inc.

Laminatod Timber Seruices. Inc.

L-PDistribulion C€ntor..............

MacBeath Hardwood

Products

AUBUNT

Lewis Co.. Inc., Palmer G.

SEtLrt{GHAt

JerstedlLumberco., Inc.

BRETEBTOII

LewisCo.. Inc., PalmerG.

EVERETT

LewisCo., Inc., PalmerG. ...

KEl{iIORE

LewisCo.. Inc., PalmerG.

Kn(uil0

SimpsonBuildinoSuDolyCo....

101{GYtEW

union Pacilic Railroad.

OLYTPIA

oelsonLumberCo......... (800) 426.6040

SEATITE

Bel Air Door/Alpine Veneers, Inc.

Georgia-Pacilic Corp.

Simpson Timbsr Co.

Union Pacific Railroad Wasco (Maicro Ind.).

sHEtT0tl

SimDson Buildino Suoolv C0.

SPt!KAl{E

Georgia-Pacilic Corp.

LewisCo., Inc., PalmerG.

SpokaneTribalWood Producls.

Union Pacilic Railroad.

TAC0ilA

American Plywood Associalion

Bel Air ooor/Alpine Veneers, Inc. .

Burns Lumber Co.

Georgia-Pacilic Corp.

Lewis Co.. Inc., PalmerG. Alaska oiv.

Louisiana-Pacilic Corp

McFarlandCascade {800) 426-8430

Union Pacilic Railroad

VA},ICOUVER

International Forest Producls, Inc.

WATLA WALTA

Union Pacific Railroad.

WEI{ATCHEE

Lewis Co., Inc., Palmer G.

YAKIHA

LewisCo..lnc.,PalmerG.

AtSANY Willamelle lndustries, Inc.

8Eil0

tlnion Pacilic Railrmd.

c00s 8AY

Conrad Wmd Preseryin0 Co.

CoosHeadLumber&Pliwood

c0nvAIus

Bonnington Lumber Co

Evans Products C0. (Hardbmrd)

Mary's River Lumber Co. (503) i52-0219

EUGEIIE/SPRIIIGFIELD

All-CoaslForeslProducts, Inc.....

gel Arr Door/Alpine Veneers, lnc..

Bohemia, Inc. (800) 547.6065

Eugone-WrllamelteLumberCo.

FremontForeslProducls

Georgia-Pacific Corp.

Hirt&wood Lumbsrco..... (800) 547-8927

LewisCo., Inc., PalmerG.

Lumber Products

McFarland Cascade

McKen2ieTradingCo. (800) 547-6067

0regon Cedar Products

oregon McKenzie Lumber Products Co.

Rolando Lumber Co.

Statoslnduslri8s,lnc. (800) 547.8928

SunshinewoodProducts... ..

Union Pacilic Railroad.

HEPPI{EI

Kinzua Corp.

Hil.rs80n0

Permaposl Products Co

BUYERS' MUIBE

J(lSEPH

JosephForestProducts

KTAI{AIH FALTS

Lumber Producls

iIEDFORD

Andersnia Foresl Products

8yrneTrucking. (800) 547-9655

Fountain LumberCo., Ed

LumberProducts....

Union Pacitic Railroad

Wendling-Nathan Co., Inc.....

GNEATEF PORTTAl{O AREA

Alpine Inlernational CorD.

J.H. Baxter&C0........ ...

8el Air Door,/Alpine

Veneers, Inc. (800) 547-6755

Cole & Associales, John T

ConlactLumberCo. (503) 228-7361

oant & Russell, Inc. (800) 547-1943

oalaline Corp. .

FriesenLumberCo. ....... (503) 397-1700

FullmerLumberco.

FurmanLumber, Inc. ......

Georgia-Pacilic Corp.

Hamplon Lumber Sales Co.

LewisCo., Inc., PalmerG.

Louisiana-Pacilic Corp

L0uisiana- Pacilic Corp. (&avedon)

Lumber Products

Mccormick & Saxter CreosolnQ C0..

NEd€rmeyer-ManinC0... i800) 547-6952

North Pacilic Lumber Co. (800) 547-0440

NorlhwestHardwoods, Inc. ....

Penberthy Lumber Co.

Permaposl ProductsCo.

Publishers Forest Producls. (800) 547-6633

Siskiyou Forest Products

Sunrise Forest Products Co. . (800) 547-t 771

Union Pacilic Railroad

Wesl€rn Inlernalional Foresl Products.. .. (800) 547-5744

RIDOI-E

C&0 Lumber Co.

Herbert Lumber Co.

R(|SEBUNG

Fr. couJilg

Sales)

westridge Foresl Products, Inc.

e8AilD JUl{CTt01{ Rwspecialties, Inc..

8[Lll{GS

Georgia-Pacific Corp.

EozEfAt

McFarland-Cascade

BUTTE

Monlana Pole & Treating Planl

Union Pacilic Raikoad. rrss0uu

Louisiana-Pacilic CorD. LewisCo., lnc.,PalmerG.

CASPER oresco Wyoming.

0G0El{

Geroia.PacrlicCorp. 0gden Lumber & Milling

leased from the hospital the day after the accident.

Mrs. Jones who worked as a sales secretary is survived by her husband, four sons, two daughters, four brothers, three sisters and five grandchildren.

Ruth Ellen Jones, 55, and Keith Edward Jones, 22, her son, both Georgia-Pacific employees at Fort Bragg, Ca., died as the result of an automobile accident near Grass Valley, Ca., on Aug. 10.

Mrs. Jones, her husband, David Allen Jones, also a G-P emPloYee, their son and his bride, Paula Francis Jones were returning from Reno, Nv., where the young couPle had been married, when the accident occured.

All victims were taken to Sierra Nevada Memorial Hospital where Mrs. Jones died. Keith was moved to a Sacramento hosPital the night of the accident and died there on Aug' 15. His father remained in intensive care for several days. Paula was re-

HARDS/OOD SPECIALISTS

We're retail lumber yard specialists who can deliver in small 500 b.f.units and up.T&K has its own lrvington Moore steam kiln. We S2S and straight line rip one side of every board'

RED OAK. WHITE OAK ' ASH o HARD MAPLE r CHERRY AMERICAN BLACK WALNUT ' AROMATIC CEDAR T

P.O. Box 356, SPringdale, Ar.72764 (s01) 751.8049

"Hardwoods from the heart of the Oak Moun' tains delivered by our own fleet of trucks."

Coming in October . . .

ANNOAL HARDWOOD SPECIAL IESqE

The October issue of The Merchant Magazine will be a special Issue devoted to hardwood. We'll have stories, features, articles, plus merchandising and sales ideas . . . all devoted to hard. wood as it applies to you, our retail and wholesale readers. You'll enjoy reading this valuable issue . . . and profit from it, too.

ADVERTIEERE:

Take advantage of this exceptional opportunity to get your message before our readers. The Merchant's extensive circulation in the 13 Western states assures excellent coverage for your advertising message. This Hardwood Special Issue is the perfect editorial environment for your advertisement.

Call today and reserve space. Deadline is September 17 , 7982. You'll be glad you did.

When it comes to custom milling you can't find a better source than United. We're often called the "best in the westl'

Our modern 20,000 square foot facility, equipped with the latest machinery, gives us the capability to work on many orders at the same time. That means your job is ready when you want itand how you want it, we might add. Experienced operators guarantee quality work, every time!

A huge lumber inventory is another plus. From western softwoods to exotic imported hardwoods, you'll probably find it at United.

For top quality milling, give us a call today. Our '82 expansion program allows for more growth and we're out to get new customers. We would welcome the opportunity to discuss your milling needs.

Services Include: